Score More Sales

DECEMBER 27, 2013

In the first two posts in this series we talked about gaining visibility to grow sales as well as putting a plan in place. The pros – being in a clear space so that you can focus on “net new” sales will far outweigh the chore of getting stacks of papers scanned and organized digitally. Now how are you going to make this happen?

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Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

Understanding the Sales Force

MAY 1, 2014

Understanding the Sales Force by Dave Kurlan It''s a big problem with many of the sales blogs you read. One-person sales consulting firms, self-appointed experts, telling, but not doing, what they say. The rest of you should be doing the following at least on an annual basis: Evaluate your sales force.

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Hiring Webinar Metrics Channels Policies 218

The Sales Hunter

MARCH 6, 2014

Today it’s all about building a network with tools such as LinkedIn. If you want to use LinkedIn as a prospecting tool, that’s fine but do it right. Copyright 2014, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. This is why I say LinkedIn stinks.

LinkedIn 221

LinkedIn Tools Prospecting Licensing 221

SBI Growth

JULY 21, 2013

The sales field is suffering. Sales forces lack buyer-centered tools for success. When will Sales catch up with Marketing? Sales field alignment with the modern day buyer requires more than lip service. This blog is focused on the transformation of Sales to incorporate buyer-centered tools.

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Marketing Top of Funnel Decision Maker Infusion 335

SBI Growth

JANUARY 5, 2014

In this post I want to recommend three ideas to raise your game in 2014. Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. Every sales manager is time starved. Every sales manager is time starved. POST-SALES SUPPORT. Most don’t.

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Sales Management Face-to-face Decision Maker Travel 310

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. Your thoughts should now turn to 2014. I speak with many VP Sales who say the same thing every year: “We have some underperformers that are killing us.” Before you really make any decisions, start with these questions: What are my key strategic initiatives for 2014?

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Territories Scale Guidelines Groups 300

SBI Growth

OCTOBER 25, 2013

When you assess the performance of your sales leader, perhaps you’re feeling let down. As you plan for next year, you have two options: Pull the Plug – Fire your sales leader and find someone else. As you plan for next year, you have two options: Pull the Plug – Fire your sales leader and find someone else. He works hard.

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Hiring How To eBook Follow-up 303

Customer Centric Selling

SEPTEMBER 20, 2013

Sales Training Article: Top Sales Tool for 2014. By John Kearney, Sales Benchmark Index (SBI) Image courtesy of FrameAngel at FreeDigitalPhotos.net As a Sales Operations leader, you have 3 major challenges heading into 2014. This tool has been around for a few years now.

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Sales Tools Tools Training Collateral 45

Understanding the Sales Force

JULY 24, 2014

Understanding the Sales Force by Dave Kurlan The Salesforce Blog published a new article of mine today - Read How to Create Perfect Sales Conditions. It''s really an article about how to use tools and efficiency to increase your focus and sales. Talk about a tool that helps you to be efficient!

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Hubspot Inbound SalesForce Video 221

SBI Growth

NOVEMBER 4, 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 ? How should I be preparing to Make the Number in 2014 ? Sales Kick-Off is right around the corner – what am I going to do? I recommend you read it and download the tool. SKO is on the horizon.

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Hiring Buyer Persona ROI Follow-up 296

Partners in Excellence

DECEMBER 11, 2014

Sales Enablement tools are Hot! Developing and offering sales enablement tools is a multibillion dollar industry. It seems every week I get at least one email of a tool that is intended to help improve the effectiveness of sales people, managers, or anyone involved in sales.

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Sales Enablement Tools Hiring Scale 97

SBI Growth

OCTOBER 12, 2013

Most companies are in the heart of their planning process for 2014. Has your Sales Ops planning kept up with the new realities? Today’s post provides recommendations for revising your approach for 2014. By doing so, you''ll also get the Sales Ops Planning Evolution Guide. As a Sales Ops leader, this is up to you.

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Buyer Persona Territories Compensation Buyer 310

Score More Sales

DECEMBER 11, 2014

How are B2B sales leaders planning for their teams in 2015? Top 20 sales experts weigh in on this, including me. I was pleased to be a part of this e-book (download here) created by Velocify which addresses a number of issues that are on the minds of sales leaders everywhere. We will improve messaging and be buyer-focused.

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B2B Twitter Inside Sales LinkedIn 241

Score More Sales

NOVEMBER 6, 2014

There is no argument among sales leaders that finding, hiring, and retaining good sales reps is the biggest challenge in leading an organization to higher profits. But how to hire the right sales reps? Now, many tools will help you through assessments and there are books available to help walk newer managers through this.

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Hiring How To Lead Rank Lead Scoring 229

Understanding the Sales Force

SEPTEMBER 2, 2014

Understanding the Sales Force by Dave Kurlan. As part of getting the work done, you deleted as many emails as you could where a reply wasn''t required and visited fewer websites and Blogs. As part of getting the work done, you deleted as many emails as you could where a reply wasn''t required and visited fewer websites and Blogs.

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Social Selling Inbound Google Video 243

SBI Growth

OCTOBER 19, 2013

This is a major weakness heading into 2014. The specialist roles involved in executing world class B2B marketing in 2014 is complex. Moving into 2014 with a vacuum in this capability is Death. Corporate Hideout – Don’t see value in spending time in the field with the sales force. CMO Success in 2014.

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Demand Generation Agencies Outsourcing Services Demand Generation Demand Generation Targets 321

SBI Growth

SEPTEMBER 29, 2013

In my previous blog, I wrote about obtaining LinkedIn referrals. That’s where this blog comes in. Social debt is one of the most powerful tools to obtaining new referrals. In this blog, I will cover 5 different ways that you can create social debt. Follow these tips and you’ll be swimming in referrals for 2014.

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LinkedIn Referrals How To Webinar Metrics 300

Zoominfo

OCTOBER 31, 2018

Influencers, on the other hand, aren’t looking to make a sale through the interactions with their fan base. Increase sales and customer retention. In 2014 these two brands enlisted the help of 40 influencers from renowned brands such as LinkedIn, MarketingProfs, and Facebook, to promote the 2014 Content Marketing World Conference.

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Influencer Marketing Hubspot B2B 153

SBI Growth

NOVEMBER 2, 2013

That this is how the new buyer wants to buy before talking to our sales reps. Internal writing will produce quality content the sales rep needs to sell when they are not present. Not only will you receive access to this great tool for free, you will get: Unlimited access to sales & marketing tools used by top organization.

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Lead Rank Lead Scoring Airlines How To 312

SBI Growth

AUGUST 19, 2013

As a Sales Operations leader, your success depends on getting change initiatives to stick. Register for SBI’s 7 th Annual Research Study “How to Make Your Number in 2014” and find out. Our research shows you the essential changes needed to make the number in 2014. Change initiatives in Sales Operations take many forms.

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Ideal Customer Profile Construction Follow-up Sales Operations 257

Sales 2.0

OCTOBER 22, 2014

Now he’s got a new book focused on sales , The New Rules of Sales and Service. A couple of weeks ago I went to the 2014 version of Inbound with about 10,000 other people and was thrilled to not only attend David’s talk but get him to do an interview about his new book and his thoughts on social selling. Sound familiar?

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Lead Rank Cold Calling Lead Scoring CRM 300

SBI

MAY 6, 2014

You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. See which tools we chose for: Contract Management and eSigning. Sales & Marketing Content. Sales Enablement.

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Sales Tools Tools Revenue InsideSales 57

Understanding the Sales Force

AUGUST 18, 2015

Sales Process isn't even the only thing that inbound marketers say is dead. Let's start with my recent Google search for "Sales Process is Dead." One article was written by a sales expert discussing the concept of following the buyer's purchasing process. But the key word here is tools. Tools don't replace selling.

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Inbound Inside Sales Sales Process Top of Funnel 120

SBI Growth

JUNE 30, 2013

In B2B sales, activity leads to results. The correct time to add sales people is when business is soft. More sales people means more sales calls. This means your sales force will be in more deals. You reduce the number of sales reps to cut costs. This tool will save you a ton of time. Layered content.

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Hiring Oracle Lead Rank Lead Scoring 308

SBI Growth

JULY 23, 2013

Sales Operations leaders have seen the power of Social Selling. Sales cycles that begin with an online referral are closing more rapidly. Corporate Communications sees inherent risk in mobilizing a social sales force. Implementing a successful sales transformation. A social sales organization could have prevented this.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

SBI

MAY 6, 2014

You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. See which tools we chose for: Contract Management and eSigning. Sales & Marketing Content. Sales Enablement.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

Score More Sales

SEPTEMBER 30, 2014

There is no question that the ease of collaboration in 2014 and 2015 is helping businesses and making better use of everyone’s time. From a sales tools perspective, I have seen productivity gains as well as losses. It seems that there are so many tools to help professional sellers and marketers. Productivity Increases.

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Real Estate Compensation Vendor Intent 249

Customer Centric Selling

OCTOBER 28, 2013

Sales Training Article: How Realistic Is Your 2014 Sales Quota? By Joel McCabe, Sales Benchmark Index (SBI) Image courtesy of Stuart Miles at FreeDigitalPhotos.net. My last blog discussed how to Make it Rain in Q4 and close the year strong. Many sales reps are forced to accept a quota that is neither.

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Quota Training Analysis Research 45

Customer Centric Selling

AUGUST 2, 2013

Sales Training Article: Is Your Team Ready for 2014? By George de los Reyes, Sales Benchmark Index (SBI) Image courtesy of Danilo Rizzuti at FreeDigitalPhotos.net Have you started thinking about 2014? Want to know what your peers are planning for in 2014? Attendees well receive an Overachievers Tool Kit.

Outsourcing Services 45

Outsourcing Services Training Lead Rank Buyer Persona 45

SBI

MAY 7, 2014

You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. See which tools we chose for: Contract Management and eSigning. Sales & Marketing Content. InsideSales.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

The Sales Hunter

NOVEMBER 19, 2013

If you can’t raise your level of sales effectiveness by at least 15%, you’ll wind up losing ground to the competition. You must find ways to streamline your sales process. The entire sales process is going to continue to shrink in regard to the level of time it takes to complete the sale.

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Motivation Loyalty Selling Skills Engineering 225

Zoominfo

APRIL 16, 2018

If you’re one of the few sales professionals who’s never heard of Keenan the Sales Guy, here’s a little introduction. Keenan is the self-described CEO/President and Chief Antagonist of A Sales Guy Inc. With more than 20 years of sales experience, Keenan has influenced, learned, and shaped the world of sales.

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Journal Case Study Influencer Sports 171

SBI Growth

AUGUST 6, 2013

However, the tremendous hype on what marketing can do for sales is falling short. The answer is your sales team. 57% of B2B the buyer’s journey happens before your sales rep gets engaged. Give your team the tools to become “Social Sellers”. This article will explore getting your sales team engaged in social selling.

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LinkedIn How To Social Selling Social Media 306

SBI Growth

SEPTEMBER 11, 2013

Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. My last two blogs covered Step #1: LinkedIn Profiles and Step #2: LinkedIn Reach. Today we’ll address step #3 of the LinkedIn sales process. NOTE: Due to the importance of this step, I’ll dedicate my next blog to this topic. Hands down.

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Referrals LinkedIn Social Selling Cold Calling 331

Score More Sales

DECEMBER 18, 2014

So says the study done by The Hartford, in September of this year, called the 2014 Midsize Business Monitor. The businesses who participated all have annual sales revenues between $10M and $1B. 85% of these companies hired employees in 2014 with 40% of those who replied saying they hired fewer than desired this past year.

Hiring 198

Hiring Wireless Policies Travel 198

The Sales Hunter

JANUARY 31, 2014

While packing up after conducting a sales training program recently, I found myself talking with one of the participants. Despite what I thought, he was concerned and wanted to know how he could tell if he was making the right decision to be in the sales industry. Short-term success in sales is not that difficult.

Motivation 216

Motivation Selling Skills Industry Training 216

Fill the Funnel

DECEMBER 8, 2014

When I created Fill the Funnel over eight years ago, I shared a powerful tool called Jigsaw to discover contact names, email addresses and direct phone numbers for those that met my specific criteria using Geography, industry, company size, title and more. Jigsaw was a game-changer for sales professionals. Here is the catch.

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Jigsaw Top of Funnel Licensing Influencer 115