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. You are strategizing with Sales Managers and reps. How You Avoid Losing the 2014 Battle. You are sprinting to finish the current year.

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Territories Compensation Buyer Google 308

SBI Growth

OCTOBER 25, 2013

Rescue your current sales leader – Help the current guy make the number next year. To learn what the best sales leaders are doing to prep for 2014, sign up for SBI’s Annual Research Session. When you do, you will get access to the Sales Leader Execution Kit. It’s helped their sales leaders prepare for next year.

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Hiring How To eBook Follow-up 303

SBI Growth

AUGUST 13, 2013

Whatever the Sales Force Effectiveness (SFE) improvement, it will require funds to get it implemented. This post will help you answer this question – and it includes the tool “SFE Funds Finder”. Through an informal or formal assessment, you’ve found sales improvement needs. Without one, Sales and HR should work to find funding.

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Hiring Incentives Incentive Benefit 288

SBI Growth

JULY 22, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. Schedule interviews with yourself and sales managers weekly. Schedule your field rides with sales reps today.

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Hiring Top of Funnel How To Social Selling 325

SBI Growth

AUGUST 31, 2013

This post lists some attributes of high-performance sales cultures. A Culture Creation tool is available by signing up for the SBI Making the 2014 Number tour. It lists 11 traits of high performance sales cultures. A bonus tool is included to help create a common vision. Modified the sales compensation and quotas.

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Hiring Transportation Follow-up Lead Rank 310

SBI Growth

OCTOBER 20, 2013

Planning for 2014 is in full swing. You just got off the weekly call with the Sales Leadership team. Your boss, the SVP of Sales, has some ‘great’ news. “We We got budget approval to add new sales heads. Start recruiting now so we can start of 2014 with a full team.” The Job Tryout tool will help get you started.

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Hiring Ideal Customer Profile Lead Rank Lead Scoring 288

SBI Growth

AUGUST 4, 2013

It includes a tool to customize for your own agile reviews. Performance management is covered in depth in SBI''s annual research tour. The Agile Performance Review is just one of a range of tools you''ll receive. Converting to Agile Performance Reviews will help you Make the Number in 2014. Who Killed the Annual Review?

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Territories Lead Rank Lead Scoring Demand Generation 282

Understanding the Sales Force

JULY 10, 2014

The biggest changes since our original set of 21 Core Competencies in 1994 are the inclusion of categories that compliment our dashboards as well as the inclusion of Sales Posturing and Social Selling. Next week I''ll introduce our new and revised Sales Management Core Competencies. They are marketing themselves.

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Top of Funnel Social Selling Funnel Sales Cycle 309

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." In the predictor tool, you will also learn: Why short-term financial returns can be deceiving. Hank''s DLA experience: DLA hired engaged a consulting firm to help with sales rep onboarding. Failure here.

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

SBI Growth

AUGUST 7, 2013

However, we frequently see Sales VPs still stuck in the sales manager mindset. An ill-prepared sales manager damages his region. A Sales VP focused on the wrong things can ruin the entire company. They cross collaborate with manager peers, their reps, and the VP. He helps the new reps ramp up quickly.

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Construction Ideal Customer Profile Territories Compensation 334

SBI Growth

NOVEMBER 16, 2013

You are finalizing plans for 2014. Many of the answers to a sales leader’s execution problems are in the market. To understand how sales forces have prioritized this initiative, click here. You will receive the Sales Leaders Listening Tool. As a VP of Sales, lack of execution drives you crazy.

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Hiring Call-back Face-to-face Buyer 308

SBI Growth

SEPTEMBER 27, 2013

Entering 2014, Sales and HR leaders face new trends causing turnover with top talent. This post offers solutions to Sales and HR leaders who ask this question: “How do we respond to demographic trends and retain top sales talent?” This tool is a practical guide to 10 conversations that will boost retention.

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Sales Talent Conversion Survey Salary 300

SBI Growth

AUGUST 23, 2013

There is a better way to differentiate your sales force from the competition. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Learn why a customized sales process is the ultimate competitive advantage. Not Just a Regular Sales Process.

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Top of Funnel Competition Buyer Sales Methodology 276

SBI Growth

SEPTEMBER 2, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn why your team ignores your sales process and how to fix it. When you register, you’ll also receive the Reinforcement Framework Tool. Many sales processes are devoid of an adoption and reinforcement plan.

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Sales Process Webinar Metrics Vendor Energy 308

SBI Growth

AUGUST 10, 2013

Her sales manager knew her potential and sent her to a weeklong sales training. When a new rep leaves a training, he does not have the tool kit to succeed. To survive in B2B selling in 2014 a new set of skills is required. Chances are your top sales talent is already engaging in some of these activities.

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Training Top of Funnel Hiring Hotels 293

SBI Growth

JANUARY 1, 2014

Every year, a Sales Enablement leader is faced with the same problem. Ramping new sales reps. Make a change in 2014. Now that productivity is defined, you need to identify the tools they need. Gamification: Encourage the competitive nature of the new sales reps by making the training interactive.

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Training Buyer Persona Hiring How To 282

Sales 2.0

OCTOBER 22, 2014

A couple of weeks ago I went to the 2014 version of Inbound with about 10,000 other people and was thrilled to not only attend David’s talk but get him to do an interview about his new book and his thoughts on social selling. 2. Sales managers are the biggest problem. They were once top sales people. Let me know.).

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Lead Rank Cold Calling Lead Scoring eBook 300

SBI Growth

JUNE 30, 2013

Use this tool to rank yourself on the Agile vs. Waterfall scorecard. This tool will save you a ton of time. The sales manager owns the process and is paid on average ramp time. Your 2014 quota is going up. You are going to need to hire new sales reps. of this new process. There are 12 major deliverables.

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Hiring Oracle Lead Rank Lead Scoring 308

SBI Growth

SEPTEMBER 14, 2013

We find numerous obstacles Sales VPs and Sales Managers face. It wastes time and costs sales. Every year we compile research for our Sales & Marketing Research Review. Conducting over 5400 Sales Management surveys and interviewing 600+ executives gave us new insight. Author: Dan Perry.

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Hiring Face-to-face Lead Rank Lead Scoring 300

SBI Growth

AUGUST 22, 2013

Sales can learn a lesson here. Sign up here to receive a copy of the Sales Job Tryout Toolkit. Read on and you''ll be ready to Make the Number in 2014. Here''s a 7-step overview of a tryout for a sales rep. (To Sales Manager - Scenario: Only 2 of 8 members of the sales team are making the number.

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Hiring Proposal Exercises Lead Rank 300

No More Cold Calling

DECEMBER 19, 2013

Find out if they have any questions for you as they plan for 2014. It’s not cheating if that book happens to be something that will help you become a better salesperson in 2014. for a couple of months now, I also recently published a free eBook, “ Facebook and Face Time Matter: The Role of Technology in Sales.”

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Follow-up Face-to-face Referrals Cold Calling 237

Sales 2.0

AUGUST 5, 2014

Don’t get wrapped up in the “coolness” of Sales 2.0 tools and Social Selling. by Dave Brock on July 31st, 2014. attempts to bring sanity and manageability into our lives, we leverage all sorts of tools and techniques to improve our efficiency. Customers Sales Management'

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Call-back Social Selling Up-Sell Tools 191

SBI Growth

AUGUST 27, 2013

Register now for our How to Make Your Number in 2014 : A Sales Strategy You Execute. Every week you and your sales managers need to have these strategy sessions. Use the Quarter 3 Pipeline Assessment tool to quickly test the deals in your Pipeline. Leave a comment on how they worked shortening your sales cycle.

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Closing Pipeline Call-back Buyer 306

Score More Sales

NOVEMBER 6, 2014

Now, many tools will help you through assessments and there are books available to help walk newer managers through this. First, a couple of tools, then a book. Assessment Tool: Roundpegg. They help manage the entire life-cycle of employees for you. You can find it on Amazon or from the author here.

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Hiring How To Lead Rank Lead Scoring 229

Sales Training Connection

JUNE 4, 2014

Sales Managers. If you want to get better at management a good first step is – stop annoying you staff. People complain about their managers regardless of their position inside the organization or the type of business all the time. This good idea also holds true for sales managers.

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Sales Management Face-to-face Pivotal Sales Leadership 123

Fill the Funnel

NOVEMBER 4, 2014

You get the idea -these are key sales management actions to be thinking about. There is a lot of work to be done to get definitive answers to these and many more questions before 2014 comes to an end. You can learn from six of the best in Sales Management Consulting. Web Tools' I hope to see you there!

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Sales Management Hiring Top of Funnel Lead Rank 118

Sales and Marketing Management

APRIL 17, 2014

Issue Date: 2014-04-18. Teaser: Using last decade's sales management tools to accomplish today's complex tasks isn't quite as bad as suiting up a football team with leather helmets, but it may as well be. Author: Dan Hawtof. read more'

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Channels Tools Sales Management Sales 159

Understanding the Sales Force

JULY 22, 2014

The article also instructs readers to evaluate using a predictive tool. With all of that information about their past, how can you possibly gauge potential when hiring for your sales force? Image Copyright: iqoncept / 123RF Stock Photo (c) Copyright 2014 Dave Kurlan' References verify that information.

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Hiring Decision Maker Construction Incentives 241

SBI Growth

AUGUST 8, 2013

CMO’s can borrow brilliance from top sales best practices. The crown jewel of sales excellence is the Field Ride-along. World Class sales organizations emphasize manager & rep ride-alongs. Sales Managers go into the field for 1-2 days with their reps and ‘ride-along’ to observe and coach.

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Marketing Coaching Report Salary 282

Understanding the Sales Force

JANUARY 28, 2014

This is the 10th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Do Technical Salespeople Need Sales Training? I will be speaking at the Sales 2.0

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Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 244

Pointclear

OCTOBER 9, 2013

Finding leads isn’t the hard part, but unqualified leads are just “ash and trash”, according to my latest PowerViews guest, James Obermayer, sales manager extraordinaire. Jim is also the President of Sales Leakage Consulting, Inc. Jim is also the President of Sales Leakage Consulting, Inc. How do you measure that?

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Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

No More Cold Calling

NOVEMBER 21, 2013

If so, you can forget about exceeding quota in 2014. Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28 And social media and the Internet will eliminate the time-consuming, face-to-face aspect of sales.

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Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Hubspot Sales

JULY 22, 2020

In reality, sales professionals and managers need to have access to the best available sales planning tools to help them boost sales productivity and close more and bigger deals. Sales Productivity Tools. HubSpot Sales Platform. With this tool, you can schedule emails directly from your Gmail.

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Tools Closing Territories Hubspot 131

Understanding the Sales Force

MAY 1, 2014

One-person sales consulting firms, self-appointed experts, telling, but not doing, what they say. If you were to read through each of the 1,150 articles I have posted on this blog since 2006, and organize, sort, create a flow and edit it all into a Sales Management Bible, we would have one enormous how-to guide.

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Hiring Webinar Metrics Channels Policies 222

Sales Training Connection

SEPTEMBER 29, 2014

Lessons for Sales Managers. In the book, the author shares several key points about entrepreneurs which we believe surely presents lessons for sales managers. Delegators are great managers and supportive bosses. From our observation, these points are particularly important for front-line sales managers.

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Sales Management Journal Lead Rank Pivotal 96

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? Search less. Close more.

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Ideal Customer Profile Tools Prospecting Lead Rank 111

SBI

SEPTEMBER 24, 2014

According to Gartner Group, Total Worldwide CRM Software revenue in 2014 is predicted to hit nearly $24 Billion. That means that $12 Billion worth of CRM investments in 2014 alone will face a questionable return. see “ The Two Biggest Reasons Sales Tools Fail” ). Look for next generation sales tools like Pipeline Deals.

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CRM PipelineDeals Vendor Face-to-face 131