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Three Ways Sales Management Can Move ‘C’ Players to ‘A ‘Players

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Did you know that with the right coaching that 15% of you ‘C’ turn out to be your best ‘A’ players? Coaching them is extremely important. The first step is to find out how many ‘C’ Players you have on your team. . Article Sales Strategy "A-Player" c player people plan sales sales coaching sales talent sales training talent management

Why the Deal Went Dark

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Article Marketing Strategy Sales Strategy SBI on Demand buyer personas buyer process maps deal went dark sales sales opportunity

Buyer 90

5 Ways to Measure if Your Sales Process is Working

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Article Marketing Strategy Sales Strategy sales process

What ‘A’ Players Want From You

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Losing an ‘A’ Player causes significant pain and disruption for you. As a VP of Sales, you pride yourself on taking care of your best. SBI’s annual research survey received insights from over 2,200 ‘A’ Player Sales Reps. They told us what. Article Corporate Strategy Sales Strategy "A-Player" keep a players retain a players sales talent talent strategy

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

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

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.

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

5 Classic Mistakes in New Hire Sales Training

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Article Corporate Strategy Sales Strategy new reps new sales on-boarding onboarding onboarding new sales reps sale talent sales sales training

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

The Secret Sauce for Sales Enablement

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Today we’re going to demonstrate how to drive revenue per sales head up, and time to productivity for new sales hires down. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017. Corporate Strategy Marketing Strategy Podcast Sales Strategy SBI on Demand sales enablement sales methodology sales productivity sales strategy sales training secret sauce

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

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 66

Are Your New Reps Prepared for the Real World?

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Article Sales Strategy

4 Signs You Have an ‘A’ Player in the Interview

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Article Sales Strategy "A-Player" A-Player Interview identify an a-player sales talent

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

3 Ways to Move ‘B’ players to ‘A’ players in Less than 3 Months

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Article Sales Strategy "A-Player" A-Players sales talent talent development

How to Increase New Sales Rep Productivity

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Article Sales Strategy SBI on Demand new sales rep orientation new sales reps onboarding onboarding sales reps training

Who Owns Sales Enablement – Sales or Marketing?

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Article Sales Strategy sales enablement sales enablement function sales enablement organization

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 61

The Sales Process of Least Resistance

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Article Sales Strategy SBI on Demand b2b buying journey b2b customer buyer buyer process sales operations sales process sales process adoption

The Most Critical Mistake a Sales VP Can Make

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Article Corporate Strategy Sales Strategy firing rainmaker mark cuban quota sales sales manager walt disney worst sales decisions worst sales mistakes

Quota 56

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 65

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

Make the Switch to Value-based Pricing

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Meet Dave, a mid-market tech CEO. He is smart, savvy, and universally respected by his employees and industry peers. He’s invested wisely in sales and marketing optimization over the years, and consequently his team makes the number more often than. Magazine Revenue Growth Methodology pricing strategy revenue growth value based pricing value creation

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 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.

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.

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.

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.

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

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.

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).

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

How to Build Your Sales Enablement Team to Drive Revenue Growth

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Article Sales Strategy

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. I was wrong.

Is Sticking with Geographic Sales Territories A Mistake?

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Article Sales Strategy

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? A good plan for you is a Sales Productivity Benchmark (SPB). An SPB will give you the answer the board needs.

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? I’m not a writer”. “I

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 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.