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6 Reasons You Should Rethink Inside Sales

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Article Sales Strategy coverage models inside sales inside sales rep inside vs. field sales inside vs. outside Sales Coverage sales leader

The Anatomy of a Sales-Driven CEO

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A sales-driven CEO is a CEO whose strategy is based on having the best sales force in the industry. He, or she, has determined to win by outselling the competition.

10 Reasons Why Channel Partnerships Fail (and What to Do About It)

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Article Sales Strategy Channel Marketing channel optimization channel partners Channel Strategy channels Sales Channels selecting channel partners

Expand the Reach of Your Sales Team with SDRs

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Article Marketing Strategy Sales Strategy heather young Sales Development Rep Sales Development Representative sales leads SDR SDR compensation SDR incentive SDR management SDR onboarding

What Salespeople Can Learn from Classic Songs

Why Your Sales Leader Needs to Understand CAC and CLTV

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The ratio of Customer Acquisition Cost (CAC) to Customer Lifetime Value (CLTV) is the clearest indicator of how your go-to-market investment is creating shareholder returns. Companies with high CLTV:CAC ratios enjoy a robust sales and marketing ROI. Low-ratio companies spend. Corporate Strategy Magazine Sales Strategy CAC CLTV Customer Acquisition Cost Customer Lifetime Value LTV

ROI 56

Know Exactly How Top Competitors Are Selling Against You

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By masterfully blending strategy and execution, the world’s top growth leaders consistently outpace their competition and their industries in revenue expansion. It starts with picking the right strategy: operational excellence, product leadership, or customer intimacy. When you have no product.

Exact 62

7 Steps to a Quota-Busting Sales Force

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Article Sales Strategy allocate territories incentive plan lead nurturing maximize selling time quota busting sales quota talent development

Quota 61

5 Tips for Cultivating a World-Class Sales Team

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Finding great sales talent isn’t hard. The real challenge is persuading the best talent to work for you. Assuming you have a good company culture, you’re respected in your industry, and your leadership team has a vision your employees can. Sales Strategy Video

The Art of Social Selling -- Summarized by getAbstract

4 Ways to Identify Sales Strategy Gaps with Win/Loss Analysis

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Article Sales Strategy sales strategy win loss review win/loss review

The Truth Behind Why Your Best Sales Reps Leave

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Article Corporate Strategy Sales Strategy exit interview retain sales talent sales exit interview sales talent talent retention why top reps leave

Setting Up a Sales Operations Department from Scratch

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Your sales operations team must improve the efficiency of the sales team. Instead, sales ops has become a catch all that gets assigned the work no one else wants to do. On this week’s SBI Sales and Marketing podcast we. Podcast Sales Strategy

The Definitive Guide to Developing Sales Playbooks

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Article Sales Strategy how to make a sales playbook onboarding new hires sales enablement sales enablement function sales playbook

The Rise of Social Selling

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It’s getting harder for your sales reps to get at bats these days. It didn’t used to be that way. Not long ago, you could cold call and email your way to appointments. Now, it seems you have to fight to get into every deal. As a result, your sales team is missing out on revenue opportunities. Signs this is happening to you are: Customers and prospects are declining meeting requests.

Winning Consensus-Based Sales

6 Top Reasons Sales Leaders are Scared of Social Selling

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Trust is the name of the game in sales. 84% of B2B decision makers begin their buying process with a referral. You are the SVP of Sales at your company. Consider this scenario: you need a new personal financial advisor. After much frustration you’ve decided your current guy is costing you money. What do you do? Go to a website? No way. You don’t know if the person you’re looking at is any good.

Make Your Number in 2017

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You have a lot on the line and no time to waste. How are you going to make your revenue growth goal for 2017? You don’t know, do you? The new year has yet to begin but you’re already worried. Magazine Sales Strategy 2017 sales revenue Corporate Strategy make your number marketing strategy Product Strategy revenue growth revenue growth methodology sales revenue sales strategy

Is Sticking with Geographic Sales Territories A Mistake?

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Article Sales Strategy

CMO: Enable Reps with the Right Content at the Right Time

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Sales reps want solid materials to support them in sales campaigns. Today this means having the right content at the right time. Having the right content enables the sales rep to have the best chance to make a sale. How does this happen? It starts with the Marketing departments buyer centered marketing strategy. Ultimately the content will pull the buyer through their buying process.

Secrets to Successful Inside Sales Management

Five Sales Metrics You're Not Tracking

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Planning for 2014 requires a fresh look at the metrics that will determine success. As noted by my colleague Vince Koehler, Marketing has adopted new capabilities. These capabilities force Marketing to transition to new metrics for determining effectiveness. Similarly, sales reps and managers require a new set of capabilities. In this post we will dig into the top 5. Social Reach. Social Debt.

How to Build Your Sales Enablement Team to Drive Revenue Growth

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Article Sales Strategy

Why Top Sales Reps Will Be Unemployed In 2 Years

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Read on to learn if your Reps today are right for the future. This post is especially for HR Leaders and Business Partners in support of sales. Sales personnel will also benefit from the indicators of obsolescence. These are available in the downloadable tool: The 13 Symptoms of Sales Rep Obsolescence. The Problem: The buying environment has dramatically changed. Providing information (inward-out).

CRO Dave Wirta: Getting New Sales Reps Productive Quickly

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Today’s topic is how to improve the efficiency of a sales team by getting new hires productive quickly. To help you capture the key points, download our 10th annual workbook, How to Make Your Number in 2017 and turn to. Marketing Strategy Video b2b sales new rep onboarding new sales rep productivity onboarding program sales onboarding

Successful Selling

10 Essential Answers to Build a Sales Operations Department

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Today’s article is about how to build a sales operations department from scratch. The best growth executives understand that sales ops is the most strategic sales function in the company. They understand that when deployed correctly, sales ops can impact revenue.

Why Good Storytelling Beats Good Selling

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Some reps are convinced they can’t sell a new product. The next day, another rep does just that. Why is this? How can some reps be so effective and assertive, and others so passive? Confidence and belief are certainly big parts of the equation. The other part: exceptional storytelling. Here’s a great example: Rick, a sales rep with a wholesale coffee company, calls on a new prospect. Unbelievable.

How Social Sellers Build Their Pipeline with LinkedIn

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You don’t want a new job. You want to excel at the job you already have. To do that, you must outperform your peers and close more deals. So your success tomorrow depends upon your pipeline today. In today’s environment, a quality pipeline starts with LinkedIn. This post describes the Social Seller's strategy to grow their prospect list through LinkedIn. He’s a sales rep at Oracle. Find the link.

How to Create Quality Content When Nobody Wants to Do It

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A key challenge for every marketing team is producing quality content. The solution is to create an internal content marketing capability. The primary drive behind producing content internally is creating buying process content. This is content that aligns with the prospects buying process. This is where the quality content your buyer seeks comes from. It sounds great right? The answer is easy.

RIP: Sales Training

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You just hung up from your weekly forecast call. Numbers don’t look good. Your team is going to be short again this quarter. You call a sales manager strategy meeting. “We need to figure out what we can do now to make the number.” Pipeline reviews, strategy sessions, forecasting analysis and sales training are all mentioned. Some of these work. Traditional sales training does not. minute Videos.

How to Write Effective LinkedIn Messages

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Are your prospecting skills keeping pace with the market? Phone and email are losing their appeal. Now LinkedIn is the best way to reach your Buyer. To be effective on LinkedIn, carefully consider how you correspond with your extended network. Every word must be carefully chosen. You are selling yourself in order to sell your product. LinkedIn is Critical to Your Sales Strategy. Write the body.

How a CEO Rebuilds a World-Class Sales Force

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You missed the number. Now you have to address this issue at an upcoming board meeting. The board wants to know how you will solve the problem. How will you communicate to the board and shareholders that you have an answer? How do you plan to transform your sales force and correct course? good plan for you is a Sales Productivity Benchmark (SPB). An SPB will give you the answer the board needs.

Sales Strategy: Winning the Business

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Magazine Sales Strategy Revenue Growth Methodology sales execution sales planning sales strategy sales support

Should You Eliminate Forecast Calls?

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Article Sales Strategy forecast forecasting accuracy sales forecasting sales leader

3 Ways to Increase Sales Training Adoption

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Salespeople loathe sales training. It takes them out of the field and away from closing deals. As a sales enablement leader, you know when training is adopted it’s a win-win. Implemented training is directly related to real sales dollars. In turn, it makes training a success. Your value proposition is defined and justifies the need for future sales training. It validates the training program.

A Letter of Resignation

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Below is a letter of resignation. It was submitted by the head of sales at a client company of mine. If you have ever wondered “ why did the sales manager quit? this might be informative. think the reasons this sales manager quit are typical, unfortunately. Replacing a sales manager takes lots of time and effort. You need to build a profile, conduct a search, perform interviews, on board, etc.

The Next Big Thing in Sales Hiring

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The annual planning cycle is upon you. Your team is putting together their wish list for next year. New initiatives, processes, training and headcount are on their list. You want to go into next year confident the team will make the number. If you’ve been following SBI’s blog lately, you’ve read a lot about the changing B2B landscape: Your buyers have changed. Planning for New ‘A’ Players.

How Top Sales Reps use LinkedIn to Create Buyer Personas

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You are a B2B Sales Rep with a new product to sell. Do you know who your Buyer is? New company, new division, or new product, you must ask that question. This article discusses how Sales Reps define their Buyer as a Persona. describe how to use LinkedIn as a source to create these Personas. Then I provide a Persona Builder tool to organize your effort. What are Buyer Personas? Understand roles.

10 Traits of the New ‘A’ Player

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You’ve relied on the same tried tired and true hiring practices for sales reps over the last couple of years. And what has it gotten you? The same recycled reps that come with Rolodex in hand. They guarantee new business is just a call away. When evaluating potential candidates, you’ve probably asked, “How do I know if they’re legit?” If this sounds familiar, you’re not alone. Definition.