SBI Growth

JULY 25, 2013

Have you started thinking about 2014? They follow an annual planning process that starts in July with a Marketing Productivity Benchmark. Want to know what your peers are planning for in 2014? The output focuses marketing efforts on customers & prospects with the highest potential to grow revenues. TECHNOLOGY.

Outsourcing Services 257

Outsourcing Services Lead Rank Buyer Persona Lead Scoring 257

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

Score More Sales

DECEMBER 23, 2013

Now that you are working to grow visibility as a seller and think like a publisher, work to craft a plan to make sales increases happen. Over many years and hundreds of sales teams, I’ve seen the most successful sellers work a plan and plan their work. Consider breaking it up in two. What Plans do I Need?

InsideView 238

InsideView Compensation Inbound Lead Rank 238

The Sales Hunter

DECEMBER 3, 2013

2014 is less than a month away. Start with the people with whom you need to develop a better relationship and follow that by focusing on the outcomes they are desiring. Identify 5 new large customers that will take a several months of prospecting work to put you in a position to sell to them. ” Sales Motivation Blog.

Motivation 226

Motivation Positioning Follow-up Prospecting 226

Hubspot Sales

JUNE 6, 2022

Sales reps run into trouble when they try to go into a call totally cold. If you pick up the phone without gathering any background information, at best, you stand to annoy the person — and at worst, you could be hung up on mid-sentence. The 18 Best Places to Research Buyers Before Sales Conversations.

Research 128

Research Prospecting Face-to-face Twitter 128

Sales and Marketing Management

DECEMBER 14, 2014

Issue Date: 2014-12-15. Teaser: Advanced, real-time analytics can reveal a prospect’s engagement not only with email but also with any sales content – down to a very granular level. Author: Micheline Nijmeh. read more'

Analytics 306

Analytics Follow-up Prospecting Sales 306

SBI

DECEMBER 29, 2014

2015 looks to be the most exciting year yet for sales and marketing solutions and for those who seek to improve their revenue. 20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14. They’ll all be participating in this year’s Dreamforce 2014 event at the Moscone Center in San Francisco.

InsideView 127

InsideView Tools Decision Maker Twitter 127

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. Sales Managers should be spending 75% of their time coaching their team.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

Sales and Marketing Management

MARCH 16, 2014

Issue Date: 2014-03-17. Teaser: Mastering time and lead management helps sales teams capitalize on tracking so they can focus on having real conversations with their prospects – and these conversations are what drive conversions. Author: Bill Johnson, President of Salesvue. read more'

Lead Management 255

Lead Management Follow-up Conversion Leads 255

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

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.” Prospect Interviews. Sales Rep Survey. Expert Panel.

Hiring 310

Hiring How To Face-to-face Survey 310

SBI Growth

NOVEMBER 28, 2013

It looks like Sales is going to miss the number this year. This post is for all who are involved in Sales making the number. Especially, it is for HR Business Partners to Sales. Ask Herb who was the HR Business Partner to Sales at a large technology firm. He provided no value to Sales leadership. Possible faults?

Lead Rank 275

Lead Rank Lead Scoring Sales Leadership Proposal 275

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. If that covers most of your plan’s components, you better catch up. Sign-up here to get it.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

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

Understanding the Sales Force

AUGUST 15, 2014

Understanding the Sales Force by Dave Kurlan Well, it''s really happened now. I was following a discussion in the Hubspot VAR Group on LinkedIn , where the question posed to the group was whether or not the first sales hire should be a sales or a marketing person. Do you think anyone will show up to hear me?

Inbound 264

Inbound Hiring Hubspot Lead Gen 264

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.

Case Study 319

Case Study Social Selling Study Decision Maker 319

SBI Growth

JANUARY 10, 2014

You just got your new quota and it’s gone up. Top sales leaders know how to communicate and roll out a sales plan. Get your sales managers involved early in the process. The sales management team needs to have a clear understanding of the new quota. Sales can’t rely on marketing alone. Start Early.

Quota 316

Quota Territories Top of Funnel Marketing Qualified Lead 316

The Sales Hunter

MARCH 19, 2014

Chances are you’re making one of the following fatal mistakes. Most likely you’re writing your sales prospecting emails while working on a desktop or laptop computer and that alone is going to hurt you. Second reason you shouldn’t do it is that it can easily gum up smartphones. Reason is simple.

Cold Calling 278

Cold Calling Selling Skills Follow-up Prospecting 278

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. ZoomInfo knows that even minutes can matter when you’re looking for prospects. We actually helped start this category back in 2014 through a partnership with Bombora.

Intent Data 130

Intent Data Buyer Intent Intent Data 130

The Pipeline

OCTOBER 12, 2013

October 23 - Time – Prospecting – And Getting the Jump On Both. Set the time aside now, and learn how the three combine will help you sell better now, and into 2014! Sales Process Sales Skills Tibor Shanto' Click here for more detail and registration. October 24 – Cold Calling: How to Handle the Objection.

Webinar Metrics 273

Webinar Metrics Cold Calling Decision Maker Face-to-face 273

SBI Growth

NOVEMBER 1, 2013

Top sales reps share a common trait. Why Top Sales Reps Will Be Unemployed in 2 Years set an SBI record for most views in one day. The post offered advice for top sales reps to avoid becoming obsolete. What can sales and HR leaders learn from this massive response? What separates top sales reps from the rest?

Hiring 308

Hiring Social Media Comparison Forecasting 308

Sales 2.0

AUGUST 17, 2014

So this is how you follow up on inbound leads. The content of the webinar seemed very “Sales 2.0″ The webinar promised that these metrics were derived from analyzing thousands of real life sales calls and deriving the best practices. “You signed up for our webinar on xxx. . ″ to me.

Social Selling 322

Social Selling Webinar Metrics Follow-up Lead Rank 322

SBI Growth

NOVEMBER 15, 2013

If you are like most CMOs, here’s the problem: You’re way ahead of Sales. The competencies required by Sales for Marketing to be successful are just not there. Does the CSO/VP of Sales even understand how Marketing works? Something needs to change for sales to benefit from your marketing programs. Sales people are simple.

Sales Qualified Lead 312

Sales Qualified Lead Ideal Customer Profile Referrals Incentives 312

SBI Growth

JULY 23, 2013

Sales Operations leaders have seen the power of Social Selling. The top of the funnel is filling with highly qualified prospects. Sales cycles that begin with an online referral are closing more rapidly. Corporate Communications sees inherent risk in mobilizing a social sales force. They had to play catch up.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

SBI Growth

SEPTEMBER 6, 2013

Sales ops executives are charged with improving sales effectiveness and efficiency. Your goal is to best enable sales. Look across the spectrum of Sales Operations. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute.” Reverse Your Approach.

Buyer 288

Buyer Telemarketing Cold Calling Buyer Persona 288

SBI Growth

SEPTEMBER 29, 2013

Follow these tips and you’ll be swimming in referrals for 2014. 1) Provide a warm introduction to a dream prospect. In the majority of these cases, these people have dream prospects. Can you connect them to this prospect? This article is exploring one more way to get your sales team engaged in social selling.

LinkedIn 300

LinkedIn Referrals How To Webinar Metrics 300

Understanding the Sales Force

JULY 1, 2014

Understanding the Sales Force by Dave Kurlan. Instead of handling an objection, instead of saying OK, instead of following up, instead of explaining your position, instead of doing nearly anything else, I have asked salespeople to write down, commit to memory, practice and use this one question. How about one of the following?

Decision Maker 228

Decision Maker Follow-up Positioning Up-Sell 228

SBI Growth

JULY 26, 2013

started a sales improvement effort. He worked with sales leadership to bring in consultants. Hank is pushing to start the next recommended SFE (Sales Force Effectiveness) initiatives. However, Chief Sales Officer Victor wants to know if the first initiative is successful. It will surely help sales recruiting.

Hiring 267

Hiring How To Sales Qualified Lead Face-to-face 267

SBI Growth

AUGUST 18, 2013

The ability to prospect. As a VP of Sales, you keep asking yourself “how do I get more leads for my team?” As a sales leader, you need a richer pipeline. As a sales leader, you need a richer pipeline. Sign up here to receive a copy of the Modern Prospecting Toolkit. Selling in the Orange—Online Prospecting.

Ideal Customer Profile 308

Ideal Customer Profile Lead Rank Sales Methodology Buyer Persona 308

SBI Growth

JULY 30, 2013

This is the time of year when Marketing leaders start mapping out 2014 changes. Making the Number in 2014 starts now. How are you supporting the new “A” players in sales? Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Background.

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

SBI Growth

AUGUST 3, 2013

The CEO just introduced her to the new sales leader. The last VP of Sales got canned at the end of Q2. Kathy had done everything she could to support the sales team. The sales force neglected to utilize marketing developed sales support materials. Frees sales from day-to-day dependence on marketing for leads.

Meeting 303

Meeting Top of Funnel Marketing Lead Gen 303

SBI Growth

AUGUST 7, 2013

Not all “A” Player sales reps were meant to be managers. If you’ve been in sales long enough, you’ve seen this mistake unfold. He neglects his skill development and sales initiatives. Frequently, the top manager gets the nod for the VP of Sales. An ill-prepared sales manager damages his region. His team flounders.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

SBI Growth

OCTOBER 21, 2013

As you plan for 2014, are you investing enough in both? Sales Operations is responsible for creating that winning environment. Performance culture is studied in depth in our 2014 Research Tour. Performance culture is studied in depth in our 2014 Research Tour. 80% of its sales team was outside sales reps.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

SEPTEMBER 1, 2013

This post is focused on organizing sales talent to help you make the number. The cost of sales is increasing. Hiring ‘A’ player sales reps is expensive. A symptom of this is: your revenue trends haven’t increased with your sales expense. How to Make the Number in 2014: A Sales Strategy You Can Execute.

Revenue 316

Revenue Hiring Lead Rank How To 316

Pointclear

MARCH 24, 2015

Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. I was particularly impressed with the first speaker Mike Weinberg—sales coach, consultant, and author of the book New Sales. The Essential Handbook for Prospecting and New Business Development. So, what is prospecting , exactly?

Handbook 100

Handbook Prospecting Outbound Inbound 100

Pointclear

MARCH 26, 2015

In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. The Essential Handbook for Prospecting and New Business Development. A compelling message is a sales rep’s most valuable weapon. Simplified.:

Handbook 100

Handbook Prospecting Sales Coaching Twitter 100

SBI Growth

OCTOBER 18, 2013

The VP of Sales is pulled in a thousand different directions. Rule of thumb is a VP should spend 25%-40% of their time on prospect calls. Sign-up here to get the Sales VP Allocation Time Tracker and Sales Stage Checklist. Sign-up here to get the Sales VP Allocation Time Tracker and Sales Stage Checklist.

Opportunity 303

Opportunity Negotiation Discount Follow-up 303