| | | Sales Benchmark Index | | | | 400 articles |
| Page 1 of 4 | Previous | Next | SALES BENCHMARK INDEX FEBRUARY 3, 2013  How Social Sellers Build Their Pipeline with LinkedIn 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. How Social Sellers Succeed with LinkedIn. | SALES BENCHMARK INDEX JUNE 5, 2013  10 Mistakes that Kill Sales Calls 'Sales Leaders miss or make the number one sales call at a time. Yet they typically don’t pay enough attention to each call. They look at each rep’s performance to quota. They review the pipeline. These are difficult to control. Sales leaders can control the quality of sales calls every day. Great single sales call execution will lead to great results. Your team is wasting at bats. | | | | | |
| SALES BENCHMARK INDEX MARCH 30, 2013  Should You Use Pinterest for B2B Marketing? Yes or No in 5 Minutes As a Marketing Leader, you hear Pinterest in the news. The key question is should we be using Pinterest ? Will it work for complex product/service offerings with 6+ month buying cycles? The answer rests with the target audience of your Ideal Customer Profile. Will your potential buyer consume content on Pinterest? To help you make a decision, let’s break it down below. Pinterest , Not Just B2C. | SALES BENCHMARK INDEX JANUARY 28, 2013  The Truth Behind Why Your Best Sales Reps Leave Your fiscal year just came to an end. Your top rep walked into your office, collected his commission check and resigned. He contributed 20% of your new revenue number last year. It was twice your next best producer. He made more money than your sales leader. He hit the top commission rate. Yet, he left. Why did you lose your top rep? Here’s a secret: It’s not all about the money. Want proof? | SALES BENCHMARK INDEX MAY 21, 2013  Read Your CSO's Mind and Increase Sales Ops Value 'Does your Chief Sales Officer rely heavily on you for their success? As the sales operations leader, you focus on helping your sales leaders shine. Making the revenue number consistently is what your boss wants. But what else does your CSO care about? What’s underneath making the number? What else causes their sleepless nights? Download the Guide to Understanding Your CSO here. Follow @pseidell. | SALES BENCHMARK INDEX FEBRUARY 16, 2013  Why A Sales Leader Should Care About Marketing Methodology A trend is emerging among Sales SVPs: they Make the Number every other year. You make it - the CEO “rewards” you with a huge increase. Miss it - the next year the goal is more reasonable. Make the reasonable goal – the next year is unreasonable again. And on and on the cycle goes. The right Marketing Methodology can enable you to break this cycle. Most businesses sell into active demand markets. | | | | | | | |
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SALES BENCHMARK INDEX | SUNDAY, JULY 29, 2012 3 Ways to Move 'B' players to 'A' players in Less than 3 Months
Sales Managers consistently ask me the same question: How can I quickly move by 'B' to an 'A' player? I need more revenue to hit the number now MORE >> -
SALES BENCHMARK INDEX | THURSDAY, FEBRUARY 21, 2013  How Social Sellers Write Effective LinkedIn Profiles
To outperform their peers, Social Sellers use LinkedIn as a sales tool. They use their profiles to demonstrate value and build trust with the Buyers. Their LinkedIn profile becomes an integral part of their personal brand. In this article I outline 4 principles of an effective LinkedIn profile. Then I provide a LinkedIn Profile Writing Guide to help perfect your own profile. The Value of the Sales Rep. It is rare to have products that simply “sell themselves.” In today’s market, where competitive differentiation is razor thin, only top Sales Reps win. Bet on the Jockey. They need a partnership. MORE >> -
SALES BENCHMARK INDEX | SATURDAY, JANUARY 19, 2013  Hire Slow but Fire Fast
Don’t hire the wrong sales leader. The pain this causes the CEO is severe. The smartest CEOs I know use a tool called The Bad Hire Cost Estimator. Go here to get a template. It will help you understand how much the wrong sales leader is costing you. This tool is to a sales leader hiring decision what a scale is to a weight loss program. Step on the scale and learn why your pants don’t fit anymore. Use this template and learn the truth about the accuracy of your sales leader hiring decision. The infographic below illustrates an example of The Bad Hire Cost Estimator in action. Salary: $250,000. MORE >> -
SALES BENCHMARK INDEX | THURSDAY, AUGUST 23, 2012  Top 5 Must Haves for Sales Strategy Development
Here it comes, the 2013 budgeting process. On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. Avoid the conventional lip service you pay sales strategy development ; that’s old school, develop a sales strategy that the sales team understands and can really rally behind. Harvard Business Review research suggests that companies on average deliver only 63% of the financial performance their strategies promise. Can you live on or keep your job meeting only 63% of your goals? What will it cost me to execute? MORE >> -
SALES BENCHMARK INDEX | TUESDAY, NOVEMBER 20, 2012  39% of Marketers Do Not Have a Defined Content Marketing Strategy
In the Future of Content Marketing survey, 39% of nearly 60 respondents indicated they did not have a defined content marketing strategy. If you have read my past three articles on content marketing ( article 1 , article 2 , and article 3 ), then this percentage number is strikingly similar. This percentage further validates the findings of a recent survey by eConsultancy , which found 38% of 1,300 businesses, did not have a defined content marketing strategy. Q: Do you and your organization currently have a defined content marketing strategy? will offer commentary on a few items. Required. MORE >> - Sales Leader 10-Point Checklist for LeadGen Alignment SALES BENCHMARK INDEX | WEDNESDAY, JULY 11, 2012
- Death of a Sales Tool: The ROI Calculator SALES BENCHMARK INDEX | THURSDAY, JANUARY 3, 2013
- 10 Causes of High Sales Rep Turnover - Which One Is Yours? SALES BENCHMARK INDEX | MONDAY, MARCH 4, 2013
- How To Fix Your Sales Problems In The Right Order SALES BENCHMARK INDEX | SUNDAY, FEBRUARY 10, 2013
- The Most Critical Mistake a Sales VP Can Make SALES BENCHMARK INDEX | WEDNESDAY, SEPTEMBER 19, 2012
- How to Consistently Win the Big Deal Using a Buying Process Map SALES BENCHMARK INDEX | THURSDAY, FEBRUARY 7, 2013
- Top 4 Resources Elite Sales Leaders Rely On SALES BENCHMARK INDEX | WEDNESDAY, JANUARY 30, 2013
- Why Optimizing Your Website for Mobile isn’t Enough SALES BENCHMARK INDEX | TUESDAY, FEBRUARY 5, 2013
- 5 LinkedIn Must Do’s for Time-Strapped Sales & Marketing Teams SALES BENCHMARK INDEX | THURSDAY, JANUARY 17, 2013
- 4 Buyer Trends That Will Shake Marketing in 2013 SALES BENCHMARK INDEX | SATURDAY, DECEMBER 8, 2012
- How HR Can Help Sales with Social Prospecting SALES BENCHMARK INDEX | SATURDAY, FEBRUARY 23, 2013
- Stop Blaming Your Managers For Missing the Number SALES BENCHMARK INDEX | SATURDAY, MARCH 16, 2013
- How to Plan Your Sales Year SALES BENCHMARK INDEX | TUESDAY, MAY 7, 2013
- Is Marketing Responsible for 100% of Leads? SALES BENCHMARK INDEX | FRIDAY, MARCH 8, 2013
- Will Marketing Automation Solve Your Lead Problem? SALES BENCHMARK INDEX | MONDAY, DECEMBER 3, 2012
- How Do You Know that Your Sales Force is Structured Correctly? SALES BENCHMARK INDEX | WEDNESDAY, MARCH 13, 2013
- How To Evaluate Your Sales Process for the New Year SALES BENCHMARK INDEX | SUNDAY, NOVEMBER 18, 2012
- Aligning Customer Objections to the Buying Process SALES BENCHMARK INDEX | MONDAY, MAY 13, 2013
- How CEOs Should React When Sales Loses A Big Deal SALES BENCHMARK INDEX | FRIDAY, FEBRUARY 15, 2013
- 1 Leading Indicator to Determine if You Will Make Quota This Year SALES BENCHMARK INDEX | WEDNESDAY, JUNE 27, 2012
- Why Content Marketing Matters to a Sales Rep SALES BENCHMARK INDEX | FRIDAY, NOVEMBER 23, 2012
- How to Train Your Lead Development Team for Today's New Buyer SALES BENCHMARK INDEX | MONDAY, SEPTEMBER 17, 2012
- One Sales Aid to Avoid the Forecast Fire Drill SALES BENCHMARK INDEX | WEDNESDAY, FEBRUARY 20, 2013
- Sales VP: Four Ways to Increase Turnover on Your Sales Team SALES BENCHMARK INDEX | MONDAY, NOVEMBER 12, 2012
- Sales Role Clarity Drives Revenue SALES BENCHMARK INDEX | SATURDAY, JUNE 23, 2012
- Build a Bold, Data Infused Sales Strategy for 2013 SALES BENCHMARK INDEX | WEDNESDAY, AUGUST 15, 2012
- The Silver Bullet for Sales Ops to Drive Revenue and Lower Costs SALES BENCHMARK INDEX | SATURDAY, FEBRUARY 2, 2013
- 3 Keys to Navigating Change Management in Sales SALES BENCHMARK INDEX | SUNDAY, JANUARY 6, 2013
- Why Your Inside Sales Reps Don't Last SALES BENCHMARK INDEX | WEDNESDAY, NOVEMBER 28, 2012
- Land More Prospects By Broadcasting Your Customer's Voice SALES BENCHMARK INDEX | MONDAY, NOVEMBER 5, 2012
- Overhaul the “Pipeline” Meeting and Hit Your Year End Number SALES BENCHMARK INDEX | THURSDAY, AUGUST 30, 2012
- How to Become a Sales Ops Leader To Watch SALES BENCHMARK INDEX | WEDNESDAY, APRIL 24, 2013
- Effectively Measure the Impact of your Sales Kickoff Meeting SALES BENCHMARK INDEX | FRIDAY, OCTOBER 26, 2012
- Putting Customer Segmentation To Work In The Field SALES BENCHMARK INDEX | THURSDAY, NOVEMBER 22, 2012
- The 3 Big Faults Sales Finds with HR SALES BENCHMARK INDEX | SUNDAY, JANUARY 27, 2013
- 3 Key Ways to Coach Someone You Don't Manage SALES BENCHMARK INDEX | MONDAY, JULY 16, 2012
- Is There Enough Potential to Hit Your Sales Quota? SALES BENCHMARK INDEX | SATURDAY, JULY 21, 2012
- Get Consistent Performance in Half the Time By Reinventing Your Sales Training SALES BENCHMARK INDEX | SUNDAY, AUGUST 12, 2012
- John Elway Would be an 'A' Player Sales Manager SALES BENCHMARK INDEX | FRIDAY, JULY 6, 2012
- Energize Sales Onboarding – Make it Agile SALES BENCHMARK INDEX | MONDAY, MAY 6, 2013
- Should Leaders Micro-Manage Sales Rep Activity? SALES BENCHMARK INDEX | THURSDAY, JULY 19, 2012
- Make Sales Data Meaningful in 2013 by Spending Time in the Field SALES BENCHMARK INDEX | SUNDAY, SEPTEMBER 2, 2012
- How to Develop a Winning RFP Strategy SALES BENCHMARK INDEX | FRIDAY, SEPTEMBER 21, 2012
- Sales Metric of the Year SALES BENCHMARK INDEX | FRIDAY, DECEMBER 14, 2012
- Fix Sales Results Without Disrupting Your Paycheck SALES BENCHMARK INDEX | SUNDAY, OCTOBER 14, 2012
- The Corrupted Role of the CEO SALES BENCHMARK INDEX | FRIDAY, OCTOBER 12, 2012
- Can Your Sales Talent Execute Like Olympic Athletes? SALES BENCHMARK INDEX | THURSDAY, AUGUST 2, 2012
- Implement an Account Management Process Before It’s Too Late SALES BENCHMARK INDEX | TUESDAY, NOVEMBER 13, 2012
- How to Ace the Project Your Sales Team Isn't Qualified To Do SALES BENCHMARK INDEX | THURSDAY, OCTOBER 4, 2012
- Is Your Compensation Plan Evolving with the Company? SALES BENCHMARK INDEX | FRIDAY, OCTOBER 5, 2012
- 4 Meetings You Need to Keep Sales Cadence SALES BENCHMARK INDEX | TUESDAY, JUNE 19, 2012
- At Last, a Cure for the Stagnant Sales Pipeline SALES BENCHMARK INDEX | SATURDAY, JUNE 16, 2012
- 2 Talent Management Steps to Save Your Year (and Your Job) SALES BENCHMARK INDEX | SATURDAY, AUGUST 11, 2012
- Is Your Sales Performance Management System Tracking Inside. SALES BENCHMARK INDEX | MONDAY, JULY 30, 2012
- Sales Ops Resolution: Build Market-Focused Territories in 2013 SALES BENCHMARK INDEX | FRIDAY, DECEMBER 28, 2012
- How to Avoid Wasting Money on a Compensation Assessment SALES BENCHMARK INDEX | SATURDAY, OCTOBER 20, 2012
- Will Inside Sales Become Prominent in Your Industry? SALES BENCHMARK INDEX | MONDAY, MAY 28, 2012
- Do You Have the Worst Compensation Plan Ever? SALES BENCHMARK INDEX | FRIDAY, JUNE 1, 2012
- Win, Lose or Draw - 360 Degree View of Sales SALES BENCHMARK INDEX | SATURDAY, OCTOBER 27, 2012
- Sales Managers: Grab 2 more Sales Calls per Week for your Reps SALES BENCHMARK INDEX | FRIDAY, MAY 25, 2012
- Why Your Top Sales Talent Fails at the Big Meeting SALES BENCHMARK INDEX | TUESDAY, MAY 29, 2012
- Sales Cadence Communication - From Field Organization to. SALES BENCHMARK INDEX | WEDNESDAY, JUNE 6, 2012
- Save a Sinking Sales Territory in Exactly 400 Words SALES BENCHMARK INDEX | WEDNESDAY, MAY 30, 2012
- A Time Management Tool for Sales Managers SALES BENCHMARK INDEX | TUESDAY, JUNE 5, 2012
- 7 Critical Skills of the Social Seller SALES BENCHMARK INDEX | WEDNESDAY, JANUARY 16, 2013
- How Top Sales Reps use LinkedIn to Create Buyer Personas SALES BENCHMARK INDEX | TUESDAY, APRIL 16, 2013
- Content Marketing: Are You Part of the 38%? SALES BENCHMARK INDEX | MONDAY, OCTOBER 15, 2012
- The Worst Sales Call of 2012 SALES BENCHMARK INDEX | MONDAY, NOVEMBER 26, 2012
- How B2B Social Sellers Align With Their Buyers SALES BENCHMARK INDEX | MONDAY, MARCH 11, 2013
- 3 Steps to Produce Content to Feed Lead Generation SALES BENCHMARK INDEX | SUNDAY, SEPTEMBER 9, 2012
- Why Top Sales Reps Will Be Unemployed In 2 Years SALES BENCHMARK INDEX | SATURDAY, APRIL 27, 2013
- How Big Data Can Help the CMO SALES BENCHMARK INDEX | SATURDAY, JUNE 15, 2013
- 5 Traits You Need to Be an ‘A’ Player in 2013 SALES BENCHMARK INDEX | FRIDAY, JANUARY 25, 2013
- B2B Marketing Leaders – How to Build Credibility with Sales Right Now SALES BENCHMARK INDEX | MONDAY, AUGUST 13, 2012
- Why Good Storytelling Beats Good Selling SALES BENCHMARK INDEX | FRIDAY, MAY 31, 2013
- The 6 Worst Decisions Sales Leaders Make SALES BENCHMARK INDEX | MONDAY, DECEMBER 24, 2012
- Leverage the Power of Your LinkedIn Network SALES BENCHMARK INDEX | THURSDAY, APRIL 25, 2013
- Evolve or Die � Guide to Helping Legacy Marketing Staff Thrive SALES BENCHMARK INDEX | THURSDAY, JUNE 28, 2012
- Do CEOs Need ‘Doers’ or ‘Strategists’ Leading Marketing? SALES BENCHMARK INDEX | TUESDAY, OCTOBER 30, 2012
- How to Spot Where Your Customer is on Their Buyer’s Journey SALES BENCHMARK INDEX | TUESDAY, JANUARY 8, 2013
- Multiply your Content Marketing by 6X SALES BENCHMARK INDEX | FRIDAY, MAY 10, 2013
- 7 Game Changing Ideas to Become a Better Sales Leader SALES BENCHMARK INDEX | MONDAY, JANUARY 14, 2013
- The Biggest Mistake a Marketing Leader Can Make in 2013 SALES BENCHMARK INDEX | WEDNESDAY, DECEMBER 12, 2012
- How to Structure a Modern Marketing Department SALES BENCHMARK INDEX | MONDAY, APRIL 8, 2013
- Keep Your Friends Close and Your Competitors Closer SALES BENCHMARK INDEX | FRIDAY, FEBRUARY 22, 2013
- Change With Your Customers, Not The Competition SALES BENCHMARK INDEX | TUESDAY, FEBRUARY 26, 2013
- Can Your 1.0 Talent Succeed in a Sales 2.0 World? SALES BENCHMARK INDEX | THURSDAY, DECEMBER 13, 2012
- It's Official. Outbound Script Reading Is DEAD. RIP 2012. SALES BENCHMARK INDEX | TUESDAY, JULY 24, 2012
- Are you a Marketing Dinosaur? SALES BENCHMARK INDEX | SUNDAY, MARCH 17, 2013
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