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

SBI Growth

OCTOBER 4, 2013

To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. The review presents findings from SBI’s market research in 2013. Market Growth: Often the basis of quota-setting for rapidly growing markets or products. These include Territory Vacancy Rate and Talent Level (sales rep).

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

SBI Growth

OCTOBER 6, 2013

This also gets you access to SBI’s Annual Sales & Marketing Research. Let’s say sales weren’t spectacular in 2013. Reps would rather compete against a standard (like 150% of a standard target) or even against their own historical performance rather than against a peer who "had a bunch of bluebirds or an easy territory."

Compensation 293

Compensation Territories Incentives Incentive 293

SBI Growth

SEPTEMBER 5, 2012

This tool (along with many others) is available by signing up for the SBI Make The Number Tour where peers from top companies will learn how to make the number in 2013. With Sales Operations, check their assigned sales territory. Could it be they’ve been given a territory that “sells itself” no matter who is assigned to it?

Sales Talent 288

Sales Talent Hiring Lead Rank Lead Scoring 288

Sales Training Connection

JANUARY 18, 2013

Yet, one potential possibility continues to be underleveraged or neglected – bridging the gap between Marketing and Sale s. As one frustrated VP of Sales once shared – “Our Sales and Marketing departments are like two trains passing in the night.” Bridging the gap between Marketing and Sales needs to be a priority.

Marketing 121

Marketing Analysis Lead Rank Territories 121

Pointclear

MAY 14, 2018

Territory Adjustments. Salespeople expect there may be territory adjustments at the beginning of a year. Yet, when done across the board in many territories, especially mid-year, you can expect a major hiccup in sales momentum as salespeople judge the consequences, adjust their schedules, meet new accounts and prospects, etc.

Territories 124

Territories Quota Sports Compensation 124

SBI Growth

NOVEMBER 22, 2012

The third of four regional stops to nail down 2013 budgets for the Sales EVP and the CFO. Many marketing purists focus on the mechanics of segmentation work. What’s available in the market? Deliver the estimated up-sell potential for all customers by territory. Heading into 2013, use this information to set quotas.

Segment 288

Segment Customer Territories Penetration 288

SBI Growth

AUGUST 1, 2013

We’re nearly 60% through 2013. The market has dictated. 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. Just five months left. Option 1 : Add resources.

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

Score More Sales

MARCH 13, 2014

It is not enough in selling anymore to just show up and be effective at working a sales territory. Your market niche is different? His company does not offer him much support in marketing or social tools. You need to plan, strategize, and prepare for success. You say your industry is special? I doubt it. Take Joe for example.

Referrals 238

Referrals Lead Rank Lead Scoring Ideal Customer Profile 238

SBI Growth

DECEMBER 16, 2012

And Sales Leaders are handed their 2013 goals by the CEO. We looked at a report from one of the leading thinkers in the industry,” the CEO coolly replied, “this market is expected to grow 50% in the next 3 years.”. He tracks bottom up stats: Territory Potential, Product Maturity, Territory Vacancy Rate, etc. He asked. “We

Quota 282

Quota How To Territories Guidelines 282

SBI Growth

SEPTEMBER 20, 2012

Congratulations, your organization is launching a new product in 2013! Obtain market penetration projections. Product Marketing and Internal Strategy have vital information. When designing the quota for 2013 sales reps, incorporate the new product into the compensation plan. Focus on new product sales. Call to Action.

Compensation 244

Compensation Incentives Incentive Penetration 244

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.". Click here for SBI’s “Make the Number 2013” research to find out more. Hold on for a moment.

Compensation 267

Compensation Incentives Incentive Lead Rank 267

Mindtickle

AUGUST 28, 2023

Mobile-ready A mobile-friendly delivery of content and training for reps to complete as they commute across their territories. Ensure this platform supports offline browsing so that reps can access training and content even in remote areas or while commuting across their territory.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

Understanding the Sales Force

MAY 7, 2014

When marketers and writers tell us that cold calling is dead, they never remember to qualify what they are trying to sell us. On the other end of the argument, veteran salespeople who come from the industry, territory, or vertical, and are simply new to the company, may not ever need to make a single cold call to reestablish themselves.

Cold Calling 290

Cold Calling Sales Qualified Lead Networking Territories 290

Fill the Funnel

JANUARY 7, 2013

It is typically a time with lots of NEW in the air – new quotas, new territories, new comp plan, new prospects and new optimism. Most indicators point to 2013 being a much improved sales environment, and if true, will expose those who have not invested in the training and deployment of the new generation of web tools.

Tools 123

Tools InsideView Top of Funnel Marketing 123

Understanding the Sales Force

JANUARY 27, 2014

They had to go door-to-door, sell an overpriced luxury item, in the same market, over a 3-day period. OMG weighs the various findings in its Sales Candidate Assessments to predict success in a given role, market or segment, considering competition, price points and industry challenges. c) Copyright 2013 Dave Kurlan' Register. (c)

Case Study 288

Case Study Study Lead Rank Lead Scoring 288

Understanding the Sales Force

MAY 9, 2014

Retailers are a great example of this channel and the work they do is marketing and display centric. Copyright: blueximages / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan' Channel sales is quite different. Some channel salespeople simply sell to the channel and the channel does all of the work.

Channels 221

Channels Retail Hotels Territories 221

Score More Sales

MAY 27, 2013

If you haven’t already had amazing things happen by being online, you will see how you can be blown away by the prospects, former customers, and soon-to-be-strategic partners just waiting for you to define yourself, your market niche, and the value you add to doing business with others. Gain Insight. And you must do it to get ahead.

Inside Sales 230

Inside Sales Trade Show Ideal Customer Profile Telecommunications 230

Understanding the Sales Force

JULY 31, 2013

The authors listed four scenarios where a move to inside sales could be effective: By market segment, By stage of the buyer engagement process, By geography, and. It may not be where the territory is or where the company is located. c) Copyright 2013 Dave Kurlan' By product or service.

Inside Sales 211

Inside Sales SAP Sales Talent Lead Rank 211

A Sales Guy

OCTOBER 16, 2012

Starting the new year right, and in this case 2013, means having the right structure, people, processess, and strategies in place. It means identifying, understanding and responding to the gap between your current environment and what is expected in 2013. To prepare for 2013 starts with understanding the goal(s). revenue growth.

Margin 117

Margin Territories Channels Sports 117

Pointclear

JULY 17, 2013

Structuring a global workforce and creating geographic territories will be a thing of the past because today’s salespeople work virtually, socially, and inter-culturally. As many as 100 million people are expected to telecommute to work by the year 2013. They will be calling from home or another wired office.

Field Sales 245

Field Sales Inside Sales Hiring Face-to-face 245

Understanding the Sales Force

DECEMBER 9, 2013

Inbound Marketing - following up on internet-driven leads. Outside sales has traditionally been associated with a territory, assigned accounts, and/or new business development, where customers would place orders with inside salespeople between visits. c) Copyright 2013 Dave Kurlan'

Inside Sales 268

Inside Sales Outside Sales Telemarketing Travel 268

A Sales Guy

DECEMBER 5, 2012

2013 is just around the corner. We are rapidly closing the books on 2012 and if we haven’t already, we are starting to look towards executing on 2013. The probability you meet your goals in 2013 is directly related to the quality and strength of your strategies (your series of maneuvers or stratagems). Realign territories.

Strategy 116

Strategy Hiring Penetration Churn 116

Understanding the Sales Force

JULY 22, 2013

c) Copyright 2013 Dave Kurlan' As a result, there are dozens of criteria variations and it is not practical to address all of them here. How much of this can you get from a personality test? None of it! How consistent is your sales recruiting process? Use this free sales recruiting process grader and find out. (c)

Hiring 209

Hiring Face-to-face Territories Selling Skills 209

SBI Growth

OCTOBER 22, 2012

If you aren’t able to answer YES to all 3 questions then sign up today for our Q3 Tour Research: How your Peers are allocating People, Time and Money in 2013. He wonders if you can assign reps to the right territories to be successful. Market conditions, hot products, and blue bird deals. Question 3: Are you making your number?

Territories 316

Territories Follow-up Meeting Tools 316

Crunchbase

FEBRUARY 25, 2021

About Calendly: Founded in 2013 by Tope Awotona , Calendly is an automated scheduling tool that takes the work out of connecting with others so that its users can accomplish more. The company’s latest raise puts it squarely in unicorn territory. Funding: Raised a $350 million Series B on Jan. Lead Investor: OpenView.

Company 95

Company Automotive Sales Qualified Lead Software 95

SBI Growth

APRIL 30, 2013

More sales managers are regressing to average as the market outpaces them. Anthony''s Key Activities for 2013. Other peers say that Anthony just has a good team and the right territory. "He The truth is that Jeff is becoming the norm. The population of top tier sales managers is shrinking. Sound familiar? Meet ''Agile'' Anthony.

Promotion 308

Promotion Quota Social Media Territories 308

SBI Growth

OCTOBER 2, 2012

It is impossible to outrun the drag of vacant territories. Here is their success story and an invitation to learn more best practices from SBI's “ Make the Number 2013 Tour.”. They prefer to work solo and don’t very effectively engage resources like presales or product marketing.

Hiring 306

Hiring Ideal Customer Profile Face-to-face Oracle 306

Understanding the Sales Force

DECEMBER 9, 2013

Inbound Marketing - following up on internet-driven leads. Outside sales has traditionally been associated with a territory, assigned accounts, and/or new business development, where customers would place orders with inside salespeople between visits. c) Copyright 2013 Dave Kurlan'

Outside Sales 178

Outside Sales Telemarketing Inside Sales Travel 178

Understanding the Sales Force

JANUARY 28, 2014

Marketing and Sales Feedback Loop Can Help You Grow. On the other hand, a new salesperson in a new territory might have to make cold calls in order to quickly make progress. Image credit: johnkwan / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan' Overlooked Conversation Between Sales Managers and Salespeople.

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Delicious Sales

MAY 2, 2012

Marketing (6398). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? MORE >> THE SALES INSIDER AUGUST 13, 2013 What Shakespeare Can Teach You About Predictive Analytics Predictive analytics and Shakespeare have more in common than you think. Topics Major Topics. Sales (12918).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Sales Training Connection

OCTOBER 16, 2013

The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations. ©2013 Sales Momentum ®. Medical device sales success.

Health Care 108

Health Care Territories Selling Skills Ideal Customer Profile 108

SBI

JANUARY 29, 2014

This week, I took part in a webinar hosted by DocuSign to debunk some of 2013’s most prevalent myths. Keeping in mind that we only had one hour, my co-presenters on the panel, Lori Richardson of Score More Sales , and Matt Heinz of Heinz Marketing , narrowed our choices down to three apiece. It’s been a super-hot topic of 2013.

Lead Rank 139

Lead Rank Lead Scoring Quota Lead Qualification 139

Sales Training Connection

JUNE 19, 2013

The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations. ©2013 Sales Momentum ® LLC. Medical device sales and sales managers.

Pivotal 100

Pivotal Health Care Hiring Sales Management 100

LeadFuze

DECEMBER 1, 2021

It’s the responsibility of managers to design and implement quotas, incentives, territories, roles and responsibilities. In 2013, I heard that Salesforce.com lost 750 of their 3,000 salespeople (25% attrition). Who currently have job openings for marketing help. See the pattern here? A $200 Million Loss? Who use Hubspot.

Churn 52

Churn Hiring Scale Salary 52

Sales Training Connection

AUGUST 27, 2014

The medical device market faces transformational market challenges – decision criteria shifting from clinical to economic, decision-making moving from local hospitals to IDNs, the rise of GPOs, and the dramatic impact of new governmental regulations. ©2013 Sales Momentum ®. A Classic – ’63 Corvette.

Health Care 82

Health Care Pharmaceuticals Territories Selling Skills 82

SBI

AUGUST 13, 2013

“Inside Sales now generates more than 50% of company revenue and is being tasked with more responsibilities and expectations—to grow territories, form partnerships, and generate new business. By the end of 2013 there will be 2.3 They think in sound bites, not lengthy marketing “garbage”. They don’t make decisions alone.

InsideSales 129

InsideSales Hiring Inside Sales Webinar Metrics 129