Understanding the Sales Force

DECEMBER 18, 2013

Also, I did not include the article that was awarded a Gold Medal for Top Sales & Marketing Article of 2013 earlier this week. Here they are in no particular order - My Top 10 Articles of 2013: SALES. This is my last article of 2013 - Have a great holiday and we''ll get back together here in January. (c)

Decision Maker 204

Decision Maker Compensation Consultative Selling Call-back 204

The Sales Hunter

JANUARY 28, 2013

As you look at 2013, challenge yourself to not set targets and goals based on what the economy says you should or should not be able to do. Let’s all go out and make 2013 not just a good year. Copyright 2013, Mark Hunter “The Sales Hunter.” Same thing for us in our job. ” Sales Motivation Blog. .

Motivation 177

Motivation Up-Sell Conversion Consultative Selling 177

SBI Growth

DECEMBER 12, 2012

SBI’s CEO Greg Alexander, was recently quoted in Hubspot’s “ 20 Marketing Trends & Predictions for 2013 & Beyond ”. Right now the biggest mistake a marketing leader can make in 2013 is to not invest in Content Marketing. You’re right, it can be a heavy lift but one well worth it in 2013.

Demand Generation Agencies 333

Demand Generation Agencies Marketing Demand Generation Demand Generation Targets 333

The Sales Hunter

JUNE 13, 2013

OpenView Sales Labs has recently released its list of 25 Top Sales Influencers for 2013. I want to share this list, as well as Top Sales World’s list of 50 Top Sales and Marketing Influencers of 2013. 25 Top Sales Influencers for 2013 by OpenView Labs. 50 Top Sales and Marketing Influencers for 2013 by Top Sales World.

Influencer 222

Influencer Motivation Resources Sales 222

SBI Growth

APRIL 1, 2013

If you missed Q1, you need a monster Q2 to save 2013. This offer expires on April 30 th , 2013. 41% of b2b sales organizations missed the Q1 revenue target. Historically, 90% of companies who miss the first half, miss the year. Those who missed Q1 tell me a big deal pushing killed them. 365 days per year.

Scale 317

Scale Quota B2B Negotiation 317

SBI Growth

SEPTEMBER 16, 2012

This year is no different than years prior in that every VP of Sales is getting ready for the annual 2013 sales planning season. Your CMO will love you for it, and furthermore, you can now hold him accountable for delivering the number of opportunities down the funnel that you need to make your 2013 number. The answer: Marketing.

Top of Funnel 267

Top of Funnel Funnel Demand Generation Demand Generation Targets 267

The Sales Hunter

OCTOBER 8, 2013

One of the most important reasons for finishing strong in 2013 is it becomes a springboard for starting 2014 right. I just think if you coast now, you won’t be able to psych yourself up enough to compensate for your poor performance in the 4th quarter of 2013. Copyright 2013, Mark Hunter “The Sales Hunter.”

Cold Calling 223

Cold Calling Discount Consultative Selling Compensation 223

SBI Growth

JANUARY 21, 2013

Here are the biggest threats to the CSO in 2013. The consensus on Wall Street is a strong 2013. At SBI, we’ve seen very aggressive quotas and targets for 2013. 2013 is going to be tough year. Congress avoided a fiscal nightmare (in spite of itself). Businesses are talking about making interntal investments.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

SBI Growth

DECEMBER 31, 2012

By now, HR and Sales leaders have solidified their common 2013 goals. The insights offered by Thomas DeLong and Vineeta Vijayaraghavan may be 10 years old, but they are especially relevant for 2013. Enter 2013 with a plan to get the most out of your talent. Welcome to the final SBI blog post of the year! Time for Topgrading.

Maximizer 282

Maximizer Sales Talent Face-to-face Motivation 282

SBI Growth

DECEMBER 1, 2012

Do you want to increase sales and meet your 2013 goals? Finally, subscribe to our blog and continue to learn about Buyer Personas and how they will help your organization meet your 2013 goal. Hey, Sales Operations leaders. Encourage sales and marketing to build personas and build a plan to operationalize them immediately.

Meeting 288

Meeting Ideal Customer Profile Buyer Persona Forecasting 288

The Sales Hunter

NOVEMBER 23, 2012

What does your sales plan look like for 2013? Regardless of your position, you still need to develop a set of sales leadership goals for 2013. Make 2013 your year for taking your sales leadership to the next level. Is it tactically focused with a series of objectives you need to accomplish?

Sales Leadership 208

Sales Leadership Objections Motivation Positioning 208

Sales and Marketing Management

JANUARY 1, 2013

Issue Date: 2013-01-02. Author: Chris Bijou. Teaser: The greatest assets any sales team has are the best responses they provide to current and potential clients. Collaborating as a team to improve responses and conversations should be the highest priority of sales teams for the coming year.

Conversion 239

Conversion Quota Sales 239

Score More Sales

MAY 30, 2013

You can download the complete results from the IBM State of Marketing 2013 Global Survey. The post What is the State of Marketing in 2013 appeared first on Score More Sales. basic info will be asked for – definitely worth downloading.). Increase Opportunities. Expand Your Pipeline. Close More Deals.

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

SBI Growth

OCTOBER 11, 2012

Sales teams are getting their 2013 numbers. 2013 results will uncover some long-hidden flaws in the sales force. You’ll get an excerpt of CAP library items and multiple other tools that you can use to help Sales make 2013 one of the best years yet. If historical performance was used to set the new quotas, expect status quo.

Quota 257

Quota Compensation Commission Margin 257

SBI Growth

SEPTEMBER 23, 2012

Can you count on your current Sales Rep behaviors to “Make the Number” in 2013? Sign up for our Make the Number tour to learn more about how top performing companies will change Sales in 2013. These are the behaviors to change among Sales Reps for 2013 followed by actions HR should take to help make this happen. Call to Action.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

SBI Growth

SEPTEMBER 24, 2012

This post is about how CEOs should invest in sales managers to improve revenue growth in 2013. If you are considering sending your sales managers to training seminars in 2013, keep your money. Here are 2 ways you can set your sales managers up for success in 2013: 1. 2013 is coming up quickly. Call to Action.

Sales Management 267

Sales Management Hiring Comparison Quota 267

The Sales Hunter

JANUARY 31, 2013

We’re a month into 2013 and it’s not too early to be looking at where you are compared to your yearly number. Copyright 2013, Mark Hunter “The Sales Hunter.” Your annual number is to be a motivator, not a “downer,” so use it as just that — a tool to keep you motivated.

Motivation 187

Motivation Sales Course Tools 187

SBI Growth

JANUARY 9, 2013

Our 2012 sales leader research finds it is still a big fear for 2013. Here are five steps for HR to build a sales leadership pipeline in 2013: 1. The top fear of HR leaders for 2012 was finding or developing leaders. If your company isn’t looking for sales leadership today, just wait. The average tenure of a Sales VP is 19 months!

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

SBI Growth

DECEMBER 28, 2012

Make a New Year’s resolution to build territories that are market-centric in 2013. We talked about his priorities for 2013. Without the customer, nothing happens. As the Sales Operations leader, you’re out of a job without customers. Doing so will help the sales team make their target and increase your value. billion in revenue.

Territories 303

Territories Marketing Analysis Segment 303

The Sales Hunter

DECEMBER 10, 2012

A quick way to help you achieve more sales success in 2013 is first by taking credit for everything you accomplished in 2012 and second by never forgetting all the success you had. As we start 2013 and move through the year, you’ll be reminded of the successes you had in 2012 and these will in turn help spur you to more success in 2013.

How To 175

How To Energy Video Follow-up 175

MTD Sales Training

DECEMBER 19, 2013

With 2013 drawing to an end shortly, I wanted to share with you the top 10 posts from the MTD Sales Training blog this year. All of these posts have been voted for by you as being the most. [[ This is a content summary only. Visit my website for full links, other content, and more! ]]. Sales Tips top sales tips top ten sales blogs'

Training 261

Training Sales 261

SBI Growth

DECEMBER 15, 2012

At this point in the year, you are prepping for SKO 2013. The New 2013 sales strategies are presented. How do you Get your AEs to Stop Grumbling about 2013? Moving Towards World Class in 2013. We all know what happens at SKO every year: President Club Awards are given. New Product Launches are announced.

Compensation 244

Compensation Follow-up Up-Sell Maximizer 244

Jeffrey Gitomer

APRIL 19, 2013

The post Jeffrey Gitomer’s First Live Webinar of 2013! Tweet You have to take pride in your achievements and your accomplishments. That pride, that ownership, and that responsibility will lead you to the next achievement. appeared first on Jeffrey Gitomer’s Sales Blog.

Webinar Metrics 189

Webinar Metrics Training Leads Marketing Qualified Lead 189

The Sales Hunter

JANUARY 10, 2013

” We’re now in 2013, and although it may seem like things haven’t changed, they have. Can you honestly say you know the key issues your customers are going to face in 2013? Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Face-to-face 205

Face-to-face Motivation Competition Up-Sell 205

Pointclear

MAY 28, 2014

A key takeaway from this report is that there is a lot of room for services and solution providers to gain share in this highly fragmented market. B2B Marketing B2B Sales B2B Growth Strategy'

Study 196

Study B2B Vendor Report 196

HeavyHitter Sales

DECEMBER 17, 2012

Here’s one of my recent Harvard Business Review articles titled “TOP TEN SALES TRENDS FOR 2013.”.   What are the top business-to-business sales trends for 2013? Because of the economy and relentless competition, 2013 will be the year that many companies have to re-discover the lost art of win-loss analysis.   8.

Trends 153

Trends Decision Maker Territories Analysis 153

SBI Growth

OCTOBER 29, 2012

Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. That would make 2013 worse than this year! Any one of these areas could be a land mine that blows up your 2013 sales comp plan. Plus, you’ll find advice on compatibility with other sales effectiveness drivers. What can be done? Call to Action.

Compensation 253

Compensation Hiring Incentives Incentive 253

The Sales Hunter

JANUARY 24, 2013

It seems every salesperson is focused on what their goals are for 2013. Make it a key part of every sales call over the next 30 days to find out what your customer’s goals are for 2013. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Positioning 232

Positioning Motivation Customer Opportunity 232

SBI Growth

AUGUST 15, 2012

Brutus can then build a financial model to determine the most efficient and effective way to cover the marketplace and make the number in 2013. He presents the findings through the discovery process, his bold bet for making the number in 2013, and the financial model he has built to back him up.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

Pointclear

APRIL 10, 2013

. — Dan McDade (@dandade) April 9, 2013. Dan McDade (@dandade) April 9, 2013. Dan McDade (@dandade) April 9, 2013. Dan McDade (@dandade) April 9, 2013. Dan McDade (@dandade) April 9, 2013. Anneke Seley (@annekeseley) April 9, 2013. Upcoming 2013 Sales 2.0 Events : London- June 3, 2013.

Conference 150

Conference Social Selling LinkedIn Account 150

A Sales Guy

FEBRUARY 8, 2013

I was curious about what challenges lay ahead for sales leaders in 2013. I asked 12 of the brightest sales experts what they thought we (specifically sales leaders) were going to be challenged with in 2013. Not to be completely negative, I also asked them what they felt the biggest opportunities for 2013 were. Check it out!

Opportunity 110

Opportunity Sales Sales Leadership Strategy 110

Increase Sales

DECEMBER 30, 2012

The New Year is almost here and the question to be asked is not what are your resolutions or goals as small business owner, but this simple one: Are you ready for 2013? So again, are you and your small business ready for 2013? Only then can you get to where you want to be. Share on Facebook.

Small Business 154

Small Business Small Business Webinar Metrics Maximizer 154

Pointclear

APRIL 9, 2013

. — Dan McDade (@dandade) April 8, 2013. Dan McDade (@dandade) April 8, 2013. Dan McDade (@dandade) April 8, 2013. Dan McDade (@dandade) April 8, 2013. Dan McDade (@dandade) April 8, 2013. Dan McDade (@dandade) April 8, 2013. Dan McDade (@dandade) April 8, 2013. Dan McDade (@dandade) April 8, 2013.

Contactual 182

Contactual Trends Lead Rank Lead Scoring 182

SBI Growth

NOVEMBER 11, 2012

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. This is the adoption of Content Marketing principles into outbound direct marketing. Direct Content Marketing is born. Content Marketing works.

Direct Mail 319

Direct Mail Marketing Demand Generation Demand Generation Targets 319

Jeffrey Gitomer

JUNE 11, 2013

The post Jeffrey Gitomer – Named one of the Top Sales & Marketing Influencers for 2013 appeared first on Jeffrey Gitomer’s Sales Blog. Sales Sales Management Success Jeffrey Gitomer Sales Training sales sales blog sales training sales training program top sales trainer'

Influencer 196

Influencer Marketing Training Sales Management 196

Jeffrey Gitomer

APRIL 24, 2013

The post Ready Set Boost Event Featuring Jeffrey Gitomer | June 19, 2013 appeared first on Jeffrey Gitomer’s Sales Blog. Make people want to know you by the business, market, and community actions you take. From Jeffrey’s new book, The Sale Re-Defined.

Loyalty 177

Loyalty Video Training Customer 177

SBI Growth

JANUARY 25, 2013

5 Traits You Need to Be an ‘A’ Player in 2013. As a sales rep, every so often you must ask yourself the question: Are you aiming for the bull’s-eye…or wearing it? This article will help you figure this out, as well as identify next steps. Evolving faster than your competition has never been more important than today.

Outside Sales 319

Outside Sales Inside Sales Compensation Follow-up 319