SBI Growth

DECEMBER 15, 2012

At this point in the year, you are prepping for SKO 2013. The New 2013 sales strategies are presented. Check out the Time Optimization Tool to see how much time you can save by restructuring your AE’s time. How do you Get your AEs to Stop Grumbling about 2013? Moving Towards World Class in 2013.

Compensation 244

Compensation Follow-up Up-Sell Maximizer 244

SBI Growth

AUGUST 15, 2012

Maybe the company has recently been highly successful selling into the transportation industry. Joe takes note and says, “Alright, that is slide one, we need to focus on more transportation companies.”. We have a lot of opportunities at software companies right now. Next Joe looks at the pipeline and says, “Ah Ha!

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

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SEPTEMBER 27, 2013

I will come back as a repeat customer when a company or vendor makes it easy for me to do business with them – how about you? Are sales reps and account managers coached on effective listening skills so that prospects and customers really feel heard? Do they go beyond the basics to make things easier for prospects and customers?

Retention 254

Retention Company Customer Lead Rank 254

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JULY 26, 2013

He went on to talk about how many companies are doing the same things over and over – not changing on behalf of our ever-changing customers. Is your company arrogant? Some companies think they know best and do what they do because it always worked before. The post Is Your Company Arrogant? You can answer for yourself -.

Company 212

Company Revelation Face-to-face Webinar Metrics 212

SBI Growth

NOVEMBER 16, 2012

Sales Rep fightin’ words : “I can do my own prospecting.” They help companies to design Lead Management processes and assemble teams. Sign up now and you’ll receive many useful tools. One of these tools is an LDR compensation evaluator. If that’s the case, it should be coming to your company soon. Call to Action.

Compensation 267

Compensation Hiring Marketing Trade Show 267

A Sales Guy

JANUARY 14, 2013

If you run or lead a sales team, there are a bazillion things your 2013 sales strategy can and should contain. That being said, there are three general or macro things your 2013 sales strategy MUST have to be complete; a social selling strategy, a content marketing strategy and deliberate learning plan. Take a look at your 2013 plan.

Strategy 122

Strategy Social Media Social Selling Lead Generation 122

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MARCH 26, 2013

Mid-sized companies need better tools to help understand what customers need and want. Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities. An Experian study found that 23% of data in a company’s database is incomplete or inaccurate. Get buy-in.

CRM 235

CRM Guidelines Data Compensation 235

A Sales Guy

NOVEMBER 27, 2012

We celebrated the hunter for his or her prospecting skills. They were just lists of people or companies that fit some arbitrary profile, a profile that possibly lent itself to a sale. Continuing to rely on sales people to do all of the prospecting and hunting is an antiquated and faulty sales strategy. The worm has turned.

Sales Qualified Lead 112

Sales Qualified Lead Leads Marketing Qualified Lead Hiring 112

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. I wrote that in 2013, back when virtual sales meetings weren’t the only option. For sellers, this makes access to prospective buyers the first chokepoint. How do you get access to your prime prospects?

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

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MAY 29, 2013

I also encourage you to post YOUR thoughts on any of these, and ultimately, what you do to reach prospects – what is your best tip? Voice-mail message (when you know you’re reaching a decision maker) conveying that their company falls into your company’s “sweet spot” (if it does), and then let them know why.

Prospecting 272

Prospecting Decision Maker Lead Rank Lead Scoring 272

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JUNE 25, 2013

Those with remote selling roles are in an office on the phones, and those calling on companies in person use the phone to set appointments, hold conversations, confirm meetings, and ultimately bring business to a close through the telephone. More tips are available here – Phone Prospecting Check List.

Strategy 199

Strategy Prospecting Lead Rank Lead Scoring 199

SBI

DECEMBER 11, 2012

Do you want to accomplish more in 2013? If you want 2013 to be better–in whatever way you define that to be–you will need to take charge of change. There are lots of sales tools to help you. There are lots of sales tools! We’ll each be recommending 6 sales tools for B2B sellers. Do you want to do more?

Webinar Metrics 125

Webinar Metrics Guarantee Referrals Sales Tools 125

The Sales Hunter

MARCH 21, 2013

I’ve heard sales people say, “I don’t have the time to research a prospect.” What you can learn about a prospect on Linkedin is invaluable! What other companies they’ve worked at. Google – As you know, Google has a wealth of information and my favorite tool that I use daily is the Google alerts.

Relationals 182

Relationals Prospecting Google Ideal Customer Profile 182

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

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. And win more orders in less time.

Face-to-face 132

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

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OCTOBER 10, 2013

Most of us in selling do not spend enough talk time with prospective buyers. The studies we have seen show that sellers spend, on average, 35% of their time actually selling – having conversations with prospective buyers. Ask anyone who has regular prospecting hours in their calendar because it really works.

Prospecting 191

Prospecting Lead Rank Lead Scoring Buyer 191

Crunchbase

FEBRUARY 25, 2021

Following the classic Monthly Rundown style , this edition highlights Black-founded and co-founded companies with new funding from the last month. funding rounds in January went to Black-founded and co-founded companies, representing just 2.56 Industry: Productivity Tools, Scheduling, Software. HQ: Atlanta, Georgia.

Company 95

Company Automotive Sales Qualified Lead Software 95

Fill the Funnel

JULY 2, 2013

Small business owners have learned the power of web tools. As I read through the results of their survey, it became clear that many of the changes that small business have made can be implemented in companies of any size. 1 Biggest change in how you do business today – use, or use more, online marketing tools.

Small Business 124

Small Business Small Business Tools Social Media 124

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Companies are trying to grow new business. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

SBI

JULY 22, 2014

In 2011, the map contained approximately 100 companies. 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. Even with nearly 1,000 companies listed, this landscape, according to Brinker, is not comprehensive.

B2B 123

B2B Tools Top of Funnel Marketing 123

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. Prospect research doesn’t generate revenue, and historically it accounts for half of all sales time.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

Fill the Funnel

JANUARY 7, 2013

I’ve been a Sales VP and a President of a company. This experience has helped me recognize when duct tape is the tool of choice. It is typically a time with lots of NEW in the air – new quotas, new territories, new comp plan, new prospects and new optimism. and many others can and will improve your sales results.

Tools 123

Tools InsideView Top of Funnel Marketing 123

Understanding the Sales Force

SEPTEMBER 9, 2013

There are categories of sales tools and CRM applications where none existed a few years ago. Companies are spending more money on sales force evaluations, sales training, consulting, sales leadership development, sales process, infrastructure and sales recruiting services than 5 years ago. What do you think?

Sales Management 288

Sales Management Hiring Compensation Trends 288

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AUGUST 26, 2013

This is definitely one of the top requests I hear when meeting with those prospecting for net-new business. It seems that no matter what data services your company subscribes to, it is still difficult to find those leads you know could become more probable prospective customers. SalesLoft is also free with an upgrade path.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

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MARCH 18, 2014

The big change now is the tools and technology. This blog will be looking into all of the ways – easy ways, that a sales professional can get “more social” with his clients, prospective clients, and strategic partners. 10 tools and technologies to be most helpful. What companies are doing it right.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

No More Cold Calling

APRIL 30, 2020

These brands were part of P&G’s identity, but they no longer contributed to the success of the company. The company’s leaders were wise enough to know that if they had to make cuts, it was best to cut deep in areas that weren’t profitable. In fact, they didn’t even need to talk to prospects, because they had great tech tools.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

Your Sales Management Guru

OCTOBER 1, 2012

Preparing for 2013. During the session I lead a panel discussion on “ Killer Strategies for Prospecting ” and I spoke separately on “ Leveraging Your Business by Partnering”. During the session I lead a panel discussion on “ Killer Strategies for Prospecting ” and I spoke separately on “ Leveraging Your Business by Partnering”.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

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SEPTEMBER 3, 2013

Call on the wrong prospects. I would go so far as to say that some sellers waste 2 months out of every year going after the wrong prospective customers. We get calls from companies every week who want us to evaluate or use their sales tool. Once I “get” it, and if I see the value, I’m now a more probable prospect.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232

CloserIQ

OCTOBER 10, 2018

With so many companies in the neighborhood, looking for a new job can be pretty overwhelming as well as exciting. Here are the companies you should consider to jump-start your job search. These companies are all backed by venture capital and are currently hiring in sales roles. stars on Glassdoor. stars on Glassdoor. ProfitWell.

Hiring 76

Hiring Company Policies Analytics 76

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NOVEMBER 20, 2013

One sales expert I know recently went on a rant about how social selling has not affected KPIs in any of the companies they have talked with. For example, right now I am getting messages from a tool called Signals which shows me when someone is on our website, is opening an email I sent, or is clicking on a link within an email I sent.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

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OCTOBER 18, 2013

These include prospects, customers, former customers, vendors, partners, and referrers? How do you handle pre-prospects? These are the names from marketing who are potential prospects or people you find on an industry list. 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

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JANUARY 24, 2014

This is a timely updated post of a previous one because I had a couple of mis-steps here due to company growth and not always capturing information into a safe container – right as it happens. I use a notepad at my desk, a notebook with me, and the digital app, Evernote to be my tools. 3 Ways to Increase Revenues with CRM.

Ideal Customer Profile 236

Ideal Customer Profile Lead Rank Lead Scoring Outbound 236

Understanding the Sales Force

JUNE 4, 2014

Despite the abundance of tools to help you connect with people, the physical act of speaking with these connections is becoming exponentially more difficult. It might surprise you to learn that depending on how high up in the company you are calling, it could take 10 to 15 attempts to reach your contact. Think again. Stop giving demos.

Territories 268

Territories Exercises Video ACT 268

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NOVEMBER 25, 2013

If you do create goals, create ones that can be measured, such as: Reach 3 c-level executives from potential prospect companies this week. Have 12 conversations at any level to learn the answers to questions to determine if we may have opportunities at the prospect company.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Outbound 217

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DECEMBER 16, 2013

This brings up the first issue you need to think about in 2014 – are you and your company in all the right places online so that potential buyers will find you? These are the components of a well-crafted value proposition or statement about who you and your company are. Have a Clear Value Proposition. What do you stand for?

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

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FEBRUARY 21, 2014

Now we are a mobile society of sellers and we need tools that are simple and easy to use. By the time they reach a prospective company to buy from, much of the research has been done. One place is not enough – in other words, don’t just have a LinkedIn presence – have a vibrant company website that serves as your hub online.

Lead Rank 231

Lead Rank Lead Scoring Microsoft Twitter 231

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APRIL 4, 2013

We are, as a business community, being BOMBARDED with sales tools. Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. What is our end goal? What is our end goal? What are we trying to accomplish?

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224