SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Pipeline Management & Deal Flow.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

Fill the Funnel

NOVEMBER 4, 2014

Is your revenue meeting plans? 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.

Sales Management 118

Sales Management Hiring Top of Funnel Lead Rank 118

Score More Sales

NOVEMBER 6, 2014

Now, many tools will help you through assessments and there are books available to help walk newer managers through this. First, a couple of tools, then a book. Assessment Tool: Roundpegg. The data scientists at Roundpegg can prove how better culture fits make better revenues for your organization.

Hiring 229

Hiring How To Lead Rank Lead Scoring 229

Your Sales Management Guru

JANUARY 7, 2014

This forecast maybe created by product type/vertical/geographic market along with a high, most likely and minimum sales values. While this tool important to have for purposes of coaching and planning (I have written often around this topic), brilliant execution on a quarterly basis is critical for success. Acumen Management Group Ltd.

Forecasting 73

Forecasting Quota Compensation System 73

SBI

JULY 29, 2014

It’s an easy to use product that doesn’t require too much IT involvement, so the Sales Department can run the whole solution themselves if required. Our aim is to give Sales Managers and their reps the tools they need to run their team as effectively and efficiently as possible. Darren: That’s a great question.

Up-Sell 135

Up-Sell Closing Field Sales Revenue 135

SBI Growth

JULY 22, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. Schedule interviews with yourself and sales managers weekly. Schedule your field rides with sales reps today.

Hiring 325

Hiring Top of Funnel How To Social Selling 325

Sales 2.0

OCTOBER 22, 2014

A couple of weeks ago I went to the 2014 version of Inbound with about 10,000 other people and was thrilled to not only attend David’s talk but get him to do an interview about his new book and his thoughts on social selling. 2. Sales managers are the biggest problem. They were once top sales people. Let me know.).

Lead Rank 300

Lead Rank Cold Calling Lead Scoring CRM 300

SBI Growth

JANUARY 1, 2014

Every year, a Sales Enablement leader is faced with the same problem. Ramping new sales reps. Make a change in 2014. Some of the metrics you can use are: Time to revenue (retiring quota). Pipeline generation and management. Now that productivity is defined, you need to identify the tools they need.

Training 282

Training Buyer Persona Hiring How To 282

SBI Growth

SEPTEMBER 2, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn why your team ignores your sales process and how to fix it. When you register, you’ll also receive the Reinforcement Framework Tool. Creating tools. Team meetings are run by sales managers.

Sales Process 308

Sales Process Webinar Metrics Vendor Energy 308

SBI Growth

AUGUST 10, 2013

Her sales manager knew her potential and sent her to a weeklong sales training. Your CRM supports the sales process. Unfortunately, the impact on revenue has yet to be realized. When a new rep leaves a training, he does not have the tool kit to succeed. Convert more leads into opportunities. Why Bother?

Training 293

Training Top of Funnel Hiring Hotels 293

SBI

JUNE 4, 2014

Qstream’s analytics engine captures hundreds critical data points based on reps’ responses then instantly transforms them into actionable management insights, such as targeted coaching opportunities. This helps sales management to proactively manage and measure team strengths.

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

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

SEPTEMBER 24, 2014

According to Gartner Group, Total Worldwide CRM Software revenue in 2014 is predicted to hit nearly $24 Billion. That means that $12 Billion worth of CRM investments in 2014 alone will face a questionable return. see “ The Two Biggest Reasons Sales Tools Fail” ). Shocking… yes. Gamification.

CRM 131

CRM PipelineDeals Vendor Face-to-face 131

SBI Growth

AUGUST 27, 2013

Sales VPs are asking a similar question this time of year: " What can we do with my reps to get a quick revenue lift? Everyone wants to know the ‘silver bullets’ to generate revenue. Register now for our How to Make Your Number in 2014 : A Sales Strategy You Execute. I am behind in my numbers for the year.

Closing 306

Closing Pipeline Buyer Call-back 306

Understanding the Sales Force

JANUARY 28, 2014

This is the 10th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Do Technical Salespeople Need Sales Training? I will be speaking at the Sales 2.0

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

SBI

APRIL 8, 2015

That means, of the total number of 215 selling days (our available sales capacity) 140 days are used for something other than talking with a prospect. Indeed, reps have to be masters at balancing their activities in a way that maximizes their revenue. It’s also the frequent task-jumping distractions that sap focus and momentum.

Revenue 50

Revenue SAP Decision Maker Proposal 50

Janek Performance Group

SEPTEMBER 29, 2021

A 2019 study by Xactly that researched 100,000 women in sales roles, including sales reps, account managers, and sales managers, found that 86% of women achieved quota, compared to only 78% of men. Even though women make up 50% of the population, most companies’ sales forces only include about 25% women.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

Pointclear

OCTOBER 9, 2013

Finding leads isn’t the hard part, but unqualified leads are just “ash and trash”, according to my latest PowerViews guest, James Obermayer, sales manager extraordinaire. Jim is also the President of Sales Leakage Consulting, Inc. Jim is also the President of Sales Leakage Consulting, Inc. How do you measure that?

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

Customer Centric Selling

JANUARY 13, 2014

Sales Training Article: The Sales Manager''s New Year''s Resolutions. By George De Los Reyes, Sales Benchmark Index (SBI) I am big on New Year''s resolutions. In this post I want to recommend three ideas to raise your game in 2014. Every sales manager is time starved. Lack of quality leads.

Sales Management 49

Sales Management Face-to-face Decision Maker Travel 49

Your Sales Management Guru

APRIL 29, 2015

Sales Management: The need for creativity! This past week I had opportunity to work with a great client at their worldwide sales conference in Miami. What was the most creative sales tactic you have used? Need more sales management resources? Check out his Sales Management Tool Kit or the Acumen Project.

Sales Management 40

Sales Management Hiring Conference Sales Leadership 40

Your Sales Management Guru

NOVEMBER 10, 2014

When people think about a Business Plan, we normally find an Excel spreadsheet with estimated revenues and expenses; we believe it needs to be more comprehensive with specific departmental action plans. It is a comprehensive tool designed to reflect your maturity level and an organization. Still true? Still true? . S trategy.

Vendor 78

Vendor Face-to-face Objections Channels 78

Increase Sales

JUNE 6, 2014

Research continues to poor that provide pathways to sustainable small business growth and yet small business owners, sales managers and even C Suite executives continue to stick their heads in the sand dune. As to talent management, many organizations do not recognize that to be a key competitive advantage. Source: Gallup).

Hiring 128

Hiring Small Business Small Business Energy 128

Sales Hacker

DECEMBER 14, 2021

Using available tools to strengthen culture [22:31]. Outreach is the only engagement and intelligence platform built by revenue innovators for revenue innovators. Traditional tools don’t work in a hybrid sales world. They need actionable insights and tools to do that. Show Agenda and Timestamps.

Marketing 56

Marketing Lead Rank Engineering Enterprise 56

SBI

JUNE 3, 2014

Qstream’s analytics engine captures hundreds critical data points based on reps’ responses then instantly transforms them into actionable management insights, such as targeted coaching opportunities. This helps sales management to proactively manage and measure team strengths.

Up-Sell 57

Up-Sell Revenue Closing Buying Cycle 57

SBI

OCTOBER 1, 2014

They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster. Integrate your CRM, webinar management and more, most with one click.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Sales Training Connection

OCTOBER 7, 2014

It also raises a couple of significant questions like: How do you engage millennial sales reps? Mark Roberge – Chief Revenue Officer of Inbound Sales Products for HubSpot – published an interesting article answering this question in the SMM Monitor. ©2014 Sales Momentum, LLC. It’s definitely worth a read.

Hiring 108

Hiring Hubspot Inbound Analytics 108

No More Cold Calling

MAY 21, 2015

. “Revenue is the only metric that matters.” If that’s how this person manages his team, I’m glad I’m not one of his reps. Sure, revenue is our goal in sales. But revenue is a lagging indicator. We can measure revenue, but we can’t manage it. That’s 5 percent less than in 2012.

Referrals 120

Referrals Sales Qualified Lead Hiring Ideal Customer Profile 120

Your Sales Management Guru

MARCH 30, 2015

We recommend that this becomes a formal procedure between the Sales Manager and each salesperson, at least twice a year. Weuse a Salesperson Development Tool from our Sales Managers Tool Kit. (The What are your thoughts on improving the performance of your sales teams? Sales Management Systems'

Lead Rank 40

Lead Rank Lead Scoring System Quota 40

Hubspot Sales

APRIL 6, 2020

Developing a list of criteria and attributes for sales managers to screen for when interviewing candidates is essential to recruiting and retaining top talent. What is the typical timeline of your sales process from the first contact to close? Successful sales strategies require the right tools. Work ethic.

Webinar Metrics 120

Webinar Metrics Strategy Hiring Hubspot 120

Your Sales Management Guru

OCTOBER 22, 2013

Next week I am off site all week during a 2014 client strategy and planning meeting, this week I am assisting another client with ‘on-boarding” two salespeople that are remote from the main business office! Each box must be dated/signed and as a Sales Manager: “Inspect what you expect” is never more important. 3f4qb8v9ge.

Face-to-face 71

Face-to-face Exercises System Sales Management 71

SBI

JANUARY 13, 2015

This week I interview Adam Hollander, CEO of Fantasy Sales Team. What problem/s are you solving for sales and/or marketing organizations? Adam: FantasySalesTeam helps sales managers run more engaging and higher performing sales contests with their reps. Most traditional sales contests have three problems.

Up-Sell 50

Up-Sell Closing Incentives Incentive 50

Nutshell

APRIL 10, 2020

While true for any business, small sales teams can reap the optimal benefits from the resources available in CRM software. For instance, most sales managers are constantly trying to find better ways to: • Identify, qualify, and follow up with leads. Effectively prioritize sales tasks. As of 2014, the U.S.

CRM 71

CRM Lead Rank Benefit Follow-up 71

Nutshell

APRIL 10, 2020

While true for any business, small sales teams can reap the optimal benefits from the resources available in CRM software. For instance, most sales managers are constantly trying to find better ways to: • Identify, qualify, and follow up with leads. Effectively prioritize sales tasks. As of 2014, the U.S.

CRM 71

CRM Lead Rank Benefit Follow-up 71

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? What is sales prospecting?

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

Your Sales Management Guru

JULY 28, 2014

We work to leverage and add additional insight to our client base, allowing existing management and sales management programs to operate more productively. I get a kick out of coaching individual people; giving them idea’s and tools to make their company more successful. What Value We Bring. What is your passion?

Airlines 94

Airlines Hotels Travel Facebook 94

Your Sales Management Guru

DECEMBER 9, 2014

My answer: This book is the closest to a formal handbook on selling than I have read in a many years and as my clients need sales tips, this will be a great resource. In fact I will recommend it as an internal sales training book club tool as well! Ken has written 5 books, his latest book is: SLAMMED!

Handbook 87

Handbook Negotiation Call-back Sales 87

Your Sales Management Guru

JUNE 1, 2015

Last week while working with a client we discussed this topic in great detail and when I reviewed our Trade Show Planning tools from our Sales Management Tool Kit they were amazed at what they were not doing in planning and executing at their events. Need more sales management resources?

Trade Show 40

Trade Show Lead Rank Lead Scoring Lead Capture 40