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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

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

Migrating from Spray and Pray to Account Based Marketing

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Do you have a list of dream accounts to target? Many marketers strive to replace leads with opportunities for the sales team using account based marketing. We recently interviewed Leo Tucker, the senior vice president of global marketing for PGi. Marketing Strategy Podcast

Sales Enablement: From Hire to Retire

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Podcast Sales Strategy

The Complete Guide to Lead Nurturing

Download this guide to learn more about how nurturing can benefit your sales and marketing teams, plus get some campaign inspiration.

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.

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).

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.

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.

The Art of Social Selling -- Summarized by getAbstract

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

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.

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.

Sales Organizational Structure: Transforming a Siloed Sales Team into a Unified Sales Team

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Podcast Sales Strategy

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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 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.

Winning Consensus-Based Sales

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

An Inside Look at Implementing a Hunter-Farmer Sales Organizational Structure

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SBI recently spoke with Todd Skiles, the senior vice president of sales at Ryder. Ryder is a Fortune 500 company in the commercial fleet management and supply chain solutions business with approximately $6.5 billion in annual revenue. Todd leads the. Article Sales Strategy

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.

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.

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.

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.

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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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.

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

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.

Successful Selling

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

A Quick Guide to Linking Your Corporate and Sales Strategy

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Corporate Strategy Podcast

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.

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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 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.

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.

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.

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.

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.

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 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?

The Impact of Brand Positioning on Revenue Growth

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Marketing Strategy Podcast

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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50 Tips to Make it Rain Quality Leads

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This post is written for Marketing Leaders who describe themselves as students of the craft. You are exposed to hundreds of pieces of content a day. You find yourself having no time to figure out what is relevant vs. noise. You are competitive and want to outmaneuver your competitors. Let me net it out for you. These tips represent best practices from leading Sales & Marketing organizations.

How Top Sales Reps Stay on Top

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Top sales reps share a common trait. They are determined to keep getting better. That explains the runaway success of a post by Steve Loftness six months ago. Why Top Sales Reps Will Be Unemployed in 2 Years set an SBI record for most views in one day. The post offered advice for top sales reps to avoid becoming obsolete. The post was widely read, shared and tweeted. Staying On Top. Probably not.