SBI Growth

NOVEMBER 15, 2013

Social prospecting, technology proficiency and content production are just a few. Accepting a Sales Qualified Lead (SQL) and maximizing the value requires new competencies. That means 70% of the sales team is unable to maximize the value from marketing. Incent them correctly and you get what you want. You should.

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? 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? A majority of reps focused on margin, and gave up prospecting for new accounts. Author: John Kearney.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SalesFolk

SEPTEMBER 19, 2017

Reaching a prospect has gone from roughly 7.2 years in 2014 to 1.4 If you have a sales rep who is already great at creating opportunities, why force them into an AE role without first considering how you can maximize their potential? touches to over 8.3 attempts; the average SDR tenure dropped from 2.2 years in 2016.

Face-to-face 49

Face-to-face Cold Calling Incentives Incentive 49

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. Are they adept at Social Prospecting? Do This Instead: Maximize the talent of your "B" players. Take vacation when your customers and prospects take vacation. Download the SBI Sales SVP New Year''s Guide here.

Training 45

Training Policies Channels Incentives 45