SBI Growth

AUGUST 15, 2013

Organizations that have achieved real sales and marketing alignment are as rare as unicorns. This is the time of year when leaders start mapping out 2014. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” What percentage of leads should come from marketing?

Top of Funnel 282

Top of Funnel Marketing Lead Generation Face-to-face 282

Pointclear

FEBRUARY 27, 2014

We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation. In the opening paragraph she states: “Marketers sometimes see automation as a silver bullet. Marketing automation doesn’t identify your best target audiences. This worries me.

Marketing 266

Marketing Strategy Eloqua Marketo 266

Sales and Marketing Management

DECEMBER 10, 2014

Issue Date: 2014-12-10. Teaser: How well does your sales training program prepare new sales candidates for success? How well does your sales training program prepare new sales candidates for success? Author: Alison Brattle. Ask yourself these questions. Ask yourself these questions. read more'

Training 227

Training Sales 227

SBI Growth

AUGUST 3, 2013

She’s a Marketing VP at a B2B logistics company. The former leader never fully supported or appreciated Kathy’s marketing team efforts. The sales force neglected to utilize marketing developed sales support materials. The sales force neglected to utilize marketing developed sales support materials. Meet Kathy.

Meeting 303

Meeting Top of Funnel Marketing Lead Gen 303

SBI Growth

OCTOBER 29, 2013

Couple that with preparing for 2014 and you are maxed out. Schedule a review of your 2014 plan at your office here. To make matters worse, everybody in the planning sessions (finance, product, training, HR) has never made a number. How You Avoid Losing the 2014 Battle. You are sprinting to finish the current year.

Territories 308

Territories Compensation Buyer Google 308

SBI Growth

OCTOBER 17, 2013

With 2014 on the horizon, new sales targets will soon be set. Your 2014 number will inform decisions about the makeup of your team next year. Discover the best way to make your 2014 number. Become world class and make your number in 2014. Sometimes shifts in the market dictate that your team needs to grow.

Hiring 292

Hiring Follow-up Top of Funnel Analysis 292

SBI Growth

DECEMBER 25, 2013

A top trend in B2B marketing is the adoption of the Marketing Operations role. Innovative CMO and CIO pairs will throw out the rule book when it comes to IT''s support of Marketing. The best marketers will understand that "Content Marketing" does not equal "Thought Leadership".

B2B 325

B2B Enterprise Enterprise Analytics 325

SBI Growth

AUGUST 13, 2013

Or training to add emerging practices to your sellers’ skill sets. Or sales recruiting to staff a new go-to-market channel. And if marketing-related sales issues are being fixed, Marketing foots the bill. Another company would contract external sales trainers for annual and ongoing sales training. Who Should Pay?

Hiring 288

Hiring Incentives Incentive Benefit 288

SBI Growth

AUGUST 17, 2013

The CEO realized it was time to reinvent the Marketing organization. The key to marketing transformation is creating a measurable, customer-centric, market-driven organization. Are you contributing 30% of the revenue via marketing driven campaigns? Martyn is a board member for the Chief Marketing Officer Council.

Ideal Customer Profile 328

Ideal Customer Profile Hiring Lead Rank Compensation 328

SBI Growth

JULY 23, 2013

Marketing worries about the brand’s consistency. Sign up for the onsite session for your leadership team: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Understanding the drivers of Sales Force Effectiveness in 2014. It is a risk mitigator, branding engine and market research mechanism.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

Increase Sales

JANUARY 1, 2014

Sales Training Coaching Tip: Almost 50% of American set resolutions and only 8% achieve them. Sales Training Coaching Tip: This eBook, Beyond-SMART-Goals-2014-eBook , (free download) is what promoted the email exchange, refer to page 11. Sales Training Coaching Tip: LinkedIn is a great resource.

eBook 128

eBook Coaching Intent Influencer 128

SBI Growth

OCTOBER 12, 2013

Most companies are in the heart of their planning process for 2014. Today’s post provides recommendations for revising your approach for 2014. There’s solid evidence that your Marketing counterparts are responding. 58% have increased their content marketing budget. Get the sales team trained on how to sell socially.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

Sales and Marketing Management

NOVEMBER 21, 2014

Issue Date: 2014-11-21. Teaser: Most channel marketers have a dysfunctional relationship with layered incentives. They know that incenting sales-driving behaviors, such as training and product demo, can make a partner feel more personally invested in selling their products. Author: Dan Hawtof, Parago Executive Vice President.

Incentives 261

Incentives Incentive Channels Up-Sell 261

SBI Growth

OCTOBER 21, 2013

As you plan for 2014, are you investing enough in both? Your people will need new capabilities to thrive in a changing market. Performance culture is studied in depth in our 2014 Research Tour. He wanted the market to view his company as the place for ‘A’ players. There are very few ‘A’ players in the market.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

AUGUST 7, 2013

Get a copy of our 6 Sales VP Essential Skills Scorecard when you register for this event: How To Make Your Number in 2014 : A Sales Strategy You Can Execute. Marketing might be called in for a presentation design. She works closely with marketing to enable her team with content and leads. Reps that fail are re-trained.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

SBI Growth

NOVEMBER 1, 2013

You can access it when you sign up for SBI’s Sales & Marketing Research Review here. Video training modules are completed on a smartphone. Development: How can your training programs help top performers? Next Steps: Prepare for 2014 now. Make the Number in 2014. Staying On Top. Author: John Kenney.

Hiring 308

Hiring Social Media Comparison Forecasting 308

SBI Growth

DECEMBER 3, 2013

It was done via event based training. Unfortunately, somebody in marketing gave you one day because “the agenda is packed.” Because you believe you have capable people, you delivered the training. During the training, everybody nods. The CEO was asking him “did the training work?” You know you needed more time.

Groups 297

Groups Follow-up SalesForce Training 297

SBI Growth

NOVEMBER 20, 2013

Read on and be better prepared to retain, hire (or become) a top sales rep in 2014. They ask questions about social media tools and training they can deploy in the new role. This includes demonstration units, simplified pricing, white papers, adequate pre-sales and ongoing market training. What Top Performers Need.

Hiring 314

Hiring Social Media Compensation Buyer Persona 314

No More Cold Calling

JANUARY 2, 2014

As you’re planning for 2014, forget resolutions. Our inboxes are crowded with email marketing messages chock-full of New Year’s resolution products and programs. As you’re planning for 2014 , don’t just give your sales team an annual quota and expect them to make it rain. Set manageable goals instead. Forget Shaking the Trees.

Referrals 240

Referrals Small Business Small Business Enterprise 240

Sales and Marketing Management

APRIL 10, 2014

Issue Date: 2014-03-01. Teaser: Is it possible the most important training for your top-performing salespeople came before they closed their first deal — or even chose a career? A survey of 254 sales professionals across the U.S. A survey of 254 sales professionals across the U.S. read more'

Survey 254

Survey Training Closing Sales 254

Increase Sales

OCTOBER 29, 2013

As I have written countless times, the purpose of marketing is to attract attention and begin to build relationships. When marketing is memorable, meaning you have created an emotional connection with your target audience, you will make money. The question is how do I make my marketing memorable for my small business?

Marketing 137

Marketing Small Business Small Business Infusion 137

Sales and Marketing Management

JULY 24, 2014

Issue Date: 2014-07-25. Teaser: A window company’s decision to train the sales organization to target the most winnable projects sparks companywide growth. A window company’s decision to train the sales organization to target the most winnable projects sparks companywide growth. Author: Barrett Riddleberger.

Training 237

Training Company Sales 237

SBI Growth

JULY 26, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." The other aspect of the Brand is noticed by your market and customers. Hank''s DLA experience: Hank’s team was trained on the use of the onboarding process and tools. The Doomed Project Predictor - Get It Now!

Hiring 267

Hiring How To Sales Qualified Lead Face-to-face 267

SBI Growth

NOVEMBER 13, 2013

For the complete list of Jim Welch’s New Year Preparation Tips, register for SBI’s Sales & Marketing Research Review. Discover insights and market trends from SBI’s research in 2013. You’ll be training. Whatever happens in 2014, it’s a safe bet it will hold some surprises. He responded with 8 tips.

Hiring 303

Hiring Trends Call-back Research 303

Sales and Marketing Management

JUNE 1, 2018

Managers of sales and marketing teams are charged with coaching up individual team members, enhancing their skill sets and improving overall team performance. Get them proficient with more marketing technologies? Storytelling has stood the test of time as a critical skill in sales and marketing?—?and But where to begin?

Marketing 226

Marketing Telemarketing Education Scale 226

Increase Sales

DECEMBER 30, 2013

Someone had to invent a word that combines mobile marketing with social media. ” And given that much of mobile marketing is local as well, then this word, mocal, also works. Mobile marketing is the now and the future if you believe these statistics (Source Chris Warden ): Four out of five shoppers use smart phones to shop.

Social Media 139

Social Media Marketing Media Inbound 139

SBI Growth

JULY 31, 2013

Training reps on more than one process is time consuming and hard. It is customized to the market segment, product and buying persona. This involves activities like big deal reviews and rep led training. In doing so, you are constantly updating and modifying the process to respond to market changes.

Sales Process 321

Sales Process Buyer Persona Buyer Segment 321

SBI Growth

JUNE 30, 2013

This results in market share gains. Training organized in “sprints”. Training happens in the field, not in the class room. Your 2014 quota is going up. In contrast, forward-looking, courageous companies, like Oracle, hire into the soft economy. Why is it taking Oracle too long to ramp the new reps? No printed material.

Hiring 308

Hiring Oracle Lead Rank Lead Scoring 308

SBI Growth

DECEMBER 22, 2013

People get disappointed with sales training events. They satisfy a box checking exercise around providing training. Specifically: Problem - Marketing does not generate enough demand. Choice - Accept it, complain about marketing or generate your own leads. Improved the ability for sales to not rely on marketing.

Scale 282

Scale Compensation Exercises Follow-up 282

Sales and Marketing Management

APRIL 13, 2014

Issue Date: 2014-03-01. Teaser: Do you continue to be frustrated and confused as to why so much of your sales training doesn't seem to stick? Do you continue to be frustrated and confused as to why so much of your sales training doesn't seem to stick? Author: Paul Nolan. read more'

Training 204

Training Company Sales 204

Your Sales Management Guru

SEPTEMBER 23, 2013

First Quarter 2014. But as budget planning begins and business strategies begin to be set, it is your responsibility to be ready for 2014. 1. What are your revenue objectives by each quarter for 2014? When do you need them fully up and trained? 4. Review your marketing/sales operational teams.

Scale 80

Scale Compensation Hiring Lead Rank 80

SBI Growth

DECEMBER 1, 2013

There is scarcity in the market. Training on defining the problem. By doing so, you will realize 80% of the benefit in 2014. Hire someone that is truly going to turn it up a notch. Teach new prospecting techniques. The ability to drive new business opportunities is a highly valued skill. How do I know? Time is not on your side.

Hiring 295

Hiring Follow-up Account ACT 295

Your Sales Management Guru

JULY 14, 2014

2014-15: How will you stand out in the marketplace? Embedded as one of the key components in the marketing segment was building a vertical market using Cloud solutions to increase sales velocity, one of the sub-elements was using Thought Leadership Marketing to help you stand out in the marketplace. About the Author.

Lead Rank 80

Lead Rank Lead Scoring Microsoft Face-to-face 80

Increase Sales

DECEMBER 30, 2013

If small business owners and sales professionals were not busy enough, this marketing survey from Trapit just may have them pulling out what little hair they have left. This same group admitted to only investing 28% of their time developing and creating content marketing strategies. Share on Facebook.

Marketing 139

Marketing Social Media Small Business Small Business 139

Keith Rosen

JULY 14, 2014

Selling Power Features Keith Rosen’s company, Profit Builders on the 2014 Top 20 Sales Training Companies List. Profit Builders is honored to announce that on June 18, 2014 they were included on the 2014 list of the Top 20 Sales Training Companies that excel in helping sales leaders improve the performance of their sales teams.

Coaching 112

Coaching Training Company Social Media 112

SBI Growth

NOVEMBER 6, 2013

Impacting a marketing team’s output in that short period of time requires a quick start. Marketing contribution as a % of Pipeline Opportunities. Marketing contribution as a % of Revenue. In many cases the CMO inherits a transitional marketing team not set-up to drive revenue. Marketing Team Assessment & Roadmap.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282

SBI Growth

AUGUST 22, 2013

Read on and you''ll be ready to Make the Number in 2014. VP of Sales - Scenario: Marketing is not providing enough leads for the Sales team to succeed. You can decide if the gap between what you see and what you need can be trained. Click on the link above to register for SBI''s How to Make Your Number in 2014 event.

Hiring 300

Hiring Proposal Exercises Lead Rank 300