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

Understanding the Sales Force

OCTOBER 15, 2013

Understanding the Sales Force by Dave Kurlan Regular readers know I''m a baseball guy, but that doesn''t mean I ignore football. When you look ahead to 2014 sales, are you using the same assumptions as always? What if your average sale or account drops? What if your sales cycle extends by 2 months? 51 points.to

Top of Funnel 272

Top of Funnel Margin Sales Cycle Retention 272

SBI Growth

SEPTEMBER 5, 2013

‘A’ player sales reps are a unique breed. To clarify an ''A'' player is a sales rep who consistently performs in the top 10% of production and exhibits model behavior. As a VP of Sales, you pride yourself on taking care of your best. During the research for this event , SBI heard from over 2,200 ‘A’ Player Sales Reps.

Social Selling 300

Social Selling Ideal Customer Profile Maximizer Segment 300

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

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 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

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 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?

InsideView 238

InsideView Compensation Inbound Lead Rank 238

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

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.

Demand Generation 295

Demand Generation Demand Generation Targets Sales Cycle Comparison 295

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?

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

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 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

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Scoring 111

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

Hubspot Sales

JUNE 6, 2022

Sales reps run into trouble when they try to go into a call totally cold. Prospect research is a challenge that's every bit as frustrating as it is essential — so to help you out, we've put together a list of 18 of the best places to research buyers before sales conversations. Either way, that deal is probably going nowhere.

Research 128

Research Prospecting Face-to-face Twitter 128

SBI

DECEMBER 29, 2014

2015 looks to be the most exciting year yet for sales and marketing solutions and for those who seek to improve their revenue. 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14. They’ll all be participating in this year’s Dreamforce 2014 event at the Moscone Center in San Francisco.

InsideView 127

InsideView Tools Decision Maker Twitter 127

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.

Top of Funnel 312

Top of Funnel Prospecting Lead Scoring Lead Rank 312

Zoominfo

FEBRUARY 3, 2021

The answer is a tale as old as time: In 2014, LinkedIn acquired Bizo for $175 million, just six years after Bizo was spun out of its parent company. A sales enablement software company can now create an audience consisting solely of sales employees at companies with 20+ people in sales. Why don’t I hear about Bizo?

Data 246

Data Advertising Advertising Lead Rank 246

SBI

AUGUST 28, 2014

Perhaps you want tools that deliver rich content that lets you convert more prospects into leads and leads into opportunities. You’ll find them and more in our new Top Marketing Tools of 2014 guide. Sales Tools/Product Reviews' And you can learn all about them in this multi-media guide! Think we missed something?

Tools 137

Tools Sales Tools B2B Media 137

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

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

A Sales Guy

AUGUST 26, 2013

If you expect to continue to be a great sales person and remain at the top of your game, then it’s time to start your own blog. The answer to that question is in three parts: We are in an information world and information (content) has never been more important to sales. This is even more valuable in sales. Why a blog?

Social Media 131

Social Media Media Google Networking 131

Sales and Marketing Management

MARCH 20, 2014

Issue Date: 2014-03-21. Teaser: To be successful in today’s competitive sales environment, the devotion to prospecting is key. As we continue to develop new technologies, prospecting tools have enhanced tremendously. To be successful in today’s competitive sales environment, the devotion to prospecting is key.

Prospecting 120

Prospecting Competition Account Tools 120

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.

LinkedIn 221

LinkedIn Tools Prospecting Licensing 221

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 Scoring 80

Lead Scoring Lead Rank Microsoft Face-to-face 80

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

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

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 Prospecting Sales 306

SBI

JULY 23, 2013

What if you were given notice today, that your sales plan will double in 2014? Heck, it’s hard to imagine increasing sales by as little as 10% without implementing some sort of change. Here are a number of things you can change: You can make sure salespeople have the perfect content that resonates with each unique prospect.

Revenue 121

Revenue Vendor Hiring Sales Tools 121

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

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

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

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.

Top of Funnel 306

Top of Funnel Closing Guarantee Funnel 306

SBI

MARCH 5, 2013

What if today you were given notice that your sales quota will double in 2014. Heck, it’s hard to imagine increasing sales by as little as 10% without implementing some sort of change. You can select and provision for sales tools that will make it possible for reps to sell more. I’m betting your answer is YES.

Revenue 127

Revenue Hiring Decision Maker CRM 127

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?

Hiring 316

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