SBI Growth

SEPTEMBER 22, 2013

You’re completing 2013 and building your marketing strategy for 2014. Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Poorly executing one of these major initiatives will cost you your job in 2014. Sales enablement tools can’t get a cursory review.

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Eloqua Marketo Buyer Persona Collateral 316

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.

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Social Selling Ideal Customer Profile Maximizer Segment 300

SBI Growth

DECEMBER 16, 2013

Are you ready for 2014? To maximize your chances at a successful 2014, you need a good strategy. Additionally, there must be 100% synergy between the sales and marketing strategies. Too often, the sales and marketing leaders work in siloes. Sit down with your sales counterpart and talk through each other’s 2014 goals.

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Outsourcing Services Strategy Buyer Persona Lead Rank 281

SBI Growth

JANUARY 24, 2014

Chances are you have just returned from your annual Sales Kickoff (SKO). SKO’s are great to re-energize and learn about sales direction for the upcoming year. But what about that sales training you received? How will you use them to top the Leader Board in 2014? You want to maximize your competitive edge going into 2014.

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Sales Qualified Lead Compensation Call-back Energy 299

SBI Growth

DECEMBER 2, 2013

Download the 2014 B2B Demand Generation Planning template here to get started. When you apply this approach to affiliates, partners or your sales channel the same concepts apply. Key Components of Agile Execution: Pilot Plan – A small segment of the market is selected by working with sales leadership. Greater campaign execution.

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Demand Generation Demand Generation Targets Marketing Buyer Persona 310

SBI Growth

JANUARY 3, 2014

2014 is upon us! With it comes a new sales number and a new opportunity for success. As a sales representative you are faced with many time commitments. How will you balance your sales efforts with creating the Ideal Life for yourself? Top sales reps spend over 45 hours per week focusing on their patch.

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Cancellation Face-to-face Territories Follow-up 296

Steven Rosen

JUNE 1, 2014

Top Sales & Marketing Influencers. For the second year running, I was honoured to have made the list of The Top Sales & Marketing Influencers. . Each year, Top Sales World engages a small team of professional researchers to discover who are the sales and marketing experts, who genuinely influence the way we think, and sell.

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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

SBI Growth

NOVEMBER 21, 2013

Sales gets off to a fast start at the beginning of the year. Come Q4, that lead has evaporated and now sales is threatening to miss the number. Your sales leaders will frantically try every trick in the book. The victims here are your potential customers who have to deal with a barrage of sales tactics. Best Practices.

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Decision Maker Maximizer Buying Cycle Top of Funnel 320

SBI Growth

OCTOBER 14, 2013

It utilizes personnel from Sales, Marketing, Product Development and other parts of the organization. The clients we have helped told us, “ Content Marketing is now our best Sales Rep.” The sales team will be expecting more leads from you and sales enablement content. Sales will be enabled to close deals faster.

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Demand Generation Agencies Marketing How To Face-to-face 316

No More Cold Calling

OCTOBER 28, 2014

He asked if we’re all connected to our customers and explained how doing so helps sales professionals engage and build one-on-one relationships with buyers. My Greatest Learning Nuggets Dreamforce is not a sales conference. However, this year there was a sales track. Marc also spoke about the imperative to connect.

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Nonprofit Hiring Conference Small Business 289

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.

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Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

No More Cold Calling

DECEMBER 23, 2014

Phillip Twyford, director of sales and marketing for Tico Mail Works, had the exact same realization, which he outlines in this week’s guest post. I was 16 years old and working in Arnotts department store as a sales assistant. Associations Enterprise Sales Management Salespeople Small Business'

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Face-to-face Social Media Facebook Film 276

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. Sales competition competitor executive goals manager presentation product professional prospect rapport service speaker trainer'

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Competition Sales Prospecting 330

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. Your thoughts should now turn to 2014. I speak with many VP Sales who say the same thing every year: “We have some underperformers that are killing us.” Before you really make any decisions, start with these questions: What are my key strategic initiatives for 2014?

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Territories Scale Guidelines Groups 300

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.

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Territories Compensation Buyer Google 308

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.

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Top of Funnel Marketing Decision Maker Infusion 335

SBI Growth

JANUARY 4, 2014

Sales leaders have their goals for 2014. Reaction alone is a poison that slowly kills sales leaders. This post is for Sales Leaders to plan for success in 2014 and beyond. HR and Sales Ops leaders are called on to help enact the plan – and remind Sales leaders of the plan. It has to start with a plan.

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Hiring Face-to-face Energy Call-back 280

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?

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Decision Maker Buyer Persona Trends Buyer 320

Sales and Marketing Management

NOVEMBER 3, 2014

Issue Date: 2014-11-03. Teaser: In the midst of a pressure-packed fourth quarter, it can be easy to forget the little things that make a difference between closing a sale and walking away empty-handed. Author: Todd Lenhart, president, SNI. read more'

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Closing Sales 309

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

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.

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Sales Management Face-to-face Decision Maker Travel 310

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

JUNE 15, 2014

More than three-in-four companies have a 5% or higher growth goal for 2014. Sales Operations Strategy sales operations sales planning' Contrast that to the fact that 47% of CSO''s are not confident they will make their revenue goal. With real economic growth at approximately 3%, something’s got to give.

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Objections Sales Operations B2B Revenue 296

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.” Sales Rep Survey. Sales Management Survey. Customer Interviews.

Hiring 310

Hiring How To Face-to-face Survey 310

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'

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Analytics Follow-up Sales Prospecting 306

SBI Growth

OCTOBER 25, 2013

When you assess the performance of your sales leader, perhaps you’re feeling let down. As you plan for next year, you have two options: Pull the Plug – Fire your sales leader and find someone else. As you plan for next year, you have two options: Pull the Plug – Fire your sales leader and find someone else. He works hard.

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Hiring How To eBook Follow-up 303

SBI Growth

AUGUST 5, 2014

“The average Sales Enablement budget doubled between 2012 and 2014 from $1.2M Sales Operations Strategy Sales Budget Sales Enablement Director of Sales Enablement' ” 1 Did yours?

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Sales Enablement Sales Operations Strategy Sales 288

SBI Growth

AUGUST 12, 2014

Take Deloitte''s " Global Human Capital Trends 2014 " survey. Talent Management Human Resources Sales Leadership Sales Development Leadership Development'

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Sales Leadership Survey Trends Resources 296

Sales and Marketing Management

DECEMBER 19, 2014

Issue Date: 2014-12-19. Teaser: Often, in high-pressure sales situations, there is a big gap between knowledge and translating that knowledge into action. Often, in high-pressure sales situations, there is a big gap between knowledge and translating that knowledge into action. Author: Liz Wendling. Here's how to conquer it.

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Sales How To 285

SBI Growth

OCTOBER 6, 2013

This post is for Sales and HR Leaders planning 2014 Sales Compensation. It provides a number of common Sales Compensation complaints. Knowing these complaints, you can build your 2014 plan to avoid them. Something you’ll need to go with this post is the Sales Compensation Complaint Checker.

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Compensation Territories Incentives Incentive 293

Sales and Marketing Management

DECEMBER 25, 2014

Issue Date: 2014-12-26. Teaser: Everyone appreciates quick and easy-to-implement ways to improve sales for you or your organization? Everyone appreciates quick and easy-to-implement ways to improve sales for you or your organization? Author: Todd Lenhart. Here are three. Here are three. read more'

Sales 282

Sales 282

SBI Growth

OCTOBER 19, 2013

This is a major weakness heading into 2014. The specialist roles involved in executing world class B2B marketing in 2014 is complex. Moving into 2014 with a vacuum in this capability is Death. Corporate Hideout – Don’t see value in spending time in the field with the sales force. CMO Success in 2014.

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Demand Generation Agencies Outsourcing Services Demand Generation Demand Generation Targets 321

SBI Growth

JUNE 1, 2014

“I should have been a stenographer,” the sales rep told me. He was punching in results from a sales call. Sales Process Sales Leader 2014 planning Small Company Sales Leader Resources' “How long does this typically take you?” ” I asked.

Resources 292

Resources Sales Process Company Sales 292

Sales and Marketing Management

MARCH 24, 2014

Issue Date: 2014-03-24. Teaser: Dumping leads into the classic sales funnel results in a significant amount of wasted effort on deals that will never make it to the final stage of the pipeline. Author: Jason Jordan. It’s time for a new, more productive model.

Pipeline 292

Pipeline Top of Funnel Lead Rank Funnel 292

SBI Growth

AUGUST 19, 2014

Hubspot’s INBOUND 2014 Conference is one of the better conferences of the year. What causes you (CEO) to lose confidence in your sales leader? Why do CEOs give unrealistic revenue targets to their head of sales over half the time? Why do CEOs give unrealistic revenue targets to their head of sales over half the time?

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Hubspot Conference Inbound Revenue 300

Sales and Marketing Management

MARCH 30, 2014

Issue Date: 2014-03-31. Teaser: B2B sales will always demand a certain level of art and emotional intelligence. The same can be said for B2C sales. But it is possible to take the guess work out of B2B sales. B2B sales will always demand a certain level of art and emotional intelligence. read more'

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B2B B2C Retail Data 296