SBI Growth
OCTOBER 21, 2012
This post is written for CEO’s who need to increase demand for their products. Demand generation is the science of stimulating latent demand. A definition of latent demand is a prospect is unaware of a problem. When the prospect becomes aware of the problem, you win a sale. Why CEOs should care?
SBI Growth
SEPTEMBER 4, 2013
You were probably hired because the last person failed. Maybe the internal marketing structure failed to evolve with the customer demands. Whatever the situation, you were hired to solve the problems quickly. Like many marketing organizations, the sales organization doesn’t give you the time of day. Sign up here.
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SBI Growth
MARCH 4, 2013
Plagued by Sales Rep turnover? This post is to help discover the root cause of Sales Rep turnover. It is for HR Business Partners working with Sales Leaders. Here’s a sales rep turnover example. These also relate to Sales Rep turnover. Poor Hiring. Sales success is 50% talent and 50% performance conditions.
SBI Growth
DECEMBER 24, 2012
Below are six of the worst decisions we’ve seen senior sales leaders make. Again and again, we encounter sales leaders who are certain they know their customers. Without researching how customers make a purchase decision, your sales force could be misaligned. Too Much Love for the Legacy Sales Organization. Bad decision.
SBI Growth
OCTOBER 30, 2012
Because ‘doers’ are willing to roll up their sleeves and work with sales to hit the number. You hired a ‘strategist.’ Rather than focus on working with sales to drive revenue, they got caught up chasing shiny objects. The sales team lost confidence in their ability to fill the funnel. Hiring PR and communications firms.
SBI Growth
APRIL 8, 2013
My colleague John Staples wrote a great blog on hiring the best talent. DEMAND GENERATION. You also need someone responsible for launching, measuring and optimizing all demand generation channels. What are the best demand generation levers to pull to stimulate inquiries? Either case, Year 1 is tough.
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.
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