SBI Growth

JANUARY 9, 2013

Our 2012 sales leader research finds it is still a big fear for 2013. If your company isn’t looking for sales leadership today, just wait. The average tenure of a Sales VP is 19 months! This post explores what HR leaders can do to develop top internal sales leaders. Managing multi-generational sales forces.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

SBI Growth

AUGUST 1, 2013

This time of year, Sales Ops leaders are often faced with a pressing question. We’re nearly 60% through 2013. Today’s post is about a simple approach to improve efficiency with current sales resources. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute."

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

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. Every VP of Sales heads into this annual meeting with his CEO/CFO full of anticipation. Learn how to allocate your budget properly and use it to launch you to a successful 2013.

Top of Funnel 267

Top of Funnel Funnel Demand Generation Demand Generation Targets 267

SBI Growth

AUGUST 15, 2012

“Freedom lies in being Bold” – Robert Frost Are you consistently bringing bold sales strategy ideas to the VP of Sales? To be a world class Sales Operations leader, pick up the pace. Focused on identifying game changing market opportunities. Quantifying the potential impact for their sales leader.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

SBI Growth

DECEMBER 1, 2012

Hey, Sales Operations leaders. 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. Sales is frustrated because of a lack of proficiency in using the persona. Integrate the Persona into the Sales Process.

Meeting 288

Meeting Ideal Customer Profile Buyer Persona Forecasting 288

SBI Growth

DECEMBER 15, 2012

At this point in the year, you are prepping for SKO 2013. The New 2013 sales strategies are presented. Sales Quota and Sales Compensation Plans are passed out. Because they know they won’t have time for your “new” sales strategies. How do you Get your AEs to Stop Grumbling about 2013?

Compensation 244

Compensation Follow-up Up-Sell Maximizer 244

SBI Growth

JANUARY 21, 2013

Here are the biggest threats to the CSO in 2013. 5 years ago, the two black boxes of reliable data were Sales and Marketing. However, it leaves sales as the sole department with spotty metrics. These are "inward out" metrics that only Sales leaders care about. The consensus on Wall Street is a strong 2013.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

Score More Sales

MAY 30, 2013

IBM again went to 500 marketing professionals in 15 industries to ask critical questions and uncover from a marketing standpoint to help us all improve marketing and sales results. You can download the complete results from the IBM State of Marketing 2013 Global Survey. Increase Opportunities. Optimizing marketing performance.

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

SBI Growth

JANUARY 25, 2013

5 Traits You Need to Be an ‘A’ Player in 2013. As a sales rep, every so often you must ask yourself the question: Are you aiming for the bull’s-eye…or wearing it? Life as a sales rep is no exception. Improve your ‘A’ Player characteristics to: Increase sales. Reduce sales effort. Don’t wait. Don’t hesitate.

Outside Sales 319

Outside Sales Inside Sales Compensation Follow-up 319

A Sales Guy

JANUARY 14, 2013

If you run or lead a sales team, there are a bazillion things your 2013 sales strategy can and should contain. A good sales strategy and plan should target and address all the micro challenges and opportunities your business is facing. Take a look at your 2013 plan. Does it include these three things?

Strategy 122

Strategy Social Media Social Selling Lead Generation 122

Score More Sales

FEBRUARY 4, 2015

Every sales leader is told, “buy this sales enablement tool – it will help you so much.” It is true that never before have we had access to technology, metrics, and science to assist us in doing our sales roles better than ever. But sometimes these tools hinder our success. Increase Opportunities.

Sales Enablement 120

Sales Enablement Merkle Tools Ideal Customer Profile 120

The Sales Hunter

APRIL 19, 2013

I can’t be in a classroom without sharing with them my list of recommendations for sources to help someone become a sales leader. The opportunities that are presented to us are huge, yet too many times we are clueless about them. Copyright 2013, Mark Hunter “The Sales Hunter.” Internet: www.WSJ.com.

Sales Leadership 199

Sales Leadership Tools Journal Selling Skills 199

SBI Growth

OCTOBER 25, 2012

42% is the average amount of time a sales person spends engaging with a customer. We all know improving selling time should increase sales. And what is the value I should receive by actually improving a sales person’s selling time in front of a customer? As a Sales VP, you need to understand how to get back more time.

Hiring 310

Hiring Travel Territories Face-to-face 310

No More Cold Calling

APRIL 26, 2021

I wrote that in 2013, back when virtual sales meetings weren’t the only option. We’ve had to make do with virtual sales meetings, and that has affected many B2B sales pros’ ability to access new customers and to make real-world connections. The Problem with Virtual Sales Meetings. But not referral sellers.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

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. LinkedIn has become a “cool” tool.

Face-to-face 132

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

Score More Sales

MARCH 26, 2013

Mid-sized companies need better tools to help understand what customers need and want. Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities. How could you not lose extremely valuable information about potential sales opportunities this way?

CRM 235

CRM Guidelines Data Compensation 235

SBI

DECEMBER 11, 2012

Do you want to accomplish more in 2013? If you want 2013 to be better–in whatever way you define that to be–you will need to take charge of change. There are lots of sales tools to help you. There are lots of sales tools! We’ll each be recommending 6 sales tools for B2B sellers.

Webinar Metrics 125

Webinar Metrics Guarantee Referrals Sales Tools 125

Understanding the Sales Force

MAY 5, 2014

Understanding the Sales Force by Dave Kurlan During the past 9 years I have written the occasional Top 5, Top 10 and Top 20 Articles and we have now put them into a series of their own. In no particular order they are: Top 10 Sales Competencies. Top 10 Sales Management Functions. 10 Sales Coaching Examples.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

HeavyHitter Sales

FEBRUARY 23, 2013

I’ve had the privilege to work with and study hundreds of companies and their sales organizations. Based upon my experience, here’s my list of the best companies to sell for in 2013. While it includes companies than range from start-ups to billions in sales, all of these businesses share three common qualities. Other Steve W.

Company 152

Company Analytics Enterprise Enterprise 152

SBI

DECEMBER 18, 2013

Top Sales World just held their annual ceremony for the Top Sales and Marketing Awards. You can tell they truly enjoy the opportunity to recognize people, resources and tools that advance our industry in one way or another. It’s truly an exciting time for those in the marketing and sales profession.

Quota 135

Quota CRM SAP Forecasting 135

SBI Growth

JANUARY 2, 2013

Another year has gone by, and you fell short on your sales number. But you can excel in 2013 because of your shortcomings in 2012. And with these answers come chances for improvement in 2013. Talent Assessment of Sales Leadership and Sales Reps. Talent Assessment of Sales Leadership and Sales Reps.

Lead Rank 267

Lead Rank Lead Scoring Sales Qualified Lead Lead Gen 267

Fill the Funnel

JULY 2, 2013

They are typically first to adapt, quick to move into new areas of opportunity, and easily move away from activities that do not produce results. Small business owners have learned the power of web tools. 1 Biggest change in how you do business today – use, or use more, online marketing tools. Online Surveys (158% growth).

Small Business 124

Small Business Small Business Tools Social Media 124

Score More Sales

MARCH 18, 2014

Today, I''m pleased to share the amazing topper donated by Jonathan Farrington of Top Sales World. The big change now is the tools and technology. Sellers and sales organizations, like most everyone, often see change as hard. 10 tools and technologies to be most helpful. Increase Opportunities. Close More Deals.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

Understanding the Sales Force

SEPTEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined. There are categories of sales tools and CRM applications where none existed a few years ago.

Sales Management 288

Sales Management Hiring Compensation Trends 288

SBI Growth

SEPTEMBER 16, 2013

Your efforts this month and next will help to solidify your sales success. Recently we trained a team of 50+ sales reps from a B2B enterprise company. Picture this: we opened the presentation with this question: “Are you going to make your 2013 revenue number?” 5 Keys to Closing Strong in 2013.

Pipeline 306

Pipeline ACT Competition Top of Funnel 306

Score More Sales

OCTOBER 18, 2013

If you could wave a magic wand and make improvements for keeping track of your business contacts, their social activity, and your current and past sales opportunities, what would you change or fix? In other words, does your contact management tool bring in the social profile and activity on social for each of your contacts?

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

SBI Growth

SEPTEMBER 14, 2012

For HR leaders, a recent Harvard Business Review blog post provides a stark reminder of the difficult challenge of supporting Sales leaders in recruiting top talent. The most common mistake is failing to look at the job opportunity through the eyes of the candidate. Begin today with the ideas and free tools offered in this post.

Sales Talent 312

Sales Talent Territories Compensation Quota 312

Score More Sales

FEBRUARY 10, 2014

Recently a panel discussed 9 of the top sales myths in business-to-business selling. I had the honor and pleasure of being a panelist, along with two of my favorite sales and marketing experts, Nancy Nardin of Smart Selling Tools and Matt Heinz of Heinz Marketing. It will keep me looking to bust some more sales myths.

B2B 240

B2B Hiring Webinar Metrics Lead Rank 240

Your Sales Management Guru

OCTOBER 1, 2012

Preparing for 2013. Last week I had the opportunity to participate in another conference (14th of the year), they are always great times when you can hear other speakers, learn new ideas and meet new people. I thought I might simply highlight a few points from both sessions since there are pertinent for everyone as we move into 2013.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

The ROI Guy

OCTOBER 29, 2012

As a solution provider, the lengthening decision cycle can be frustrating and costly to you, as deals stall and critical sales revenue is delayed. The reasons provided most often for the sales cycle lengthening: more financial scrutiny on each proposal and more stakeholders involved in each decision. justifying proposed gain Why You?

Sales Cycle 72

Sales Cycle Decision Maker Proposal Buying Cycle 72

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. Over the last 12 months we: Surveyed over 10,000 sales representatives. Surveyed over 4,500 sales managers. If not, you will soon.

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation 276

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities. Social Selling training budgets increased 48% in 2013.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

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. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips in selling.

Webinar Metrics 212

Webinar Metrics Lead Rank Lead Scoring Outbound 212

Score More Sales

AUGUST 26, 2013

Last week at Inbound 2013 I had the pleasure to meet up with Kyle Porter, CEO and Founder of SalesLoft. What I love about SalesLoft is that they are solely focused on helping those of us on the front line of sales prospecting. Feedback on tools (as a comment on the blog) is extremely helpful to others. Transcript of the Video.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

Score More Sales

DECEMBER 2, 2013

Sometimes in sales you just need to start over with your messaging. Even the craftiest sellers must re-word and re-tool their messaging as time goes on. The most successful people in your company and industry are doing and saying things that are creating sales opportunities. Top Ten Tips for Voicemail Success in Sales.

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Call-back 230

Hubspot Sales

MAY 6, 2024

Your favorite graphic design software or AI tool may just be a unicorn startup dazzling in plain sight. Since the term‘s inception in 2013, they’ve attracted immense attention and praise; there's even a reality television show called Unicorn Hunters that capitalizes on this public fascination. Rivian , an electric vehicle manufacturer.

Data 76

Data Scale Hubspot Social Media 76

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. That’s a significant opportunity. However, just as technology has evolved, so has the customer’s sales approach. Artificial Intelligence Is Here – Embrace It.

Marketing 209

Marketing Webinar Metrics Software Software 209