SBI Growth

AUGUST 1, 2013

The market has dictated. Let the Scorecard tool do the math delivering an overall customer priority score. As a sales operations leader, you can drive and support this approach. Start with a pilot with a more progressive sales director. Product and service offerings have to evolve to meet changing demand.

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

Zoominfo

FEBRUARY 12, 2024

Sales teams are juggling more tasks than ever. In this environment, your sales operations tools and platforms can’t just be effective — they need to be transformative. What Are Sales Operations Tools? Investors are setting tougher benchmarks for growth.

Sales Operations 130

Sales Operations Tools Scale Lead Scoring 130

SBI Growth

MARCH 18, 2014

As a sales enablement leader do you think about sales territories? Have you been asked if they’re optimized to market potential? Territory Design Sales Operations Strategy Sales Enablement Director of Sales Enablement' Have you thought about developing a process that changes the organization?

Territories 267

Territories Tools Sales Enablement Sales Operations 267

SBI Growth

AUGUST 3, 2013

She’s a Marketing VP at a B2B logistics company. The CEO just introduced her to the new sales leader. The last VP of Sales got canned at the end of Q2. Kathy had done everything she could to support the sales team. The former leader never fully supported or appreciated Kathy’s marketing team efforts. Meet Kathy.

Meeting 303

Meeting Top of Funnel Marketing Lead Gen 303

Vengreso

JANUARY 13, 2025

The landscape is being transformed by innovative tools designed for sales acceleration, optimize processes, and enhance productivity through an accelerated sales process. In this fast-paced world of sales enablement , staying ahead requires more than just traditional methods.

Tools 68

Tools Top of Funnel Lead Rank Analytics 68

Zoominfo

AUGUST 8, 2024

To give sellers a fighting chance, sales leaders need to build an effective, flexible sales enablement program. With the right sales enablement process, revenue leaders can confidently improve sales team skills, boost customer retention, expand market differentiation, and drive revenue growth.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

SBI Growth

AUGUST 8, 2013

Regardless of the sales rep’s effectiveness (A, B & C Players), field rides serve as the backbone of continues improvement. Download the Marketing Team Ride-Along Best Practices Toolkit to transform your marketing team. Why Marketing Leaders Should Take Notice. Why do sales leaders invest in field ride-alongs?

Marketing 282

Marketing Coaching Report Salary 282

Zoominfo

MAY 25, 2021

Yet a similar phenomenon has already happened with another technology: sales and marketing automation. . But more than 30 years later, we are still talking about these same productivity gains — and automation remains elusive for many sales and marketing teams. The answer has little to do with the technology itself.

Marketing 252

Marketing Decision Maker Telecommunications Lead Rank 252

Sales Hacker Training

NOVEMBER 22, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. Plus, an analysis of the top 75 trending sales AI tools. Product : HG Insights.

Sales Enablement 111

Sales Enablement Scale Hiring Sales Operations 111

Zoominfo

MARCH 17, 2025

Revenue operations leaders are confronting complex challenges on two fronts: designing smarter territories for expansion, and maximizing productivity for frontline go-to-market (GTM) teams. Blind spots in your addressable market and missed opportunities from good-fit prospects. The result?

Territories 130

Territories Ideal Customer Profile Account Based Marketing Lead Rank 130

Hubspot Sales

AUGUST 1, 2022

A sales operator works to enable your salespeople to focus on selling. Therefore, hiring the right person for the role is crucial, as such a hire will handle ‘backend’ stuff like lead management, data analysis, process optimization, and even sales strategy. 30 Interview Questions and Answers for Sales Ops. Optimization.

Sales Operations 124

Sales Operations Hiring Top of Funnel Analysis 124

Sales and Marketing Management

MARCH 8, 2020

Author: Paul Nolan “What happens when new and fast-improving technologies create opportunities to unleash untapped sources of revenue, some of them long trapped by market inefficiencies?”. There’s no reason it can’t have equally powerful impacts on B2B sales and marketing, but it’s in its infancy, experts say. “AI

Top of Funnel 218

Top of Funnel Marketing Scale Forecasting 218

SBI Growth

OCTOBER 21, 2013

Your people will need new capabilities to thrive in a changing market. Reps must have the tools and support to win the big deals. Sales Operations is responsible for creating that winning environment. By signing up for the tour , you’ll receive the " Performance Culture Assessment " tool. Systems Enhancement.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

JANUARY 31, 2014

Why doesn’t a typical marketing budget/focus apply the 80-20 rule? Download the Targeting Analysis Tool and start focusing on what really matters to the sales team. Why Use the Tool? The Targeting Analysis Tool allows you to determine the total account-based potential. Use the Tool = Make the Number.

Ideal Customer Profile 275

Ideal Customer Profile Analysis Campaigns Social Selling 275

SBI Growth

NOVEMBER 26, 2013

It’s one thing to plan a strategic sales shift. As a Sales Operations leader, it is your responsibility devise the execution roadmap. The SVP charged his Sales Ops Director, Doug, with drawing up strategic options. This tool allowed him to choose the right team to manage the process. Prioritized Success Factors.

Demand Generation 282

Demand Generation Demand Generation Targets Sales Operations Analysis 282

SBI Growth

DECEMBER 14, 2013

Sales Operations leaders were experiencing Diminishing Authority. Sales VPs did not know exactly what to do with the Ops team. Decisions were being made without Sales Ops’ influence. We spent the year researching how Sales Ops can bring value to the organization. The greatest insights come from VPs of Sales.

Top of Funnel 282

Top of Funnel Sales Operations Social Selling Sales Qualified Lead 282

SBI Growth

NOVEMBER 13, 2012

Over the next four years the Cloud Computing market is going to double. In fact, according to IDC, the cloud computing market is going to move from $28.4B Market moves like the expansion of cloud computing don’t happen frequently. As a VP of Sales Operations at a cloud computing company the stakes couldn’t be higher.

Account 308

Account Churn Lead Scoring Lead Rank 308

SBI Growth

SEPTEMBER 11, 2012

Deploying a Sales Force Automation tool will not solve the challenges facing your Sales organization. The Sales organization isn’t short on data, it is short on knowledge. Every Sales Leader needs innovative recommendations right now. Recently I was with a client who believes they have a sales compensation problem.

Territories 306

Territories Top of Funnel Compensation Penetration 306

SBI Growth

NOVEMBER 9, 2012

VP of Sales Operations? If you answered anything other than #4 , revisit the value your Sales Operations Leader is providing. If you have a world class Sales Ops Leader, you’ll know that this is your first and best resource. How can you tell if you have a world class Sales Operations Leader?

Hiring 303

Hiring Webinar Metrics Sales Operations Forecasting 303

SBI Growth

JUNE 26, 2013

That means roughly one-half of B2B sales VP’s last less than 18 months. Today''s post provides ways sales operations can deliver value quickly to a new sales VP. Here''s part of the dialog from a recent call with a sales operations leader. Sales VP churn isn’t getting any better. Who will they hire?

Hiring 319

Hiring Lead Rank Compensation Guidelines 319

Gong.io

OCTOBER 19, 2021

For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. But if you thought that gifted reps and some targeted marketing would get your team to the top, pull up a chair. Sales Enablement is about to become your priority (if it isn’t already).

Sales Enablement 164

Sales Enablement Tools Top of Funnel Hiring 164

SBI Growth

OCTOBER 12, 2013

There’s solid evidence that your Marketing counterparts are responding. According to a recent Content Marketing Institute survey: 73% of marketing leaders are producing more marketing content than last year. 58% have increased their content marketing budget. Get the sales team trained on how to sell socially.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

DECEMBER 5, 2013

The sales organization is into the final run for the year. How has Sales Operations done this year? Did you directly enable the sales organization to close more business? Did you help keep sales expenses in check? With focus, Sales Ops leaders can positively impact sales revenue and costs.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

SBI Growth

JUNE 2, 2013

This post helps HR and Sales decide if it’s time to fix the underlying cause. Get the Turnover Trouble Tool for help with the 13 leading indicators to watch. She is the HR business partner to sales. The HR partner to sales will probably need help getting indicator data. Most of this will come from Sales Operations.

Hiring 312

Hiring Ideal Customer Profile Margin Commission 312

SBI Growth

JULY 23, 2013

Sales Operations leaders have seen the power of Social Selling. Sales cycles that begin with an online referral are closing more rapidly. Corporate Communications sees inherent risk in mobilizing a social sales force. Marketing worries about the brand’s consistency. Implementing a successful sales transformation.

Social Selling 323

Social Selling Benefit Top of Funnel Case Study 323

SBI Growth

APRIL 16, 2013

Then I provide a Persona Builder tool to organize your effort. They are profiles of the influencers and decision makers needed to close the sale. Personas outline the objectives, obstacles, and success measures of your target market. To understand the Buyer, every Sales organization needs them. What are Buyer Personas?

Buyer Persona 332

Buyer Persona Buyer LinkedIn Outsourcing Services 332

Hubspot Sales

AUGUST 27, 2024

A well-crafted AI-powered pricing strategy helps companies to be competitive in their target market. It can help them to be resilient to changing market conditions, and achieve their profitability goals. AI pricing helps to maximize revenue and profitability while ensuring that prices remain competitive and aligned with market trends.

Strategy 103

Strategy Margin How To Lead Rank 103

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

Sales and Marketing Management

OCTOBER 10, 2018

But for business, AI is having an early transformative effect on sales and marketing by helping people make better decisions and serve customers more effectively. Why AI Is Poised to Transform Sales. The sales function is uniquely well-suited to be transformed by AI tools. So, what is AI?

Case Study 319

Case Study Analytics CRM Study 319

SBI Growth

MARCH 19, 2013

The VP of Sales Operations was part of the decision-making team that brought us on board. The sales team deserved a training program as aggressive as this year’s budget. Onboarding is a topic the markets have been screaming to get for quite some time. ” This sales leader agrees. The market is shifting.

Revenue 288

Revenue Hiring Face-to-face Social Media 288

Hubspot Sales

MAY 17, 2019

In sales operations, having a clearly defined strategy will help your organization plan for the future, set goals, and achieve goals. You'll begin with strategic planning models and tools. SWOT analysis is a strategic planning tool and acronym for s trengths, w eaknesses, o pportunities, and t hreats. SWOT Analysis.

Tools 143

Tools Customer Analysis Objections 143

Cincom Smart Selling

MARCH 16, 2025

For the sake of simplicity, Im going to toss them all into one of three bags: tools, solutions and systems. Depending on your application and your level of complexity in terms of product, market, price or organization, you may be best served by a simple, free-standing tool, or you may require a more elaborate, full-function integrated system.

System 48

System Tools Software Software 48

BuzzBoard

OCTOBER 31, 2023

Sales operations have reached a pivotal crossroad in this age of technological marvels. With this incredible innovation at your disposal, you can expect your sales team to soar to new heights, your customers to be engaged like never before, and your bottom line to reflect the change. But let’s keep the spirits high!

Sales Operations 97

Sales Operations SalesForce Forecasting Analysis 97

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. Its designed to eliminate manual processes, ensuring sales teams generate accurate quotes in secondsnot hours or days. Discounting Rules Inconsistentvaries by sales rep.

Tools 48

Tools Scale Comparison Discount 48

Hubspot Sales

APRIL 3, 2019

finance, operations, product, sales, marketing, human resources, etc.). These are just a few things to consider when evaluating the environment your business is operating in. Tools like SWOT Analysis , Porter's Five Forces , and PESTLE Analysis can help you assess the strongest and weakest parts of the organization.

Sales Operations 134

Sales Operations Objections Software Software 134

Janek Performance Group

JANUARY 22, 2025

Not only that, but you can instantly access sales history and marketing campaigns and gain useful insights into clients and contacts with the ease of a customizable dashboard. Each function marketing, sales, operations, sales support , and customer support, etc. makes its own use of the common data.

CRM 118

CRM Lead Qualification Social Media Data 118

Zoominfo

NOVEMBER 15, 2024

Revenue Operations (RevOps) is a relatively new specialty within B2B go-to-market operations, but it’s quickly becoming mission-critical as companies seek to streamline processes and align their sales, marketing and customer success teams. Rev Ops and GTM are almost used interchangeably,” Whittaker says.

Hiring 130

Hiring Scale Webinar Metrics Lead Rank 130