SBI Growth

JULY 25, 2013

Have you started thinking about 2014? Want to know what your peers are planning for in 2014? Register today for SBI’s 7 th Annual Research Tour and find out. They are responsible for researching your buyers. Building on buyer research, they also spearhead content creation. Have you started planning for 2014?

Outsourcing Services 257

Outsourcing Services Lead Rank Buyer Persona Lead Scoring 257

SBI Growth

DECEMBER 16, 2013

Are you ready for 2014? To maximize your chances at a successful 2014, you need a good strategy. Sit down with your sales counterpart and talk through each other’s 2014 goals. These resources are responsible for buyer research and content production. The New Year is fast approaching. Make sure they align.

Outsourcing Services 281

Outsourcing Services Strategy Buyer Persona Lead Rank 281

The Pipeline

JUNE 6, 2014

In 2014, the number has grown to close to 100, evidence of the success of sales programs in educating the next generation of sales professionals. All this adds up to why you need to get a hold of and read the 2014 Annual magazine is housed on the Sales Education Foundation website, www.salesfoundation.org.

Education 314

Education Hiring Sales Talent Salary 314

SBI Growth

SEPTEMBER 22, 2013

You’re completing 2013 and building your marketing strategy for 2014. Poorly executing one of these major initiatives will cost you your job in 2014. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Eventually it will cost you your job. Author: John Staples.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316

SBI Growth

DECEMBER 2, 2013

Download the 2014 B2B Demand Generation Planning template here to get started. Developing the game plan involves multiple groups and huge amounts of research about your customers. This research includes accurate buyer personas and buyer process maps. In this post we’ll focus on the B2B Demand Generation (DG) plan.

Demand Generation Targets 310

Demand Generation Targets Demand Generation Marketing Buyer Persona 310

Steven Rosen

JUNE 1, 2014

Each year, Top Sales World engages a small team of professional researchers to discover who are the sales and marketing experts, who genuinely influence the way we think, and sell. I have many friends and colleagues who have made the list and suggest that you check them out , they can help take your business to another level.

Influencer 298

Influencer Marketing Social Media eBook 298

The Pipeline

JANUARY 2, 2014

As the first post of the years, I thought I would set the tone for the blog and hopefully sales in 2014. Selling involves professionals who engage the best potential buyers based on criteria they, the seller, researched to identify the best opportunities for mutual success, their own and their buyers. Buying Vs. Selling.

Demand Generation 295

Demand Generation Demand Generation Targets Sales Cycle Comparison 295

Hubspot Sales

JUNE 6, 2022

Prospect research is a challenge that's every bit as frustrating as it is essential — so to help you out, we've put together a list of 18 of the best places to research buyers before sales conversations. The 18 Best Places to Research Buyers Before Sales Conversations. Either way, that deal is probably going nowhere.

Research 127

Research Prospecting Face-to-face Twitter 127

SBI Growth

OCTOBER 14, 2013

Sign up for SBI’s annual research study review here and learn how world class companies are producing this content. You will be working with Sales to conduct buyer research. This research will help you map content to the buyer’s journey. Sign-up to review SBI''s annual Sales & Marketing Research Report. Key Takeaway.

Demand Generation Agencies 316

Demand Generation Agencies Marketing How To Face-to-face 316

No More Cold Calling

DECEMBER 23, 2014

Turkle’s research shows that we’re talking all the time—in person as well as in texts, via emails, over the phone, on Facebook, and on Twitter. I recently came across a great article entitled ‘Saving the Lost Art of Conversation’ by Megan Garber of The Atlantic.

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Face-to-face Social Media Facebook Film 276

SBI

JULY 23, 2013

What if you were given notice today, that your sales plan will double in 2014? It’s packed with the best tools to help you make the changes you need to double revenue in 2014. This is a completely new and different way to research products and create your short-list of options. I’m betting your answer is YES.

Revenue 121

Revenue Vendor Hiring Sales Tools 121

SBI Growth

OCTOBER 3, 2013

Planning for 2014 requires a fresh look at the metrics that will determine success. They are all leading indicators that can help you forecast success in 2014. By registering for SBI’s Sales & Marketing Research Review , you''ll get the “ Top 15 Metrics to Track in 2014.” In this post we will dig into the top 5.

Top of Funnel 326

Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

The ROI Guy

JANUARY 7, 2014

How well prepared are you to meet your 2014 sales and marketing goals? Several analysts published important B2B sales and marketing research in 2013 that could impact your plans. Here''s a round-up of the top 3 research findings and important advice to help you drive success in the New Year: Sales Revenue Growth for 2014?

Research 65

Research Decision Maker Intent Sales Cycle 65

Sales and Marketing Management

MAY 11, 2014

Issue Date: 2014-05-01. Teaser: Research indicates that if maketers and salespeople force prospects to process a large and complex list of supporting reasons to make a buying decision, they actually begin to generate a number of "unrequested thoughts" that support the other side of the argument. read more'

Research 296

Research Prospecting 296

HeavyHitter Sales

DECEMBER 20, 2013

The following Infographic from Velocify was based upon my in-depth research with over one-hundred vice presidents of sales at leading high technology companies and business services providers. Please click here if you would like to read the full report  about the latest sales organization strategies and key sales performance metrics.

Trends 143

Trends Report Research Sales 143

The ROI Guy

DECEMBER 13, 2013

Revenue growth is a requirement, and the primary strategy Sales Execs are executing to grow in 2014 is to add more sales reps. New research from Qvidian indicates that 2/3rds of companies surveyed expect to grow their sales teams in 2014, with most indicating headcount growth between 10-30% next year.

Revenue 70

Revenue Lead Rank Lead Scoring Survey 70

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. 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.

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

Sales and Marketing Management

OCTOBER 6, 2014

Issue Date: 2014-09-01. Recent research shows that when customers have a bad sales experience, seven out of 10 times it takes months if not years to repair the business relationship. Author: Paul Nolan. Teaser: A lot of B2B companies talk about improving the customer experience -- and for good reason. read more'

Customer 266

Customer B2B Research Company 266

SBI Growth

SEPTEMBER 20, 2013

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. However they may respond to a request for a “research call” conducted by you. Below are 9 you might choose from.

Hiring 310

Hiring How To Face-to-face Survey 310

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. Recent research revealed that the average cost is approximately $3,000 per person. Sign up for the SBI Research Tour. That’s no good for morale going into 2014.

Hiring 296

Hiring Buyer Persona ROI Follow-up 296

SBI Growth

SEPTEMBER 28, 2013

Get your copy by siging up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute ". Leverage your network to help the organization make the number in 2014. Make the decision to be a social executive and make your number in 2014. Lack of Presence. Attracting Customers.

Decision Maker 328

Decision Maker How To Ideal Customer Profile Social Media 328

Sales and Marketing Management

AUGUST 10, 2014

Issue Date: 2014-08-11. Author: David Yesford, Senior Vice President, Wilson Learning Worldwide and Michael Leimbach, Vice President, Global Research and Design. Teaser: Customer behaviors seem to be saying they don’t trust salespeople’s intent, and don’t see them as a credible advisor.

Intent 294

Intent Research Customer 294

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. In addition, SBI’s 7 th annual Research Tour is currently underway. Become world class and make your number in 2014.

Hiring 292

Hiring Follow-up Top of Funnel Analysis 292

SBI Growth

OCTOBER 19, 2013

This is a major weakness heading into 2014. The specialist roles involved in executing world class B2B marketing in 2014 is complex. Moving into 2014 with a vacuum in this capability is Death. CMO Success in 2014. Enter 2014 with a right-hand direct report with significant experience in driving funnel contribution.

Demand Generation Agencies 321

Demand Generation Agencies Outsourcing Services Demand Generation Targets Demand Generation 321

SBI Growth

OCTOBER 6, 2013

This post is for Sales and HR Leaders planning 2014 Sales Compensation. Knowing these complaints, you can build your 2014 plan to avoid them. This also gets you access to SBI’s Annual Sales & Marketing Research. At no cost, an expert from SBI will present the full research findings. To get this tool, sign-up here.

Compensation 293

Compensation Territories Incentives Incentive 293

Sales 2.0

NOVEMBER 14, 2019

Here’s why you should consider adding this “social proximity” approach to your prospecting efforts: In it’s 2014 research report, How to Make Your Number , Sales Benchmark Index found you are “ 4.2 This approach is all about “social proximity” as Jamie Shanks calls it. Consider this data.

Benefit 186

Benefit Cold Calling Education Research 186

SBI Growth

JULY 21, 2013

CMO’s can help sales make the number in 2014. WANTED: CMO’s to Guide Sales to Make the Number in 2014. Contribute company and/or 3 rd party executed audience research to validate BPM findings. Validate expert panel suggestions through the lens of audience research. CMO’s can help sales make the number in 2014.

Marketing 335

Marketing Top of Funnel Decision Maker Infusion 335

Customer Centric Selling

DECEMBER 26, 2013

Sales Training Article: 2014 Resolutions. View our updated calendar of 2014 sales training workshops. If you''re looking for suggestions for making 2014 resolutions, here''s an edit of a blog I posted a year ago: 1. Best wishes for the holidays and for 2014! Use the term buying (rather than sales) cycle.

Collateral 55

Collateral Negotiation Proposal Vendor 55

Sales and Marketing Management

JANUARY 26, 2014

Issue Date: 2014-01-27. Brain science research at Harvard shows how managers can equip reps for value added conversations that can win deals. Brain science research at Harvard shows how managers can equip reps for value added conversations that can win deals. Author: Lisa Clark, Vice President of Marketing. read more'

Buyer 235

Buyer How To Research Conversion 235

SBI Growth

OCTOBER 10, 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. SBI’s annual research contains 4 key areas impacting B2B buyer trends. Four Key Areas to Impact. Author: John Staples.

Decision Maker 320

Decision Maker Buyer Persona Trends Buyer 320

The ROI Guy

JUNE 4, 2014

If you were able to attend SiriusDecisions’ Summit, the Woodstock for marketing and sales enablement held this year in out hometown of Orlando, you were treated to significant research results as to the biggest challenges Sales faces over the next year. t=a&d=763946139.

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. We perform market assessments: both primary and secondary market research supplemented with the Voice of the Customer (VOC).

Ideal Customer Profile 328

Ideal Customer Profile Hiring Lead Rank Analysis 328

One of a Kind Sales

AUGUST 17, 2021

And have read that 95% of B2B buyers research companies online before making purchases (that was in 2014 – my guess is that has only gone up!) You have probably heard the popular statistic that 70% of the buyer’s journey is complete before a buyer even reaches out to a company or sales rep.

Social Media 93

Social Media How To B2B Buyer 93

The Pipeline

DECEMBER 6, 2013

Available from McGraw-Hill Business in January 2014. . His latest book, Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance, is forthcoming from McGraw-Hill in January 2014. In a crowded field of sales experts and training programs, Jeff Shore stands out with his research-based BE BOLD methodology.

Energy 322

Energy Twitter Course Research 322

SBI Growth

SEPTEMBER 4, 2013

Great CMO’s set a strategy to make the number in 2014 and beyond. 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. The goal is to leap frog your competitors and never look back.

Hiring 303

Hiring Sales Qualified Lead Lead Rank Lead Scoring 303

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. Get our 7th annual research report and see how the best are evolving. Register for our 7 th Annual Research Report to see how the best will make their number in 2014.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

OCTOBER 8, 2013

Now is the time to plan for 2014. Register here for the SBI 7th annual Research Tour t o get top-notch insight. Get a copy by signing up for the SBI Research Tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.". -based corporations operate on a calendar fiscal year. Become best-in-class.

Ideal Customer Profile 293

Ideal Customer Profile Distribution Territories Analysis 293