SBI Growth

JULY 14, 2013

Overall strategy, go-to-market model and product suite are essential. Is it aligned with the buyer, adopted in the field and reinforced by your “coaches”? Are your quotas attainable and reflective of current performance and market potential? Benchmark the market regularly to see if you’re competitive. Crazy, right?

Territories 328

Territories Incentive Incentives Compensation 328

SBI Growth

MARCH 29, 2013

Sales Support includes groups in Product, Marketing, Care, Legal, and Research. Product and Marketing folks are stretched across multiple initiatives (well.the best ones are). Incentive Structure. Product and Marketing experts help you deliver what the Buyer needs (Read more about Buyer alignment here ).

B2B 293

B2B Commission Incentive Incentives 293

Zoominfo

MARCH 6, 2019

We touched on this phenomenon in a recent blog post about word-of-mouth marketing. Today, we’re taking a deeper look at one of the most effective word-of-mouth marketing strategies: referral marketing. Keep reading and learn everything you need to know about referral marketing! What is referral marketing?

Referrals 197

Referrals Ideal Customer Profile Marketing Incentive 197

Sales and Marketing Management

DECEMBER 17, 2018

Author: Serena Dorf Business-to-business marketing is one of the most challenging facets of the marketing industry. B2B marketing is more technical than B2C. To promote customer retention and strengthen your B2B marketing scheme, we’ve assembled this list of six key strategies you can use. Set and exceed expectations.

Retention 238

Retention B2B Penetration Strategy 238

SBI Growth

MARCH 21, 2013

Insufficient lead generation – every marketer’s worst enemy. We work with marketing leaders across nineteen different industries. There is a skill gap in knowing how to build & execute marketing campaigns. It must also have a timeline and be compatible with your other marketing efforts. Tele-marketing.

Campaigns 319

Campaigns Lead Scoring Lead Rank Marketing Qualified Lead 319

SBI Growth

JUNE 13, 2013

At SBI, we focus on one thing: helping Sales and Marketing leaders Make the Number. Tremendous time and energy is poured into understanding the buyer’s journey. Organizations track buyer behavior all the way from “not in the market” through “implementation”. Consequences & Incentives. Part 1: Sales Process.

Incentive 314

Incentive Incentives Energy Motivation 314

The Pipeline

FEBRUARY 3, 2014

Price is a ‘big’ subject for all in sales, right from those developing product, to marketing, all in the sales organisation, and as important as any, the customer. One obvious factor and lever is incentive. Sales Incentives Sales Process Sales Success Selling to Executives Tibor Shanto'

Incentives 244

Incentives Incentive Discount Margin 244

SBI Growth

NOVEMBER 15, 2013

Your world-class marketing machine is not delivering the return on the investment. The marketing lead conversion rate is not even close to a 30% revenue contribution. The competencies required by Sales for Marketing to be successful are just not there. Does the CSO/VP of Sales even understand how Marketing works?

Sales Qualified Lead 312

Sales Qualified Lead Ideal Customer Profile Referrals Incentive 312

Zoominfo

JANUARY 27, 2019

It’s no secret, the Internet has changed the way customers buy products and the ways marketers engage with their audiences. But, despite the constant change, the following statement has held true for hundreds of years: No marketing tactic can match the influence of word-of-mouth. Therein lies the power of word-of-mouth marketing.

Social Media 210

Social Media Referrals Marketing Influencer 210

SBI Growth

SEPTEMBER 23, 2013

Market conditions 12 months ago were very different. Why This Matters— The size of your addressable market has shifted. You sell to a more informed buyer. Phase 2 - Develop Go To Market Plan - Many sales VPs don’t know the best route to market. Why This Matters- The optimal routes to market have changed.

Compensation 325

Compensation Social Media Incentive Incentives 325

SBI Growth

AUGUST 13, 2013

This might be a new buyer-aligned sales process. Or sales recruiting to staff a new go-to-market channel. And if marketing-related sales issues are being fixed, Marketing foots the bill. A company wanted to implement a buyer-aligned sales process. But, the SPIFF incentive didn’t completely go to the sales rep.

Hiring 288

Hiring Incentive Incentives Benefit 288

SBI Growth

MAY 27, 2013

Instead, he embedded a “Buyer Behavior” sheet on the opportunity within the CRM system. Here’s a generic Buyer Behavior sheet we use. Here’s a generic Buyer Behavior sheet we use. This Buyer Behavior sheet extended throughout Phil’s department. His reps uncovered more buyer indications to add to the list.

Data 323

Data Top of Funnel Hiring Harvest 323

DiscoverOrg Sales

NOVEMBER 27, 2017

But if the person doesn’t seem interested, many sales and marketers turn their attention toward existing customers. You have to bring in more marketing qualified leads. Unlike B2C marketing, in the B2B world, not all the people who read your blog post or express interest in your product or service are a great fit.

Lead Rank 196

Lead Rank Marketing Qualified Lead Sales Qualified Lead Top of Funnel 196

SBI Growth

OCTOBER 17, 2012

The top of the funnel starts online where your buyers are. So it’s not a secret that this is the most measurable way to reach your buyers. Start with these 2 ways: Hold marketing accountable by tracking key metrics of the online ad campaigns that fill the funnel. Hold Marketing accountable. Audience Targeting.

Top of Funnel 293

Top of Funnel Funnel Sales Operations Ideal Customer Profile 293

SBI Growth

MARCH 31, 2013

Did it incent the right behavior? The existing plan is compared to see how it stacks up against the market. How do you know if comp-incented behaviors can move the needle? Here are a handful that could impact overall compensation attainment: Lack of sufficient leads caused by failure to identify the Buyer Personas.

Compensation 293

Compensation Incentive Incentives Buyer Persona 293

SBI Growth

SEPTEMBER 6, 2012

This post is about a CEO of a $450M company who focused on winning large deals to double revenues in a flat market. If you feel product differentiation and hot markets are the only way to grow revenue, this CEO proved otherwise by refusing to accept these limitations. The collision repair’s “market” depends on wrecked cars.

Hiring 297

Hiring Penetration Demand Generation Targets Incentive 297

SBI Growth

NOVEMBER 17, 2013

Take note CEO, marketing leader and CIO. Sales, marketing, IT, strategy, operations and customer service. Often, sales, finance, marketing and IT professionals all converge in this group. Buyer changes demand your action today. Link some incentive to making the revenue goal. Marketing and sales need alignment.

Company 296

Company Hiring Buyer Persona Maximizer 296

Sales and Marketing Management

MARCH 8, 2020

Author: Paul Nolan “What happens when new and fast-improving technologies create opportunities to unleash untapped sources of revenue, some of them long trapped by market inefficiencies?”. There’s no reason it can’t have equally powerful impacts on B2B sales and marketing, but it’s in its infancy, experts say. “AI

Top of Funnel 218

Top of Funnel Marketing Scale Forecasting 218

SBI Growth

SEPTEMBER 20, 2012

Obtain market penetration projections. So how do we incent this behavior? Product Marketing and Internal Strategy have vital information. If the product doesn’t make up a minimum of 15% of the overall quota, there won’t be enough incentive for the sales rep to focus on it. Focus on new product sales. Call to Action.

Compensation 244

Compensation Incentive Incentives Quota 244

Sales and Marketing Management

MAY 17, 2020

Now more than ever, sales and marketing leaders should be looking to bolster those strategic partnerships in meaningful ways to solidify their channel. ENABLE: Sales and Marketing Enablement Must Look, Feel and Perform Differently. According to a recent survey conducted by The 2112 Group , channel marketing budgets are holding fast.

Engineering 207

Engineering Revenue Incentive Incentives 207

Salesmate

JUNE 4, 2021

One such practice is that of providing sales incentives to the salespeople. What are sales incentives? Call it what you will, incentives are what get people to work harder.” – Nikita Khrushchev . In simple terms, sales incentives are something that motivates your team to wake up in the morning and get to work.

Incentives 105

Incentives Incentive Compensation Motivation 105

Sales and Marketing Management

JUNE 17, 2020

But in a company with both marketers and sellers, this motto has never been more applicable. Whether we readily admit it or not, there has always been an underlying current of us versus them between the sales and marketing teams. Sales and marketing need to become one. Why should I care about buyer personas?” “I

B2B 177

B2B Buyer Persona Marketing Top of Funnel 177

Sales and Marketing Management

FEBRUARY 24, 2021

But what if you’re a small business and don’t have extra marketing dollars (or time) to spend on massive engagement-boosting campaigns? Zero in on Your Target Market. First, make sure you understand who you’re target market is. First, make sure you understand who you’re target market is. Have a Content Marketing Strategy.

Top of Funnel 301

Top of Funnel Social Media Google Analytics Scale 301

Understanding the Sales Force

SEPTEMBER 9, 2013

During 2009, only those companies with cash and a willingness to spend it - mostly mid-market companies - were hiring salespeople. They tend to pay more than smaller and larger businesses and their recruiting efforts, compensation and incentive plans are designed to attract stronger salespeople.

Sales Management 288

Sales Management Hiring Compensation Trends 288

SBI Growth

NOVEMBER 30, 2013

Buyers, markets, and competitors are constantly changing. For example: does their digital brand convey expertise solving your customers’ market problems? Specifically: You tend to offer additional incentives to customers or channel partners. Into a file, never to be seen again until next year.

Policies 303

Policies Incentive Incentives Channels 303

SBI Growth

OCTOBER 24, 2013

To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. Symptoms: High attrition; low performance; sales leaders that begrudgingly accept candidates (because the quantity available is so few); SMs with methods that don''t work for your business; SMs that haven''t evolved with the buyer evolution.

Hiring 292

Hiring Positioning Sales Management Compensation 292

SBI Growth

FEBRUARY 28, 2013

Compensation Plan : Did they change their compensation plan incenting more new business vs. account development? Territory Design : Have they realigned territories putting their best people where the most market demand is? Is your sales process buyer centric? Is this new compensation plan attracting more talented sales reps?

Outsourcing Services 300

Outsourcing Services Ideal Customer Profile Territories Compensation 300

Sales and Marketing Management

FEBRUARY 3, 2020

Further, SiriusDecisions’ buyer surveys continuously show that C-level executives make their purchase decisions initially based on their previous company experiences, followed by the influence of customer references, the relationship with the salesperson, the perception of the brand, and then what peers say.

Ideal Customer Profile 248

Ideal Customer Profile Customer Policies Promotion 248

Zoominfo

MARCH 6, 2019

We touched on this phenomenon in a recent blog post about word-of-mouth marketing. Today, we’re taking a deeper look at one of the most effective word-of-mouth marketing strategies: referral marketing. Keep reading and learn everything you need to know about referral marketing! What Is Referral Marketing?

Referrals 130

Referrals Marketing Incentive Incentives 130

Zoominfo

SEPTEMBER 4, 2019

Learn more about implementing AI-powered chatbots by reading the following post: The Definitive Guide to Conversational Marketing. It goes without saying: Always ask for permission before featuring a customer’s likeness in any of your B2B marketing content. Establish an incentive-based customer loyalty program.

Loyalty 206

Loyalty Customer Incentives Incentive 206

Zoominfo

SEPTEMBER 22, 2023

At its core, intent data helps marketing and sales teams identify the companies and individuals most likely to make a purchase, especially in the near future. We’ve found through internal research — and validated with sellers and marketers — that champions moving to new companies are among the very best intent signals.

Intent Data 130

Intent Data Buyer Intent Intent Data 130

The Pipeline

AUGUST 27, 2019

Consider travel, time understanding the clients and market, generating leads, and more. 23% would mean over two hours a day in front of buyers; let me know when you do that consistently, and we’ll talk. Buyers know that sellers will trade time for cash. Let’s look at a better measure, what value sellers attach to their own time.

Wireless 264

Wireless Discount Face-to-face Scale 264

Sales and Marketing Management

JUNE 29, 2020

Surveys indicate that nearly six in 10 vendors are either maintaining their existing budgets or increasing marketing spending despite the COVID-19 disruptions. When it comes to channel engagement, the right mix of sales incentive tools is still the most effective and impactful. Enablement must look, feel and perform differently.

Engineering 156

Engineering Revenue Incentives Incentive 156

Zoominfo

AUGUST 2, 2020

Data is a big investment – and as a buyer, you should never trust a data provider without first understanding where that information comes from. B2B data is enterprise-focused information used to improve sales and marketing campaigns. These are middlemen between the buyer and the original data source. What is B2B Data?

B2B 245

B2B Data Vendor Intent Data 245

Sales and Marketing Management

MAY 7, 2018

At the Sales Enablement Society conference in Dallas this past October, the Definition Working Group unveiled their definition: Sales Enablement ensures buyers are engaged at the right time and place, and with the right assets by well-trained, client-facing staff to provide a world-class experience along the customer’s journey.

Sales Enablement 192

Sales Enablement Hiring Compensation Buyer 192

Sales and Marketing Management

DECEMBER 14, 2020

Author: Paul Nolan In today’s buyer-centric world, salespeople need to create value more than ever or they won’t get in front of prospects. If your go-to-market strategy relies heavily on channel partners, that’s one more step you are removed from your ultimate end-user.

Channels 136

Channels Incentives Incentive Travel 136

Anthony Cole Training

OCTOBER 13, 2014

The company subscribed to the “Al Grannum” school of 10-3-1 - see 10 people, 3 will be qualified buyers, 1 will buy. Or, if you want to use incentive travel/excursions to motivate people to higher levels of performance, you raise the bar required for people to qualify for the “President’s Club” trip. You do the math.

Sales Management 203

Sales Management SME Incentive Incentives 203