SBI Growth

JANUARY 21, 2013

Here are the biggest threats to the CSO in 2013. CMOs touted unquantifiable metrics like Increased Brand Awareness and Customer Perception. Armed with Marketing Automation Software, CMOs are tracing new customers back to their campaigns. As their average customer acquisition cost drops, they can lower prices.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

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

Score More Sales

MAY 30, 2013

It is time to review how a customer experiences your brand says IBM. A shocking statistic of $83B lost each year in poor customer experiences. You can download the complete results from the IBM State of Marketing 2013 Global Survey. They conduct analysis of customer insights. Creating a consistent customer experience.

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

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

DECEMBER 28, 2012

Without the customer, nothing happens. 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. Today’s post explores designing sales territories based on your customers and prospects. How Market Focused Are Your Territories?

Territories 303

Territories Marketing Analysis Segment 303

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

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. Develop a custom sales management program.

Sales Management 267

Sales Management Hiring Comparison Quota 267

The Sales Hunter

JANUARY 24, 2013

It seems every salesperson is focused on what their goals are for 2013. Nothing wrong with that, but don’t forget about your customer’s goals. 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. ” Sales Motivation Blog.

Positioning 232

Positioning Motivation Customer Opportunity 232

The Sales Hunter

NOVEMBER 23, 2012

What does your sales plan look like for 2013? How much time do you intend to spend working in helping your customers achieving their objectives and in jointly exploring opportunities to grow the business? Regardless of your position, you still need to develop a set of sales leadership goals for 2013.

Sales Leadership 208

Sales Leadership Objections Motivation Positioning 208

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. Leveraging Customer Experience. The downloadable syllabus is your starting point for customized courseware. If your company isn’t looking for sales leadership today, just wait.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

The Sales Hunter

JANUARY 10, 2013

” We’re now in 2013, and although it may seem like things haven’t changed, they have. The biggest thing is what hasn’t changed, and that is the amount of competition you will face and your customers will face. Can you honestly say you know the key issues your customers are going to face in 2013?

Face-to-face 205

Face-to-face Motivation Competition Up-Sell 205

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! It failed because the Sales people were relationship builders accustomed to slow growth in existing customers. Any one of these areas could be a land mine that blows up your 2013 sales comp plan.

Compensation 253

Compensation Hiring Incentives Incentive 253

SBI Growth

OCTOBER 11, 2012

Sales teams are getting their 2013 numbers. 2013 results will uncover some long-hidden flaws in the sales force. Low quotas caused Reps to stay within their comfort accounts – renewals and incremental deals at existing customers. If historical performance was used to set the new quotas, expect status quo. Why risk new logos?

Quota 257

Quota Compensation Commission Margin 257

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. Review your sales by customer. Let’s make 2013 a huge success! Take 20 minutes and review your 2012 calendar. Look at the meetings you had.

How To 175

How To Energy Video Follow-up 175

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? Unfortunately many companies don’t perform any type of win-loss analysis so they don't understand their customers in these regards. management thinkers.

Trends 153

Trends Decision Maker Territories Analysis 153

SBI Growth

AUGUST 15, 2012

What data can we mine to generate insights about our customers? Typically the focus is on blocking and tackling: basic execution of a compensation plan, sales dashboards, sales crediting, and territory/customer assignments. What is our ideal customer profile? Too often these questions are not being answered.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

SBI Growth

NOVEMBER 11, 2012

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. Email used to be for only acquisition and customer communications. Content Marketing allows you to sell the way a customer wants to buy. Built from customer input, the Persona provides precise “what’s in it for me?”

Direct Mail 319

Direct Mail Marketing Demand Generation Demand Generation Targets 319

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. SBI can help create a customized sales process that will make these alignments. New Product Launches are announced.

Compensation 244

Compensation Follow-up Up-Sell Maximizer 244

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? New customers from all those new sales leads? So again, are you and your small business ready for 2013? Only then can you get to where you want to be.

Small Business 154

Small Business Small Business Webinar Metrics Maximizer 154

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

SEPTEMBER 2, 2012

Developing a holistic understanding of the customer and looking at the world from an outward-in perspective will make data analysis truly meaningful. To gather customer information and develop an outward-in focus, sales operations has to disconnect from analyzing spreadsheets and start talking to customers.

Data 267

Data Analysis Sales Operations Buying Cycle 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

Sales and Marketing Management

NOVEMBER 24, 2013

Issue Date: 2013-11-01. Teaser: The authors of a new book argue that the payoff for exceeding customers' expectations isn't enough to make it a top priority. The authors of a new book argue that the payoff for exceeding customers' expectations isn't enough to make it a top priority. read more'

Customer 216

Customer Loyalty Meeting 216

The Sales Hunter

SEPTEMBER 10, 2013

Not all customers are good customers. In fact, there are some customers who are just plain stupid. As a public service, I’ve come up with 5 things you can do to avoid dealing with stupid customers. Stupid customers can get off track and wind up wasting a lot of time dealing with trivial items.

Customer 278

Customer Negotiation Selling Skills Customer Service 278

SBI Growth

OCTOBER 25, 2012

42% is the average amount of time a sales person spends engaging with a customer. And what is the value I should receive by actually improving a sales person’s selling time in front of a customer? The study told us this customer needed to reprioritize time in several different areas: Internal Email. Customer Issue Resolution.

Hiring 310

Hiring Travel Territories Face-to-face 310

The Sales Hunter

JULY 23, 2013

We’ve all had at one time or another a customer we can’t stand. To be even more blunt, some customers just aren’t worth keeping! ” Here are 5 reasons I think it makes sense to dump a customer: 1. .” ” Here are 5 reasons I think it makes sense to dump a customer: 1. Are you with me?

Customer 252

Customer Customer Service Motivation Company 252

Sales Training Connection

DECEMBER 10, 2012

In our last blog we posted 4 hospital-physician issues impacting medical sales in 2013: Hospital consolidation continues. Measuring customer satisfaction is another trend that hasn’t been written about as much in the medical sales world , but strikes us as one with implications for selling to physicians and other hospital medical staff.

Health Care 108

Health Care Customer Government Trends 108

SBI Growth

NOVEMBER 24, 2012

But an internally-focused plan can encourage behavior that works against the customer. You still have time before 2013 to fix any blatant disconnects. HR leaders should act now to align the compensation plan with the customer's interests. They don’t fit the round holes that are the customer's reasons for the purchase.

Incentives 267

Incentives Incentive Customer Compensation 267

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

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). When you ask it from a place of caring, you forge a stronger authentic connection with your customer.”

Film 150

Film Lead Rank Intent ACT 150

HeavyHitter Sales

FEBRUARY 23, 2013

Based upon my experience, here’s my list of the best companies to sell for in 2013. It is the fastest growing storage company in history in terms of both revenue and new customers. Cadence Design Systems  www.cadence.com – 2012 was a big year for Cadence with revenues growing to $1.326 billion… 2013 promises to be even better. 

Company 152

Company Analytics Enterprise Enterprise 152

The Sales Hunter

JULY 2, 2013

You know you aren’t making any money off the customer who became your customer when you were desperate during a slow period. If you do continue to do business with the low-price customer, the only thing you’re doing is continuing a bad thing. There are two ways to deal with the cheap customer you want to fire.

Customer 255

Customer Discount Consultative Selling Selling Skills 255

Score More Sales

SEPTEMBER 27, 2013

Every day you can see examples of how big brands and small brands are blowing it when it comes to getting new customers and then retaining them. Go to a restaurant for the first time in hopes of having a high value customer experience – it is rare. Also, in their study, customer expectations were exceeded only 16% of the time.

Retention 254

Retention Company Customer Lead Rank 254

Sales and Marketing Management

APRIL 20, 2013

Issue Date: 2013-04-21. Teaser: If you’re giving short-shrift to customer interaction, you’re likely leaving money on the table and ignoring a volatile situation. If you’re giving short-shrift to customer interaction, you’re likely leaving money on the table and ignoring a volatile situation.

Customer 234

Customer 234

The Sales Hunter

MAY 8, 2013

When you help your customers achieve what seems unreachable, you are paving the way for both of you to succeed. I’m always fascinated when I talk to salespeople who are so intently focused on their product or service that they lose sight of what the product or service actually means to the customer. ” Sales Motivation Blog.

Customer 224

Customer B2C Customer Service Selling Skills 224

The Sales Hunter

OCTOBER 5, 2013

When was the last time you thanked your customers? You likely will learn ways you both can benefit: Copyright 2013, Mark Hunter “The Sales Hunter.” Blog Customer Service Professional Selling Skills customer thankful' And I’m not talking just about when they place the order.

Customer 208

Customer Video Selling Skills Customer Service 208

The Sales Hunter

JUNE 25, 2013

If you want to close more sales, you better first do something about these 8 reasons your customers don’t care: 1. If you do try to fake that you care, your customer will throw you out even faster. Successful salespeople care about their customers. Customers will pay for trust and confidence. Zero credibility.

Customer 253

Customer Customer Service Motivation Selling Skills 253