SBI Growth

OCTOBER 29, 2013

There is nothing more stressful than Q4 for a VP of Sales. Couple that with preparing for 2014 and you are maxed out. Schedule a review of your 2014 plan at your office here. You are strategizing with Sales Managers and reps. How You Avoid Losing the 2014 Battle. The buyers are busy.

Territories 308

Territories Compensation Buyer Google 308

Sales Training Connection

JUNE 4, 2014

Sales Managers. If you want to get better at management a good first step is – stop annoying you staff. People complain about their managers regardless of their position inside the organization or the type of business all the time. This good idea also holds true for sales managers.

Sales Management 123

Sales Management Face-to-face Pivotal Sales Leadership 123

Customer Centric Selling

JULY 2, 2014

Sales Tips: How to Boost the Remainder of Your 2014. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Early in my sales management career, I was astounded by how hopeful salespeople were that had achieved 35% of their annual quota going into the fourth quarter.

Face-to-face 69

Face-to-face Negotiation Proposal Pipeline 69

SBI Growth

AUGUST 13, 2013

Remaining effective as a sales force means continuous improvement. This might be a new buyer-aligned sales process. Or sales recruiting to staff a new go-to-market channel. Whatever the Sales Force Effectiveness (SFE) improvement, it will require funds to get it implemented. Or a redesigned compensation plan.

Hiring 288

Hiring Incentives Incentive Benefit 288

Sales 2.0

OCTOBER 22, 2014

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. David’s answer is sales people have 3 choices: (1) Don’t do anything. They were once top sales people.

Lead Rank 300

Lead Rank Cold Calling Lead Scoring CRM 300

SBI Growth

AUGUST 23, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Learn why a customized sales process is the ultimate competitive advantage. Not Just a Regular Sales Process. The problem with a regular sales process is that it is misaligned with the buyer.

Top of Funnel 276

Top of Funnel Competition Buyer Sales Methodology 276

SBI Growth

SEPTEMBER 20, 2013

Learning the truth is critical for your sales strategy. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn what SBI’s Discovery says about what top organizations will do differently in 2014. Sales Rep Survey. Sales Management Survey.

Hiring 310

Hiring How To Face-to-face Survey 310

SBI Growth

NOVEMBER 16, 2013

You are finalizing plans for 2014. Many of the answers to a sales leader’s execution problems are in the market. You spend time with one of your ‘A’ player managers and say “if only everybody executed like that?” No Coaching—If you don’t have sales management coaching and reinforcing the process, execution fails.

Hiring 308

Hiring Call-back Face-to-face Buyer 308

SBI Growth

AUGUST 10, 2013

Almost overnight, buyers stopped responding. Her sales manager knew her potential and sent her to a weeklong sales training. Buyers had decided on the benefits they wanted before a sales call. Product pitches centered on the new cool features are not resonating with buyers. Does this ring a bell?

Training 293

Training Top of Funnel Hiring Hotels 293

No More Cold Calling

OCTOBER 30, 2014

With just a couple months left in 2014, there is still time to step up your selling, meet your quota, and develop a strong pipeline filled with referral-based prospects for the New Year. Yet far too many sales pros are still doing it, usually because their sales managers demand it. It’s not hard, but it will take work.

Referrals 276

Referrals Cold Calling Ideal Customer Profile Networking 276

SBI Growth

AUGUST 27, 2013

Register now for our How to Make Your Number in 2014 : A Sales Strategy You Execute. Recognize the deals that are moving faster than the buyer moving. Specific Seller actions that can get the buyer to take action. As a VP, you have various training options with your reps to generate sales.

Closing 306

Closing Pipeline Buyer Call-back 306

Keith Rosen

JULY 14, 2014

Selling Power Features Keith Rosen’s company, Profit Builders on the 2014 Top 20 Sales Training Companies List. Profit Builders is honored to announce that on June 18, 2014 they were included on the 2014 list of the Top 20 Sales Training Companies that excel in helping sales leaders improve the performance of their sales teams.

Coaching 112

Coaching Training Company Social Media 112

SBI Growth

JANUARY 1, 2014

Every year, a Sales Enablement leader is faced with the same problem. Ramping new sales reps. Make a change in 2014. Buyer personas: You have unique individuals and roles that you sell to. Teach your new sales reps who these individuals are and what’s important to them. Step 4: Sales Manager Accountability.

Training 282

Training Buyer Persona Hiring How To 282

No More Cold Calling

OCTOBER 9, 2014

Imagine the richer sales conversations he could have had. We Should Be Smarter Than Our Buyers Salespeople must do exacting research. It’s our job as smart, strategic sales pros to deliver value—real value—and we can only do that if we’ve invested time in researching our prospects. Because Buyer 2.0

Cold Calling 280

Cold Calling Small Business Small Business Call-back 280

SBI Growth

AUGUST 4, 2013

Converting to Agile Performance Reviews will help you Make the Number in 2014. Unfortunately, none of these apply to a modern sales organization. Meanwhile, Agile is spreading everywhere in Sales - to onboarding , sales management, and sales training. Persona and Buyer Process Map skills.

Territories 282

Territories Lead Rank Lead Scoring Demand Generation Targets 282

Your Sales Management Guru

MARCH 24, 2015

The 10 Traits Buyers Seek in Sales Superstars. Most sales training courses emphasize the importance of addressing the customer’s needs. Those discussions are critical for making sales. Our research indicates that, from the buyer’s point of view, the best salespeople: 1. Make the buyer a hero.

Buyer 40

Buyer Journal ROI Training 40

Pointclear

MAY 5, 2017

Now there is a rush for software and computers to reason (yes, that is the right word) and to take action for sales and marketing revenue increases by people or in a programmatic fashion. Sales managers must acknowledge that AI is going to make its way into the ways in which sales people work, prospect, and sell.

InsideSales 113

InsideSales Inside Sales Revenue Webinar Metrics 113

Pipeliner

MARCH 25, 2021

Sales most definitely have two sides, and this is also true of account management. In his 2014 book Zero to One , Peter Thiel wrote, “In the 1990s, the focus was on the product, and not on sales. Once the sales manager has spent these hours every week, they must come back the following week and do it all over again.

Account 98

Account Customer Lead Rank Lead Scoring 98

SBI Growth

SEPTEMBER 2, 2013

We write frequently about aligning your sales process to your ideal customer''s buying process. If you don’t do this, you’re mis-aligned with your buyers. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Team meetings are run by sales managers.

Sales Process 308

Sales Process Webinar Metrics Vendor Energy 308

SBI Growth

JUNE 30, 2013

Consider this: Buyers are buying differently today. You are hiring a new breed of rep and implementing a new sales methodology in response. The sales manager owns the process and is paid on average ramp time. Your 2014 quota is going up. You are going to need to hire new sales reps. You know this.

Hiring 308

Hiring Oracle Lead Rank Lead Scoring 308

No More Cold Calling

NOVEMBER 21, 2013

If so, you can forget about exceeding quota in 2014. Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28 Plus, check out the latest from No More Cold Calling: We’re Smarter Than Our Buyers.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Crunchbase

DECEMBER 6, 2021

Sales prospecting is the process a sales team goes through to find and connect with potential customers. The ultimate goal of prospecting is generating revenue by finding the right buyers. However, sales prospecting is not a single process. However, sales prospecting is not a single process. Total funding: $257.6

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Understanding the Sales Force

AUGUST 18, 2015

One article was written by a sales expert discussing the concept of following the buyer's purchasing process. OK, that's still a sales process and it has some validity if you have weak salespeople that sell to large companies where you can't impact or change anything relative to how they buy. Are Top Salespeople Challengers?

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

Customer Centric Selling

AUGUST 5, 2013

Sign up for SBI''s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Get involved in deals early - buyers are more informed and therefore feel more independent in the early stages. Bring the buyer value that isn''t related to your solution. What do I mean? Why do it now?)

Training 63

Training Sales Management Forecasting Coaching 63

Hubspot Sales

APRIL 6, 2020

They rely on manually-entered data to monitor the sales pipeline and coach their salespeople, and they run sales and marketing independently, creating a disjointed experience for buyers. In inbound sales — the modern methodology for sales teams — companies base their sales process on buyer actions.

Webinar Metrics 114

Webinar Metrics Strategy Hiring Hubspot 114

Your Sales Management Guru

OCTOBER 27, 2014

Emotion has always been a major element in the sales environment, buyers today are more risk adverse, salespeople are more cautious and less self confident and worse the relationships between buyers and sellers are caught up in cost vs value. What are your action steps to reduce fear and finish off 2014?

Decision Maker 84

Decision Maker Lead Rank Lead Scoring Vendor 84

Understanding the Sales Force

JULY 14, 2014

Unlike needs-based, buyer-journey, or pain-based approaches, the compelling reasons as to why a prospect would move their business to you, or buy this product, service or program in the first place, provides the salesperson with leverage. Image Copyright: sirikul / 123RF Stock Photo (c) Copyright 2014 Dave Kurlan'

Sales Process 243

Sales Process Sales Up-Sell Follow-up 243

Pointclear

NOVEMBER 16, 2017

The subtleties communicated in non-verbal ways help buyers and the sellers alike, and lead to satisfying, mutually beneficial professional experiences. The PointClear team would like to hear from you about your sales lead generation best practices.

Lead Generation 100

Lead Generation Lead Rank Lead Scoring PointClear 100

Sales Training Connection

MAY 7, 2014

Buyers today have more information available about the products they wish to purchase than ever before. This is one of the reasons why today buyers may be 50% through their buying cycle before they even contact selling organizations. Where possible the sales manager needs to help the sales rep manage and minimize these risks.

Sales Coaching 109

Sales Coaching Coaching Buying Cycle Commission 109

Sales Hacker

MARCH 1, 2019

Sales management needs to enable reps to do those things while being scientific about how reps’ time is spent, and hyper-focusing on effectiveness. In 2014, Manny co-founded Outreach in 2014. Mark is a transformational selling leader with twenty years in strategic sales and business development.

Scale 58

Scale Microsoft Marketo Commission 58

Miller Heiman Group

OCTOBER 17, 2019

The Challenger Sale—popularized in 2011 by the book of the same name—posits that consultative selling is dead. Instead, it recommends that sellers use friction to aggressively take control of buyer conversations and drive results. Through the sales process, sellers co-create value with their buyers.

Customer 51

Customer Face-to-face Scale Journal 51

Sales Training Connection

MAY 5, 2014

Here are some fundamentals for designing sales role-plays that will create an experience that will be well received by salespeople and sales managers – provide a platform for real behavior change. Realistic buyers. Realistic Buyers and Good Feedback. Who are these top sales performers? Good feedback.

Construction 117

Construction Training Groups Buyer 117

SBI

JUNE 4, 2014

Qstream’s analytics engine captures hundreds critical data points based on reps’ responses then instantly transforms them into actionable management insights, such as targeted coaching opportunities. This helps sales management to proactively manage and measure team strengths.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

Sales Training Connection

MAY 9, 2014

It is being used in areas such as coaching and pipeline management. How buyers buy has really changed. Sales training is needed today to help sales teams adapt their skill sets to meet the changing buying environment. Finally, everyone agrees sales coaching is a good idea, but it just isn’t done in a sustained way.

Trends 115

Trends Training Sales Coaching Coaching 115

SBI

JULY 29, 2014

Darren: Perenso has created a cloud based Field Sales Solution that helps companies with reps on the road sell more products whilst saving them money. It’s an easy to use product that doesn’t require too much IT involvement, so the Sales Department can run the whole solution themselves if required. Darren: Mobile, Mobile, Mobile.

Up-Sell 135

Up-Sell Closing Field Sales Revenue 135

Your Sales Management Guru

SEPTEMBER 15, 2014

Joanne continues… having a personal connection to prospects, understanding what our buyers want from us and delivering results are still the keys to success. The next sections go on to discuss Buyer 2.0 Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone.

Social Media 87

Social Media Up-Sell Networking Influencer 87

Bernadette McClelland

JANUARY 15, 2017

Today though, our buyers know more than us in many cases, and they now come to the table holding the cards. Risk aversion, political correctness and the fear of ‘being bought’ has driven a component of the changing behaviour of the buyer, making selling so much more complex. Terms of purchase have changed.

Telemarketing 150

Telemarketing Lead Rank Margin Retail 150