Sales Benchmark Index

5 Ways Sales Leaders Can Do More With Less

Sales Benchmark Index

Article Sales Strategy more with less sales leader

Sales 83

How Do You Measure Sales Enablement?

Sales Benchmark Index

Article Sales Strategy effectiveness efficiency how to measure measure measure sales enablement sales enablement

Trending Sources

Prevent ‘A’ Player Turnover

Sales Benchmark Index

Article Corporate Strategy Sales Strategy "A-Player

Three Ways Sales Management Can Move ‘C’ Players to ‘A ‘Players

Sales Benchmark Index

Did you know that with the right coaching that 15% of you ‘C’ turn out to be your best ‘A’ players? Coaching them is extremely important. The first step is to find out how many ‘C’ Players you have on your team. .

Accelerate Your Sales Performance

While most business is digital, and business-to-business and business-to-consumer transactions - and the work that supports them -- are almost entirely digitized, most organizations still rely on paper for the “last foot” of the process - the sign-off.

Avoid Becoming an Obsolete Sales Leader

Sales Benchmark Index

Article Sales Strategy obsolete sales leader sales leader sales strategy vp sales

Sales 87

Love Your Losses (and No Decisions)

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Sales Strategy SBI on Demand loss interview loss review sales leader win loss interview

5 Ways to Measure if Your Sales Process is Working

Sales Benchmark Index

Article Marketing Strategy Sales Strategy sales process

Growing Sales Doesn’t Always Mean Growing Headcount

Sales Benchmark Index

Article Corporate Strategy Sales Strategy add more headcount Do I add sales headcount? headcount open heads org model sales heads sales organization

Sales 58

The Playbook for Account-Based Marketing (ABM)

Account-Based Marketing is a Strategy, Not a Solution | Get this step-by-step playbook to implement an ABM strategy that fits your company’s objectives and resources.

A New Sales Org Model That’s Turning Heads

Sales Benchmark Index

Article Corporate Strategy Sales Strategy flat organization org structure organization model pod concept pod structure sales leader sales org sales organization Sales Structure vice president of sales vp sales

Sales 80

The Sales Process of Least Resistance

Sales Benchmark Index

Article Sales Strategy SBI on Demand b2b buying journey b2b customer buyer buyer process sales operations sales process sales process adoption

SPIN Selling Mistakes and How to Fix Them

Sales Benchmark Index

Article Sales Strategy buyer alignment Buying process Neil Rackham sales process sales strategy Spin selling

How To 103

Will You Win in Head to Head Competition?

Sales Benchmark Index

Article Corporate Strategy b2b sales competition head to head competition strategic alignment

40

Is Your Value Proposition Causing You to Lose Deals?

Sales Benchmark Index

Article Corporate Strategy Account Segmentation buyer alignment Buyer Segmentation Buying process Market Research positioning statement sales process sales strategy user segmentation value prop value proposition

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Should a Marketing Leader Tell the CEO Everything?

Sales Benchmark Index

Article Marketing Strategy marketing leader

3 “A” Players Who Aren’t Really “A” Players

Sales Benchmark Index

Article Corporate Strategy Sales Strategy A-Players hiring a players sales sourcing a players underperformance

5 Classic Mistakes in New Hire Sales Training

Sales Benchmark Index

Article Corporate Strategy Sales Strategy new reps new sales on-boarding onboarding onboarding new sales reps sale talent sales sales training

5 Tips for Cultivating a World-Class Sales Team

Sales Benchmark Index

Finding great sales talent isn’t hard. The real challenge is persuading the best talent to work for you. Assuming you have a good company culture, you’re respected in your industry, and your leadership team has a vision your employees can. Sales Strategy Video

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks.

How to Retain Your Top Performers

Sales Benchmark Index

Article Sales Strategy SBI for SMB A-Players retain retain talent retention sales reps sales talent

How to Determine Which Sales Problem is Worth Solving?

Sales Benchmark Index

Article Corporate Strategy Sales Strategy sales assessment sales problem sales strategy worth solving

What ‘A’ Players Want From You

Sales Benchmark Index

Losing an ‘A’ Player causes significant pain and disruption for you. As a VP of Sales, you pride yourself on taking care of your best. SBI’s annual research survey received insights from over 2,200 ‘A’ Player Sales Reps. They told us what.

6 Reasons You Should Rethink Inside Sales

Sales Benchmark Index

Article Sales Strategy coverage models inside sales inside sales rep inside vs. field sales inside vs. outside Sales Coverage sales leader

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization.

9 Simple Sales Enablement Tips to Implement Now

Sales Benchmark Index

Article Sales Strategy playbook sales sales certification sales charter sales enablement sales playbook sales training training

Your Customers Are Telling You to Reconsider Inside Sales

Sales Benchmark Index

Article Sales Strategy buyer inside sales inside sales rep

Autopsy of a Failed Sales Process Implementation

Sales Benchmark Index

Article Sales Strategy failed failed sales process implementation sales process sales process failure sales process implementation

7 Steps to a Quota-Busting Sales Force

Sales Benchmark Index

Article Sales Strategy allocate territories incentive plan lead nurturing maximize selling time quota busting sales quota talent development

Quota 83

Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world.

Should the Sales Manager Role Carry an Individual Sales Quota?

Sales Benchmark Index

Article Sales Strategy quota quota allocation sales manager sales manager quota sales quota

Quota 53

The Anatomy of a Sales-Driven CEO

Sales Benchmark Index

A sales-driven CEO is a CEO whose strategy is based on having the best sales force in the industry. He, or she, has determined to win by outselling the competition.

5 Secrets to Great Sales Coaching

Sales Benchmark Index

Article Sales Strategy SBI on Demand coaching sales coaching sales management sales manager

Know Exactly How Top Competitors Are Selling Against You

Sales Benchmark Index

By masterfully blending strategy and execution, the world’s top growth leaders consistently outpace their competition and their industries in revenue expansion. It starts with picking the right strategy: operational excellence, product leadership, or customer intimacy. When you have no product.

Exact 79

10 Reasons Why Channel Partnerships Fail (and What to Do About It)

Sales Benchmark Index

Article Sales Strategy Channel Marketing channel optimization channel partners Channel Strategy channels Sales Channels selecting channel partners

Expand the Reach of Your Sales Team with SDRs

Sales Benchmark Index

Article Marketing Strategy Sales Strategy heather young Sales Development Rep Sales Development Representative sales leads SDR SDR compensation SDR incentive SDR management SDR onboarding

How the Head of Sales Should Work With the SVP of Sales Operations

Sales Benchmark Index

Article Corporate Strategy Sales Strategy brian mikalis head of sales operations pandora sales operations strategy senior vice president of sales operations steven turacek SVP Sales Operations SVP Sales Ops vice president of sales vp sales

The B2B Marketer’s Holy Grail for Customer Marketing

Sales Benchmark Index

Joining us for today’s show is Jennifer Arnold, a marketing executive who knows a thing or two about generating revenue. Today’s topic is customer marketing and how to grow revenues from existing customers. We leveraged the SBI annual workbook to guide our conversation.

4 Signs You Have an ‘A’ Player in the Interview

Sales Benchmark Index

Article Sales Strategy "A-Player" A-Player Interview identify an a-player sales talent