SBI Growth

JULY 1, 2013

You see visions of making your 2013 and 2014 sales number. If you’re like most VP-Sales, this is money you most likely don’t have. If you’re like most VP-Sales, this is money you most likely don’t have. If you want to survive as VP-Sales, these projects must get off the ground. 2) Rethink Sales Team Head Count.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

SBI Growth

JULY 25, 2013

Have you started thinking about 2014? Want to know what your peers are planning for in 2014? The output focuses marketing efforts on customers & prospects with the highest potential to grow revenues. If you cannot run effective campaigns, you will be hard-pressed to generate leads for the sales force. TECHNOLOGY.

Outsourcing Services 257

Outsourcing Services Lead Rank Buyer Persona Lead Scoring 257

The Pipeline

DECEMBER 29, 2014

For the last post of 2014, I thought we would look at the top five posts of 2014; not saying they are the best of what I did in 2014, but it seems that these were the ones that got the most looks. The question relates to how vigorously one should pursue a potential prospect? Sales eXecution 274. To Call or Not.

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Face-to-face Cold Calling Commission Proposal 241

Sales 2.0

JULY 8, 2022

Meanwhile most high tech companies accept this level of productivity in their sales departments. This post describes a framework that I have found over the last two decades can really change the math on prospecting. It can be a critical step in filling your sales pipeline with great opportunities. Your prospect decides to do?

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

The Pipeline

DECEMBER 30, 2013

First an endless barrage of meaningless awards shows meant to squeeze the last bit of sales out of last year’s products. And an even greater number of post and articles telling you all the things you should do in 2014, most of which are retreads of things they advised you to do in 2013. So in 2014 Stop.

Face-to-face 276

Face-to-face Commission Objections Follow-up 276

Score More Sales

DECEMBER 16, 2013

This brings up the first issue you need to think about in 2014 – are you and your company in all the right places online so that potential buyers will find you? Start with LinkedIn and make sure you have a fantastic profile that draws prospects and partners to you. Build Sales with these LinkedIn Resources.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

The Pipeline

JANUARY 2, 2014

As the first post of the years, I thought I would set the tone for the blog and hopefully sales in 2014. Let’s start by setting straight some unadulterated s**t that has made its way into main stream sales over the last few years. A cute marketing term that elevated the noise created by Sales 2.0, Big difference.

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Demand Generation Demand Generation Targets Sales Cycle Comparison 295

The Sales Hunter

OCTOBER 8, 2013

One of the most important reasons for finishing strong in 2013 is it becomes a springboard for starting 2014 right. The problem with panic mode in the sales world is that salespeople tend to do stupid things. ” Don’t get me wrong — I want you to hit the gate running in 2014. ” Sales Motivation Blog.

Cold Calling 223

Cold Calling Discount Consultative Selling Compensation 223

Score More Sales

DECEMBER 23, 2013

Now that you are working to grow visibility as a seller and think like a publisher, work to craft a plan to make sales increases happen. Over many years and hundreds of sales teams, I’ve seen the most successful sellers work a plan and plan their work. I crafted plans to work hard to keep myself on track. What Plans do I Need?

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InsideView Compensation Inbound Lead Rank 238

Score More Sales

DECEMBER 27, 2013

In the first two posts in this series we talked about gaining visibility to grow sales as well as putting a plan in place. The pros – being in a clear space so that you can focus on “net new” sales will far outweigh the chore of getting stacks of papers scanned and organized digitally. Now how are you going to make this happen?

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Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

The Sales Hunter

FEBRUARY 11, 2014

Sales Prospecting Anxiety – the condition that limits a salesperson’s income due to their inability to prospect properly. Let’s look at 9 things you can do now to overcome sales prospecting anxiety. Let’s look at 9 things you can do now to overcome sales prospecting anxiety.

Prospecting 273

Prospecting Face-to-face Selling Skills Up-Sell 273

The Pipeline

JULY 18, 2013

Not that I want to look past the end of the summer, but as successful sales people we always have to be planning ahead. As we get ready to round the bend to the end of after Labour Day, it is not too early to start thinking about how we maximize our opportunities into the end of the year, and to kick 2014 off strong. ” Ingrid B.

Prospecting 275

Prospecting Cold Calling Discount Maximizer 275

SBI Growth

DECEMBER 21, 2013

You’re asking yourself “Why aren’t my prospects responding to my campaigns?” The fact is customers and prospects aren’t responding to your campaigns. Your budget was cut yet again and you’re starting to wonder if you’ll have a job in 2014. You begin rehashing the feedback from sales, customers and prospect surveys.

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Top of Funnel Prospecting Buyer Persona Lead Rank 312

The Sales Hunter

DECEMBER 3, 2013

2014 is less than a month away. Identify 5 new large customers that will take a several months of prospecting work to put you in a position to sell to them. Identify the 2 big things you know if you change in your sales process will make a significant difference in your results. They might be customers or prospects or both.

Motivation 226

Motivation Positioning Follow-up Prospecting 226

The Sales Heretic

JULY 9, 2014

As a professional speaker and sales trainer, I am—as you might expect—a member of the National Speakers Association. Which means that last week I was in San Diego for the 2014 NSA Annual Convention. More than a 1400 of the world’s best professional speakers gathered for four days to learn from each other. The result [.].

Competition 330

Competition Sales Prospecting 330

Understanding the Sales Force

OCTOBER 29, 2014

Did you watch any of the 2014 World Series? There is a huge connection between what I experienced with the World Series, and what prospects experience with salespeople. Dave Kurlan Consultative Selling selling tips Closing Sales sales presentation sales qualifying Jake Peavy 2014 World Series'

Prospecting 220

Prospecting Consultative Selling Closing Meeting 220

SBI Growth

OCTOBER 3, 2013

Planning for 2014 requires a fresh look at the metrics that will determine success. Similarly, sales reps and managers require a new set of capabilities. Sales Operations must transform its reporting to track these key capabilities. They are all leading indicators that can help you forecast success in 2014. Social Reach.

Top of Funnel 326

Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

SBI Growth

JULY 21, 2013

The sales field is suffering. Sales forces lack buyer-centered tools for success. When will Sales catch up with Marketing? Sales field alignment with the modern day buyer requires more than lip service. This blog is focused on the transformation of Sales to incorporate buyer-centered tools. Customers are suffering.

Top of Funnel 335

Top of Funnel Marketing Decision Maker Infusion 335

SBI Growth

OCTOBER 29, 2013

There is nothing more stressful than Q4 for a VP of Sales. Couple that with preparing for 2014 and you are maxed out. Schedule a review of your 2014 plan at your office here. We will use Sales Leader’s Q4 Critical Path Guide. Your Talent — How to improve your sales manager’s performance. The Love and Hate of Q4.

Territories 308

Territories Compensation Buyer Google 308

Understanding the Sales Force

SEPTEMBER 14, 2014

Understanding the Sales Force by Dave Kurlan. All sales calls were face-to-face (no phones) and the sellers traveled by horse, canoe, boat and later, ship. Then, in the mid 1980''s, the invention that would bring prospecting to the next level came along. c) Copyright 2014 Dave Kurlan' I pass most leads to my team.

Prospecting 275

Prospecting Face-to-face Direct Mail Travel 275

SBI Growth

JANUARY 5, 2014

In this post I want to recommend three ideas to raise your game in 2014. Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. Every sales manager is time starved. Every sales manager is time starved. POST-SALES SUPPORT. Most don’t.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

SBI Growth

OCTOBER 16, 2013

As CEO, you have developed a strong corporate strategy for 2014. Your corporate strategy has to align with your sales strategy. This post is about the key competencies your sales leader needs to possess. How to Make Your Number in 2014: A Sales Strategy You Can Execute ". What is causing the change?

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Hiring Social Media Decision Maker Face-to-face 316

SBI Growth

SEPTEMBER 20, 2013

The top sales executive in every organization faces the same problem: spin. Learning the truth is critical for your sales strategy. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Prospect Interviews. Sales Rep Survey. Sales Management Survey.

Hiring 310

Hiring How To Face-to-face Survey 310

SBI Growth

OCTOBER 10, 2013

Let’s recap the time you have sucked out of the sales rep’s day. The goal is improved efficiency and sales rep effectiveness. You’re trying to help but you’re killing the sales teams’ selling time in the process. And you wonder why the sales team is a reluctant participant in the new initiatives. So What’s the Solution?

Decision Maker 320

Decision Maker Buyer Persona Trends Buyer 320

Sales and Marketing Management

DECEMBER 14, 2014

Issue Date: 2014-12-15. Teaser: Advanced, real-time analytics can reveal a prospect’s engagement not only with email but also with any sales content – down to a very granular level. Author: Micheline Nijmeh. read more'

Analytics 306

Analytics Follow-up Sales Prospecting 306

The Pipeline

SEPTEMBER 3, 2014

We are about to enter the silly season in sales, the run up to the end of the year. As a sales professional what you need is practical and executable inputs that will help you close the year strong, and set yourself up for a profitable 2015. Put it in your calendar now: Thursday, September 11th, 2014 2:00 pm Eastern.

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Top of Funnel Closing Guarantee Funnel 306

SBI Growth

OCTOBER 2, 2013

We get requests to explain how sales reps use social to generate revenue. It seems all the focus is on your sales reps. But how does a Sales VP use social selling? How are you planning for Social in 2014? Your use of Social Selling will determine if you make the number in 2014. And it should.

Case Study 319

Case Study Social Selling Study Decision Maker 319

SBI Growth

OCTOBER 12, 2013

Most companies are in the heart of their planning process for 2014. Has your Sales Ops planning kept up with the new realities? Today’s post provides recommendations for revising your approach for 2014. By doing so, you''ll also get the Sales Ops Planning Evolution Guide. As a Sales Ops leader, this is up to you.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

NOVEMBER 28, 2013

It looks like Sales is going to miss the number this year. This post is for all who are involved in Sales making the number. Especially, it is for HR Business Partners to Sales. Ask Herb who was the HR Business Partner to Sales at a large technology firm. He provided no value to Sales leadership. Possible faults?

Lead Rank 275

Lead Rank Lead Scoring Sales Leadership Proposal 275

The Sales Hunter

MARCH 6, 2014

Maybe it’s not LinkedIn that stinks, but rather it’s people who use LinkedIn that stink, especially when it comes to prospecting. If you want to use LinkedIn as a prospecting tool, that’s fine but do it right. Copyright 2014, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

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LinkedIn Tools Prospecting Licensing 221

The Pipeline

JANUARY 12, 2013

This contest is to win tickets to the The Art of Sales… , Canada’s foremost sales conference, taking place in Toronto, January 29, 2013. What we are looking for is what’s the one challenge you have in sales today that you are determined to overcome by next January, 2014. and how that will impact your success.

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Conference ACT Pipeline Sales 256

The Sales Hunter

FEBRUARY 9, 2014

The 2014 Winter Olympics in Sochi are in full swing! Use the Olympics as one more opportunity to engage your customer or prospect in a conversation. You may be surprised to discover that your prospect or customer is quite interested in one of the sports. Copyright 2014, Mark Hunter “The Sales Hunter.”

Motivation 206

Motivation Video Conversion Sports 206

SBI Growth

NOVEMBER 15, 2013

If you are like most CMOs, here’s the problem: You’re way ahead of Sales. The competencies required by Sales for Marketing to be successful are just not there. Does the CSO/VP of Sales even understand how Marketing works? Something needs to change for sales to benefit from your marketing programs. Sales people are simple.

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Sales Qualified Lead Ideal Customer Profile Referrals Incentive 312

SBI Growth

JULY 30, 2013

This is the time of year when Marketing leaders start mapping out 2014 changes. Making the Number in 2014 starts now. How are you supporting the new “A” players in sales? Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Background.

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

Sales and Marketing Management

MARCH 16, 2014

Issue Date: 2014-03-17. Teaser: Mastering time and lead management helps sales teams capitalize on tracking so they can focus on having real conversations with their prospects – and these conversations are what drive conversions. Author: Bill Johnson, President of Salesvue. read more'

Lead Management 255

Lead Management Follow-up Conversion Leads 255

Understanding the Sales Force

JULY 10, 2014

Understanding the Sales Force by Dave Kurlan Can you name 10 Core Competencies of a great salesperson? Let''s see, there''s prospecting, qualifying and closing, and then there''s.wow, this is difficult! We constantly improve, update, enhance and perfect the science of evaluating sales forces and candidates.

Top of Funnel 310

Top of Funnel Social Selling Funnel Sales Cycle 310

SBI Growth

NOVEMBER 1, 2013

Top sales reps share a common trait. Why Top Sales Reps Will Be Unemployed in 2 Years set an SBI record for most views in one day. The post offered advice for top sales reps to avoid becoming obsolete. What can sales and HR leaders learn from this massive response? What separates top sales reps from the rest?

Hiring 308

Hiring Social Media Comparison Forecasting 308