HeavyHitter Sales

FEBRUARY 23, 2013

I’ve had the privilege to work with and study hundreds of companies and their sales organizations. Based upon my experience, here’s my list of the best companies to sell for in 2013. While it includes companies than range from start-ups to billions in sales, all of these businesses share three common qualities.

Company 152

Company Analytics Enterprise Enterprise 152

Score More Sales

MAY 30, 2013

You can download the complete results from the IBM State of Marketing 2013 Global Survey. That third characteristic is a big one – can you think of a time when a company did that for you? Financially it pays off for companies to do this. basic info will be asked for – definitely worth downloading.).

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

SBI Growth

SEPTEMBER 16, 2012

This year is no different than years prior in that every VP of Sales is getting ready for the annual 2013 sales planning season. Your CMO will love you for it, and furthermore, you can now hold him accountable for delivering the number of opportunities down the funnel that you need to make your 2013 number. The answer: Marketing.

Top of Funnel 267

Top of Funnel Funnel Demand Generation Demand Generation Targets 267

SBI Growth

JANUARY 21, 2013

Here are the biggest threats to the CSO in 2013. Smart, nimble companies will be building Inside Sales departments capable of developing and closing opportunities. The consensus on Wall Street is a strong 2013. At SBI, we’ve seen very aggressive quotas and targets for 2013. 2013 is going to be tough year.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

SBI Growth

SEPTEMBER 24, 2012

This post is about how CEOs should invest in sales managers to improve revenue growth in 2013. This is because companies are investing in methods that don't work, like event-based training and off-the-shelf offerings. If you are considering sending your sales managers to training seminars in 2013, keep your money.

Sales Management 267

Sales Management Hiring Comparison Quota 267

Keith Rosen

OCTOBER 24, 2013

Keith Rosen’s company, Profit Builders, was named one of Selling Power’s Top 20 Training Companies for 2013. Feedback from each company’s clients played a much greater role in this year’s selection process than in previous years. 5) strength of client satisfaction. About Profit Builders.

Company 119

Company Training Sales Coaching Coaching 119

SBI Growth

JANUARY 9, 2013

Our 2012 sales leader research finds it is still a big fear for 2013. If your company isn’t looking for sales leadership today, just wait. Here are five steps for HR to build a sales leadership pipeline in 2013: 1. For example, if your company needs to be “social”, then Social Selling skills are a must.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

SBI Growth

DECEMBER 31, 2012

By now, HR and Sales leaders have solidified their common 2013 goals. Over time, they build a deep familiarity with company methods and history. The insights offered by Thomas DeLong and Vineeta Vijayaraghavan may be 10 years old, but they are especially relevant for 2013. Welcome to the final SBI blog post of the year!

Maximizer 282

Maximizer Sales Talent Face-to-face Motivation 282

SBI Growth

SEPTEMBER 23, 2012

Can you count on your current Sales Rep behaviors to “Make the Number” in 2013? HR has a stake in this as the governor of company-wide behavior modification, including the Sales Department. Sign up for our Make the Number tour to learn more about how top performing companies will change Sales in 2013. says the Sales rep).

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

SBI Growth

DECEMBER 28, 2012

Make a New Year’s resolution to build territories that are market-centric in 2013. Heat Mapping – Map out your customers and prospects based on their potential value to your company. The company has more than 100 field reps and $1.2 We talked about his priorities for 2013. Without the customer, nothing happens.

Territories 303

Territories Marketing Analysis Segment 303

SBI Growth

OCTOBER 29, 2012

Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. That would make 2013 worse than this year! More examples of culture misfits: A company culture strives for collaborative efforts – yet the pay plan requires individuals to be ranked against each other. What can be done? Call to Action.

Compensation 253

Compensation Hiring Incentives Incentive 253

HeavyHitter Sales

DECEMBER 17, 2012

Here’s one of my recent Harvard Business Review articles titled “TOP TEN SALES TRENDS FOR 2013.”.   What are the top business-to-business sales trends for 2013? Win-Loss Analysis Studies All companies and their salespeople are well versed on the logical arguments for selecting their product. management thinkers.

Trends 153

Trends Decision Maker Territories Analysis 153

SBI Growth

AUGUST 15, 2012

Maybe the company has recently been highly successful selling into the transportation industry. Joe takes note and says, “Alright, that is slide one, we need to focus on more transportation companies.”. We have a lot of opportunities at software companies right now. Next Joe looks at the pipeline and says, “Ah Ha!

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

SBI Growth

DECEMBER 15, 2012

At this point in the year, you are prepping for SKO 2013. The New 2013 sales strategies are presented. How do you Get your AEs to Stop Grumbling about 2013? Moving Towards World Class in 2013. Increase revenue year over year for the AE and your company. New Product Launches are announced.

Compensation 244

Compensation Follow-up Up-Sell Maximizer 244

The Sales Hunter

JANUARY 24, 2013

It seems every salesperson is focused on what their goals are for 2013. Make it a key part of every sales call over the next 30 days to find out what your customer’s goals are for 2013. As important as it is to know their company goals, also seek to find out their individual goals. ” Sales Motivation Blog.

Positioning 232

Positioning Motivation Customer Opportunity 232

Sales and Marketing Management

MARCH 12, 2020

Soon after the tech company’s top leadership unanimously selected, Cork, the second largest city in Ireland, in 2013, Zazzle’s operations guru arrived in Cork City to select a site and spearhead the early hiring. Tier-level and other internal opportunities let employees advance in the company.

Company 156

Company Engineering Government Commission 156

SBI Growth

NOVEMBER 11, 2012

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. However, most companies just automate the sending of more acquisition emails. This is the adoption of Content Marketing principles into outbound direct marketing. Direct Content Marketing is born. Content Marketing works.

Direct Mail 319

Direct Mail Marketing Demand Generation Targets Demand Generation 319

Score More Sales

JULY 26, 2013

He went on to talk about how many companies are doing the same things over and over – not changing on behalf of our ever-changing customers. Is your company arrogant? Some companies think they know best and do what they do because it always worked before. The post Is Your Company Arrogant? You can answer for yourself -.

Company 212

Company Revelation Face-to-face Webinar Metrics 212

Sales and Marketing Management

FEBRUARY 26, 2013

Issue Date: 2013-02-27. Teaser: Companies must be transparent in what they do and why they do it to attract and retain people. Companies must be transparent in what they do and why they do it to attract and retain people. Author: David Vik. It's not easy, but these five tips provide a good head start. read more

Company 217

Company 217

SBI Growth

JULY 8, 2013

However, company policies against social media are hampering many a sales team. At his previous company, Rick garnered some success via social selling. Mary in Marketing saw the post (during an infrequent scan of the company page.) Their report showed only 11% of companies had this, compared to 82% for marketing.

Social Selling 320

Social Selling Company Social Media Policies 320

A Sales Guy

JANUARY 14, 2013

If you run or lead a sales team, there are a bazillion things your 2013 sales strategy can and should contain. That being said, there are three general or macro things your 2013 sales strategy MUST have to be complete; a social selling strategy, a content marketing strategy and deliberate learning plan. Take a look at your 2013 plan.

Strategy 122

Strategy Social Media Social Selling Lead Generation 122

Score More Sales

SEPTEMBER 27, 2013

I will come back as a repeat customer when a company or vendor makes it easy for me to do business with them – how about you? The post Why 80 Percent of Companies Lose at Customer Retention appeared first on Score More Sales. This means that 84% of the time, expectations were often not met, and were not exceeded. Expand Your Pipeline.

Retention 254

Retention Company Customer Lead Rank 254

Score More Sales

MAY 3, 2013

Having been in sales for a number of years, I’m surprised that I haven’t put a matrix together already that helps a sales professional find the best fit next job as possible, and which would help companies decipher who their perfect candidate would be. You need to find a company culture that fits for you. Inside or Outside.

Company 226

Company Hiring Quota Inside Sales 226

SBI Growth

NOVEMBER 16, 2012

They help companies to design Lead Management processes and assemble teams. If that’s the case, it should be coming to your company soon. Be involved with the 2013 sales compensation planning. Unfortunately, these firms do not have experience with LDR compensation. But what about the intersection of Sales and Marketing ?

Compensation 267

Compensation Hiring Marketing Trade Show 267

A Sales Guy

NOVEMBER 27, 2012

They were just lists of people or companies that fit some arbitrary profile, a profile that possibly lent itself to a sale. Any sales organization that has not embraced a content marketing strategy for lead generation in 2013 is not doing its job and the leaders should be let go. Today, things have changed. The worm has turned.

Sales Qualified Lead 112

Sales Qualified Lead Leads Marketing Qualified Lead Hiring 112

Score More Sales

MARCH 26, 2013

Mid-sized companies need better tools to help understand what customers need and want. Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities. An Experian study found that 23% of data in a company’s database is incomplete or inaccurate. Get buy-in.

CRM 235

CRM Guidelines Data Compensation 235

SBI Growth

OCTOBER 31, 2012

In Business Services companies, Operations executives usually have more power than Sales executives. Let’s be honest about how things work in many large, traditional companies. This is especially true in Business Services companies and other more mature business models. In Robert’s company, Sales VPs reported to the CSO.

Influencer 282

Influencer Strategy Policies Lead Gen 282

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Please note that my Top Sales Books to Read in 2013 does not include any of the “classics” in sales. Zig Ziglar.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

SBI Growth

OCTOBER 25, 2012

This company identified some major time sink areas. The worksheet categories need to be targeted to the industry and sales role. This is critical to the success of the study. Register for our research tour here to get this tool). The study told us this customer needed to reprioritize time in several different areas: Internal Email.

Hiring 310

Hiring Travel Territories Face-to-face 310

Your Sales Management Guru

DECEMBER 3, 2012

Sales Leadership: 2013 Sales Theme. At this time of the year everyone is working on your sales business plans for 2013 and finishing budgets and forecasts. This word reinforced the company’s focus on sales growth, professional growth, market share growth and company growth.

Sales Leadership 82

Sales Leadership Incentives Incentive Motivation 82

SBI

DECEMBER 11, 2012

Do you want to accomplish more in 2013? If you want 2013 to be better–in whatever way you define that to be–you will need to take charge of change. I guarantee you’ll walk away with one or more tools you can implement immediately to start you down the path toward higher achievement in 2013. Do you want to do more?

Webinar Metrics 125

Webinar Metrics Guarantee Referrals Sales Tools 125

Crunchbase

FEBRUARY 25, 2021

Following the classic Monthly Rundown style , this edition highlights Black-founded and co-founded companies with new funding from the last month. funding rounds in January went to Black-founded and co-founded companies, representing just 2.56 The company’s latest raise puts it squarely in unicorn territory.

Company 95

Company Automotive Sales Qualified Lead Software 95

Score More Sales

DECEMBER 3, 2012

Many sales leaders and smaller company CEOs are discussing sales tam planning for next year. I remember one company that did this in February. For a growing company, this can be such a great week to reach people by phone and get things done. Some have completed theirs.

Territories 220

Territories Distribution Outbound Outside Sales 220

Velocify

DECEMBER 3, 2012

The Ultimate Contact Strategy provides a ready-to-use road map to rev up your sales process in 2013. And if history repeats, Sales leaders are undoubtedly spending a significant amount of time strategizing on how they’ll hit a bigger number in 2013. For many, December means finalizing plans and forecasts for the New Year.

Leads360 90

Leads360 Sales Process Inside Sales Study 90

Score More Sales

MAY 28, 2013

For midsize companies there was no shortage of ideas, examples, and tools to help any company improve marketing, sales, and procurement. Six ideas I found to be most helpful for smaller and mid-market companies: Multiple Ways to Learn. I created a collage of links to some of the most interesting posts and links here.

Company 208

Company Film Study Lead Rank 208

SBI

DECEMBER 18, 2013

For me personally, I was honored to get a Silver award for best Sales Blog Post of 2013. Since 2013 is coming to a fast close, I thought I would offer some of our most popular posts here, including the one that took the silver. Why Your Focus on Quota is Killing Revenue Growth (Silver medal winner for best Sales Blog Post of 2013).

Quota 135

Quota CRM SAP Forecasting 135

SBI Growth

APRIL 3, 2013

Today’s content approach for most companies is out of date. World-class companies are adopting new content marketing processes. The art of transforming company self-talk into digestible content used to work. Just like we put up with VHS tapes in the 1980’s, our buyers have put up with company-centric content. No worries.

Campaigns 300

Campaigns How To Demand Generation Demand Generation Targets 300