SBI Growth

JANUARY 18, 2013

This post includes one tool to think more strategically about a part of the business. 2014 and Beyond. It is to align the talent to where the market will be in 2014. The tool shown below shows a quick assessment of Return on Investment. The SBI website abounds in insights and tools that can expand your relevance.

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SBI Growth

SEPTEMBER 5, 2013

Additional suggestions to stress test your 2014 sales plan. Why Your ‘A’ Players are In High Demand in 2014. Companies are investing in growth for 2014. Social tools have given reps unprecedented access to answer the question “is the grass greener somewhere else?” New logo pursuit is front and center for sales leaders.

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Social Selling Ideal Customer Profile Maximizer Segment 300

SBI Growth

OCTOBER 4, 2013

Gain access to guides and tools to help you make the number in 2014. This will then inform your thoughts about your 2014 quota. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. The review presents findings from SBI’s market research in 2013. Bottom-Up Quota Setting.

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Quota Ideal Customer Profile Territories Demographics 306

SBI Growth

DECEMBER 16, 2013

Are you ready for 2014? To maximize your chances at a successful 2014, you need a good strategy. Sit down with your sales counterpart and talk through each other’s 2014 goals. A BPM is a tool that maps the decision making process used to purchase a product, service or solution. The New Year is fast approaching.

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Outsourcing Services Strategy Buyer Persona Lead Rank 281

SBI Growth

JULY 1, 2013

You see visions of making your 2013 and 2014 sales number. It’s possible you need to dip into your 2014 budget as well. However, if you execute, this budget reallocation will pay off in spades during 2014. At the end of the business case you should be able to say: “Yes, I can afford this project because of the ROI in 2014.”.

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SBI Growth

JULY 25, 2013

Have you started thinking about 2014? Want to know what your peers are planning for in 2014? Attendees well receive an Overachievers Tool Kit. A BPM is a tool that maps the decision making process used to purchase a product, service or solution. Have you started planning for 2014? If not, you should be.

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Outsourcing Services Lead Rank Buyer Persona Lead Scoring 257

SBI Growth

JANUARY 3, 2014

2014 is upon us! Interviews that we have conducted with top sales reps around the world support these 5 steps to set yourself up for a strong and meaningful 2014: Target Your Time : Time is the one resource that we cannot get any more of. Use the time management tool to track the activities you have identified. Next Steps.

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SBI Growth

NOVEMBER 21, 2013

The best sales organizations treat the playbook as the most important tool to success. While this may seem obvious to some, many organizations do not place enough emphasis on it. In addition, they lack the coaching and reinforcement. Without it, your team runs the risk of missing the number again. Author: Andrew Urteaga. Follow @UrteagaSBIi.

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Decision Maker Maximizer Buying Cycle Top of Funnel 320

The Pipeline

DECEMBER 30, 2013

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. Being Trendy – There is always a new trend, a new tool, a new way, to be successful, but new is not always better, it’s just new.

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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? The post 9 Steps to Boost Sales in 2014 Part 1 Visibility appeared first on Score More Sales. Increase Opportunities. Expand Your Pipeline. Close More Deals.

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Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

SBI Growth

OCTOBER 14, 2013

When trained and armed with the battle-tested tools, an Internal Content Marketing team can produce high quality demand generation content consistently. By attending, you will get a copy of our Content Grader Tool + dozens more tools free. This unique tool helps your team focus on producing continuous great content.

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

SBI Growth

AUGUST 1, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute." Let the Scorecard tool do the math delivering an overall customer priority score. If you’re below revenue target, budgets get squeezed, programs scrapped and hiring frozen. Assign a weighting to each variable.

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Ideal Customer Profile Tools Scale Hiring 317

Score More Sales

DECEMBER 27, 2013

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. The post 9 Steps to Boost Sales in 2014 Part 3 Execution appeared first on Score More Sales. Increase Opportunities. Expand Your Pipeline.

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Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

Score More Sales

DECEMBER 23, 2013

CRM: Your CRM system will have to do’s for you (assuming you are setting next actions in your CRM system) – if not, START THIS in 2014. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

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SBI

DECEMBER 29, 2014

They’ll all be participating in this year’s Dreamforce 2014 event at the Moscone Center in San Francisco. Read more… Top Marketing Tools. 2014’s Not Over, But These #TopMarketingTools Have Already Won. Read more… Top Marketing Tools. 2014’s Not Over, But These #TopMarketingTools Have Already Won.

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InsideView Tools Decision Maker Twitter 127

SBI Growth

JULY 21, 2013

Sales forces lack buyer-centered tools for success. This blog is focused on the transformation of Sales to incorporate buyer-centered tools. CMO’s can help sales make the number in 2014. WANTED: CMO’s to Guide Sales to Make the Number in 2014. These three buyer-centered tools work in concert together.

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Top of Funnel Marketing Decision Maker Infusion 335

The Sales Hunter

MARCH 6, 2014

Today it’s all about building a network with tools such as LinkedIn. If you want to use LinkedIn as a prospecting tool, that’s fine but do it right. Copyright 2014, Mark Hunter “The Sales Hunter.” Go ahead and throw barbs at me for being willing to connect with people who I don’t know intimately.

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LinkedIn Tools Prospecting Licensing 221

SBI Growth

OCTOBER 3, 2013

Planning for 2014 requires a fresh look at the metrics that will determine success. They are all leading indicators that can help you forecast success in 2014. By registering for SBI’s Sales & Marketing Research Review , you''ll get the “ Top 15 Metrics to Track in 2014.” In this post we will dig into the top 5.

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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. The implications of you not being deeply engaged in 2014 planning are many: Bad Earnings — You get an unfair number. How You Avoid Losing the 2014 Battle. This tool will get you going in under a week. #2

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Territories Compensation Buyer Google 308

SBI Growth

MARCH 26, 2013

The attached tool provides a sample of 15 of a possible 80 competencies. Marketing owns the buying process when the rep is not present. Is your team prepared to influence the buyer when the rep is not present? Start by identifying the competency requirements for each of your team members. I’ve selected some marketing skills.

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Marketing Scale Analysis Sales Qualified Lead 285

SBI Growth

AUGUST 24, 2013

Your Reach on LinkedIn will be one of your best sales assets in 2014. LinkedIn Profiles, Reach & Referrals is how you make your number in 2014. What else can you do to make the number in 2014? Download a Tagging Tool Here ) This is a LinkedIn feature that I can’t stress enough. How do I know? e-mail open rates.

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LinkedIn Buyer Persona Referrals Networking 310

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. This will all create more productivity in 2014. Think about it this way.

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Hiring Follow-up Top of Funnel Analysis 292

SBI Growth

SEPTEMBER 28, 2013

Get your copy by siging up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute ". This is why LinkedIn is a powerful tool to keep things professional and authentic. Although this is true, creating your brand as a leader has become a power leadership tool. Lack of Presence.

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Decision Maker How To Ideal Customer Profile Social Media 328

SBI Growth

DECEMBER 10, 2013

Your thoughts should now turn to 2014. Before you really make any decisions, start with these questions: What are my key strategic initiatives for 2014? It’s foolish to spend additional money on someone who will end up missing quota yet again in 2014. Then there are the ‘B’ Players who are poised to take their next step in 2014.

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Territories Scale Guidelines Groups 300

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. CMO Success in 2014. Enter 2014 with a right-hand direct report with significant experience in driving funnel contribution.

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Demand Generation Agencies Outsourcing Services Demand Generation Demand Generation Targets 321

SBI Growth

NOVEMBER 4, 2013

How should I be preparing to Make the Number in 2014 ? I recommend you read it and download the tool. As 2013 winds down, 2014 naturally ramps up. Schedule a review of your 2014 SKO at your office here. Instead, spend that time engaging reps with something that will pay dividends in 2014? SKO is on the horizon.

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Hiring Buyer Persona ROI Follow-up 296

SBI Growth

OCTOBER 10, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Participate and learn what top companies are doing to make the number in 2014. You will get a copy of the Time Study Template plus dozens of more tools. They need to learn more tools to increase selling efficiency.

Decision Maker 320

Decision Maker Buyer Persona Trends Buyer 320

SBI Growth

NOVEMBER 28, 2013

With it, you identify areas to improve so your team can make 2014’s number. Had Herb used the tool, he could have better supported Sales. The tool has 9 clickable boxes – each brings you to an explanation. It will also provide steps to undertake for making 2014’s number. What to do for 2014? What to do for 2014?

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Lead Rank Lead Scoring Sales Leadership Proposal 275

SBI Growth

JULY 19, 2013

In terms of budgeting you have one thing to look forward to: “How much will the number grow for 2014?”. Behind Your Number – You, on the other hand, have two things to think about: “How much will the number grow for 2014? Either way, your 2014 number will outpace 2013. You can’t repeat your 2013 sales strategy in 2014.

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Guarantee Exercises Follow-up LinkedIn 296

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. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Participate and learn what top companies are doing to make the number in 2014.

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SBI Growth

JANUARY 4, 2014

Sales leaders have their goals for 2014. This post is for Sales Leaders to plan for success in 2014 and beyond. The Sales Leader 2014 Planner helps with the “first 4 hours”. The 2014 Plan has 3 times that are particularly busy. Creating the Sales Leaders 2014 Value Statement. Here’s how to use the tool: 1.

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Hiring Face-to-face Energy Call-back 280

SBI Growth

JANUARY 5, 2014

In this post I want to recommend three ideas to raise your game in 2014. Download this simple tool to track the three aforementioned productivity killers. If you want to make your number in 2014, your team needs to master social prospecting. Challenge yourself in 2014 with a serious New Year’s resolution.

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Sales Management Face-to-face Decision Maker Travel 310

SBI

AUGUST 28, 2014

Want to accelerate your revenue marketing with tools that let you identify, prioritize and nurture leads? 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.

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Tools Sales Tools B2B Media 137

SBI Growth

OCTOBER 6, 2013

This post is for Sales and HR Leaders planning 2014 Sales Compensation. Knowing these complaints, you can build your 2014 plan to avoid them. To get this tool, sign-up here. You will get access to more guides and tools to help sales compensation planning. How to Build the 2014 Sales Comp Plan – and Prevent the Complaints.

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Compensation Territories Incentives Incentive 293

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. As the primary team responsible for sales tools, it’s time to re-evaluate. Create tools such as call plans, discovery guides and opportunity assessments that are persona-based.

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Buyer Persona Territories Compensation Buyer 310

SBI Growth

OCTOBER 21, 2013

As you plan for 2014, are you investing enough in both? Reps must have the tools and support to win the big deals. Performance culture is studied in depth in our 2014 Research Tour. Performance culture is studied in depth in our 2014 Research Tour. It mapped to a proposal generating tool. Resource Allocation.

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Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

OCTOBER 25, 2013

To learn what the best sales leaders are doing to prep for 2014, sign up for SBI’s Annual Research Session. Prevent Thrashing – provide him with the tools necessary to prioritize, sequence and execute on strategic initiatives. This includes a number of free tools and templates. How did this happen? It’s assumed they know how.

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