SBI Growth

JULY 25, 2013

Have you started thinking about 2014? Want to know what your peers are planning for in 2014? If you cannot run effective campaigns, you will be hard-pressed to generate leads for the sales force. Lead Management – Someone who form-fills isn’t a sales-ready lead. They are responsible for researching your buyers.

Outsourcing Services 257

Outsourcing Services Lead Rank Buyer Persona Lead Scoring 257

Zoominfo

SEPTEMBER 22, 2023

At its core, intent data helps marketing and sales teams identify the companies and individuals most likely to make a purchase, especially in the near future. The more up-to-date information you can see on your future customers, the better equipped you’ll be throughout the entire sales process, which is why we focus on real-time intent.

Intent Data 130

Intent Data Buyer Intent Intent Data 130

Score More Sales

DECEMBER 16, 2013

Because buyers buy differently than they used to, smart sellers are now thinking about how they are viewed online and in various virtual ways. Various studies of buyer behavior show now that buyers are much further along their buying process when they engage with potential vendors. Build Sales with these LinkedIn Resources.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

Sales and Marketing Management

NOVEMBER 9, 2014

Issue Date: 2014-11-10. Teaser: Selling to today’s empowered buyers is demanding. Sales stars are able to clearly articulate what hell looks like without your product because they know before they can close the value gap for your product, they first have to open it. Selling to today’s empowered buyers is demanding.

Buyer 297

Buyer Closing Sales 297

SBI Growth

DECEMBER 2, 2013

Download the 2014 B2B Demand Generation Planning template here to get started. This research includes accurate buyer personas and buyer process maps. When you apply this approach to affiliates, partners or your sales channel the same concepts apply. Supports the constantly changing buyer.

Demand Generation 310

Demand Generation Demand Generation Targets Marketing Buyer Persona 310

SBI Growth

SEPTEMBER 6, 2013

Sales ops executives are charged with improving sales effectiveness and efficiency. Your goal is to best enable sales. But is that the same as enabling the buyer to buy? Buyers don’t care about how your organization wants to sell. Look across the spectrum of Sales Operations. Review your Sales Process.

Buyer 288

Buyer Telemarketing Cold Calling Buyer Persona 288

The Pipeline

DECEMBER 30, 2013

First an endless barrage of meaningless awards shows meant to squeeze the last bit of sales out of last year’s products. And an even greater number of post and articles telling you all the things you should do in 2014, most of which are retreads of things they advised you to do in 2013. So in 2014 Stop.

Face-to-face 276

Face-to-face Commission Objections Follow-up 276

The Pipeline

JANUARY 2, 2014

As the first post of the years, I thought I would set the tone for the blog and hopefully sales in 2014. Let’s start by setting straight some unadulterated s**t that has made its way into main stream sales over the last few years. A cute marketing term that elevated the noise created by Sales 2.0, Big difference.

Demand Generation 295

Demand Generation Demand Generation Targets Sales Cycle Comparison 295

SBI Growth

NOVEMBER 21, 2013

Sales gets off to a fast start at the beginning of the year. Come Q4, that lead has evaporated and now sales is threatening to miss the number. Your sales leaders will frantically try every trick in the book. The victims here are your potential customers who have to deal with a barrage of sales tactics. Best Practices.

Decision Maker 320

Decision Maker Maximizer Buying Cycle Top of Funnel 320

SBI Growth

OCTOBER 14, 2013

SBI’s content marketing offering has helped companies produce the content that buyers seek. It engages them and pulls them through the buyers journey. It utilizes personnel from Sales, Marketing, Product Development and other parts of the organization. You will be working with Sales to conduct buyer research.

Demand Generation Agencies 316

Demand Generation Agencies Marketing How To Face-to-face 316

No More Cold Calling

OCTOBER 28, 2014

He asked if we’re all connected to our customers and explained how doing so helps sales professionals engage and build one-on-one relationships with buyers. My Greatest Learning Nuggets Dreamforce is not a sales conference. However, this year there was a sales track. Marc also spoke about the imperative to connect.

Nonprofit 289

Nonprofit Hiring Conference Small Business 289

SBI Growth

OCTOBER 3, 2013

Planning for 2014 requires a fresh look at the metrics that will determine success. Similarly, sales reps and managers require a new set of capabilities. Sales Operations must transform its reporting to track these key capabilities. They are all leading indicators that can help you forecast success in 2014. Social Reach.

Top of Funnel 326

Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

Pointclear

MAY 7, 2013

In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. This innovation helps leading companies gain better understanding of their buyers, leading to improved lead generation and revenue performance. Understand the Buyer''s Backstory. Study Lead Behavior.

Buyer 189

Buyer Buyer Persona Buying Cycle Sales Qualified Lead 189

A Sales Guy

DECEMBER 3, 2013

Last year I predicted that 2013 would be the year of hiring, that sales people would be on the move, freed from the downturn in the economy and feeling safe, I predicted sales people would start looking for new opportunities. I saw a lot of organizations trim their dead weight and build new and improved sales organizations.

Strategy 115

Strategy InsideView Hiring Social Media 115

SBI Growth

OCTOBER 10, 2013

Let’s recap the time you have sucked out of the sales rep’s day. The goal is improved efficiency and sales rep effectiveness. You’re trying to help but you’re killing the sales teams’ selling time in the process. And you wonder why the sales team is a reluctant participant in the new initiatives. So What’s the Solution?

Decision Maker 320

Decision Maker Buyer Persona Trends Buyer 320

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.

Marketing 335

Marketing Top of Funnel Decision Maker Infusion 335

SBI Growth

MAY 17, 2014

Over 60% of sales leaders who trail through Q2 don’t make the number. Buyer Persona Account Management 2014 planning Sales Manager Sales Manager Resources' You missed the Q1 number and Q2 isn’t looking too good. You’re worried. And you should be.

Buyer Persona 275

Buyer Persona Opportunity Resources Buyer 275

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. We will use Sales Leader’s Q4 Critical Path Guide. Your Talent — How to improve your sales manager’s performance. The buyers are busy.

Territories 308

Territories Compensation Buyer Google 308

Score More Sales

MAY 15, 2014

I had a chance to catch up with best-selling author and modern marketing expert Jay Baer who has been the host of the IBM Smarter Commerce Global Summit 2014 Tampa this week. LR: Do you believe sales professionals can be online influencers, or is that role better for the face of a company – a C level leader? (in

Buyer 200

Buyer Lead Rank Lead Scoring B2C 200

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. Self-Directed Buyers are the New Reality.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

Sales and Marketing Management

JANUARY 26, 2014

Issue Date: 2014-01-27. Author: Lisa Clark, Vice President of Marketing. Teaser: Reps may arrive at a call ready to disseminate rote information instead of solve problems that win deals. Brain science research at Harvard shows how managers can equip reps for value added conversations that can win deals.

Buyer 235

Buyer How To Research Conversion 235

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?

Territories 300

Territories Scale Guidelines Groups 300

Sales and Marketing Management

JULY 22, 2014

Issue Date: 2014-07-23. Teaser: SnapRetail, a marketing automation solution provider for independent store owners, struggled with what many companies face – a sales and marketing disconnect. Read about the fix. Read about the fix. read more'

Case Study 250

Case Study Study Lead Nurturing Face-to-face 250

Sales 2.0

JULY 8, 2022

Meanwhile most high tech companies accept this level of productivity in their sales departments. It can be a critical step in filling your sales pipeline with great opportunities. Sometimes that need is something your product can address and hence a sales opportunity is created. Do you know how you help?

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

SBI Growth

AUGUST 24, 2013

Your Reach on LinkedIn will be one of your best sales assets in 2014. These numbers leave little room for doubt: More referrals = more qualified opportunities = more sales. These numbers leave little room for doubt: More referrals = more qualified opportunities = more sales. Is one of your buyer personas a CEO?

LinkedIn 310

LinkedIn Buyer Persona Referrals Networking 310

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

Tenfold

AUGUST 30, 2017

Information in today’s digital milieu has always been a double edged sword for sales and marketing. Information comes from your sales team, your website and your press releases. What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. B2B Buyer Behavior.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

SBI Growth

OCTOBER 2, 2013

We get requests to explain how sales reps use social to generate revenue. It seems all the focus is on your sales reps. But how does a Sales VP use social selling? How are you planning for Social in 2014? Your use of Social Selling will determine if you make the number in 2014. And it should. This will result in 3.6x

Case Study 319

Case Study Social Selling Study Decision Maker 319

SBI Growth

AUGUST 28, 2013

I spent last week at a Sales Management training event with a client. Talent development is a key differentiator heading into 2014. This client is positioning itself to cater to the New Buyer. As a Sales Operations leader, you must be allocating the right resources to training. Demand Sales Force Automation adoption.

Training 300

Training Sales Management Hiring Social Selling 300

Customer Centric Selling

DECEMBER 26, 2013

Sales Training Article: 2014 Resolutions. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Danilo Rizzuti at FreeDigitalPhotos.net 2013 winds down, people think about prospects for the New Year. As with most recent years, it has been a good year for buyers (lookers?)

Collateral 55

Collateral Negotiation Proposal Vendor 55

SBI Growth

SEPTEMBER 28, 2013

As a leader of the organization why not live where your buyers live? Get your copy by siging up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute ". Leverage your network to help the organization make the number in 2014. Address your buyer’s questions in your profile.

Decision Maker 328

Decision Maker How To Ideal Customer Profile Social Media 328

Sales and Marketing Management

FEBRUARY 11, 2014

Issue Date: 2014-01-01. Executive buyers value business and industry insight up to four times more than traditional relationship and product knowledge from their salespeople. Have you changed anything to make sure your sales team is ready to talk the new talk with executive buyers? Author: Tim Riesterer. read more'

Decision Maker 227

Decision Maker Conversion Buyer Industry 227

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 and Marketing Management

OCTOBER 27, 2014

Issue Date: 2014-10-27. Teaser: In an era when statistics show that as much as 60% of a purchasing decision has been made before companies even realize that a buyer is a prospect, are salespeople even relevant? Author: Amit Khanna, President of Small and Medium Business, SalesGenie. read more'

SalesGenie 280

SalesGenie Marketing Buyer Prospecting 280

SBI Growth

SEPTEMBER 20, 2013

The top sales executive in every organization faces the same problem: spin. 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.” Sales Rep Survey. Sales Management Survey. Customer Interviews.

Hiring 310

Hiring How To Face-to-face Survey 310

One of a Kind Sales

AUGUST 17, 2021

You have probably heard the popular statistic that 70% of the buyer’s journey is complete before a buyer even reaches out to a company or sales rep. And have read that 95% of B2B buyers research companies online before making purchases (that was in 2014 – my guess is that has only gone up!)

Social Media 93

Social Media How To B2B Buyer 93

SBI Growth

NOVEMBER 20, 2013

A few years ago, I interviewed Brent for a B2B sales rep job. This post is for HR and Sales Leaders who are seeking to hire the next Brent. It’s also for those who aspire to become top sales reps. This post includes a link to a valuable tool – the Top Sales Rep''s Satisfaction Index. Brent was clearly an “A” player.

Hiring 314

Hiring Social Media Compensation Buyer Persona 314