SBI Growth

DECEMBER 1, 2012

Do you want to increase sales and meet your 2013 goals? Encourage sales and marketing to build personas and build a plan to operationalize them immediately. Unfortunately, many of these projects have failed to live up to their hype. Marketing is frustrated because of the time, money and effort exerted to build them.

Meeting 288

Meeting Ideal Customer Profile Buyer Persona Forecasting 288

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. Translation: Even if the CEO/CFO allocate more money to you (the CSO), you should allocate some of those dollars to Marketing. Never before has the linkage between Marketing and Sales become more important.

Top of Funnel 267

Top of Funnel Funnel Demand Generation Demand Generation Targets 267

SBI Growth

APRIL 1, 2013

If you missed Q1, you need a monster Q2 to save 2013. This offer expires on April 30 th , 2013. We publish an un-gated sales and marketing best practice daily. This makes it very difficult to make up for a big delta in the second half of the year. Follow @GregAlexander. Follow @MakingTheNumber.

Scale 317

Scale Quota B2B Negotiation 317

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. Typically, LDR compensation comes from one of these methods: Marketing reallocates budgeted funds. For example, Marketing may take money from ineffective trade show spending. This is an emerging best practice.

Compensation 267

Compensation Hiring Marketing Trade Show 267

Pointclear

OCTOBER 9, 2013

We’re nearing the last quarter of 2013, and another year of sales will soon be behind us. An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Why Don’t Sales Reps Follow Up on Leads?

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

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

AUGUST 15, 2012

To be a world class Sales Operations leader, pick up the pace. Focused on identifying game changing market opportunities. To be a game changing Sales Operations leader, you should be asking yourself the following: What is the market for our products/services? Average Joe’s Analysis of Market Opportunities.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

Increase Sales

SEPTEMBER 3, 2013

Or do you stop, review your follow-up script or scripts? In today’s hectic global market place one size sales script may not work as in years gone by. For me these initial steps have been quite successful in my follow-up script. Do you immediately jump on the phone and return the those sales calls?

Follow-up 138

Follow-up Sales Qualified Lead Face-to-face Lead Rank 138

A Sales Guy

JULY 25, 2014

Since it is clearly much easier to sell customers who have already bought from you, it is always in your best interest to master the critical elements of the subtle art of follow-up. Five Critical Elements of Follow-Up. Stand up and be counted; take ownership of any problems that arise. By Kelly Riggs.

Follow-up 137

Follow-up Referrals Commission Up-Sell 137

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. Integrating with Marketing functions. Break up courses into smaller chunks that can be consumed at different, appropriate times. Follow @SteveLoftness.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Social Selling training budgets increased 48% in 2013. Social Selling’s ‘Lead-to-Close’ conversion rate is 5x marketing sourced leads. This post will address what Marketing can do to promote, enable and optimize social selling within the organization.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

SBI Growth

MARCH 17, 2013

To get to the position of CMO or VP of Marketing, you are a top talent. Marketing as a skill is no different. Download the marketing leader assessment to identify your blind spots. Reaching the most senior marketing position requires A-Player talent. Now that you’re on top, your marketing skills may be eroding.

Marketing 314

Marketing Social Media Lead Generation Campaigns 314

SBI Growth

AUGUST 8, 2012

Marketing, do you have a sales quota tied to Lead Generation ? Sign up for our Make the Number Tour if you would like to see how your peers are allocating people, money and time in 2013. B2B companies are assigning their Marketing teams with lead quotas tied directly to a percentage of the corporate sales goal.

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation 276

Sales and Marketing Management

MARCH 29, 2019

Author: Paula Sanders There’s a lot of hype around artificial intelligence, but the reality of its impact to sales and marketing strategies promises to be positive. Following are how you can navigate through AI and its impact on sales and sales jobs in the future. That’s a significant opportunity. Be Excited about AI.

Marketing 209

Marketing Webinar Metrics Software Software 209

SBI Growth

SEPTEMBER 2, 2012

Interviewed VP of Sales, Product Leaders, and Sales Manager to understand what they were seeing in the market. But what they are doing is gathering data from an inward-out perspective when they should be looking at the market from an outward-in perspective. Marketing is making the buying decision 90% of the time.

Data 267

Data Analysis Sales Operations Buying Cycle 267

SBI Growth

OCTOBER 1, 2013

The Holy Grail of 2014 Planning: Marketing Contribution as a % of Total Revenue. 2013 is the last year executives accepted activity-level results from marketing. Expectations of marketing accountability have increased to the level expected of sales performance. Executive marketing leaders need to push the debris aside.

B2B 331

B2B Sales Qualified Lead Marketing Lead Generation 331

SBI Growth

NOVEMBER 10, 2013

More often than not, sales and marketing live in siloes. Reps wonder what marketing does and contributes; marketing complains reps ignore their efforts. For a company to survive these days, sales and marketing must work in concert. The best marketing leaders know how to overcome the divide and gain credibility with sales.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

SBI Growth

DECEMBER 30, 2012

Over the past year, there have been many great Marketing & Lead Generation blog posts. I offer you an executive summary of key takeaways from SBI’s marketing related posts. I have compiled the top 15 questions to evaluate your performance against best-in-class marketing operations. I created Buyer Personas ?

Marketing 297

Marketing Face-to-face Lead Rank Lead Scoring 297

Pipeliner

JULY 18, 2022

Among the best methods to stay connected to your consumers and boost your financial return is through email marketing campaigns. In fact, statistics indicate that you can anticipate a mean ROI (Return on Investment) of $42 for each dollar invested in email marketing. Email marketing may be really beneficial to your business.

Email Marketing 90

Email Marketing Marketing Campaigns Segment 90

SBI Growth

OCTOBER 31, 2012

Most key leaders “grew up” in Operations. Then he spent a year in Marketing. Do the VPs call him up? One exec told me, “You can’t make your career by speaking up. Follow @MarkSynek. Follow @MakingTheNumber. This is especially true in Business Services companies and other more mature business models.

Influencer 282

Influencer Strategy Policies Lead Gen 282

SBI Growth

SEPTEMBER 13, 2012

Change your marketing focus from “ inside-out ” to “ outside-in ”. Marketing inside-out versus Marketing outside-in should be common terms and concepts for B2B marketing and sales organizations. A marketing outside-in approach starts with the buyer and stays focused on the buyer. Their focus is inside-out.

Marketing 282

Marketing Demographics Buyer Social Media 282

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. I’m sure you have a few of your own favorites.

Quota 135

Quota CRM SAP Forecasting 135

SBI Growth

JANUARY 22, 2013

Few marketing teams of $100M+ companies are built for modern demand generation. Marketing team structures too often are remnants from the days of print ad dominance. Marketing teams advanced effectively with this approach in the past. In-house marketing technology is a lynch pin of success. Evolving your Marketing Team.

Demand Generation 322

Demand Generation Demand Generation Targets Marketing Customer 322

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. For many, December means finalizing plans and forecasts for the New Year.

Leads360 90

Leads360 Sales Process Inside Sales Study 90

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. Top Sales Books to Read in 2013. LinkedIn Marketing: An Hour a Day.

Face-to-face 132

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

No More Cold Calling

APRIL 9, 2020

So, pick up the damn phone and have conversations with your clients and prospects—not just business conversations, but conversations with inquiry, empathy, and understanding. I wrote my second book— Pick Up the Damn Phone!: That’s why I’m offering the Kindle version of my book , Pick Up the Damn Phone! , PICK UP THE DAMN PHONE!

Conversion 305

Conversion Face-to-face Social Media Referrals 305

SBI Growth

SEPTEMBER 16, 2013

Truly, the competition will be waking up soon to try and close the year strong. Picture this: we opened the presentation with this question: “Are you going to make your 2013 revenue number?” 80% of them started to pull up reports and tried to get answers. 80% of them started to pull up reports and tried to get answers.

Pipeline 306

Pipeline ACT Competition Top of Funnel 306

Anthony Cole Training

MARCH 19, 2013

Treat woman (actually ALL clients) as if they are your grandma who has 80,000 twitter followers. Dr. Quincy Krosby – Chief Market Strategist for Prudential Annuities. Holly Buchannan – CEO Buchannan Marketing – Selling to Woman. Her interviews and research about women buyers revealed the following: Women don’t feel listened to.

Hiring 198

Hiring Banking Survey Conference 198

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. Validated the market will pay to solve these problems. Launched marketing campaigns to generate interest. Distribute Marketing campaign schedules. They should.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

The Pipeline

JUNE 25, 2020

Transformation has taken centre stage again, how would you grade these leaders, should we follow them again? I remember when clients started giving reps iPads, loaded them up with collateral, and turned to market and announced, “We are Digital!” 2000 to 2013 – 0.9%. Get In The Game. Or maybe a lack thereof.

Sage 288

Sage Real Estate Skype Collateral 288

Pointclear

APRIL 30, 2013

I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing. Jamie was recently profiled in Advertising and Promotion , the world''s best-selling college-level marketing textbook.

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

SBI Growth

NOVEMBER 13, 2013

For the complete list of Jim Welch’s New Year Preparation Tips, register for SBI’s Sales & Marketing Research Review. Discover insights and market trends from SBI’s research in 2013. You have to get out with your team and take a bottoms up approach. Discover insights and market trends from SBI’s research in 2013.

Hiring 303

Hiring Trends Call-back Research 303

Increase Sales

JANUARY 6, 2014

Jonathan Farrington noted in his recent blog, 2013 Where Did It All Go Wrong? , My sense is maybe it is time to explore this shadow question: “Is marketing the same as selling?” Confuse marketing with selling. Give up on viable sales leads. The purpose of marketing is to: Attract attention.

Ideal Customer Profile 139

Ideal Customer Profile Marketing Coaching Sales Coaching 139

SBI Growth

JULY 1, 2013

You see visions of making your 2013 and 2014 sales number. 1) Sales / Marketing Budget Spend Shifts. 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. Follow @TonyAlbachiara.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

SBI Growth

AUGUST 6, 2012

The Sales Leader is about to receive the 2013 Revenue Number. Have you conducted growth opportunity analyses in your market? Here is a typical conversation with Oliver ( a fictional Sales Ops Leader) : Dan : “Do you believe there is enough opportunity for growth in your market?” What is wrong with this picture?

Opportunity 316

Opportunity Strategy Banking Territories 316

Pipeliner

OCTOBER 19, 2021

The e-cigarette market is diverse. Vaping, as the e-cigarette habit is known, has become big business, with a global market projected to hit $ 48 billion by 2023, according to market research firm P&S Market Research. Marketing strategies within the e-cig sector. Last year, the value was 11.5 What is vaping?

Marketing 52

Marketing Advertising Advertising Consumer 52

SBI Growth

JANUARY 17, 2014

According the “Year-End CEO Report” conducted by Challenger, Grey & Christmas, CEO turnover rose in 2013. There were “1,246 CEO changes in 2013, 2.6 Are my Sales & Marketing organizations prepared to meet my growth objective? Are my Sales & Marketing organizations prepared to meet my growth objective?

Remedy 281

Remedy Hiring Margin Guarantee 281