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.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

SBI Growth

JANUARY 21, 2013

Here are the biggest threats to the CSO in 2013. Your Buyers Are Getting More Comfortable Buying Without a Face to Face Meeting. 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. Your CEO and CFO are data-driven.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

SBI Growth

AUGUST 15, 2012

Are we currently covering or capturing buyers in our target market? How well do we know the buyer of our product/service? Develops Knowledge of the Buyer: Brutus connects with the marketing department to review buyer personas. Develop Knowledge of the Buyer. Read more about account segmentation here.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

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. Here are a few other newer skills a Sales leader will need to have: Mastering Buyer Personas and Journeys. The top fear of HR leaders for 2012 was finding or developing leaders.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

SBI Growth

NOVEMBER 9, 2013

Most do not accurately follow the ebb and flow of buyers. Instead, you must account for the fluidity in the buyer’s journey. These tools help to anticipate buyer trends and keep pace with the buyer. Discover insights and market trends from SBI’s research in 2013. A customized sales process is an excellent tool.

Buyer Persona 307

Buyer Persona Buyer Tools Trends 307

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! Marketing’s new Lead Generation and Sales Enablement now generated latent buyers. Any one of these areas could be a land mine that blows up your 2013 sales comp plan. What can be done?

Compensation 253

Compensation Hiring Incentives Incentive 253

SBI Growth

NOVEMBER 11, 2012

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. Nurture Paths are seldom built from a buyer-centered perspective. With the execution of a Content Marketing strategy, your marketing team is empowered with the following assets; Buyer Persona – The Persona goes far beyond a tradition creative brief.

Direct Mail 319

Direct Mail Marketing Demand Generation Demand Generation Targets 319

Score More Sales

SEPTEMBER 3, 2013

You can waste literally days out of every month looking for the wrong buyers. Outbound prospecting does work and it works well when you know who your target market is, what your buyers are looking for, and you have a compelling message to offer that extols value for those buyer. Keep Your Eye on the Right Buyers.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

The Sales Hunter

JUNE 25, 2013

Professional buyers are just that because they know how to negotiate. Below are six common techniques buyers use when they are looking to take advantage of a salesperson. Buyers will… 1. If you are a salesperson who has to work closely with buyers, the key when you hear one of these is to first not become flustered.

Negotiation 215

Negotiation Buyer Discount Selling Skills 215

Score More Sales

NOVEMBER 5, 2013

This brings me to the question – Are you studying your buyers to even KNOW what they like and don’t like? Understand the business your perfect buyers are in. Joining a LinkedIn group or other community where your buyers are can be a great start. Where else can you find information out about your buyer?

Study 198

Study Inside Sales Buyer Lead Rank 198

The ROI Guy

NOVEMBER 1, 2012

This year revealed further changes in IT Buyers and Mobility, with important implications for IT Sales and Marketing strategies in 2013 and beyond. trillion in 2013, a 3.8 Assuring that renewals are secure by not relying on buyers to justify the renewal, but by proactively and continuously proving realized value.

Buyer 96

Buyer Decision Maker Vendor Face-to-face 96

SBI Growth

NOVEMBER 4, 2012

Your Buyers face their own compelling events. To know a Buyer’s compelling event is critical. Because this is the real reason the Buyer is buying. Compelling events are the engine of the Buyer Process. Before 2013 starts, now is the time to identify Buyer compelling events. As a trigger to start a new sale.

Buyer 293

Buyer Decision Maker Demand Generation Demand Generation Targets 293

The Sales Hunter

APRIL 22, 2013

Why not make every customer a buyer? For that reason, let’s make every customer a buyer. Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Customer Service Motivational Sales Speaker Sales Motivation buyer customer customer service sales motivation' When I say sales , I’m now talking volume!

Motivation 206

Motivation Buyer Customer Customer Service 206

The Sales Hunter

DECEMBER 3, 2013

Your buyers know you’re scrambling and to them the end of year is like shooting fish in a barrel. Buyers and purchasing agents know all they have to do is give the salesperson any sense of a hesitation in being willing to buy and they’ll get a deal. In fact, it goes to how the buyer wants to ultimately craft a deal.

Buyer 200

Buyer Negotiation Account Motivation 200

Sales 2.0

DECEMBER 19, 2023

“Her” is a 2013 film about a lonely writer named Theodore Twombly, portrayed by Joaquin Phoenix, who develops a romantic relationship with an AI on his phone named Samantha, (voiced by Scarlett Johansson). It was pretty challenging for Joaquin Phoenix in 2013. The fact is AI does not care.

Film 150

Film Lead Rank Intent ACT 150

Pointclear

MAY 7, 2013

In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. This innovation helps leading companies gain better understanding of their buyers, leading to improved lead generation and revenue performance. Understand the Buyer''s Backstory. Study Lead Behavior.

Buyer 189

Buyer Buyer Persona Buying Cycle Sales Qualified Lead 189

SBI Growth

APRIL 3, 2013

Imagine the expectations of buyers who begin to consume quality content. As your target buyers begin to experience quality content, your content will no longer suffice. It seldom answers the most pressing questions of the prospective buyer. The emerging Buyer’s Process Mapping approach has changed everything. In Summary.

Campaigns 300

Campaigns How To Demand Generation Demand Generation Targets 300

Pointclear

JUNE 6, 2013

B2B Trade Show Marketing Circa 2013: Everything is the Same, Everything is Different. 5 Buyer Behaviors Reshaping B2B Marketing. According to Buyerology founder and principal, Tony Zambito, buyer constantly changes; however, B2B marketers should monitor important trends. Via GreatB2BMarketing.

B2B 190

B2B Buyer Trade Show PointClear 190

SBI

DECEMBER 18, 2013

For me personally, I was honored to get a Silver award for best Sales Blog Post of 2013. Since 2013 is coming to a fast close, I thought I would offer some of our most popular posts here, including the one that took the silver. Why Your Focus on Quota is Killing Revenue Growth (Silver medal winner for best Sales Blog Post of 2013).

Quota 135

Quota CRM SAP Forecasting 135

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Please note that my Top Sales Books to Read in 2013 does not include any of the “classics” in sales. Salespeople have changed as well.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

Score More Sales

MARCH 26, 2013

Millions and millions – no, billions of dollars are being lost due to poor management of disparate data and not enough buyer-specific preference information inside the sales team. How could you not lose extremely valuable information about potential sales opportunities this way?

CRM 235

CRM Guidelines Data Compensation 235

Selling Essentials RapidLearning Center

NOVEMBER 11, 2020

For you, the salesperson, risks like these raise a question: What do I tell my buyer about them? Fortunately, there is, and a study on buyer behavior and risk disclosure reveals it. Reveal the risks early, but reassure the buyer that they’re very unlikely to occur, or. They’re not hiding anything,” buyers thought.

Buyer 59

Buyer Study Insurance Insurance 59

No More Cold Calling

APRIL 26, 2021

I wrote that in 2013, back when virtual sales meetings weren’t the only option. How do I really get to know my buyers if we can’t meet for coffee, a beer or a round of golf?”. Business buyers seem to feel the same way, so they’re not shopping around much for new vendors. But not referral sellers.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

SBI

DECEMBER 18, 2012

Buyers struggle with an overwhelming amount of work and responsibilities competing for their time and attention. And we have big plans for 2013. You still need to talk with the right prospects, at the right time, about the right things, so they can determine whether you have the right solution, in order to make a purchase decision.

Vendor 128

Vendor Sales Cycle Software Software 128

SBI Growth

NOVEMBER 20, 2012

My guess is that the percentage number of 39% will shrink in 2013. Of those who did not have a defined content strategy, nearly 75% are planning to have one in 2013. I am predicting to get on the same level playing field in 2013; CMO’s and marketers will need this entrance ticket. Buyer Understanding. The Future.

Marketing 314

Marketing Hiring Strategy Buyer Persona 314

SBI Growth

SEPTEMBER 16, 2013

Picture this: we opened the presentation with this question: “Are you going to make your 2013 revenue number?” This article will provide you with insights and strategies for still making the number in 2013. This no-cost tour presents findings from SBI’s market research in 2013. 5 Keys to Closing Strong in 2013.

Pipeline 306

Pipeline ACT Competition Top of Funnel 306

Anthony Cole Training

MARCH 19, 2013

As I listened to Jean and the other speakers discuss “selling to women”, it is clear to me that you cannot treat all women the same - just as you cannot treat all buyers the same. Her interviews and research about women buyers revealed the following: Women don’t feel listened to. Women don’t feel like they are believed.

Hiring 198

Hiring Banking Survey Conference 198

Pointclear

SEPTEMBER 25, 2012

buyers; with a 30% closure rate on average, the sales result will be 4.7 buyers over a 12-month period. For instance: if they have to sell 5 units of something per month, are you giving them 35 inquiries per month (some will say at least 15 qualified leads)? 35 leads will find 15.75

Lead Generation 170

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 170

Selling Energy

JUNE 13, 2023

I remember reading a study published by the National Academy of Sciences in 2013. The experiment compared the reactions of various ideology buyers who were each given the opportunity to purchase a conventional lamp or a higher first-cost, premium-efficiency one.

Face-to-face 76

Face-to-face Prospecting Study Research 76

The ROI Guy

OCTOBER 29, 2012

According to IDC, buyers would like to reduce the decision making time by 44 days if they could, from 5.4 IDC indicates that buyers perceive about two thirds of the decision-making process as being consumed by the buyer’s internal processes. Can your sales professionals answer key buyer questions: Why Change? You Decide.

Sales Cycle 72

Sales Cycle Decision Maker Proposal Buying Cycle 72

SBI Growth

MAY 12, 2013

Or does he need to work on probing questions that uncover buyer needs? How well have the reps done in aiding the buyer on their journey? Download the Top of Funnel Metrics for 2013. The "Top of Funnel Metrics for 2013" is intended for sales leaders. It includes recent trends in buyer behavior. We made it easy.

Top of Funnel 293

Top of Funnel Funnel Decision Maker Forecasting 293

The ROI Guy

JULY 9, 2013

To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples and shareholder equity. by mid-year).

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

The ROI Guy

JANUARY 8, 2013

Although I too am more optimistic about 2013 compared to last, there are clear and immediate challenges that deserve action regardless. 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples.

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

SBI Growth

JANUARY 30, 2013

You just received your quota for 2013. Excellence in 2013 starts with you. Read on to better understand HOW to leverage resources to Make the 2013 number. Coach to buyer requirements, wants, needs, fears, and challenges. The goal is to get access to your buyers. It went up. You barely made the number last year.

Resources 321

Resources Networking Face-to-face Quota 321

Tenfold

AUGUST 30, 2017

What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. So, it pays to ask: How do B2B buyers search for tech solutions and how can you ensure you’re there, at every stage of their buyer’s journey? B2B Buyer Behavior. The Digital Age Buyer’s Journey.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

The ROI Guy

OCTOBER 18, 2012

Did you know that according to CEB, 53% of surveyed buyers indicated that customer loyalty goes to those firms not with superior brand perception, product and service delivery, or even the value-to-price ratio, but overwhelmingly to those firms that provide the Best Buying Experience? You Decide.

ROI 73

ROI Case Study Comparison Margin 73

Score More Sales

AUGUST 19, 2013

A lot of the companies that read this blog are big outbound prospectors – they make “warm” – not so cold, anymore, but warm calls to companies that fit as their target buyers. I''ll be speaking at Inbound 2013 this week - a whole conference about Inbound Marketing put on by HubSpot.

Inbound 201

Inbound Outbound Inside Sales Lead Rank 201