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. 2013 is coming up quickly. How should you spend it?

Sales Management 267

Sales Management Hiring Comparison Quota 267

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! Here’s an example of culture going untested: A CSO of a large B2B sales force was challenged by his CEO to grow the business. HR even brought in an expert compensation firm. What can be done?

Compensation 253

Compensation Hiring Incentives Incentive 253

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. If that is the case, then be ready to share with them an example of how you helped them deal with a problem before.

Positioning 232

Positioning Motivation Customer Opportunity 232

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. Example: Are your AEs conducting meetings that don’t create advances? New Product Launches are announced.

Compensation 244

Compensation Follow-up Up-Sell Maximizer 244

SBI Growth

JANUARY 25, 2013

5 Traits You Need to Be an ‘A’ Player in 2013. For example, below are 5 traits most ‘A’ Players have in common. Examples include a well-defined sales process , and regular call cadence. As a sales rep, every so often you must ask yourself the question: Are you aiming for the bull’s-eye…or wearing it? It wasn’t magic.

Outside Sales 319

Outside Sales Inside Sales Compensation Follow-up 319

SBI Growth

NOVEMBER 11, 2012

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. Below is an example of an integrated campaign. This is the adoption of Content Marketing principles into outbound direct marketing. Direct Content Marketing is born. Content Marketing works. On the right side are direct methods of acquisition.

Direct Mail 319

Direct Mail Marketing Demand Generation Targets Demand Generation 319

Understanding the Sales Force

APRIL 17, 2014

There couldn''t be a better example of just how consistently misguided some of the inside sales experts are. Image Credit: Foto4u 123RF.com (c) Copyright 2013 Dave Kurlan' I just set myself up for two weeks of nasty tweets and comments from the entire inside sales community. It''s a must read.

Inside Sales 271

Inside Sales Oracle Examples Top of Funnel 271

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. I’m not sure it is that much easier in 2023.

Film 150

Film Lead Rank Intent ACT 150

SBI Growth

NOVEMBER 16, 2012

For example, Marketing may take money from ineffective trade show spending. Be involved with the 2013 sales compensation planning. It’s like the waitress having to share tips with the busboy. Or the wealthy having to pay more taxes for the benefit of the 47%. Or, by spending less on external content producers.

Compensation 267

Compensation Hiring Marketing Trade Show 267

The Accidental Negotiator

SEPTEMBER 4, 2020

In January 2013, after months of impasse, Barnes & Noble significantly reduced its orders of Simon & Schuster titles and engaged in other hardball tactics, such as refusing to book the publisher’s authors for in-store readings. On July 10, 2013, a U.S Simon & Schuster was not happy about this and they pushed back.

Negotiation 52

Negotiation Examples Retail Study 52

The Sales Hunter

MARCH 14, 2013

For years I’ve collected and saved examples of good and bad emails. The example below is an email a friend sent to me. (I’ve Bad Email Example: Subject Line: Recruiting Your Channel Partners. Good Email Example (Revised from above): Subject line: Amco. Copyright 2013, Mark Hunter “The Sales Hunter.”

Examples 202

Examples Prospecting Email Marketing Google 202

SBI Growth

OCTOBER 31, 2012

For example, SBI’s Discovery includes: Sales Rep “DILO”s (Day in the Life Of): We ride with your field sales force. For example, think about the compensation battle I mention above. Conduct a Sales Productivity Benchmark. This is a comprehensive review of your organization. When you ride with them, they put on a show for the boss.

Influencer 282

Influencer Strategy Policies Lead Gen 282

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. Zig Ziglar.

Face-to-face 132

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

SBI Growth

APRIL 3, 2013

Below is an example of how product benefits differ from Buyer Process Map questions: Product Benefit Examples. Buyer Process Map Examples. More sensitive questions are responded to with content developed as internal talking points for the sales field. Widget produces 3x more capacity. Widget requires 30% less energy.

Campaigns 300

Campaigns How To Demand Generation Demand Generation Targets 300

Your Sales Management Guru

DECEMBER 3, 2012

Sales Leadership: 2013 Sales Theme. At this time of the year everyone is working on your sales business plans for 2013 and finishing budgets and forecasts. For example, I have seen one that was simply: Growth! This statement is reinforced at every potential opportunity.

Sales Leadership 82

Sales Leadership Incentives Incentive Motivation 82

SBI

DECEMBER 18, 2013

For me personally, I was honored to get a Silver award for best Sales Blog Post of 2013. Since 2013 is coming to a fast close, I thought I would offer some of our most popular posts here, including the one that took the silver. Why Your Focus on Quota is Killing Revenue Growth (Silver medal winner for best Sales Blog Post of 2013).

Quota 135

Quota CRM SAP Forecasting 135

The Sales Hunter

JULY 9, 2013

Copyright 2013, Mark Hunter “The Sales Hunter.” Rarely do I ever have a salesperson say the questions didn’t work. Typically their feedback to me is that they wish they had been asking questions like this long ago. ” Sales Motivation Blog.

Examples 221

Examples Consultative Selling Selling Skills Customer Service 221

Increase Sales

JANUARY 1, 2013

Happy 2013! and May 2013 Be Your Best Year Ever? Out with the old and in with the new is a prime example of negative conditioning. Today and for the next few days we will hear this statement “out with the old and in with the new.” Now many of us know that old is not necessarily a bad or a lie.

Guarantee 127

Guarantee Webinar Metrics Facebook Coaching 127

Sales Training Connection

NOVEMBER 28, 2012

Selling with to hospitals and physicians - 2013 trends. As we edge towards the end of 2012, medical sales people are thinking about closing out 2012 strong – providing momentum for a good start in 2013. Let’s take a look at four critical issues affecting hospitals and physicians as 2013 unfolds. Hospital consolidation continues.

Health Care 90

Health Care Referrals Trends Lead Rank 90

SBI Growth

NOVEMBER 3, 2012

Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? Your peers told us what they are doing during this event and how they are prioritizing for the 2013 sales strategy inside their regions. Question : What Sales Productivity Problem should you Fix in 2013? H ow to Sequence. Do you have one?

Scale 282

Scale Face-to-face Promotion Lead Rank 282

Sales Training Connection

DECEMBER 10, 2012

In our last blog we posted 4 hospital-physician issues impacting medical sales in 2013: Hospital consolidation continues. For example, some hospitals have provided nurses with hand-held phones so patients can reach them directly. Hospital-physician alignment grows. ACOs are on the rise. Hospitals will continue employing physicians.

Health Care 108

Health Care Customer Government Trends 108

Understanding the Sales Force

JANUARY 13, 2014

I wrote an article back in September of 2013 that asked the question, Are Sales and Sales Management Candidates Getting Worse? As in the first example, those candidates are phoned and the best of those candidates are interviewed. The difference with this example is that better than 90% of the salespeople in this group succeed!

Hiring 267

Hiring Face-to-face Groups Webinar Metrics 267

SBI Growth

AUGUST 10, 2012

Create Customer-centric demo decks and business case examples. For example, consider messaging on how to beat the status quo. Your sales team needs this from you to make your product launch in 2013 successful. 2013 is around the corner. Plan – Develop a plan to bridge the gap between product, marketing and sales in 2013.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

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. This tool provides you with the ability to rate each of your key initiatives across the 5 variables that are critical to hitting the 2013 number.

Strategy 293

Strategy Analysis Quota Resources 293

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. Download the Sales Manager Competencies and Example Accountabilities Here. John Kenney writes a great post on how to Maximize Your "B Player" Sales Talent in 2013 ). “C”

Lead Rank 267

Lead Rank Lead Scoring Sales Qualified Lead Lead Gen 267

Understanding the Sales Force

MAY 5, 2014

10 Sales Coaching Examples. Top 10 Kurlan Sales Articles of 2013. Top 10 Sales Leadership Tips From 2013. Top 6 Factors for Killing a Sales Opportunity or Prospect (c) Copyright 2013 Dave Kurlan' Top 20 Reasons Why Sales Managers Suck at Coaching. Top 5 Steps to Coaching Your Salespeople Beyond Happy Ears.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

SBI Growth

AUGUST 1, 2013

We’re nearly 60% through 2013. Here’s an example of giving a value to a customer''s Strategic Fit. Examples include optimized territory structures and off-loading non-essential tasks. With no increased budget and only five months remaining in 2013, efficiency is needed. Time is running short for 2013.

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

SBI Growth

JULY 1, 2013

You see visions of making your 2013 and 2014 sales number. Examine the overall sales/marketing budget spend left for 2013. By this time, it’s the end of 2013. Whether you’re ahead or behind 2013 plan, thoughts must now begin to shift. We’ve all had moments where we get great business ideas. Then reality hits.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

The Pipeline

JUNE 25, 2020

They urge leaders to equip reps with digital tools, and the example they give is Skype or WebEx. 2000 to 2013 – 0.9%. Even now, in a recent piece from one of the big consultancies, outlining things leaders need to do NOW to transform. Use Your Head Not Your Hands. Growth in average output per person. 1891 to 1939 – 1.5%.

Sage 288

Sage Real Estate Skype Collateral 288

Customer Centric Selling

JANUARY 7, 2013

As we enter 2013, the business world remains in a state of uncertainty. For example, find customers for your customers so that they can build their own business and thus give more business to you! Have a great 2013, everyone! Sales Training Article: How to Build Customer Loyalty in the New Year By Geoffrey James, Inc.

Loyalty 51

Loyalty Training Trade Show Customer 51

Understanding the Sales Force

DECEMBER 10, 2013

Example of the middle. Vintage example. c) Copyright 2013 Dave Kurlan' Slice it up - Every presentation should have three sections - an attention grabbing opening, a memorable ending, and the middle, where you make the points you want to make. Bring the Database - When possible back up your findings with data and science.

Conference 302

Conference Examples Groups Google 302

SBI Growth

JULY 19, 2013

Either way, your 2014 number will outpace 2013. You can’t repeat your 2013 sales strategy in 2014. For example, can the changes be implemented with your current staff? It was necessary in 2013, and will be in 2014 as well. And how will I reach it if I can’t even make this year’s number?”. Do you have the right talent?

Guarantee 296

Guarantee Exercises Follow-up ROI 296

Score More Sales

AUGUST 21, 2013

It is not that these are such new topics, he just has a way of sharing examples that ring so true. I’m hopeful he allows HubSpot to post the video somewhere, and if not, I’ll be sharing more examples post-conference. They minute you get a map it becomes color by numbers. The room loved Seth.

Marketing 195

Marketing Hubspot Conference Lead Rank 195

Understanding the Sales Force

NOVEMBER 13, 2013

Want an example of sales management being in the dark? End of Quarter Closing is a great example of sales management dysfunction! c) Copyright 2013 Dave Kurlan' Who is holding them accountable and allowing this malpractice to continue? It''s their sales managers, who are almost as much in the dark as their salespeople.

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

SBI Growth

FEBRUARY 6, 2013

The title is “ Make the Number in 2013 ” and he comes unglued: “The number. Six vendors are going to get 90% of the dollars in 2013. I showed him a couple of examples. Note: If you want to see an example of a Sales Productivity Benchmark, click here. The second example showed Charlie how the SPB helped assess 460 reps.

Banking 288

Banking Software Software Competition 288

Understanding the Sales Force

OCTOBER 16, 2013

The November 2013 issue featured an article titled Dismantling the Sales Machine. As recently as April of 2013, Objective Management Group''s (OMG) data on 650,000 salespeople overall, and 50,000 from the past 12 months showed that 91% of the companies did not have a formal, structured sales process in place. It was a survey!

Sales Process 249

Sales Process Margin Survey Forecasting 249

SBI Growth

DECEMBER 13, 2012

For example, the sales metric of "revenue performance" is a lagging indicator. Here are examples of 7 leading indicators for HR and the talent condition they indicate: Ramp Failure Rate: Scalability of the sales force. Finish up 2012 with your current metrics and then implement a clean slate for 2013.

Hiring 282

Hiring Sales Talent Ideal Customer Profile Analytics 282