SBI Growth

NOVEMBER 15, 2013

Download the complete list of 10 sales competencies required by reps for marketing to be successful. Download the 10 sales rep competency requirements and review them. This means that getting Sales to use the tools requires you to be the best salesmen in the company. Selling through the Channel: Let’s face it.

Sales Qualified Lead 312

Sales Qualified Lead Ideal Customer Profile Referrals Incentive 312

SBI Growth

MAY 15, 2013

You can download the SM Hiring Decision Guide here. Maybe the team is leveraging channel partners, or inside sales. An SM for a direct model may not need to know Channel Management principles. Description: Sales forces vary as to their mandate and use of Sales tools and data. Download the SM Hiring Decision Guide.

Hiring 300

Hiring Sales Management Forecasting Inside Sales 300

SBI Growth

APRIL 20, 2013

Your competitor rolls out a new groundbreaking feature / tool, and you had no idea it was coming. Download this tool for Tips on Tracking Competitive Activity. Social media channels and news sources are great ways to monitor competition. What emerging trends are occurring on their site and/or social channels?

Social Media 316

Social Media Competition Media Eloqua 316

SBI Growth

DECEMBER 26, 2012

Download this Marketing Plan Assessment Tool to rank your planning ideas across Impact & Ease of Execution.). There has been a proliferation of tools and channels. When they do not add up, this can be painful - in the sense that you have shot your allocated resources on the wrong channels.

Trends 316

Trends Top of Funnel Marketing Eloqua 316

SBI Growth

JUNE 6, 2013

Download the Sales and Marketing Alignment tool to close the gap. The sales and marketing alignment tool helps you focus on the following 5 key requirements: How to hold sales accountable. Key or Strategic Account (or channel partner) program alignment – resource alignment to potential. The Last Mile.

Sales Qualified Lead 308

Sales Qualified Lead Lead Scoring Lead Rank Lead Qualification 308

SBI Growth

NOVEMBER 27, 2013

The team should include stakeholders from sales, marketing, channel partners, product development, customer service and operations. Channel Strategy & Sales Goals. Direct sales team and channel partner communications and training complete. Website, social, digital media, postings to sales and channel portals.

Ideal Customer Profile 288

Ideal Customer Profile Demand Generation Agencies Marketing Demand Generation 288

SBI Growth

DECEMBER 22, 2012

It’s especially for HR leaders to increase their Sales recruiting channels. Plus, you can download a tool to assess your current Reps’ “source-ability” scores. The downloadable tool has an additional 6 areas described. Downloading the tool (below) will give you 6 more. Follow these steps: 1.

Hiring 275

Hiring Territories LinkedIn Groups 275

SBI Growth

NOVEMBER 10, 2013

Get started on buyer insights by downloading the Buyer Research Guide. A Buying Process Map (BPM) is a tool leveraged by marketing and sales. One is using software tools to gather comments & keywords from social outlets such as LinkedIn, Facebook & Twitter. Download the Buyer Research Guide here.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

SBI Growth

DECEMBER 27, 2013

You can also download The Competitor Gap Analyzer. The tool will help you understand the gap between buyer, competition, and your organization. Build social channels, listen to conversations and simply know where potential clients consume content. Download The Competitor Gap Analyzer. Author: Andrew Urteaga.

Competition 267

Competition Ideal Customer Profile Top of Funnel Decision Maker 267

SBI Growth

FEBRUARY 3, 2013

I provide the Account Networking Tool to build a referral database around your customer. They’re missing the real value of the platform: it’s a sales tool. LinkedIn provides tools that facilitate social gifting. Supplier, vendors, channel partners. Download the Account Networking Tool. Social Debt economics.

LinkedIn 335

LinkedIn Pipeline Decision Maker Referrals 335

SBI Growth

NOVEMBER 21, 2013

You can also download The Sales Playbook Builder. You can also start building your playbook by downloading The Sales Playbook Builder. They create their own opportunities by using unclogged channels such as LinkedIn. The best sales organizations treat the playbook as the most important tool to success.

Decision Maker 320

Decision Maker Buying Cycle Maximizer Top of Funnel 320

SBI Growth

JANUARY 18, 2013

This post includes one tool to think more strategically about a part of the business. The tool shown below shows a quick assessment of Return on Investment. It compares the new revenue contribution for 3 different sales channels: Direct Field Sales. Download the Sales Channel ROI Calculator here. But they should.

Compensation 292

Compensation Retention Ideal Customer Profile Territories 292

SBI Growth

JULY 10, 2014

” It includes a downloadable tool to assess your readiness for successful implementation. The downloadable assessment is the place to start. Download the Change Management Readiness checklist. Channel Management Strategy Human Resources Change Management' Making the Number Means Making Change. Next Steps.

Sage 267

Sage Lead Rank Forecasting Inside Sales 267

SBI Growth

FEBRUARY 13, 2014

Then download this tool here. Simply put, a Sales Playbook is the marrying of your sales process and content/tools. Use sales tools to guide the sales team through the selling process. The content is also comprised of sales tools with sales as the audience. You may have introduced a new sales channel.

Hiring 296

Hiring Collateral Ideal Customer Profile Sales Enablement 296

SMEI

DECEMBER 20, 2022

This is especially true for marketing, as digital channels and tools have become central to reaching and engaging customers. This may include utilizing data analytics tools to better understand customer behavior and preferences, or implementing customer relationship management systems to track and manage customer interactions.

Trends 61

Trends Social Media Marketing Airlines 61

SBI Growth

AUGUST 16, 2013

Download this tool to keep pace with your customers by utilizing the agile sales approach. Key Benefits of the Tool: Keep pace with customer expectations. Being Outpaced - CRM is purely a micro-management tool. They answer the buyer’s questions through a multiple channel approach. Agile Sales – mobile enabled CRM.

Customer 328

Customer B2C Decision Maker Inside Sales 328

SBI Growth

DECEMBER 17, 2013

For help, download the Change Communication Creator tool. Have different senior leaders communicate via different channels throughout the project. Completely plan communication content, dates, channels, and communicators. Download the Change Communication Creator for sample starting points of various message types.

Majestic 302

Majestic How To Channels Territories 302

SBI Growth

FEBRUARY 6, 2014

What distribution channels will be used? Items to measure are below, and outlined in more detail in this tool. Download the Content Marketing Scorecard now. This list is not comprehensive but is a good springboard. #1: 1: Strategy – what will the overall content strategy be? How will the content strategy be measured in revenue?

Leads 288

Leads Marketing Qualified Lead Distribution How To 288

SBI Growth

JULY 11, 2013

Download this tool to rapidly improve your prospecting results. Incorporate Social Prospecting – LinkedIn is not a clogged channel. Use this tool to spread these best practices across your sales organization. Managing a relationship or taking orders from existing customers are table-stakes. Few are really good at it.

Buyer 317

Buyer Prospecting Face-to-face How To 317

SBI Growth

DECEMBER 27, 2012

Try this Agile Solution tool. The tool helps you overcome fear. He modified his channel partner methodology every quarter by using a flexible framework. Download Tool here. Will you get a leg up on your peers if you solve the problem? Will you expose yourself to undue scrutiny if your solution is wrong?

Groups 324

Groups Follow-up Retention Examples 324

SBI Growth

MARCH 19, 2013

As a starting point, download the Onboarding Activities List for all industries. Early takeaways from the field: Sales Force Automation tool must be optimized – Salesforce.com adoption by reps and managers can be improved. Salesforce.com is not a compliance tool. An Activities List will look much different for your company.

Revenue 288

Revenue Hiring Face-to-face Social Media 288

DiscoverOrg Sales

DECEMBER 4, 2017

This is in spite of the fact that most of it is created for sales and channel enablement purposes. A tool like DiscoverOrg contains direct-dial phone numbers, verified email addresses – for only decision-makers, not mom-and-pop shops. Download the Full Report. As much as 80% of marketing content goes unused by salespeople.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Cincom Smart Selling

MARCH 6, 2025

The contemporary competitive market poses a formidable challenge to maintain profitability across multiple sales channels. Without the right tools, pricing strategies can quickly become inconsistent, reactive, and prone to errors, leading to lost revenue and missed opportunities.

Margin 48

Margin Channels Maximizer Lead Rank 48

SBI Growth

SEPTEMBER 3, 2013

Download the tool below to unleash the power of a great referral program. The Key Benefits of this tool are: Get more referrals. And since LinkedIn is not a clogged channel, people respond to your requests more often. They don’t view referrals as a source capable of producing enough leads. Target high quality buyers.

Referrals 288

Referrals Vendor Ideal Customer Profile LinkedIn 288

SBI Growth

FEBRUARY 5, 2013

Mobile adoption as a marketing tool became readily apparent as we watched the latest Super Bowl commercials. You should optimize every offline channel to continue your buyers journey online to declare themselves. You can download them here. If you’re thinking that optimizing your website for mobile is enough, don’t stop there.

Lead Rank 325

Lead Rank Lead Scoring Advertising Advertising 325

SBI Growth

MARCH 21, 2013

STEP 10 - CHOOSE YOUR CHANNELS. Choose the channels your target buyer persona frequents. Use a tool like Google Analytics to track and measure. Download the Campaign Planning Checklist and refer to it every time you plan a campaign. House Lists are those names that reside in your CRM. STEP 11 – MEASURE.

Campaigns 319

Campaigns Lead Scoring Lead Rank Leads 319

SocialSellinator

OCTOBER 18, 2022

Inbound marketing, important part of digital marketing , focuses on attracting customers to your company or product through various online channels, such as search engines, social media, and blogs. Your plan should include various elements, such as your target audience, goals, and the channels you’ll use to reach your audience.

Tools 126

Tools Buyer Persona Social Media Inbound 126

SBI Growth

NOVEMBER 25, 2012

When marketers are maxed out, they focus on getting more out of their marketing channels and automation. Get a copy of my favorite SEO KPI tracker tool at the "Make The Number" event to gauge your SEO lead generation health. An example is a page where your visitor was sent to after requesting to download a whitepaper.

Lead Scoring 287

Lead Scoring Lead Rank Conversion Leads 287

Zoominfo

MAY 27, 2019

All sales and marketing tools make big promises—more leads, more engagement, higher click-through rate, better sales—but none more so than marketing automation. For those who aren’t familiar, marketing automation tools are exactly what they sound like—tools that automate certain marketing practices. Buyer Stage: Consideration.

Top of Funnel 197

Top of Funnel Lead Scoring Lead Rank Marketing 197

SBI Growth

MAY 18, 2013

Download the Top 10 Ways to Prevent ‘A’ Player Turnover Checklist. Is your Go-to-Market Strategy relevant – dated sales channels will frustrate customers. Execute the 10 Sales Leadership Ideas in the tool - ‘A’ players won’t settle for an average leader. Many sales organizations are proud that they have a low turnover metric.

Territories 303

Territories Hiring Quota Sales Leadership 303

Zoominfo

JANUARY 6, 2021

CRM systems wear many hats, including channel management, customer insights, communications, engagement, and more. Share the same goals and tools between sales and marketing teams. AI is appearing in automation, business intelligence, APIs, and more in the form of tools like conversational user interfaces (UI).

Trends 246

Trends CRM Top of Funnel Marketing 246

Allego

NOVEMBER 17, 2022

But to get your channel partners working for you, you need to think programmatically. Companies with high-performing channel partner programs know this. But when you need to build a partner channel from scratch—a “greenfield” or undeveloped channel—the challenge can feel overwhelming. Get Internal Teams Onboard.

Channels 105

Channels Scale Account Based Marketing SalesForce 105

SBI Growth

DECEMBER 3, 2013

Download the Sales Leaders’ Execution Guide here. Let the team use the new tool or process. Leadership Validation —Have the sales leaders use the new coaching or reinforcement tools. Have the leaders edit and critique the tools. Set up daily communication on a tool like Salesforce chatter or Jive.

Groups 297

Groups Follow-up SalesForce Training 297

SBI Growth

DECEMBER 5, 2013

After evaluating your team and their tools, you might ask “Where do I start?” Channel / Routes-To-Market – Understanding BPM’s and Personas will provide a base line here. Having the tools, process, management commitment and cadence will deliver results. Download our Sales-Ops Planning Guide here.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

Cincom Smart Selling

MARCH 9, 2025

CPQ Tools: The Smart Alternative to Traditional Quoting If traditional quoting methods are a roadblock, Configure, Price, Quote (CPQ) software is the fast lane. By replacing outdated quoting methods with CPQ tools , businesses gain speed, accuracy, and efficiencygiving sales teams the edge they need to close more deals.

Tools 48

Tools Scale Comparison Discount 48

SBI Growth

AUGUST 13, 2013

Or sales recruiting to staff a new go-to-market channel. This post will help you answer this question – and it includes the tool “SFE Funds Finder”. You’ll get not only this tool, but a whole package of SFE improvement tools. Download the SFE Funds Finder. Now your question: “ Where will the funds come from? ”.

Hiring 288

Hiring Incentives Incentive Benefit 288