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

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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

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. 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

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

When you built your new product, you most likely did most or all of the following: Conducted market research to understand the problems of your customers. 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. We didn’t really lose.”

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

SBI Growth

AUGUST 1, 2013

We’re nearly 60% through 2013. Participating in this onsite session, you and your leaders will get the Customer Priority Scorecard. This easy-to-use scorecard will enable your sales organization to: Improve how your sales reps prioritize their time with existing customers. How Are Your Reps Prioritizing Their Customers?

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

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

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

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

SEPTEMBER 15, 2013

Understanding how your customers are evolving and determining whether your sales team is keeping pace. 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. Let’s look at a few examples of how the BPM has been used in 2013. Customer Evolution.

Tools 300

Tools Sales Tools Collateral Vendor 300

SBI Growth

NOVEMBER 9, 2013

A customized sales process is an excellent tool. These tools help to anticipate buyer trends and keep pace with the buyer. Discover insights and market trends from SBI’s research in 2013. There are a variety of buying trends you may be seeing with your customers. However, it cannot be viewed in isolation.

Buyer Persona 307

Buyer Persona Buyer Tools Trends 307

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 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

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. The post offers tools to make longer-lasting corrections, too. HR leaders should act now to align the compensation plan with the customer's interests. This destroys trust.

Incentives 267

Incentives Incentive Customer Compensation 267

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MARCH 26, 2013

Mid-sized companies need better tools to help understand what customers need and want. It went on to say that many midsize businesses still rely on traditional, non-integrated customer management, sales tracking or marketing systems. New insights into their customers, giving the company competitive advantages. •

CRM 235

CRM Guidelines Data Compensation 235

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FEBRUARY 4, 2015

Every sales leader is told, “buy this sales enablement tool – it will help you so much.” But sometimes these tools hinder our success. For example take Salesforce.com which is the predominant CRM tool sales teams use. For example take Salesforce.com which is the predominant CRM tool sales teams use. Expand Your Pipeline.

Sales Enablement 120

Sales Enablement Merkle Tools Ideal Customer Profile 120

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? Register for our research tour here to get this tool). Customer Issue Resolution. more customer interactions per week.

Hiring 310

Hiring Travel Territories Face-to-face 310

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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

The Sales Hunter

APRIL 16, 2013

We show up at a sales call with pretty pictures, a list of facts and other stuff the customer couldn’t care less about. Customers care about their needs and what they want. Your entire time with the customer must be focused on understanding their needs. Customers are far smarter than most salespeople realize.

Customer 247

Customer Consultative Selling Customer Service Benefit 247

SBI Growth

NOVEMBER 3, 2013

In a 2013 study by IBM, 33% of CEO’s are out of touch with customers. 76% of executives want to know their customers better. The internet has forever changed how organizations engage with customers. How well does your team know the customer? In this post, we will talk about how better to understand your customers.

Customer 306

Customer Sales Qualified Lead Demographics Margin 306

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

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

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DECEMBER 21, 2012

Earlier this year, IBM published the results of a study that was done by Forrester Research about how today’s empowered customers are thinking, and the importance of really knowing your customer. The study was called Empowered Customers Drive Collaborative Business Evolution. So what to do about it?

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

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

JULY 2, 2013

Small business owners have learned the power of web tools. Sales and marketing leaders should open a line of communication with these small businesses to learn what is working to help them grow their revenue and customer base. 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

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. 5) strength of client satisfaction.

Company 119

Company Training Sales Coaching Coaching 119

Fill the Funnel

DECEMBER 12, 2013

Today’s web tool will save you time and typing by opening a batch of websites at once and it is free. This is a web tool that doesn’t need a tutorial, monthly fees or require dedicated training time. Enter the URL’s of those sites of your most frequently used web tools. All Rights Reserved.

Tools 115

Tools Scale Social Media Funnel 115

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AUGUST 23, 2013

This came from a recent Forbes article, How Small Businesses Can Build a Relationship with Millennial Customers written by John Mason, GM of IBM’s Midmarket business unit. For starters, customers want to be engaged. Do you attract a younger demographic for employment, partnering, and as new customers? Take it as a sign.

Customer 201

Customer Hiring Lead Rank Consumer 201

No More Cold Calling

APRIL 26, 2021

I wrote that in 2013, back when virtual sales meetings weren’t the only option. We’ve had to make do with virtual sales meetings, and that has affected many B2B sales pros’ ability to access new customers and to make real-world connections. But acquiring new customers remains extremely difficult.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Sales 2.0

NOVEMBER 22, 2019

The Newlywed game was a classic game show (it ran from 1966 to 2013–I thought it ended in the 70’s but that’s the problem with watching too much Netflix). What tools and technologies are you going to use to get these projects done? How do you evaluate tools and technologies your are considering using?

Face-to-face 307

Face-to-face Vendor Tools Prospecting 307

SBI Growth

SEPTEMBER 26, 2012

The holidays are an obstacle to getting face time with prospects and customers to secure those last minute deals. Click here to get free advice on how your peers are planning for a busy Q4 and 2013. The rep is focused on what the customer wants. Customers start to worry about risk. Q4 is difficult. Risk is personal.

Closing 303

Closing Lead Rank Lead Scoring Customer 303

SBI Growth

JANUARY 22, 2013

B2B CMO’s are being asked to increase the impact of customer acquisition in 2013. Download the Demand Generation team assessment tool here. Assessing Marketing Team Capabilities for Customer Acquisition. Review your team’s ability to acquire new customers through the lens of total team capabilities. In Summary.

Demand Generation 322

Demand Generation Demand Generation Targets Marketing Customer 322

SBI Growth

AUGUST 23, 2012

Here it comes, the 2013 budgeting process. On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. Get a copy of my 5 Step Sales Strategy Decision Tool here to give you the answers you’re looking for in the shortest amount of time. You still have time.

Strategy 293

Strategy Analysis Quota Resources 293

Fill the Funnel

SEPTEMBER 5, 2013

Digital Postcards by Storyquest is a fresh new tool that leverages all the hard work you have put into your LinkedIn Profile. Your customers have not seen it before and it definitely catches their attention. Digital Postcards delivers information that your prospects and customers find useful. All Rights Reserved.

LinkedIn 115

LinkedIn Maximizer Tools Top of Funnel 115

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Social Selling training budgets increased 48% in 2013. LinkedIn is by far the #1 tool for social selling. The best marketing leaders are working hard to enable reps to maximize this tool. The template should be awash with customer-centric language.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Map your strategy to the customer journey. Streamlining the sales process.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

SBI Growth

JANUARY 2, 2013

But you can excel in 2013 because of your shortcomings in 2012. And with these answers come chances for improvement in 2013. John Kenney writes a great post on how to Maximize Your "B Player" Sales Talent in 2013 ). “C” Joint tactics and strategy will be required to make the 2013 lead gen target. Not the sales rep’s eyes.

Lead Rank 267

Lead Rank Lead Scoring Sales Qualified Lead Lead Gen 267