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.

Demand Generation Agencies 316

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

Score More Sales

DECEMBER 23, 2013

Last year I was able to buy the home I wanted which is on the train line into the office. 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. The post 9 Steps to Boost Sales in 2014 Part 2 Planning appeared first on Score More Sales.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

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.

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

SBI Growth

JANUARY 1, 2014

Make a change in 2014. Step 2: Identify Training Needs and the Training Program. Now that productivity is defined, you need to identify the tools they need. Your training program should incorporate different modalities, topics and methods. Training Methods: Role plays: Repetition leads to retention.

Training 282

Training Buyer Persona Hiring How To 282

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. To make matters worse, everybody in the planning sessions (finance, product, training, HR) has never made a number. How You Avoid Losing the 2014 Battle. This tool will get you going in under a week. #2

Territories 308

Territories Compensation Buyer Google 308

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.

Top of Funnel 335

Top of Funnel Marketing Decision Maker Infusion 335

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.

Hiring 292

Hiring Follow-up Top of Funnel Analysis 292

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.

Territories 300

Territories Scale Guidelines Groups 300

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.

Hiring 296

Hiring Buyer Persona ROI Follow-up 296

SBI Growth

AUGUST 13, 2013

Or training to add emerging practices to your sellers’ skill sets. This post will help you answer this question – and it includes the tool “SFE Funds Finder”. To learn how other top companies fund initiatives, register for this event: How To Make Your Number in 2014: A Sales Strategy You Can Execute. Your Challenge.

Hiring 288

Hiring Incentive Incentives Benefit 288

SBI Growth

JULY 23, 2013

Sign up for the onsite session for your leadership team: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Both the session and the tool focus on driving revenue through: Persuading the entire leadership team to take action. Understanding the drivers of Sales Force Effectiveness in 2014.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

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. Get the sales team trained on how to sell socially. Get LinkedIn upgrades. Author: Patrick Seidell.

Buyer Persona 310

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.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

DECEMBER 3, 2013

It was done via event based training. Because you believe you have capable people, you delivered the training. During the training, everybody nods. The CEO was asking him “did the training work?” You would have been able to build on that throughout 2014. Why 2014 Can Be Different—Agile Execution.

Groups 297

Groups Follow-up SalesForce Training 297

SBI Growth

NOVEMBER 20, 2013

This post includes a link to a valuable tool – the Top Sales Rep''s Satisfaction Index. Read on and be better prepared to retain, hire (or become) a top sales rep in 2014. They ask questions about social media tools and training they can deploy in the new role. These targeting tools provide the advantage they seek.

Hiring 314

Hiring Social Media Compensation Buyer Persona 314

SBI Growth

AUGUST 4, 2013

It includes a tool to customize for your own agile reviews. 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. Meanwhile, Agile is spreading everywhere in Sales - to onboarding , sales management, and sales training.

Territories 282

Territories Lead Rank Lead Scoring Demand Generation Targets 282

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." Training your sales team how to social sell will immediately improve your sales pipeline. Sign up for the " How to Make Your Number in 2014 " research tour. Book a social selling training in three weeks.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

SBI Growth

SEPTEMBER 30, 2013

Get your copy by signing up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute ". Here are the most common underutilized CRM system formats we see: The Pipeline Tool: Sales reps record projected deals and opportunities in the CRM. It’s simply an account/contact and activity database.

System 303

System CRM Compensation Pipeline 303

SBI Growth

AUGUST 23, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." This will help you ensure you beat the 2014 number. Download the Sales Process Accelerator Tool to help you get started. The manager’s goal is making sure the version works and the coaching tools work.

Top of Funnel 276

Top of Funnel Competition Buyer Sales Methodology 276

SBI Growth

NOVEMBER 1, 2013

You’ll have access to a host of guides, templates and tools. Video training modules are completed on a smartphone. Development: How can your training programs help top performers? Next Steps: Prepare for 2014 now. Make the Number in 2014. This no-cost tour presents findings from SBI’s research in 2013.

Hiring 308

Hiring Social Media Comparison Forecasting 308

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.” When you register, you’ll also receive the Reinforcement Framework Tool. You spend all your energy upstream of the training event. Creating tools. Selecting a vendor to partner with. Performing discovery.

Sales Process 308

Sales Process Webinar Metrics Vendor Energy 308

SBI Growth

JANUARY 24, 2014

But what about that sales training you received? How will you use them to top the Leader Board in 2014? Companies invest a lot of money and resources in sales training. Because of this, Sales Training is one of the first areas to get trimmed. You want to maximize your competitive edge going into 2014.

Sales Qualified Lead 120

Sales Qualified Lead Compensation Call-back Energy 120

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: Hank’s team was trained on the use of the onboarding process and tools. Failure here.

Hiring 267

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

SBI Growth

AUGUST 7, 2013

Get a copy of our 6 Sales VP Essential Skills Scorecard when you register for this event: How To Make Your Number in 2014 : A Sales Strategy You Can Execute. He builds tools and systems to ensure his managers execute these projects. Skills Training: Unless directed, the sales manager takes an ad-hoc approach to skills.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

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. Training organized in “sprints”. Training happens in the field, not in the class room. Your 2014 quota is going up. If you agree, you are asking “ what are the deliverables ?” of this new process.

Hiring 308

Hiring Oracle Lead Rank Lead Scoring 308

SBI Growth

DECEMBER 1, 2013

The tool will help you prioritize these ideas based on impact on your team. Download the tool and build an agile execution plan. Use the RACI concept to map out key processes and tasks ( download the tool above for an example ). Training on defining the problem. By doing so, you will realize 80% of the benefit in 2014.

Hiring 295

Hiring Follow-up Account ACT 295

SBI Growth

AUGUST 3, 2013

She was developing Buyer Process Maps and Social Selling tools for the sales field. BPM’s are a sales tool that map the decision-making process used to purchase something. Marketing’s Role in Social Selling: Training and quick reference guidance on social selling best practices. Kathy was ahead of her time.

Meeting 303

Meeting Top of Funnel Marketing Lead Gen 303

SBI Growth

JULY 31, 2013

Training reps on more than one process is time consuming and hard. This informed buyer is equipped with information and tools at their fingertips. This involves activities like big deal reviews and rep led training. You drive adoption via field testing, leadership validation and a train the trainer approach.

Sales Process 321

Sales Process Buyer Persona Buyer Segment 321

SBI Growth

AUGUST 27, 2013

There are certain trainings that can produce these results. Register now for our How to Make Your Number in 2014 : A Sales Strategy You Execute. As a VP, you have various training options with your reps to generate sales. Training typically involves selling skills or negotiation methods. Yet most reps don’t understand it.

Closing 306

Closing Pipeline Call-back Buyer 306

Score More Sales

DECEMBER 11, 2014

Nancy Nardin , Expert on Sales Productivity Tools & Strategies , Smart Selling Tools. Why is it that in 2014, I can still receive dozens of emails and voice mails each month telling me about a company’s products, with no mention of how I, or my company, specifically would benefit from hearing about them?

B2B 241

B2B Twitter Inside Sales LinkedIn 241

Pointclear

FEBRUARY 27, 2014

We are republishing this blog by Ruth Stevens (originally run January 29, 2014) because she hits the nail on the head about marketing automation. But it’s only a tool. Too often, these days, I am hearing B2B marketers mouth claims like, ”We got this new [fill in the brand] automation tool, so now we can reduce headcount.”

Marketing 266

Marketing Strategy Eloqua Marketo 266

Score More Sales

SEPTEMBER 30, 2014

There is no question that the ease of collaboration in 2014 and 2015 is helping businesses and making better use of everyone’s time. From a sales tools perspective, I have seen productivity gains as well as losses. It seems that there are so many tools to help professional sellers and marketers. Productivity Increases.

Real Estate 249

Real Estate Compensation Vendor Twitter 249

SBI Growth

AUGUST 22, 2013

Read on and you''ll be ready to Make the Number in 2014. The candidate’s skills with web-based presentation tools are on full display. You can decide if the gap between what you see and what you need can be trained. Click on the link above to register for SBI''s How to Make Your Number in 2014 event. The Proving Ground.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

SBI Growth

DECEMBER 22, 2013

People get disappointed with sales training events. They satisfy a box checking exercise around providing training. If you use the wrong tool for measurement, eventually you end up in the wrong place. Download the tool and measure your year. You can start to prioritize what capabilities you drive in 2014.

Scale 282

Scale Compensation Exercises Follow-up 282

Partners in Excellence

DECEMBER 11, 2014

Sales Enablement tools are Hot! Developing and offering sales enablement tools is a multibillion dollar industry. It seems every week I get at least one email of a tool that is intended to help improve the effectiveness of sales people, managers, or anyone involved in sales.

Sales Enablement 117

Sales Enablement Tools Hiring Scale 117

The Sales Hunter

JANUARY 31, 2014

While packing up after conducting a sales training program recently, I found myself talking with one of the participants. They’re developed through the day-to-day process of being a salesperson and using each day’s experience as a learning tool to be better with each subsequent sales call. ” Sales Motivation Blog.

Motivation 216

Motivation Selling Skills Industry Training 216

SBI Growth

NOVEMBER 6, 2013

Role of Marketing: Training and quick reference guidance on social selling best practices. BPM’s are a sales tool that maps the decision-making process used to purchase a product or service. These three buyer-centered tools work in concert together. Leverage the assessment tool at the bottom of this blog to evaluate your team.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282