SBI Growth

JANUARY 1, 2014

Make a change in 2014. Step 2: Identify Training Needs and the Training Program. Your training program should incorporate different modalities, topics and methods. Training should be focused on helping your sales reps identify prospects and close deals. Training Methods: Role plays: Repetition leads to retention.

Training 282

Training Buyer Persona Hiring How To 282

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. What they often lack is permission, and proper training. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

Buyer 200

Buyer Lead Rank Lead Scoring B2C 200

SBI Growth

OCTOBER 29, 2013

Couple that with preparing for 2014 and you are maxed out. Schedule a review of your 2014 plan at your office here. To make matters worse, everybody in the planning sessions (finance, product, training, HR) has never made a number. How You Avoid Losing the 2014 Battle. In this report we heard from over 15,000 B2B buyers.

Territories 308

Territories Compensation Buyer Google 308

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

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? They are responsible for researching your buyers.

Outsourcing Services 45

Outsourcing Services Training Lead Rank Buyer Persona 45

SBI Growth

JULY 21, 2013

Sales forces lack buyer-centered tools for success. 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. CMO’s can help sales make the number in 2014. WANTED: CMO’s to Guide Sales to Make the Number in 2014.

Marketing 335

Marketing Top of Funnel Decision Maker Infusion 335

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. It has never been more necessary than it is heading into 2014.

Sales Tools 45

Sales Tools Tools Training Collateral 45

SBI Growth

OCTOBER 12, 2013

Most companies are in the heart of their planning process for 2014. Today’s post provides recommendations for revising your approach for 2014. Self-Directed Buyers are the New Reality. The average B2B buyer is 57% done with their purchase decision before sales engages. Get the sales team trained on how to sell socially.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 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. Train wrecks happen a month at a time. In some cases buyers may still be interested and otherwise dormant opportunities can be revived. Need some help to increase sales?

Face-to-face 69

Face-to-face Negotiation Proposal Pipeline 69

SBI Growth

OCTOBER 17, 2013

With 2014 on the horizon, new sales targets will soon be set. Your 2014 number will inform decisions about the makeup of your team next year. Discover the best way to make your 2014 number. Become world class and make your number in 2014. This will all create more productivity in 2014. Think about it this way.

Hiring 292

Hiring Follow-up Top of Funnel Analysis 292

Tenfold

AUGUST 30, 2017

What we often have to deal with is a highly-evolved B2B buyer, someone who’ve searched across several online platforms. So, it pays to ask: How do B2B buyers search for tech solutions and how can you ensure you’re there, at every stage of their buyer’s journey? B2B Buyer Behavior. The Digital Age Buyer’s Journey.

Outsourcing Services 79

Outsourcing Services Buyer B2B Lead Rank 79

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

NOVEMBER 4, 2013

How should I be preparing to Make the Number in 2014 ? As 2013 winds down, 2014 naturally ramps up. Schedule a review of your 2014 SKO at your office here. Instead, spend that time engaging reps with something that will pay dividends in 2014? For example: Discussion of a new buyer persona. SKO is on the horizon.

Hiring 296

Hiring Buyer Persona ROI Follow-up 296

Sales Training Connection

MAY 9, 2014

Jason Kanigan at Salestactics.org interviewed Richard about sales training trends earlier this week. Most companies have purchased some sales training – especially around basic selling skills. Sales training has changed over the last 20 years. Online training is becoming increasingly more prevalent.

Trends 115

Trends Training Sales Coaching Coaching 115

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." The problem with a regular sales process is that it is misaligned with the buyer. Today’s informed buyer is through 57% of the buyer’s journey before reaching out to your team. Result, he/she goes dark.

Top of Funnel 276

Top of Funnel Competition Buyer Sales Methodology 276

SBI Growth

AUGUST 13, 2013

This might be a new buyer-aligned sales process. Or training to add emerging practices to your sellers’ skill sets. To learn how other top companies fund initiatives, register for this event: How To Make Your Number in 2014: A Sales Strategy You Can Execute. A company wanted to implement a buyer-aligned sales process.

Hiring 288

Hiring Incentives Incentive Benefit 288

SBI Growth

DECEMBER 10, 2013

Your thoughts should now turn to 2014. Before you really make any decisions, start with these questions: What are my key strategic initiatives for 2014? Has my team evolved with the new buyer? It’s foolish to spend additional money on someone who will end up missing quota yet again in 2014. Do not take them to SKO.

Territories 300

Territories Scale Guidelines Groups 300

The ROI Guy

JUNE 4, 2014

The top challenges was not what most expected: Not the need for more leads, the ability for sales to find more content, new social selling skills, or more sales training. Instead, the study results revealed that the Value Gap is by far the top challenge, indicated by a whopping 71% of execs as their top issue for 2014.

Lead Rank 70

Lead Rank Lead Scoring Face-to-face ROI 70

SBI Growth

AUGUST 17, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Participate and learn what top companies are doing to make the number in 2014. Leverage customer interviews and win/loss analysis to build personas and buyer process maps. Are they trained, equipped and motivated?

Ideal Customer Profile 328

Ideal Customer Profile Hiring Lead Rank Analysis 328

SBI Growth

JULY 23, 2013

Your message is resonating with buyers earlier in their buying process. Sign up for the onsite session for your leadership team: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Understanding the drivers of Sales Force Effectiveness in 2014. Now, though, you’ve got a list of potential buyers to target.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

SBI Growth

AUGUST 27, 2013

There are certain trainings that can produce these results. 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. Too often we are not in sync with our buyer.

Closing 306

Closing Pipeline Buyer Call-back 306

SBI Growth

NOVEMBER 20, 2013

Read on and be better prepared to retain, hire (or become) a top sales rep in 2014. They ask questions about social media tools and training they can deploy in the new role. Access to New Buyers: Top sales reps continually seek to expand their connections. How will it satisfy a critical buyer need? Author: John Kenney.

Hiring 314

Hiring Social Media Compensation Buyer Persona 314

SBI Growth

DECEMBER 25, 2013

By the end of 2014, 60% of CMOs will have formal recruiting process for people with data skills. Only 20% of marketers will receive formal training on analytics and customer data management. Buyers are evolving their purchase practices faster than vendors are changing their marketing practices.

B2B 325

B2B Enterprise Enterprise Analytics 325

LeadFuze

JUNE 7, 2021

What are Sales Training Programs. Sales training programs are any type of formal or informal training that helps employees sell more effectively. The fast-paced, online, data-driven sales environment requires new sales training programs to empower the team. Why are Sales Training Programs Important.

Training 52

Training Hiring Trends Retention 52

SBI Growth

NOVEMBER 1, 2013

Video training modules are completed on a smartphone. Buyer behaviors have changed and top sales reps are steadily evolving. Development: How can your training programs help top performers? Next Steps: Prepare for 2014 now. Make the Number in 2014. Chat apps keep connections with the sales team. Follow @jdkenney.

Hiring 308

Hiring Social Media Comparison Forecasting 308

SBI Growth

JULY 31, 2013

They are experiencing a different buyer. Yet, you sell multiple products to multiple buyers. These buyers have become more advanced. Training reps on more than one process is time consuming and hard. Embrace the fact buyers have changed. Your Buyer. They have recognized they now sell to an informed buyer.

Sales Process 321

Sales Process Buyer Persona Buyer Segment 321

SBI Growth

AUGUST 4, 2013

Converting to Agile Performance Reviews will help you Make the Number in 2014. Meanwhile, Agile is spreading everywhere in Sales - to onboarding , sales management, and sales training. Persona and Buyer Process Map skills. Training classes and workshops won''t get it done. Who Killed the Annual Review? Follow @jdkenney.

Territories 282

Territories Lead Rank Lead Scoring Demand Generation 282

Score More Sales

DECEMBER 11, 2014

Why is it that in 2014, I can still receive dozens of emails and voice mails each month telling me about a company’s products, with no mention of how I, or my company, specifically would benefit from hearing about them? We will improve messaging and be buyer-focused.

B2B 241

B2B Twitter Inside Sales LinkedIn 241

SBI Growth

AUGUST 3, 2013

She was developing Buyer Process Maps and Social Selling tools for the sales field. Below is a brief overview (learn more about them at this event ): Buyer Process Maps. Increases win rates through Buyer and Seller alignment. Manage the selection of a consulting firm who specializes in developing Buyer Process Maps.

Meeting 303

Meeting Top of Funnel Marketing Lead Gen 303

Customer Centric Selling

DECEMBER 18, 2013

Sales Training Article: Reducing Year-end Stress. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of David Castillo Dominici at FreeDigitalPhotos.net One definition of skill mastery is technique under pressure. We could all use less stress in our business and personal lives.

Training 55

Training Quota Face-to-face Margin 55

Sales and Marketing Management

JUNE 8, 2017

Nearly half of all buyers surveyed by the Society for Incentive Travel Excellence (SITE) say that budgets have increased, and 60 percent of buyers report they plan to increase the number of people eligible for incentive travel awards in 2017. Average per-person spend has increased by 5 percent annually since fall 2014.

Travel 205

Travel Incentives Incentive Lead Rank 205

Score More Sales

SEPTEMBER 15, 2014

This week thousands of content creators are getting together in Boston to hear about how inbound marketing has developed over the past year in a big event called INBOUND 2014. Simply start – if you have not already – to observe who your buyers are, where they go, what they do, and what they are asking you about.

Hubspot 186

Hubspot Inbound Ideal Customer Profile Buyer 186

Score More Sales

APRIL 29, 2014

This is the feeling potential buyers are getting when visiting many large companies’ websites according to a survey done by Velocify called The Fortune 100 Online Buyer Experience Study. It is unbelievable that in 2014, there are still big brand companies with poor response to people who are looking to buy their products and services.

Retail 239

Retail Lead Rank Lead Scoring Study 239

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. But few training programs address how buyers view salespeople as they’re presenting that information — knowledge that can be an equally powerful sales tool.

Buyer 40

Buyer Journal ROI Training 40

Score More Sales

SEPTEMBER 22, 2014

From there I hopped on a plane to Seattle to host my own event with 33 Sales Shebang sales experts, and immediately after that I spent three more days in Boston at INBOUND 2014. You’ll meet potential buyers and even more importantly, many potential strategic partners and referrers. Focus on making the case for that one.

Ideal Customer Profile 203

Ideal Customer Profile Lead Rank Lead Scoring Conference 203

SBI Growth

SEPTEMBER 2, 2013

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.” You spend all your energy upstream of the training event. You and your team left the training event to find 500 e-mails waiting. Frustration results.

Sales Process 308

Sales Process Webinar Metrics Vendor Energy 308

SBI Growth

DECEMBER 9, 2013

As you head into 2014, you have identified or hired your key sales players. Then off to training back at corporate. Who are my key buyers? Comprehensive Organizational Training - You still need to have a baseline of learning around policies, process, and procedures. This team is going to help you make the number.

Hiring 301

Hiring How To Travel Face-to-face 301