SBI Growth
JUNE 14, 2013
I sat across the desk from Mike, the new VP of Sales. Before his promotion Mike was the can’t-miss Sales Manager. Now he was just another VP of Sales in the crosshairs. After a quick conversation, we found he was committing 3 of the sales myths below. The majority of Sales VPs are guilty of at least one.
The Center for Sales Strategy
AUGUST 5, 2020
Most of us know this rule, and we’re familiar with the labels – Key Accounts, Target Accounts, and Secondary Accounts – what we often fail to realize is the impact of what it’s like to lose a Key Account.
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Membrain
MAY 10, 2020
Having a clearly defined and actively worked new business target account list is a key strategy for anyone who is responsible for proactively developing their own territory (or who has BDR resources focused on their behalf).
Sales and Marketing Management
DECEMBER 14, 2020
What does it mean for B2B sales managers as they strategize for 2021? Is it necessary to train sales reps on new skills? What components of an existing sales process transfer well to virtual interactions? What should sales kickoffs look like? “If positive or negative,” he writes.
SBI Growth
NOVEMBER 7, 2013
Do you have to increase your demand generation efforts to get new leads? Do you have enough sales people to cover the new quota? Set up a planning session with your sales managers immediately. How many actual opportunities by sales person is that? What/How do I train my sales people to generate more demand?
SBI Growth
JANUARY 10, 2014
Top sales leaders know how to communicate and roll out a sales plan. Get your sales managers involved early in the process. The sales management team needs to have a clear understanding of the new quota. Today’s marketing organizations are generating 25+% of the sales funnel. Start Early.
SBI Growth
AUGUST 8, 2012
Over the last 12 months we: Surveyed over 10,000 sales representatives. Surveyed over 4,500 sales managers. Reviewed over 5,000 documents from with some the world’s best B2B sales organizations. B2B companies are assigning their Marketing teams with lead quotas tied directly to a percentage of the corporate sales goal.
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