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 11, 2012

Sales teams are getting their 2013 numbers. 2013 results will uncover some long-hidden flaws in the sales force. One example: HR will be needed to help deal with the newly found C players. For example, metrics must be in place to monitor Rep performance to the new quota. This is known as Talent Management. Second step?

Quota 257

Quota Compensation Commission Margin 257

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 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

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. They’re also elaborated on in the Top 10 ‘A’ Player Competency Tool. Examples include a well-defined sales process , and regular call cadence. This adage has been true enough in generations past.

Outside Sales 319

Outside Sales Inside Sales Compensation Follow-up 319

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. See a few examples below: Buying by Committee – More and more companies are moving in this direction.

Buyer Persona 307

Buyer Persona Buyer Tools Trends 307

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

SEPTEMBER 15, 2013

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. Here you will get free access to all of our guides, templates and tools to help facilitate the BPM creation.

Tools 300

Tools Sales Tools Collateral Vendor 300

SBI Growth

NOVEMBER 16, 2012

For example, Marketing may take money from ineffective trade show spending. Sign up now and you’ll receive many useful tools. One of these tools is an LDR compensation evaluator. And receive valuable tools to use!). Be involved with the 2013 sales compensation planning. Call to Action.

Compensation 267

Compensation Hiring Marketing Trade Show 267

Score More Sales

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.

Sales Enablement 120

Sales Enablement Merkle Tools Ideal Customer Profile 120

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

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

The Pipeline

JUNE 25, 2020

They urge leaders to equip reps with digital tools, and the example they give is Skype or WebEx. This is the thrust of digital transformation, tools from the last decade, both inferior to standards millennials take for granted. 2000 to 2013 – 0.9%. I didn’t see any new tools introduced. 1891 to 1939 – 1.5%.

Sage 288

Sage Real Estate Skype Collateral 288

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

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

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

Fill the Funnel

SEPTEMBER 4, 2013

Here is an example of one of my recent Haiku Decks: Original article: Haiku Deck – New Tool to Create And Deliver A Compelling Message ©2013 Fill the Funnel. 30 in 30 - 2013 Presentation Tools Web Tools Haiku Haiku deck keynote powerpoint presentation web tool' We all want to see the results.

Tools 118

Tools Guidelines Funnel Top of Funnel 118

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. 13 Most Important Tools for Coaching Salespeople. 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.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

SBI Growth

SEPTEMBER 14, 2012

HR can help the Sales leader to improve recruiting results and play a vital role in making the sales number in 2013. Begin today with the ideas and free tools offered in this post. For example, a weak comp rate is okay if the quota enables a top performer to earn accelerated commissions. Avoid a Myopic Focus. Call to Action.

Sales Talent 312

Sales Talent Territories Compensation Quota 312

SBI Growth

NOVEMBER 4, 2013

Less than 60 days remain in 2013. Over these remaining weeks, conversations with SVP-Sales have focused on 3 areas: What can I still do to Make the Number in 2013 ? I recommend you read it and download the tool. As 2013 winds down, 2014 naturally ramps up. For example: Discussion of a new buyer persona.

Hiring 296

Hiring Buyer Persona ROI Follow-up 296

SBI Growth

JULY 19, 2013

Either way, your 2014 number will outpace 2013. You can’t repeat your 2013 sales strategy in 2014. QUANTIFY YOUR RISK IN EACH OF THESE AREAS WITH THE PROJECT RISK ASSESSMENT TOOL. For example, can the changes be implemented with your current staff? USE THE PROJECT RISK ASSESSMENT TOOL. The change must be realistic.

Guarantee 296

Guarantee Exercises Follow-up ROI 296

SBI Growth

NOVEMBER 14, 2012

You’re at a point in the year where you are discussing 2013. Now is the perfect time to approach the subject when you’re in discussions regarding quota, compensation and 2013 goals. Build those skills by utilizing the tools around you. Your manager is one of those tools. You have the tools to get better if you want to.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

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. Download this tool to shape the metrics most relevant to your organization. They are lagging indicators.

Hiring 282

Hiring Sales Talent Ideal Customer Profile Analytics 282

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! And please vote for OMG, a finalist for Top Sales Assessment Tool. (c) c) Copyright 2013 Dave Kurlan' Who is holding them accountable and allowing this malpractice to continue?

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

Score More Sales

JANUARY 31, 2014

Micro improvements: self-improvement – finding ways to personally motivate yourself, for example. Macro improvements: overall process and methodology improvement – your whole team adopts a new process to streamline deal identification and qualification, for example. Lead by example. Micro Sales Productivity Tips.

Opportunity 227

Opportunity Webinar Metrics Lead Rank Lead Scoring 227

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

SBI Growth

NOVEMBER 24, 2012

You still have time before 2013 to fix any blatant disconnects. The post offers tools to make longer-lasting corrections, too. Missing the Connection - Some Examples. Here are some real-life examples of poorly designed incentives. Two discovery tools are essential to pinpoint these activities: Customer Interviews.

Incentives 267

Incentives Incentive Customer Compensation 267

SBI Growth

MARCH 22, 2013

This tool is perfect for HR Business Partners who serve the Sales function. In "Predictions for 2013" by Bersin , enabling managers is a must have: "Today, business leaders want their HR teams to help to drive the business by empowering and enabling managers to operate more effectively." Here are some examples from each category.

How To 312

How To Sales Leadership Exercises Proposal 312

SBI Growth

SEPTEMBER 28, 2012

This project will help you hit the number in 2013 and give you the recognition you deserve when competing against your peers. Download the sales project tracking tool from our annual sales research review event here to help you stay on track. 3-5 project evaluation criteria (examples): Speed – when will I see the result.

Hiring 267

Hiring Tools Objections Sales 267

SBI Growth

OCTOBER 20, 2012

HR leaders, get ready for the 2013 Sales Kickoff by fixing the flaws in your compensation plan today. And get your hands on a Competency Grader for compensation assesement providers as part of SBI's "Make The Number 2013.". Unfortunately, HR's usual solution to sales comp problems is a one-size-fits-all tool – the compensation study.

Compensation 267

Compensation Incentives Incentive Lead Rank 267

SBI Growth

DECEMBER 22, 2013

Of all the new capabilities leaders could drive, here were seven that stood out in 2013. If you use the wrong tool for measurement, eventually you end up in the wrong place. In the graphic above, you see an example of how to plot the new capabilities. Download the tool and measure your year. Two questions to ask: 1.

Scale 282

Scale Exercises Compensation Follow-up 282

SBI Growth

FEBRUARY 6, 2013

The title is “ Make the Number in 2013 ” and he comes unglued: “The number. With a simple tool, a slingshot, he toppled the giant Goliath. 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.

Banking 288

Banking Software Software Competition 288

SBI Growth

DECEMBER 6, 2012

Let’s examine two quick examples: How often will you generate content and what will it be about? Want a battle-tested example of a Production Schedule? This is the actual tool SBI’s blog teams use as a template. These are just two examples of tools you need to support an ICMA. Download this one. I thought so.

Demand Generation Agencies 267

Demand Generation Agencies Marketing Hiring Demand Generation 267

Hubspot Sales

FEBRUARY 14, 2024

Here’s an example. Colgan provides an example: Hi Sarah, I saw you’re spending over $60k p/month on paid ads. But if you’re a coach, for example, and you have an online course, then it‘s really nice that you have a prerecorded course with seven modules and three bonuses and whatnot, but tell me what’s in it for me.”

Data 92

Data Segment Email Marketing Webinar Metrics 92

Score More Sales

OCTOBER 18, 2013

In other words, does your contact management tool bring in the social profile and activity on social for each of your contacts? These items above are a basic minimum in 2013 (heading into 2014) for a seller. Today we have LinkedIn and many other sophisticated tools – but we tend to have less insight about our prospects and customers.

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

Score More Sales

AUGUST 28, 2013

When you look at how selling has changed over the last 5, 6, or 10 years, there is not doubt that technology tools and a scientific approach to selling has become prevalent in the B2B sales world. When to follow-up, for example? Image courtesy of Velocify. But are you more productive now? So give a quick vote – Art or Science?

Webinar Metrics 212

Webinar Metrics Lead Rank Lead Scoring Outbound 212