SBI Growth

DECEMBER 31, 2012

By now, HR and Sales leaders have solidified their common 2013 goals. Also, take advantage of a downloadable tool to make the most of your human capital. Once the assessment is done, take the following actions: Nudge C players out of the organization. Next Steps and a Tool. Follow @jdkenney. Time for Topgrading.

Maximizer 282

Maximizer Sales Talent Face-to-face Motivation 282

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. Receive a package of tools including this Top Ten Sales Rep Competencies list. Follow @SteveLoftness. says the Sales rep).

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

SBI Growth

SEPTEMBER 24, 2012

This post is about how CEOs should invest in sales managers to improve revenue growth in 2013. 66% of the respondents “agreed” or “strongly agreed” with the following statement: I believe increasing the time invested by my sales manager in coaching, training and development activities will have a positive impact on my performance.

Sales Management 267

Sales Management Hiring Comparison Quota 267

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. 2013 is around the corner.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

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

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

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! Sign up for the SBI Make the Number tour to learn how peers are building sales comp plans. Also, you’ll get many tools including a list of Sales Effectiveness Drivers to test your plan against.

Compensation 253

Compensation Hiring Incentives Incentive 253

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? How do you measure that?

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

SBI Growth

OCTOBER 11, 2012

Sales teams are getting their 2013 numbers. 2013 results will uncover some long-hidden flaws in the sales force. Average Selling Price was not part of the target, so lots of easy, low-margin deals made up the quota. If the C player accomplishes all ‘assignments’ on a strict schedule, move them up. Follow @SteveLoftness.

Quota 257

Quota Compensation Commission Margin 257

Score More Sales

MAY 30, 2013

You can download the complete results from the IBM State of Marketing 2013 Global Survey. This means that the top marketers don’t keep sending you an invite for something you’ve already signed up for, among other things. The post What is the State of Marketing in 2013 appeared first on Score More Sales.

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

SBI Growth

AUGUST 1, 2013

We’re nearly 60% through 2013. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute." With no increased budget and only five months remaining in 2013, efficiency is needed. Let the Scorecard tool do the math delivering an overall customer priority score.

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

SBI Growth

AUGUST 15, 2012

To be a world class Sales Operations leader, pick up the pace. To be a game changing Sales Operations leader, you should be asking yourself the following: What is the market for our products/services? This is taking information and driving insight that the VP of Sales needs to effectively make the number in 2013.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

SBI Growth

JANUARY 25, 2013

5 Traits You Need to Be an ‘A’ Player in 2013. They’re also elaborated on in the Top 10 ‘A’ Player Competency Tool. 4) Systematic and Simple - ’C’ Players have stepped up their game in the past and become ‘A’ players. Keep it simple and follow a plan. Follow @JPTMcCabe. Follow @MakingTheNumber. Don’t wait.

Outside Sales 319

Outside Sales Inside Sales Compensation Follow-up 319

SBI Growth

NOVEMBER 9, 2013

Most do not accurately follow the ebb and flow of buyers. A customized sales process is an excellent tool. These tools help to anticipate buyer trends and keep pace with the buyer. You can access the guide when you sign-up for SBI’s Sales & Marketing Research Review. Follow @JPTMcCabe. Follow @MakingTheNumber.

Buyer Persona 307

Buyer Persona Buyer Tools Trends 307

SBI Growth

SEPTEMBER 15, 2013

This tool has been around for a few years now. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. You will get a copy of the Buying Process Map Template when you sign-up. You will have access to guides, templates and tools to help your BPM drive revenue. Data Monitoring.

Tools 300

Tools Sales Tools Collateral Vendor 300

SBI Growth

NOVEMBER 16, 2012

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. Follow @SteveLoftness. Follow @MakingTheNumber. Knowing both areas, we are uniquely suited to help.

Compensation 267

Compensation Hiring Marketing Trade Show 267

SBI Growth

OCTOBER 25, 2012

Register for our research tour here to get this tool). Communicated to all customers calling customer service would speed up service. Email me directly and I can assist you in setting up the time study and performing the analysis. Follow @DanPerrySBI. Follow @MakingTheNumber. Customer Issue Resolution.

Hiring 310

Hiring Travel Territories Face-to-face 310

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!: In fact, they didn’t even need to talk to prospects, because they had great tech tools. The phone works.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

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%. I didn’t see any new tools introduced. Get In The Game.

Sage 288

Sage Real Estate Skype Collateral 288

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

A Sales Guy

DECEMBER 21, 2012

Most sales leaders are finalizing their 2013 plans. (If If you haven’t download our 2013 Sales Planning Development Tool Kit you should, because you’re now officially in the cycle and it’s only going to get worse.) Download our Execution Cadence Template to get started building your own cadence for 2013.

Pivotal 113

Pivotal Resources Coaching Objections 113

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 a list of your competitors to monitor what they are up to. Entering a list of new prospects to learn about.

Tools 115

Tools Scale Social Media Funnel 115

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 Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Social Selling training budgets increased 48% in 2013. Sign up here for SBI’s 7 th Annual Research Presentation to learn what they’re doing differently and why. LinkedIn is by far the #1 tool for social selling. Follow @GeorgedlReyes. Follow @MakingTheNumber.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

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

Fill the Funnel

DECEMBER 12, 2012

As you wrap-up what I hope was a successful 2012 and begin preparation for 2013, I think you will find some great ideas about sales tools during two Webinars to register for. Minimize Your Workload and Maximize Your Sales with Web Tool Automation. Which web tools deliver results for each task.

Webinar Metrics 112

Webinar Metrics Sales Tools Tools Top of Funnel 112

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. See Digital Postcards in action, receive a special link to your free trial and ask your questions live with the tools creators. You can have your first Digital Postcard up and running within minutes.

LinkedIn 115

LinkedIn Maximizer Tools Top of Funnel 115

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. Sign up for the SBI Research Tour.

Hiring 296

Hiring Buyer Persona ROI Follow-up 296

SBI Growth

JULY 19, 2013

This question comes as a natural follow up to most decisions. Whenever you make change, risk is sure to follow. 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. “What’s the risk?”

Guarantee 296

Guarantee Exercises Follow-up ROI 296

No More Cold Calling

APRIL 30, 2020

Plus, check out what you might have missed from No More Cold Calling this month: Pick Up the Damn Phone and Have Sales Conversations. I wrote my second book— Pick Up the Damn Phone!: How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

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” Can you analyze your 2012 Lead Generation using top down and bottom up approaches?

Lead Rank 267

Lead Rank Lead Scoring Sales Qualified Lead Lead Gen 267

SBI Growth

MARCH 15, 2013

In two weeks, 25% of 2013 will be behind you. For most VP-Sales, it’s not shaping up the way you planned. Solving it will help you make your 2013 number. At the end of 2013, you’ll need to take ownership of the year. “I They bring each other up, and similarly drag each other down. What can this do for you?

How To 244

How To Follow-up Tools Marketing 244

SBI Growth

AUGUST 8, 2012

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. Here is a very practical tool that you can start using immediately. This tool will be discussed by an expert during our tour and an in-depth explanation on how to use it will be provided.

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation 276

Score More Sales

JANUARY 24, 2014

Your word is the one thing that follows you wherever you go. I use a notepad at my desk, a notebook with me, and the digital app, Evernote to be my tools. Be sure to document and then FOLLOW UP. Post you might find of interest: CRM is the Tool and Sales Follow-Up is Key.

Ideal Customer Profile 236

Ideal Customer Profile Lead Rank Lead Scoring Outbound 236

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. If this year is like every other year, your sales target will go up.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

SBI Growth

DECEMBER 22, 2013

Of all the new capabilities leaders could drive, here were seven that stood out in 2013. You will receive the following benefits: A way to compare your year vs. your peers. If you use the wrong tool for measurement, eventually you end up in the wrong place. Download the tool and measure your year. Your Next Move.

Scale 282

Scale Exercises Compensation Follow-up 282