SBI Growth

JANUARY 11, 2013

The fundamental trick is aligning your best salespeople with your largest prospects. In the normal course of business, reps secure appointments with key customers and prospects. How can you ensure a green, over-eager new rep doesn’t blow the sale? He can ensure his top salespeople attend key account sales calls.

Account 297

Account Closing Analysis Coaching 297

Vengreso

MARCH 2, 2021

Prospecting to generate sales leads is one of the most important jobs of the modern sales professional. In fact, if you ask any sales leader what their teams struggle with the most (and I have), they would say it’s prospecting, especially now that virtual selling is the norm. What is Prospecting?

Pipeline 145

Pipeline Prospecting Ideal Customer Profile Sales Qualified Lead 145

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. Ensure your sales managers take this seriously.

Quota 316

Quota Top of Funnel Territories Marketing Qualified Lead 316

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.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

SBI Growth

JANUARY 1, 2014

Download the 4 Step Fast Ramp Guide at the end of this post. Training should be focused on helping your sales reps identify prospects and close deals. Different ways to think about your training program: Training Modality: Sales training should be on multiple platforms and modalities. Step 4: Sales Manager Accountability.

Training 282

Training Buyer Persona Hiring How To 282

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.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

Hubspot Sales

JULY 22, 2024

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. If you're in a hurry, skip to the script or download free sales call templates.) I’ve found that cold calling is an excellent way to engage prospects one-on-one and move them to the next step in the buying process.

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

No More Cold Calling

DECEMBER 4, 2014

Because someone downloaded a whitepaper , we should call him. Because a person visited a tradeshow booth, she’s a prospect. Assuming is dangerous because it makes us lazy about increasing sales pipelines. Associations Enterprise Sales Management Salespeople Small Business' Assuming is the easy way out.

Sales Qualified Lead 275

Sales Qualified Lead Ideal Customer Profile Referrals Cold Calling 275

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.

Hiring 312

Hiring Ideal Customer Profile Margin Commission 312

SBI Growth

DECEMBER 28, 2012

This will make life easier for you and your sales VP’s. Today’s post explores designing sales territories based on your customers and prospects. For a step-by-step guide on how to do this, Download the Territory Design Whitepaper Here ! Where are the prospects that look most like your Ideal Customer?

Territories 303

Territories Marketing Analysis Segment 303

SBI Growth

DECEMBER 18, 2013

Today’s post focuses on the missing link: Enabling your front-line sales managers. Without strong front-line sales managers, your chances of making the number are low. How can you help your sales managers execute? Download the CEO’s Sales Manager Test to help with this. Prospecting.

Hiring 305

Hiring Strategy Handbook Face-to-face 305

SBI Growth

DECEMBER 13, 2013

You call a sales manager strategy meeting. “We Pipeline reviews, strategy sessions, forecasting analysis and sales training are all mentioned. Traditional sales training does not. Help sales reps match with the customer’s buying process. Train them how to use social media to prospect. Some of these work.

Training 302

Training Face-to-face Webinar Metrics Forecasting 302

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. Prospects fall into his lap with little effort. His Sales Manager didn’t want to rock the boat. Ned walks into the Sales Manager’s office and resigns.

Territories 303

Territories Hiring Quota Sales Leadership 303

SBI Growth

JULY 13, 2013

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 became VP of Sales for the Americas. Component 1-.

Promotion 310

Promotion Fashion Trends B2B 310

No More Cold Calling

DECEMBER 3, 2013

However, isn’t your goal to connect with people, engage them in conversation, identify key prospects , and leave with follow-up actions? When you don’t treat every prospect you meet at tradeshows like potential customers , you’re wasting your time and theirs. Associations Enterprise Sales Management Small Business'

Cold Calling 293

Cold Calling Small Business Small Business ACT 293

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”.

Hiring 300

Hiring Collateral Comparison Territories 300

DiscoverOrg Sales

DECEMBER 4, 2017

Finding the right contact – and context – for sales outreach is time consuming. Prospect research doesn’t generate revenue, and historically it accounts for half of all sales time. In particular, focus on areas of training and coaching if you are looking to improve sales performance. Download the Full Report.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

SBI Growth

DECEMBER 1, 2012

Ask yourself: - Does the persona capture behaviors, beliefs and questions at all stages of the sales process? How do I enable sales managers to reinforce the use of the persona? What changes do I need to make to our CRM or Sales Force Administration Tools? Enable Sales Managers to Coach Reps on Personas.

Meeting 288

Meeting Ideal Customer Profile Buyer Persona Forecasting 288

SBI Growth

JANUARY 26, 2014

The acute issues of 5-10 years back (sales process, CRMs, dialing or direct mail leads, etc.) aren''t the same today (social prospecting, content marketing, buying process maps, etc.). Some challenges are eternal (sufficient quality talent, sales coaching, account segmentation.). Or Marketing isn''t connecting with the market.

Hiring 292

Hiring Direct Mail Buyer Persona Salary 292

The Pipeline

AUGUST 5, 2013

Many in sales buy into, or more accurately, settle for the 80/20 rule, one example would be 20% of a company’s reps generating 80% of sales. Sales Perfomance Management Sales Process Tibor Shanto' Part of the ritual, is talking to their colleagues, getting the lay of the land, “how are things done around here?”.

Hiring 275

Hiring Discount Sales Talent Groups 275

SBI Growth

DECEMBER 23, 2013

This downloadable tool helps you evaluate your new territory in relevant terms: Selling time as required to meet quota. Account management time as required to maintain the business already established. It is important to understand why sales management makes a territory change. (Ex. Where a Sales Rep Should Focus.

Territories 276

Territories Quota Travel Maximizer 276

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

Hubspot Sales

MARCH 7, 2018

KPIs for Sales Managers. Sales Volume by Location. Sales managers -- and particularly field sales managers -- can often feel like they are trapped in a fog. Download our free report here to learn the top 3 metrics ranked by sales professionals. New Leads/Opportunities.

Lead Rank 145

Lead Rank Lead Scoring Sales Management Scale 145

No More Cold Calling

AUGUST 1, 2013

Whether you are CEO, vice president, or a sales manager , you have a central role in your company’s sales process and in the decision to transition to referral selling—the only business-development strategy proven to convert prospects into clients more than 50 percent of the time. Start by downloading my Referral I.Q.

Referrals 253

Referrals Sales Qualified Lead Cold Calling Penetration 253

criteria for success

MARCH 2, 2022

There are many aspects to sales development. And all great sales managers know that when it comes to sales development, opportunities for growth are endless. When we talk to sales managers about sales development, we tend to get some similar questions: Where is the best place to start? Download Now.

Sales Management 104

Sales Management Insurance Insurance Policies 104

MTD Sales Training

SEPTEMBER 4, 2012

Uncovering the price too soon in a sales interaction is actually a disservice to the prospect. Revealing price too early, inadvertently forces the prospect to make a buying decision before receiving all of the information. Even if the prospect decides to buy, it is an ill-informed decision. Managing Director.

Cancellation 300

Cancellation Retail Discount Buyer 300

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.

Lead Rank 324

Lead Rank Lead Scoring Social Selling Sales Methodology 324

Hubspot Sales

DECEMBER 8, 2020

Luckily, some major companies, like LinkedIn, have discovered a way to improve sales relationships, customer trust, and — ultimately — sales numbers. Recently, HubSpot sat down with Kwesi Graves , Regional Sales Manager at LinkedIn, to learn more about how he centers his team's sales approach completely around the ideal buyer.

Buyer 140

Buyer LinkedIn Sales Management Sales Qualified Lead 140

No More Cold Calling

MAY 6, 2014

Are you looking for the right prospects in all the wrong places? Sales is like dating. You have to decide what you’re looking for in the perfect mate (or prospect), and then figure out the best way to meet that person. Someone who’s downloaded a white paper is not a qualified lead, nor is someone who’s viewed a demo.

Sales Qualified Lead 227

Sales Qualified Lead Leads Marketing Qualified Lead Ideal Customer Profile 227

No More Cold Calling

MARCH 20, 2014

Click here to download the full report.). If you’re serious about increasing sales rep productivity , get access to the fastest proven method for quality lead generation—referral based selling. It’s frustrating and disappointing when a prospective deal goes from hot to radio silence. percent of reps made quota.

Training 248

Training Hiring Referrals Enterprise 248

SBI Growth

DECEMBER 17, 2013

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 has samples of communications to use in various situations related to Sales improvement. Enlist the Managers - Bring the front line sales managers into the project early.

Majestic 302

Majestic How To Channels Territories 302

SBI Growth

SEPTEMBER 2, 2013

Amazed, you watch him visit with the prospect. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Team meetings are run by sales managers. For example, the Reinforcement Framework Tool was created to reinforce sales leadership training.

Sales Process 308

Sales Process Webinar Metrics Vendor Energy 308

SBI Growth

JUNE 30, 2013

The sales manager owns the process and is paid on average ramp time. Call to Action: Prospects are taking meetings again. You are going to need to hire new sales reps. Download the Agile Onboarding Scorecard. Learning activities completed is useless. Training organized in “sprints”. Start to finish in 13 weeks.

Hiring 308

Hiring Oracle Lead Rank Lead Scoring 308

No More Cold Calling

APRIL 17, 2014

But most sales reps enter the field without any formal training. Some of us get lucky and thrive under a brilliant sales manager. In fact, three out of four salespeople aren’t performing up to par, according to research from sales training consulting firm, Kurlan & Associates. The same is true in sales management.

Face-to-face 278

Face-to-face Social Media Oracle eBook 278

SBI Growth

JANUARY 24, 2013

Sales Operations can connect each group implementing an effective Sales Performance Management program. 3 Keys to Stitching the Sales and Marketing Organization Together. To get started download the sales metrics assessment here. Sales Leadership. Field Sales. Give Leadership What They Want.

Sales Qualified Lead 297

Sales Qualified Lead Marketing Lead Rank Marketing Qualified Lead 297

No More Cold Calling

DECEMBER 19, 2013

Now is the perfect time to follow up with your clients, prospects, and Referral Sources. Mark Hunter and Andy Paul revealed that 40 to 80 percent of sales leads are never followed up on. Download it here. Message to Management: Their Failures Are Your Failures. Then your sales force needs the right tools for success.

Follow-up 237

Follow-up Face-to-face Referrals Cold Calling 237

No More Cold Calling

OCTOBER 17, 2013

Plus, check out my latest blogs for more on how relationships—and referrals—convert prospects into clients more than 50 percent of the time: Message to Management: It’s Never About Closing. The problem is that salespeople neglect to follow through with important activities during earlier stages of the sales process.

Cold Calling 252

Cold Calling Referrals Small Business Small Business 252