SBI Growth

NOVEMBER 15, 2013

Your world-class marketing machine is not delivering the return on the investment. The marketing lead conversion rate is not even close to a 30% revenue contribution. 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?

Sales Qualified Lead 312

Sales Qualified Lead Ideal Customer Profile Referrals Incentives 312

SBI Growth

OCTOBER 21, 2013

As you plan for 2014, are you investing enough in both? Your people will need new capabilities to thrive in a changing market. Performance culture is studied in depth in our 2014 Research Tour. Incentive Programs. Does your comp plan incent behaviors that will get you to your number? Hire slow and fire fast.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

JULY 14, 2013

Overall strategy, go-to-market model and product suite are essential. Are territories designed to maximize growth balanced with efficiency? Are your quotas attainable and reflective of current performance and market potential? Benchmark the market regularly to see if you’re competitive. Territories : The field of play.

Territories 328

Territories Incentives Incentive Compensation 328

Customer Centric Selling

DECEMBER 9, 2013

Sign-up for one of the 2014 sales training workshops now open for registration and start the new year strong. Buyers, markets, and competitors are constantly changing. For example: does their digital brand convey expertise solving your customers'' market problems? Do This Instead: Maximize the talent of your "B" players.

Training 45

Training Policies Channels Incentives 45

SBI

APRIL 29, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? What problem/s are you solving for sales and/or marketing organizations? This week I interview Leslie Stretch, President and CEO of CallidusCloud.

Up-Sell 135

Up-Sell Closing Lead Generation Revenue 135

SBI

APRIL 28, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? What problem/s are you solving for sales and/or marketing organizations? This week I interview Leslie Stretch, President and CEO of CallidusCloud.

Up-Sell 54

Up-Sell Closing Lead Generation Revenue 54

SBI

APRIL 29, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? What problem/s are you solving for sales and/or marketing organizations? This week I interview Leslie Stretch, President and CEO of CallidusCloud.

Up-Sell 50

Up-Sell Closing Lead Generation Revenue 50