SBI Growth

JANUARY 19, 2017

Today in this post we will demonstrate how to determine sales coverage and sales channels, specifically those two things as aspects of the corporate strategy. As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in.

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Channels Workbooks Revenue Strategy 120

SBI Growth

MARCH 7, 2017

Our show today demonstrates how to balance customer requirements, company revenue expectations and sales rep workload to grow revenues. To follow along, download our 10th annual workbook, How to Make Your Number in 2017. Turn to the Sales Strategy section and flip.

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Territories Workbooks Resources Revenue 168

SBI Growth

MARCH 16, 2017

Joining us for today’s show is Eric Schwab, a Chief Revenue Officer who knows a thing or two about revenue growth. Today’s topic is incentive compensation planning to hit your revenue goal. To follow along download our 10th annual workbook, How.

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Compensation Workbooks Incentives Incentive 176

Mr. Inside Sales

MAY 1, 2019

Are you ready to double or even triple your sales—in 2019? Better training = more sales. Starting on Tuesday, May 21 st , we’re launching our powerful, 7-week Online Inside Sales Training! Here’s why: This is the best, award winning inside sales training you can get—anywhere! Remember: “Sales solve everything.”

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Training Gatekeeper Workbooks Face-to-face 172

Janek Performance Group

MARCH 12, 2024

Sales executives and sales managers would agree that their sales teams need ongoing training, coaching and support to get to the top of the game and stay there. In a fiercely-competitive market, your sales reps should challenge themselves to learn more, achieve greater results and embrace new strategies.

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Outsourcing Services Training Hiring Workbooks 62

criteria for success

SEPTEMBER 16, 2022

As a sales manager, you can alleviate some of this prospecting pain by engaging your team in targeting and lead scoring. If you're a sales manager, you’ve probably had a salesperson come to you wondering where to find more leads, what to say to a brand new prospect, or what to do with a non-responsive lead. Let's Talk Sales!

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Lead Rank Lead Scoring Ideal Customer Profile Sales Qualified Lead 98

Sales Hacker

FEBRUARY 1, 2022

In this episode of the Sales Hacker Podcast, we have Nelson Gilliat , Demand Generation Manager at Brantr Media and Author of Death of the SDR , a book whose controversial central philosophy we discuss. The problems with the SDR to sales handoff. What buyer-centric revenue really means. Subscribe to the Sales Hacker Podcast.

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Commission Quota Demand Generation Agencies Lead Rank 92

Mereo

MAY 18, 2023

I am here to show you the approach that will lead you and your team to a pricing strategy that serves your buyers, reduces future churn and supports your revenue performance. Growth: Defined in terms of revenue, market share, market penetration, units sold, and customers retained or acquired. Are you ready to set the groundwork?

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Strategy Workbooks Churn Penetration 36

Janek Performance Group

SEPTEMBER 7, 2022

When considering in-house or outsourced sales training, the question is not, “which method is better?” This question requires leadership to determine which sales problem they are trying to solve. Not every company is a good fit for partnering with a sales training organization. The In-House Sales Training Model.

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Outsourcing Services Sales Outsourcing Training Hiring 62

Mereo

MAY 25, 2023

This has become particularly important with the drive to subscription revenue. Selling companies like the subscription pricing approach (whether or not they have a software as a service offering or leased physical product) because it creates a more predictable revenue stream. What term of subscription do you offer?

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Strategy Workbooks Discount Churn 36

SBI Growth

JULY 26, 2018

Returning to join our CEO, Matt Sharrers, in The Studio is JD Miller, Chief Revenue Officer for Motus. Previously, JD unpacked his successful transformation of the sales organization at Bravo Solutions. In today’s episode, Matt and JD demonstrate how to integrate.

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Revenue Sales Workbooks How To 180

Bernadette McClelland

MAY 23, 2022

And in doing so I came across a manual/workbook that was published back in 1964 (before I even started school). And right at the very back of the book, written by author and sales trainer, Dottie Walters was a small tab titled: The Seven Secrets of Selling To Women. The opposite of appreciate is to depreciate, or lower in value.

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Workbooks Real Estate Energy Call-back 195

Mereo

MAY 4, 2023

Recent movement towards subscription revenue models are an example of this context setting. Cost Information Efficiency Plans Strategies Roadmaps SALES’ ROLE: Sales complements Product Marketing’s input with more real-time competitive insight and feedback on pricing policy impact on sales performance.

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Lead Rank Policies Workbooks Margin 50

Increase Sales

OCTOBER 31, 2014

Unfortunately, far too many well over 50% fail to consistently measure anything except cash flow and sales (billing revenue). Number of sales leads generated. Number of meetings or appointments until sale is earned. Number of contacts until sale is earned. Number of sales leads to sales earned ratio.

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Small Business Small Business Workbooks Loyalty 158

Janek Performance Group

MARCH 15, 2022

Are you a sales trainer or sales coach looking to enhance your skills? Being a sales trainer is one of the most critical jobs at any growing organization. Yes, your first responsibility is to increase the skill of the sales reps on the team. What is Sales Training and Development?

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Training Hiring Objections Workbooks 62

Smooth Sale

SEPTEMBER 27, 2021

When you get down to it, marketing is figuring out how to make more sales. Thus, following customer trends and desires will lead to sales-driving data. Does your main competitor watch hourly sales numbers? Curbside pickup has exploded during the pandemic, while online shopping drives a vast sector of sales.

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Industry Lead Rank Strategy Marketing 78

Mereo

MAY 11, 2023

We supplemented our online research with 15 in-depth buyer and seller interviews focused on C-level executives that procure and sell software, as well as product management and sales executives of software providers — representing the spectrum from SMB to enterprise companies. Mereo came in as an objective expert,” Marshall said.

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Lead Rank Workbooks Scale Software 41

Your Sales Management Guru

APRIL 9, 2012

Your Sales Leadership Workout. Your Sales Organization in Shape . Build a proactive approach to sales management that creates predictive revenue and a self-managed sales team. . Learn how top performing sales leaders muscle up their teams to pump up predictable revenues. May 9 & 10, 2012.

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Sales Leadership Hiring Workbooks Hotels 60

OpenSymmetry

AUGUST 24, 2017

In my previous blog on the ASC 606: Revenue Recognition topic from the Financial Accounting Standards Board (FASB), I provided some background to the new regulation and covered some potential impacts to those in sales comp and sales ops-related roles. How can I be most prepared?

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Commission Webinar Metrics Compensation NetSuite 51

SBI Growth

SEPTEMBER 16, 2018

The number one way to demonstrate Return on Marketing Investment (ROMI) is by driving revenue through Lead Generation. However, few CMOs are driving top-line revenue growth with their lead generation activity. The problem? It is in the statement. Activity.

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Lead Generation Lead Rank Marketing Qualified Lead Leads 248

LeadFuze

MAY 16, 2019

If that sounds like a win to you, let’s get down to business on how you can develop a sales and marketing alignment plan in your organization. Before you build out a killer sales and marketing alignment plan, take a step back. No doubt your sales and marketing teams know their respective roles inside and out. Or a free trial?

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Lead Rank Marketing Qualified Lead Top of Funnel Sales Qualified Lead 69

Nutshell

NOVEMBER 25, 2019

Beneath the hood, there are advanced features like email sync, templated email automation, and one-click calling to propel any sales team towards their goals. Summary: Nutshell is an award-winning, sneaky powerful CRM that helps sales teams close more deals faster. Full package: $120/mo (Sales Hub). Full package: $35/mo.

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Hubspot CRM SalesForce Microsoft 79

Sales Hacker

OCTOBER 26, 2021

In this episode of the Sales Hacker Podcast, we have Kerry Hudson , VP of Commercial Sales at Conga , a sales leader in the high tech space across multiple verticals. Join us for a timely conversation about producing high performing sales organizations with a focus on people, process, and customers. powered by Sounder.

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Hiring Motivation Face-to-face Workbooks 98

Nutshell

NOVEMBER 25, 2019

Beneath the hood, there are advanced features like email sync, templated email automation, and one-click calling to propel any sales team towards their goals. Summary: Nutshell is an award-winning, sneaky powerful CRM that helps sales teams close more deals faster. Full package: $120/mo (Sales Hub). Full package: $35/mo.

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Hubspot CRM SalesForce Microsoft 62

Vengreso

JANUARY 13, 2023

Even so, my sales book collection is mounting, thanks to the privilege of hosting Vengreso’s Modern Selling Podcast. Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best sales books for 2023. In fact, I find books a little overwhelming at times.

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Paid Content Conversion Top of Funnel Hiring 81

Klozers

FEBRUARY 21, 2017

Coming soon is Kloze More Sales , a 15 point Simple Step-by-Step Guide to boosting sales with immediate, actionable and practical steps. The programme is aimed at ambitious Business Owners and Sales Leaders who are looking for a Smarter Way to Grow Sales, rather than the magic wand or quick fixes that they know don't work.

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Workbooks Consumer Up-Sell Follow-up 41

Sales Hacker

JANUARY 4, 2022

In this episode of the Sales Hacker Podcast, we have Jason Bay , Chief Prospecting Officer at Blissful Prospecting , a company he built to coach B2B reps in outbound sales. Join us for a high-energy, people-focused conversation about doing a complete 180 with your outbound sales framework. Subscribe to the Sales Hacker Podcast.

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Cold Calling Outbound Segment Call-back 78

Mr. Inside Sales

MAY 9, 2019

Get the training you need to close the sales you want. Better training = more sales. Starting on Tuesday, May 21 st , we’re launching our powerful, 7-week Online Inside Sales Training! Starting on Tuesday, May 21 st , we’re launching our powerful, 7-week Online Inside Sales Training! Remember: “Sales solve everything.”

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Workbooks Gatekeeper Face-to-face Inside Sales 28

Your Sales Management Guru

JANUARY 2, 2017

For the first time Sales Manager, this 8 week online boot camp is based upon my last book. We will cover all the aspects of sales leadership, from recruiting, compensation, leadership, training/coaching, management systems, etc.…I I will be using our online video training series, workbooks, discussions and personalized dialogue.

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Workbooks Lead Rank Lead Scoring Compensation 54

PandaDoc

NOVEMBER 25, 2022

Probably the most popular approach to complex B2B sales, solution selling has been around for decades. It is still being taught to many sales reps around the world, and there are compelling reasons to do so. Personalization has a strong effect on sales effectiveness. Ready to fortify your sales pipeline? Simplification.

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Solutions Selling Ideal Customer Profile Lead Rank Lead Scoring 52

Mereo

MARCH 7, 2023

He is the Founder and Principal of Kupu Solutions, and previously served as Global Director of Sales Effectiveness for Workday and other sales enablement roles at Shell Oil and Pennzoil. The goal is simple: execute the revenue strategy. But once the revenue strategy launches, why is execution such a roll of the dice?

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Revenue Strategy How To Workbooks 48

SBI Growth

JUNE 16, 2019

Do you know who your competitors are? What makes them a competitor? Why do buyers choose their product over your own? Buyer perception is everything. By understanding and influencing buyer perception, you can increase the willingness to pay and capture.

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Competition Strategy Buyer Influencer 296

Circleback

JANUARY 30, 2018

It’s now common to hear titles like Chief Customer Officer, Chief Digital Officer or Chief Revenue Officer. labor force, a sales strategy involving them is mandatory. Millennials Will Be the New Face of Sales. It is important to harness the dynamic and unique energy of millennials into your sales strategy. Happy 2018!

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Trends Account Based Marketing Social Media Face-to-face 20

SBI Growth

OCTOBER 9, 2019

At times it may seem that the shiny new toy is always better. A common mistake that many firms make is ignoring their existing customer base and focusing on marketing to and acquiring new logos. There’s still value in your.

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Strategy Account Based Marketing Marketing Customer 201

Hubspot Sales

DECEMBER 19, 2023

Great inside sales training improves team performance, which can increase sales revenue. Be that reducing recruitment costs by retaining top-tier sales talent or training reps to automate non-selling activities with AI tech. Table of Contents What is inside sales training? Here are five reasons you should.

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Inside Sales Training Hiring Outsourcing Services 85

SBI Growth

NOVEMBER 11, 2019

The following is very much based on a true story – a sad but true story from early 2019. In a company’s first meeting, their CMO announced that they were building a big brand – just like Theranos. Just from.

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Marketing Meeting Company Case Study 180

Hubspot Sales

JANUARY 22, 2018

Sales training programs help salespeople learn and/or improve their selling technique, skills, and processes. According to CSO Insights, salespeople who complete highly rated sales training programs have 10% higher win rates. Length: How will you fit training into your and/or your sales team’s schedule? Your SalesMBA™ Workshops.

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Training Vendor Top of Funnel Workbooks 145