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SPIN Selling Mistakes and How to Fix Them

Sales Benchmark Index

Article Sales Strategy buyer alignment Buying process Neil Rackham sales process sales strategy Spin selling

5 Tips for Cultivating a World-Class Sales Team

Sales Benchmark Index

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

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

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

5 Secrets of the Most Productive Salespeople

Never satisfied with last year's results, salespeople always push for more -- which means they're also constantly seeking ways to boost productivity.

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.

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.

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).

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.

Are Your Sellers Ready to Sell?

A quick read on how video technology can help your sales team realize its full potential.

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. Unbelievable.

Where Does Sales Enablement Belong?

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Sales Enablement is the new kid on the block for many organizations. The question has become, who owns Sales Enablement? The The answer is stunningly simple: Sales. Sales Enablement needs to be a centralized function within sales for a number of reasons. Here’s. Article Sales Strategy

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.

Should You Eliminate Forecast Calls?

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Article Sales Strategy forecast forecasting accuracy sales forecasting sales leader

The Art of Social Selling -- Summarized by getAbstract

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

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.

Sales Enablement: From Hire to Retire

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Podcast Sales Strategy

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.

Winning Consensus-Based Sales

Learn how progressive companies refine their commercial strategy to overcome buyer dysfunction and guide customers to consensus.

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.

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.

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.

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.

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 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.

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.

7 Critical Skills of the Social Seller

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The market is changing. The Social Seller is replacing the traditional prospector. Gone are the days with four hour time blocks to dial for dollars. Successful Reps now spend their four hours taping into social networks to win business. Because Buyers spend more time online, gathered around their social networks. Today's Buyer finds influence in Twitter and LinkedIn, not their email or voicemail.

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Win More with a Sustainable Customer Experience Advantage

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Today’s article is focused on how to make the customer experience a competitive differentiator. As a guide to the conversation, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the customer experience design phase on pages. Article Product Strategy Competitive Advantage competitive differentiation customer experience design cx design product management Product Roadmap

Successful Selling

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

The Sales Call Preparation Technique your Team Needs to Know

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Soon you will receive your quota for next year. As a Sales Leader you''ll ask, “How can I make this number?” This article will help you make quota one sales call at a time. W e are going to discuss a simple sales call preparation technique. Sales Leaders that implement it will get better results. Sales people don’t typically do a good job preparing for tough questions in calls. early stage).

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How to Ruin LinkedIn for Everyone

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Almost daily, you get this e-mail: “I’d like to add you to my professional network on LinkedIn.” ” - Some Guy You’ve Never Heard Of. Social Selling Sales Leader LinkedIn Small Company Sales Leader Resources

Sales Strategy: From Vision to Execution

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Increasingly, companies are missing the number because they lack a formal sales strategy. Your industry peers are getting smarter. Many are not making the number because a sales strategy is absent. You may be wondering how prepared your sales team is heading into next year. It’s likely the board has increased your number. This year felt like a stretch for you. Next year’s number feels impossible.

Questions Top Sales Reps Ask in a Job Interview

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A few years ago, I interviewed Brent for a B2B sales rep job. Like others, he gave solid answers to my questions about his experience and credentials. But something clearly set his interview apart from the other candidates. couldn’t put my finger on it right away. Brent was clearly an “A” player. His track record was impressive. But now I’ve figured it out. It was the questions he posed at the end.

Top 10 Best Practices from a Fortune 500 CMO

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Changes in marketing organizations today are accelerating at a greater pace than ever before. This is the time of year when Marketing leaders start mapping out 2014 changes. Making the Number in 2014 starts now. Are your marketing campaigns generating the desired return on marketing spend? How are you supporting the new “A” players in sales? How are you supporting social selling? Background.

The Six Skills of Great Sales VPs

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Not all “A” Player sales reps were meant to be managers. If you’ve been in sales long enough, you’ve seen this mistake unfold. The newly promoted manager repeats behavior that made him successful as a rep. He neglects his skill development and sales initiatives. His team flounders. He tries to do it himself. Before the year is over, he’s back in the field or on the street. Summary.

The 4 Common Mistakes of LinkedIn Social Selling Initiatives

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The correct implementation of Social Selling gets your team appointments inside target prospects. These meetings are net new sales opportunities you wouldn’t have otherwise had. This drives an increased number of qualified buyers of your product into the funnel. Your team sells more. Revenue increases. The incorrect implementation of Social Selling drives no new revenue. What went wrong?

CMO: You’re Killing the Sales Team’s Selling Time!

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Let’s recap the time you have sucked out of the sales rep’s day. Perhaps you implemented a new CRM, Marketing Automation or Enterprise based social network. The goal is improved efficiency and sales rep effectiveness. The statistics support the majority of automation implementations fail. You’re trying to help but you’re killing the sales teams’ selling time in the process. So What’s the Solution?

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Don't Let a Change in Strategy Disrupt Q1 Sales

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The CEO has made a recent change to the corporate strategy. It has major ramifications for your sales organization. You need your sales team to implement the change quickly without losing focus. This post is about making your sales force more agile to handle change. You are fighting a tough battle. The sales team just pushed hard to finish last year strong. They had the holidays.