SBI Growth

NOVEMBER 23, 2012

I’ve heard a lot of talk about “ Content Marketing.” It gets great reviews from C-Level executives, marketers and even sales managers. But how does Content Marketing help the Sales Rep? Today’s post outlines the benefits of Content Marketing from the Sales Rep’s perspective. Well, it’s true.

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Marketing Sales Qualified Lead Face-to-face Buyer 300

SBI Growth

AUGUST 8, 2013

CMO’s can borrow brilliance from top sales best practices. The crown jewel of sales excellence is the Field Ride-along. World Class sales organizations emphasize manager & rep ride-alongs. Sales Managers go into the field for 1-2 days with their reps and ‘ride-along’ to observe and coach.

Marketing 282

Marketing Coaching Report Salary 282

SBI Growth

JANUARY 27, 2014

As a sales manager, your team looks to you for coaching and strategic help. At the end you can download the Deal Strategy Tool Kit which will aid you in this approach. Using the Stakeholder Wheel Job Aid (Click here to download the tool), walk your rep through the BDT. Download the tool here. User Buyer.

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Strategy Decision Maker Face-to-face Influencer 303

SBI Growth

MAY 22, 2013

How do you get another job in this competitive market? You must treat hiring managers as your Buyers. Then connect to them through social selling , inbound marketing techniques. Download the Self-Promotion Guide for a ready-built, effective approach to securing your next job. The Hiring Manager as the Buyer.

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Social Selling Hiring Inbound Outbound 324

SBI Growth

OCTOBER 4, 2013

Download our Quota Validation Guide for Sales to see which metrics align to realistic quotas. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. The review presents findings from SBI’s market research in 2013. These include Territory Vacancy Rate and Talent Level (sales rep).

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Quota Ideal Customer Profile Territories Demographics 306

Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. Drivers download the Waze app onto their phones and drove around.

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Sales Management Top of Funnel Data Intent Signal 195

SBI Growth

JUNE 20, 2013

Impact: Although HR kept busy with recruiting, the performance management statistics weren’t good for sales. Some Sales Managers didn’t give enough attention to new hires. Those that stayed were taking all of the Sales Managers’ time for coaching. Product Development was annoyed at the low new product sales.

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Hiring Forecasting Sales Forecasts Discount 321

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. Sales can’t rely on marketing alone. If your marketing team needs help. Start Early.

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Quota Top of Funnel Territories Marketing Qualified Lead 316

Pointclear

MARCH 12, 2013

I had the great the opportunity to interview Lori Wizdo , B2B marketing analyst at Forrester Research. Lori is a senior analyst with extensive marketing, sales, and operation experience in the information systems and software industries. Some sales professionals even believe that they can't get qualified leads from marketing.

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Research B2B Sales Qualified Lead Lead Rank 253

SBI Growth

AUGUST 7, 2013

However, we frequently see Sales VPs still stuck in the sales manager mindset. An ill-prepared sales manager damages his region. A Sales VP focused on the wrong things can ruin the entire company. They cross collaborate with manager peers, their reps, and the VP. They trust their managers to execute.

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Construction Ideal Customer Profile Territories Compensation 334

SBI Growth

JANUARY 9, 2013

A tool is available for download – a full syllabus of Sales leadership courseware. Here are five steps for HR to build a sales leadership pipeline in 2013: 1. Determine necessary skills for sales leadership at your firm. The below downloadable tool will give over 40 sales leadership skills to choose from.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

SBI Growth

APRIL 30, 2013

Yet many front-line sales managers are slow to respond. Because speed requires more time and effort from a sales manager. The average sales manager will avoid these requirements. This post will explore ideas sales managers can implement to increase their speed. Jeff is slow to…. Sound familiar?

Quota 308

Quota Promotion Social Media Territories 308

SBI Growth

DECEMBER 25, 2012

This post is written for the head of sales. We will discuss 3 leading indicators to spot looming sales turnover. Your front-line Sales Managers don’t add sufficient value. Your Reps are underpaid in the market. They should be performed for all sales people that leave the organization. Their boss.

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Hiring Trends Compensation Lead Rank 324

SBI Growth

NOVEMBER 23, 2013

The challenger sale requires a big investment in money, resources, and time. Sales Leaders should assess if their organization is ready to adopt this complex methodology. Download our Challenger Readiness Guide and learn if your organization is ready. Is my Sales Management team capable of coaching this?

Sales Methodology 308

Sales Methodology Demand Generation Targets Demand Generation Face-to-face 308

SBI Growth

DECEMBER 19, 2012

My VP of Sales wants me to research trends in inside sales and conduct account segmentation. The sales managers are yelling for updated dashboards and territories. Oh, and Marketing wants to discuss sales enablement improvements. Alex is the VP of Sales Operations at a large technology company.

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Sales Operations Compensation Territories Segment 303

SBI Growth

JANUARY 26, 2014

Sales or marketing challenges exist in every organization. Sales performance may be suffering. Or Marketing isn''t connecting with the market. The acute issues of 5-10 years back (sales process, CRMs, dialing or direct mail leads, etc.) HR, Sale and Marketing leaders alike will want to read this.

Hiring 292

Hiring Direct Mail Buyer Persona Salary 292

SBI Growth

DECEMBER 31, 2013

Hanging up from your recent round of Sales Manager weekly meetings you realize something. The sales process you rolled out mid-year to increase sales isn’t working. In as little as one quarter, sales and morale are down. Yet last year the sales management program you did implement is producing results.

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How To Case Study Follow-up Industry 287

SBI Growth

SEPTEMBER 14, 2013

We find numerous obstacles Sales VPs and Sales Managers face. Timing the market by switching out one rep for the other ‘over the weekend.’. Every year we compile research for our Sales & Marketing Research Review. It told us all sales leaders have faced this challenge.

Hiring 300

Hiring Face-to-face Lead Rank Lead Scoring 300

SBI Growth

JUNE 2, 2013

She does great work in recruiting and hiring of Sales Reps. She even ensures Sales Managers are getting the new hires onboarded effectively. Any virtual benches that the Sales Managers had have long ago been used up. Or, Sales Managers are too busy onboarding new hires to build the bench.

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Hiring Ideal Customer Profile Margin Commission 312

SBI Growth

DECEMBER 1, 2012

Encourage sales and marketing to build personas and build a plan to operationalize them immediately. Marketing is frustrated because of the time, money and effort exerted to build them. The cold front from marketing and the heat wave from sales has concocted the perfect storm. The persona project has begun!

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Meeting Ideal Customer Profile Buyer Persona Forecasting 288

SBI Growth

MARCH 4, 2013

Connection to the organization or to senior management. These also relate to Sales Rep turnover. This available download lists another 7 potential root causes including the "Bad Boss". Sales success is 50% talent and 50% performance conditions. Are Sales Managers held accountable for the use of the onboarding program?

Hiring 326

Hiring Outsourcing Services Lead Nurturing Demand Generation Targets 326

SBI Growth

JANUARY 23, 2013

Sales VPs consistently ask me: ”How can I control my boss?” But you can manage him. 117 Chief Sales Officers gave us feedback. Download the Sales VP Relationship Assessment to get the questions created from their answers. Or download it if you want to know what to do to manage them. Bring New Insight.

Forecasting 308

Forecasting Quota Coaching Objections 308

SBI Growth

AUGUST 28, 2012

To hire a top-performing sales leader, you have to remove legacy aspects of your recruiting strategy. Downloading music on Spotify instead of shopping at the record store. Downloading books on Kindle instead of going to Barnes & Noble. of years in sales management. Old school management isn’t cutting it.

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Hiring Buyer Persona Solutions Selling Buyer 267

No More Cold Calling

DECEMBER 4, 2014

Because someone downloaded a whitepaper , we should call him. Someone who’s downloaded a whitepaper is not a qualified lead, nor is someone who’s viewed a demo or visited your tradeshow booth. If all your leads are coming from the marketing department, your pipeline is in big trouble. Assuming is the easy way out.

Sales Qualified Lead 275

Sales Qualified Lead Ideal Customer Profile Referrals Small Business 275

SBI Growth

MAY 18, 2013

Many sales organizations are proud that they have a low turnover metric. Download the Top 10 Ways to Prevent ‘A’ Player Turnover Checklist. His Sales Manager didn’t want to rock the boat. Ned walks into the Sales Manager’s office and resigns. Once Ned is gone, the Sales Managers labels Ned a ‘bad hire’.

Territories 303

Territories Hiring Quota Sales Leadership 303

SBI Growth

JANUARY 2, 2013

Build specific competency and accountability based scorecards for Sales Leadership and Sales Reps. Download the Sales Manager Competencies and Example Accountabilities Here. The VP-Sales and the VP-Marketing own this area jointly. Make sure the VP-Sales and VP-Marketing are on the same page.

Sales Qualified Lead 267

Sales Qualified Lead Lead Rank Lead Scoring Lead Gen 267

SBI Growth

JANUARY 27, 2013

Can’t promote a sales manager to a director. Can’t vary the comp plan based on market cost of living – it’s outside the comp rules. What greater alignment is needed between Sales and Marketing? How should we structure for a multi-national/multi-cultural sales force? Do we even need an outside sales force?

Hiring 308

Hiring Compensation Commence Sales Talent 308

SBI Growth

SEPTEMBER 22, 2013

You’re completing 2013 and building your marketing strategy for 2014. Perhaps you’re beginning to roll out marketing automation or some form of company-wide communication program. Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Sales Managers (all levels).

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Eloqua Marketo Buyer Persona Collateral 316

SBI Growth

MARCH 24, 2013

Multi-national organizations plus complex sales equals airline miles. Whether it’s a branch, location, city, or market, you need to be there. This article tells the sales leader how to spend time, their most precious commodity. Download the complete Guide to an Effective Location Visit by clicking here. Follow @MarkSynek.

Airlines 297

Airlines Hiring Journal Churn 297

SBI Growth

DECEMBER 17, 2013

Sales Reps hear through the grapevine about a sales or marketing improvement project. Then they ask their managers what’s going on. Strong communications are the key - e nlist the HR Business Partner early to manage the change. For help, download the Change Communication Creator tool. It never fails.

Majestic 302

Majestic How To Channels Territories 302

SBI Growth

JULY 13, 2013

The market outpaced him. Download this quiz. You will learn if you possess the relevant skills of an “A” player sales leader. Dave was promoted to be Acme’s VP of Sales for the Americas. He did it as a District Sales Manager. Dave became VP of Sales for the Americas. Dave was once an ‘A’ player.

Promotion 310

Promotion Fashion Trends B2B 310

SBI Growth

NOVEMBER 16, 2013

Listening To the Market. Many of the answers to a sales leader’s execution problems are in the market. This post is focused on how listening to the market accelerates field execution. This post is focused on how listening to the market accelerates field execution. Listening to the market has many connotations.

Hiring 308

Hiring Call-back Face-to-face Buyer 308

SBI Growth

JANUARY 14, 2013

Last week, I received a phone call from an EVP of Sales. The board still hasn’t approved the sales plan. I need to take out another 3% on the expense line including sales management. Download the Sales Leader’s 7 Game Changing Ideas. It contains 7 things a sales leader needs to do this year to evolve.

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Lead Rank Lead Scoring Social Selling Sales Methodology 324

DiscoverOrg Sales

DECEMBER 4, 2017

One of the most important aspects of any sales enablement strategy is alignment to the customer journey. What this means is that sales, marketing, and service processes need to be based on the needs, wants, and expectations of customers. Streamlining the sales process. Create relevant sales content. Two things.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

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. Whatever the Sales Force Effectiveness (SFE) improvement, it will require funds to get it implemented. HR and Sales leaders will often tie funding to the type of improvement. Download the SFE Funds Finder.

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Hiring Incentive Incentives Benefit 288

SBI Growth

SEPTEMBER 18, 2013

This will prevent wasting your sales or HR dollars on low-return methods. This article lists sales training poisons SBI has seen - and their respective antidotes. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. The emerging practice cure: Use your sales force as instructors.

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Training Tools Follow-up Research 312

SBI Growth

MAY 21, 2013

Download the Guide to Understanding Your CSO here. Think about your most valued sales ops team members. At the core, your best sales ops employees: Deliver insight, not just data. Build trust among Sales Management as dependable, resourceful and experienced partners. You become more than “sales ops”.

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Hiring Collateral Comparison Territories 300