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. As a Sales Operations leader, you must be allocating the right resources to training. Turn managers into leaders. Demand Sales Force Automation adoption. Gamify the training.

Training 300

Training Sales Management Hiring Social Selling 300

No More Cold Calling

DECEMBER 23, 2014

Phillip Twyford, director of sales and marketing for Tico Mail Works, had the exact same realization, which he outlines in this week’s guest post. I first started in marketing in 1987. I was 16 years old and working in Arnotts department store as a sales assistant. Nothing replaces the power of an in-person connection.

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Face-to-face Social Media Facebook Film 276

Sales and Marketing Management

APRIL 21, 2014

Issue Date: 2014-04-21. Teaser: Middle and low performers are tolerated on some sales teams because they help reach the overall quota. Middle and low performers are tolerated on some sales teams because they help reach the overall quota. Author: Kevin Higgins. read more'

Sales Management 259

Sales Management Quota Sales 259

Your Sales Management Guru

JULY 14, 2014

2014-15: How will you stand out in the marketplace? Embedded as one of the key components in the marketing segment was building a vertical market using Cloud solutions to increase sales velocity, one of the sub-elements was using Thought Leadership Marketing to help you stand out in the marketplace.

Lead Rank 80

Lead Rank Lead Scoring Microsoft Face-to-face 80

Your Sales Management Guru

SEPTEMBER 23, 2013

First Quarter 2014. But as budget planning begins and business strategies begin to be set, it is your responsibility to be ready for 2014. 1. What are your revenue objectives by each quarter for 2014? a. Sales skills. d. Review your marketing/sales operational teams. Are You Set Up?

Scale 80

Scale Compensation Hiring Lead Rank 80

Understanding the Sales Force

AUGUST 21, 2014

And he said, "But we don''t want to evaluate everyone right now, we want to start with our sales management team.". Small and mid-market companies don''t usually request this particular approach because their management teams are usually quite lean and it doesn''t make sense for them to take this approach.

Sales Management 241

Sales Management Hiring Face-to-face Groups 241

Sales Training Connection

JANUARY 29, 2014

Sales managers – roadblock removers. Sales managers – how does your sales team spend its time? One, as a sales manager, you can directly impact is the amount of time spent doing something other than selling – start playing the role of a roadblock remover. ©2014 Sales Momentum ®.

Sales Management 131

Sales Management Top of Funnel Face-to-face Funnel 131

Sales and Marketing Management

JUNE 1, 2018

Managers of sales and marketing teams are charged with coaching up individual team members, enhancing their skill sets and improving overall team performance. Get them proficient with more marketing technologies? Storytelling has stood the test of time as a critical skill in sales and marketing?—?and

Marketing 226

Marketing Telemarketing Scale Education 226

No More Cold Calling

NOVEMBER 21, 2013

You can’t depend on your marketing department to generate real leads. Do you really think marketing can qualify your leads? If so, you can forget about exceeding quota in 2014. You can probably guess what the vice president of sales told his team: Just ignore all leads from marketing, because they suck.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Sales Training Connection

JANUARY 20, 2014

Sales managers – setting expectations and accountability. Too often sales managers – and for that matter other managers – think what needs to be done is intuitive – so of course everyone on their team understands what is to be done and why. ©2014 Sales Momentum ®.

Account 112

Account Sales Management Pivotal Quota 112

SBI Growth

AUGUST 8, 2013

CMO’s can borrow brilliance from top sales best practices. The crown jewel of sales excellence is the Field Ride-along. World Class sales organizations emphasize manager & rep ride-alongs. Sales Managers go into the field for 1-2 days with their reps and ‘ride-along’ to observe and coach.

Marketing 282

Marketing Coaching Report Salary 282

Your Sales Management Guru

JANUARY 27, 2014

2014: How will you stand out in the marketplace? Embedded as one of the key components in the marketing segment was building a vertical market using Cloud solutions to increase sales velocity, one of the sub-elements was using Thought Leadership Marketing to help you stand out in the marketplace. About the Author.

Lead Rank 72

Lead Rank Lead Scoring Microsoft Face-to-face 72

Understanding the Sales Force

SEPTEMBER 22, 2014

Last week, when speaking on the Inbound Stage at Inbound14, my topic was Hiring for the Inbound Sales Role. I asked the question, "Is this a sales or a marketing role?". The audience desperately wanted this to be a hybrid - someone who could do both the marketing and the sales. They are different skill sets.

Inbound 205

Inbound Hiring Airlines Marketing 205

Sales Training Connection

MARCH 7, 2014

Sales Managers. I was talking with a new B2B sales manager about sales coaching. She was a super star as a sales rep and promoted to a sales manager just a couple of months ago. As a new sales manager , she was fortunate enough to inherit a young but very talented sales team.

Sales Management 116

Sales Management Sales Coaching Coaching Training 116

Sales and Marketing Management

JANUARY 9, 2014

Issue Date: 2014-01-10. Author: Zorian Rotenberg, Vice President of Marketing and Sales, InsightSquared. These gamification tips will serve sales managers well. These gamification tips will serve sales managers well. read more'

Sales Management 222

Sales Management Sales Marketing 222

Fill the Funnel

NOVEMBER 4, 2014

You get the idea -these are key sales management actions to be thinking about. There is a lot of work to be done to get definitive answers to these and many more questions before 2014 comes to an end. You can learn from six of the best in Sales Management Consulting. Are your employees happy and likely to continue?

Sales Management 118

Sales Management Hiring Top of Funnel Lead Rank 118

Sales and Marketing Management

DECEMBER 28, 2014

Issue Date: 2014-12-29. Teaser: Most sales managers recognize the importance of making a great first impression, but if you ask the typical sales manager if he has a yardstick or benchmark that identifies what a perfect “10 out of “10” presentation looks like, chances are the answer is no.

Maximizer 276

Maximizer Sales Management Opportunity Sales 276

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. You are strategizing with Sales Managers and reps. How You Avoid Losing the 2014 Battle. You are sprinting to finish the current year.

Territories 308

Territories Compensation Buyer Google 308

SBI Growth

AUGUST 13, 2013

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. HR and Sales leaders will often tie funding to the type of improvement. Or a redesigned compensation plan.

Hiring 288

Hiring Incentives Incentive Benefit 288

Sales Training Connection

SEPTEMBER 29, 2014

Lessons for Sales Managers. In the book, the author shares several key points about entrepreneurs which we believe surely presents lessons for sales managers. From our observation, these points are particularly important for front-line sales managers. They are the pivotal job for driving sales effectiveness.

Sales Management 96

Sales Management Journal Lead Rank Pivotal 96

No More Cold Calling

JANUARY 2, 2014

As you’re planning for 2014, forget resolutions. Set manageable goals instead. The New Year’s resolution checklists are the same every year—mostly about eating healthier, losing weight, and managing our finances better. Instead I create manageable goals for myself and my team. Forget Shaking the Trees. Comment Here.

Referrals 240

Referrals Small Business Small Business Enterprise 240

Your Sales Management Guru

JANUARY 7, 2014

Excellent sales organizations will have each salesperson complete a six month detailed sales business plan that will include defined personal and professional goals and depending on the type of product/services an organization offers, a forecast that equals 3X assigned quotas. Acumen Management Group Ltd. Like a sample?

Forecasting 73

Forecasting Quota Compensation System 73

SBI Growth

OCTOBER 25, 2013

Rescue your current sales leader – Help the current guy make the number next year. To learn what the best sales leaders are doing to prep for 2014, sign up for SBI’s Annual Research Session. When you do, you will get access to the Sales Leader Execution Kit. Q4 is not prime hiring season for sales leaders. ‘A’

Hiring 303

Hiring How To eBook Follow-up 303

Sales 2.0

AUGUST 17, 2014

” I’m the marketing director here. There was no way we would need something like this in 2014. As you know I put a fair bit of effort and passion into this blog to help sales people (and their companies) sell better. He told me he did not care if his marketing department got help. It’s so good.”

Social Selling 322

Social Selling Webinar Metrics Follow-up Lead Rank 322

Sales Training Connection

JULY 25, 2014

Coaching sales strategy. Ask sales managers and salespeople what makes them successful. Sales managers can’t help salespeople become more talented, but they can help them become more skilled. However like a lot of good ideas, coaching sales strategy is easy to say but no so easy to do. How many accounts?

Coaching 99

Coaching Sales Management Strategy Face-to-face 99

Sales 2.0

OCTOBER 22, 2014

I’m a big fan boy of David Meerman Scott dating back to his (in my opinion) classic book The New Rules of Marketing and PR. Now he’s got a new book focused on sales , The New Rules of Sales and Service. 2. Sales managers are the biggest problem. Most sales managers, directors and VPs came up through the ranks.

Lead Rank 300

Lead Rank Cold Calling Lead Scoring CRM 300

Sales and Marketing Management

FEBRUARY 24, 2014

Issue Date: 2014-02-24. Teaser: While so-called Big Data is an exciting opportunity to identify new trends through powerful computing, sales managers need to zero in on small data do their jobs well. Author: Jason Jordan. In fact, they don’t even need many of the dozens of dubious reports embedded in their CRM.

Data 250

Data Trends Report CRM 250

SBI Growth

SEPTEMBER 20, 2013

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.” Learn what SBI’s Discovery says about what top organizations will do differently in 2014. Sales Rep Survey. Sales Management Survey.

Hiring 310

Hiring How To Face-to-face Survey 310

Understanding the Sales Force

JULY 10, 2014

In its essence, social selling is really a component of marketing for which many more salespeople are now taking individual responsibility. They are marketing themselves. Next week I''ll introduce our new and revised Sales Management Core Competencies.

Top of Funnel 309

Top of Funnel Social Selling Funnel Promotion 309

SBI Growth

JANUARY 10, 2014

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. If your marketing team needs help. Start Early.

Quota 316

Quota Top of Funnel Territories Marketing Qualified Lead 316

No More Cold Calling

OCTOBER 30, 2014

With just a couple months left in 2014, there is still time to step up your selling, meet your quota, and develop a strong pipeline filled with referral-based prospects for the New Year. Why Permission Marketing Always Trumps the Cold Call “It’s better to beg for forgiveness than to ask for permission.” Read more.) Want to Know Me?

Referrals 276

Referrals Cold Calling Ideal Customer Profile Networking 276

SBI Growth

NOVEMBER 16, 2013

Listening To the Market. You are finalizing plans for 2014. Many of the answers to a sales leader’s execution problems are in the market. This post is focused on how listening to the market accelerates field execution. This post is focused on how listening to the market accelerates field execution.

Hiring 308

Hiring Call-back Face-to-face Buyer 308

No More Cold Calling

DECEMBER 30, 2014

Goodbye, 2014. Which broken sales strategies should we leave in the past (ah-hem, cold calling )? Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort. This is how it’s always worked in most sales organizations. Learn more.) [Top

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

SBI

OCTOBER 1, 2014

They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. ActonSoftware.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Chorus.ai

DECEMBER 20, 2019

Just ask former math teacher Grace Tyson, who, in 2014, was struggling to define the unknown in a very important equation: Grace + [X] = new career. I sold for the company in the United States for a few years before selling in EMEA and eventually, I became an International Sales Manager. Current Chorus User?

Sales Management 73

Sales Management Hiring Automotive Scale 73

Customer Centric Selling

OCTOBER 28, 2013

Sales Training Article: How Realistic Is Your 2014 Sales Quota? By Joel McCabe, Sales Benchmark Index (SBI) Image courtesy of Stuart Miles at FreeDigitalPhotos.net. To assist you further, sign-up for SBI''s Sales & Marketing Research Review here. Need some help with your sales performance?

Quota 45

Quota Training Analysis Research 45

SBI Growth

JULY 26, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Hank''s DLA experience: DLA hired engaged a consulting firm to help with sales rep onboarding. An initiative to align territories based on sales rep potential attracts A players. Failure here.

Hiring 267

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