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. Receive a package of tools including this Top Ten Sales Rep Competencies list. SBI’s research has uncovered some essential Rep behaviors.

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. Download this Sales Metrics that Matter Tool and go into the office armed with data they want. Your Buyers Are Getting More Comfortable Buying Without a Face to Face Meeting. The consensus on Wall Street is a strong 2013. 2013 is going to be tough year.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

SBI Growth

JANUARY 9, 2013

Our 2012 sales leader research finds it is still a big fear for 2013. A tool is available for download – a full syllabus of Sales leadership courseware. A tool is available for download – a full syllabus of Sales leadership courseware. Here are five steps for HR to build a sales leadership pipeline in 2013: 1.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

SBI Growth

AUGUST 10, 2012

To get an understanding of how prepared your sale force is for a launch, register for one of these sessions here to receive the Sales Enablement Gap Tool. Teach the sales force about the Buyer problems the new product solves. Your sales team needs this from you to make your product launch in 2013 successful. They should.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

SBI Growth

SEPTEMBER 15, 2013

The Buyer Process Map (BPM) will help you tackle these challenges. This tool has been around for a few years now. You will have access to guides, templates and tools to help your BPM drive revenue. Cost of sales is decreasing as the sales team only engages with informed, prepared buyers. Data Monitoring.

Tools 300

Tools Sales Tools Collateral Vendor 300

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

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! Also, you’ll get many tools including a list of Sales Effectiveness Drivers to test your plan against. Marketing’s new Lead Generation and Sales Enablement now generated latent buyers.

Compensation 253

Compensation Hiring Incentives Incentive 253

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

SBI Growth

AUGUST 1, 2013

We’re nearly 60% through 2013. Their buyers of on-premise data storage hardware only might get a “1”. With no increased budget and only five months remaining in 2013, efficiency is needed. Let the Scorecard tool do the math delivering an overall customer priority score. Time is running short for 2013.

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

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

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

Score More Sales

MARCH 26, 2013

Mid-sized companies need better tools to help understand what customers need and want. 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. Get buy-in. Create a plan company-wide, from the top down.

CRM 235

CRM Guidelines Data Compensation 235

SBI

DECEMBER 18, 2013

You can tell they truly enjoy the opportunity to recognize people, resources and tools that advance our industry in one way or another. In all, there were 16 categories that honored thought-leaders; books, blogs and articles; software tools; and useful resources. And Smart Selling Tools itself was nominated in several categories.

Quota 135

Quota CRM SAP Forecasting 135

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

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

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. For starters, I’ll be launching www.NancyNardin.com , a sister site to Smart Selling Tools. Thank you for being part of the Smart Selling Tools community.

Vendor 128

Vendor Sales Cycle Software Software 128

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

SBI

JULY 22, 2014

He skipped 2013, perhaps because the market was moving too fast because, as of the 2014 version, the map has grown to a staggering 950 companies. At Smart Selling Tools, we’ve been reporting on sales solutions for seven years. We’ve kept a dynamic Top 40 Sales Tools guide updated for two years. In 2012 it grew to around 350.

B2B 123

B2B Tools Top of Funnel Marketing 123

No More Cold Calling

APRIL 9, 2020

How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams. In fact, they didn’t even need to talk to prospects, because they had great tech tools. Whether you read this book in 2013, 2023, or 3013, you will witness much change throughout your lifetime.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

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

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Social Selling is a proven method of securing the first appointment with buyers inside of target accounts. Social Selling training budgets increased 48% in 2013. LinkedIn is by far the #1 tool for social selling. Companies are trying to grow new business.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

SBI Growth

NOVEMBER 4, 2013

Less than 60 days remain in 2013. Over these remaining weeks, conversations with SVP-Sales have focused on 3 areas: What can I still do to Make the Number in 2013 ? I recommend you read it and download the tool. As 2013 winds down, 2014 naturally ramps up. For example: Discussion of a new buyer persona.

Hiring 296

Hiring Buyer Persona ROI Follow-up 296

SBI Growth

NOVEMBER 10, 2013

One way they do this is through actionable buyer intelligence. They bring buyer insights to the sales team that can be easily leveraged in sales campaigns and prospecting. Get started on buyer insights by downloading the Buyer Research Guide. Discover insights and market trends from SBI’s research in 2013.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

SBI Growth

MARCH 17, 2013

Likely these processes are not aligned to today’s buyer. Have You Evolved with the Buyer? New buyer-centered proceses are at the center of marketing strategy. In the past year we’ve seen the following new advances that impact marketing strategy; Buyer Process Mapping (BPM) to the micro-decision. Ecosystem planning.

Marketing 314

Marketing Social Media Lead Generation Campaigns 314

Score More Sales

MARCH 18, 2014

We have always had to communicate with potential buyers, ask for referrals, work trade shows, and advertise / market for new business. The big change now is the tools and technology. 10 tools and technologies to be most helpful. It’s funny to hear people debating about how and when social selling will be further adopted.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

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

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

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

SBI Growth

JANUARY 15, 2013

Will upper management be able to rely on your sales revenue forecasts in 2013? Let’s say the 2013 sales revenue target was set at an even $500 million. Download Your Persona Based Forecasting Tool Here. At SBI, we’ve been working with more and more of our clients to build Buyer Personas. It’s a new year. You get the idea.

Forecasting 267

Forecasting Sales Forecasts Buyer Persona How To 267

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. Get our research report: 30 Ways to Get Inside the Mind of Your Target Buyer. When it comes to focusing efforts, this should be a top priority.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

SBI Growth

AUGUST 8, 2012

Sign up for our Make the Number Tour if you would like to see how your peers are allocating people, money and time in 2013. The line between Marketing and Sales is blurred due to the fact that the buyer today is much more informed before he/she ever engages with a sales rep. Do you wait for it to come or will you lead on this issue?

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation Targets 276

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

The ROI Guy

JANUARY 15, 2013

2013 - The Year for Sales Enablement? With the Great Recession, Buyers have changed – more empowered, skeptical, and frugal than ever before – a condition we call Frugalnomics. Why Now?” – Justify the Gain When invited late into the discussion, the tools and content to help a. Why Change?” – Quantify the Pain b.

Lead Rank 73

Lead Rank Lead Scoring Marketing Marketing Qualified Lead 73

Score More Sales

FEBRUARY 21, 2014

Now we are a mobile society of sellers and we need tools that are simple and easy to use. We talked at length about how two trends have changed the way sellers sell and buyers buy – that is that we are a social, mobile, b2b world now. Today, when a buyer goes out for ideas and knowledge online, they are moving at a fast pace.

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231

SBI Growth

NOVEMBER 24, 2012

You still have time before 2013 to fix any blatant disconnects. The post offers tools to make longer-lasting corrections, too. Two discovery tools are essential to pinpoint these activities: Customer Interviews. Unlike marketing studies, customer interviews ‘map’ the buyer’s journey. This destroys trust.

Incentives 267

Incentives Incentive Customer Compensation 267

Score More Sales

OCTOBER 18, 2013

In other words, does your contact management tool bring in the social profile and activity on social for each of your contacts? Does it show what stage each of your sales opportunities (or your buyers’ buying opportunities) is in? These items above are a basic minimum in 2013 (heading into 2014) for a seller.

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

Score More Sales

DECEMBER 16, 2013

Because buyers buy differently than they used to, smart sellers are now thinking about how they are viewed online and in various virtual ways. Various studies of buyer behavior show now that buyers are much further along their buying process when they engage with potential vendors.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256