SBI Growth

DECEMBER 28, 2012

As the Sales Operations leader, you’re out of a job without customers. Make a New Year’s resolution to build territories that are market-centric in 2013. Doing so will help the sales team make their target and increase your value. This will make life easier for you and your sales VP’s. How often should they be visited?

Territories 303

Territories Marketing Analysis Segment 303

SBI Growth

SEPTEMBER 23, 2012

Can you count on your current Sales Rep behaviors to “Make the Number” in 2013? HR has a stake in this as the governor of company-wide behavior modification, including the Sales Department. Sign up for our Make the Number tour to learn more about how top performing companies will change Sales in 2013.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

SBI Growth

APRIL 1, 2013

41% of b2b sales organizations missed the Q1 revenue target. Historically, 90% of companies who miss the first half, miss the year. If you missed Q1, you need a monster Q2 to save 2013. CEOs and sales leaders don't know why big deals push. This offer expires on April 30 th , 2013. 365 days per year.

Scale 317

Scale Quota B2B Negotiation 317

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. It’s in a sense, a new department in your company. 2013 is a pivotal year for Marketing Leaders.

Demand Generation Agencies 333

Demand Generation Agencies Marketing Demand Generation Demand Generation Targets 333

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? Here’s my list based upon my experience of working with some of the world’s best sales organizations this past year.

Trends 153

Trends Decision Maker Territories Analysis 153

SBI Growth

OCTOBER 29, 2012

This post will help you test a redesigned sales compensation plan to ensure cultural fit. Plus, you’ll find advice on compatibility with other sales effectiveness drivers. Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. That would make 2013 worse than this year! What can be done?

Compensation 253

Compensation Hiring Incentives Incentive 253

HeavyHitter Sales

FEBRUARY 23, 2013

I’ve had the privilege to work with and study hundreds of companies and their sales organizations. Based upon my experience, here’s my list of the best companies to sell for in 2013. While it includes companies than range from start-ups to billions in sales, all of these businesses share three common qualities.

Company 152

Company Analytics Enterprise Enterprise 152

SBI Growth

AUGUST 15, 2012

“Freedom lies in being Bold” – Robert Frost Are you consistently bringing bold sales strategy ideas to the VP of Sales? To be a world class Sales Operations leader, pick up the pace. Quantifying the potential impact for their sales leader. Sales Operations Success = Insight + Execution. Must be a hot bed!

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

Score More Sales

MAY 30, 2013

IBM again went to 500 marketing professionals in 15 industries to ask critical questions and uncover from a marketing standpoint to help us all improve marketing and sales results. You can download the complete results from the IBM State of Marketing 2013 Global Survey. Financially it pays off for companies to do this.

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

SBI Growth

DECEMBER 15, 2012

At this point in the year, you are prepping for SKO 2013. The New 2013 sales strategies are presented. Sales Quota and Sales Compensation Plans are passed out. Because they know they won’t have time for your “new” sales strategies. How do you Get your AEs to Stop Grumbling about 2013?

Compensation 244

Compensation Follow-up Up-Sell Maximizer 244

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. Every VP of Sales heads into this annual meeting with his CEO/CFO full of anticipation. Learn how to allocate your budget properly and use it to launch you to a successful 2013.

Top of Funnel 267

Top of Funnel Funnel Demand Generation Demand Generation Targets 267

SBI Growth

JANUARY 21, 2013

Here are the biggest threats to the CSO in 2013. 5 years ago, the two black boxes of reliable data were Sales and Marketing. However, it leaves sales as the sole department with spotty metrics. These are "inward out" metrics that only Sales leaders care about. The consensus on Wall Street is a strong 2013.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

Keith Rosen

OCTOBER 24, 2013

Keith Rosen’s company, Profit Builders, was named one of Selling Power’s Top 20 Training Companies for 2013. Feedback from each company’s clients played a much greater role in this year’s selection process than in previous years. 5) strength of client satisfaction. About Profit Builders.

Company 119

Company Training Sales Coaching Coaching 119

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. As important as it is to know their company goals, also seek to find out their individual goals. ” Sales Motivation Blog.

Positioning 232

Positioning Motivation Customer Opportunity 232

Score More Sales

MAY 3, 2013

It was an “aha” moment for me this week at the Boston Chapter meeting of the AA-ISP (American Association of Inside Sales Professionals). Session presenters Mark Rodman, Principal of Xtra Effort Solutions and Jeanne Lambert, Director of Inside Sales at Ping Identity did just that. Inside or Outside. Quota responsibility.

Company 226

Company Hiring Quota Inside Sales 226

Sales and Marketing Management

MARCH 12, 2020

Soon after the tech company’s top leadership unanimously selected, Cork, the second largest city in Ireland, in 2013, Zazzle’s operations guru arrived in Cork City to select a site and spearhead the early hiring. Tier-level and other internal opportunities let employees advance in the company.

Company 156

Company Engineering Government Commission 156

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. A good sales strategy and plan should target and address all the micro challenges and opportunities your business is facing. If your 2013 lacks deliberate learning, you will find yourself behind the curve.

Strategy 122

Strategy Social Media Social Selling Lead Generation 122

SBI Growth

NOVEMBER 16, 2012

Teams of Lead Development Reps (LDRs) are being built in Marketing to help fill the Sales pipeline with qualified leads. Best-in-class Lead Management programs provide sales with more than 50% of all leads. And how can HR keep the peace when LDR pay threatens Sales compensation? Sales Reps pay for the leads.

Compensation 267

Compensation Hiring Marketing Trade Show 267

Score More Sales

JULY 26, 2013

It dawned on me recently during a webinar when one of my co-panelists, the ever proper sales guru Jonathan Farrington spoke in his brilliant British accent, “Sellers are arrogant”. 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.

Company 212

Company Revelation Face-to-face Webinar Metrics 212

SBI Growth

NOVEMBER 11, 2012

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. Reduced overall sales cycles. However, most companies just automate the sending of more acquisition emails. This is the adoption of Content Marketing principles into outbound direct marketing. Direct Content Marketing is born. No worries.

Direct Mail 319

Direct Mail Marketing Demand Generation Demand Generation Targets 319

SBI Growth

JULY 8, 2013

Social selling is a technique being adopted by many B2B sales organizations. However, company policies against social media are hampering many a sales team. I even provide a sample Social Media Policy for Sales. HR Business Partners to sales should help drive the creation of a policy. Policy – It all starts here.

Social Selling 320

Social Selling Company Social Media Policies 320

Score More Sales

SEPTEMBER 27, 2013

But how does this relate to midmarket sales teams? 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? Does your sales team function in the same way? Do customer-facing reps take actions that help ease a sales or up-sell opportunity?

Retention 254

Retention Company Customer Lead Rank 254

Sales and Marketing Management

FEBRUARY 26, 2013

Issue Date: 2013-02-27. Teaser: Companies must be transparent in what they do and why they do it to attract and retain people. Companies must be transparent in what they do and why they do it to attract and retain people. Author: David Vik. It's not easy, but these five tips provide a good head start. read more

Company 217

Company 217

SBI Growth

OCTOBER 25, 2012

42% is the average amount of time a sales person spends engaging with a customer. We all know improving selling time should increase sales. And what is the value I should receive by actually improving a sales person’s selling time in front of a customer? As a Sales VP, you need to understand how to get back more time.

Hiring 310

Hiring Travel Territories Face-to-face 310

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Salespeople have changed as well. Zig Ziglar.

Face-to-face 132

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

Score More Sales

DECEMBER 3, 2012

Many sales leaders and smaller company CEOs are discussing sales tam planning for next year. I remember one company that did this in February. For a growing company, this can be such a great week to reach people by phone and get things done. Some have completed theirs.

Territories 220

Territories Distribution Outbound Outside Sales 220

A Sales Guy

NOVEMBER 27, 2012

There used to be a time when hiring a new sales person, throwing him or her a phonebook and saying hit the streets was adequate. We marveled at the sales people who, with nothing less than determination, a rolodex, a half-baked product and some spit and gum could build a great pipeline and drive business. Today, things have changed.

Sales Qualified Lead 112

Sales Qualified Lead Leads Marketing Qualified Lead Hiring 112

Your Sales Management Guru

DECEMBER 3, 2012

Sales Leadership: 2013 Sales Theme. Last week I was speaking at a conference on: “ Building and Maintaining Sales Motivation ”, after the program several individuals came up to discuss my concept of a “Drive Statement. Then engage several team members to assist you in developing a sales theme or Drive Statement.

Sales Leadership 82

Sales Leadership Incentives Incentive Motivation 82

Understanding the Sales Force

FEBRUARY 24, 2014

Understanding the Sales Force by Dave Kurlan Do you prefer to see movies when the previews are awesome or dull? If you are using our sales recruiting process (STAR), then your sales candidates receive an email after submitting a resume. I am completing a study of the functionality of today''s sales force.

Company 196

Company Webinar Metrics Compensation Study 196

Score More Sales

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.

CRM 235

CRM Guidelines Data Compensation 235

SBI Growth

OCTOBER 31, 2012

In Business Services companies, Operations executives usually have more power than Sales executives. Let’s be honest about how things work in many large, traditional companies. Operations leaders often have a disproportionate amount of influence over Sales functions. Ops says Sales doesn't understand the business.

Influencer 282

Influencer Strategy Policies Lead Gen 282

Velocify

DECEMBER 3, 2012

The Ultimate Contact Strategy provides a ready-to-use road map to rev up your sales process in 2013. And if history repeats, Sales leaders are undoubtedly spending a significant amount of time strategizing on how they’ll hit a bigger number in 2013. Improves sales processes and top line sales growth?

Leads360 90

Leads360 Sales Process Inside Sales Study 90

Your Sales Management Guru

AUGUST 5, 2013

Your Sales Management Guru Blog Author on “Top 50 Sales & Marketing Influencers” List . Speaker, consultant, and author Ken Thoreson’s updated Sales Manager’s Tool Kit now available . KNOXVILLE, Tenn., KNOXVILLE, Tenn., To request an advance copy, email ken@acumentmgmt.com. About Ken Thoreson.

Influencer 82

Influencer Marketing Face-to-face Retail 82

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. Shorten the sales cycle.

Webinar Metrics 125

Webinar Metrics Guarantee Referrals Sales Tools 125

Score More Sales

MAY 28, 2013

For midsize companies there was no shortage of ideas, examples, and tools to help any company improve marketing, sales, and procurement. Six ideas I found to be most helpful for smaller and mid-market companies: Multiple Ways to Learn. I created a collage of links to some of the most interesting posts and links here.

Company 208

Company Film Study Lead Rank 208

SBI

DECEMBER 18, 2013

Top Sales World just held their annual ceremony for the Top Sales and Marketing Awards. It’s truly an exciting time for those in the marketing and sales profession. And Jonathan and Gerhart’s Top Sales and Marketing Awards ceremony is a good place to start. Most organizations live and die by quota.

Quota 135

Quota CRM SAP Forecasting 135

Anthony Cole Training

MARCH 19, 2013

There are several GREAT speakers in the general sessions, but it is not a conference where you will find constant discussions about the art and science of selling or sales management. Whenever I hear a talk, a message or a point of view, I find myself automatically translating it to sales and sales management.

Hiring 198

Hiring Banking Survey Conference 198