SBI Growth

AUGUST 10, 2012

If you’re a CEO who has bet the company on launching a new product, you can’t afford a failed launch. Trained the sales force and channel partners on the new product. This is very different than product training. If you don’t have these sales enablement tools to launch successfully, this is where you should focus your efforts.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

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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

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FEBRUARY 13, 2013

Be sure to listen to the great “10 Ways to Utilize Social Selling in 2013″ webinar that Linkedin and DocuSign hosted today if you missed it. (if The Postwire page (one of my favorite tools for curation) has all ten of the tools mentioned, plus links to the presenters, moderator, and sponsor pages.

Social Selling 239

Social Selling Tools Webinar Metrics Outbound 239

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

SBI Growth

DECEMBER 15, 2012

At this point in the year, you are prepping for SKO 2013. Product Training sessions are conducted. The New 2013 sales strategies are presented. Check out the Time Optimization Tool to see how much time you can save by restructuring your AE’s time. How do you Get your AEs to Stop Grumbling about 2013?

Compensation 244

Compensation Follow-up Up-Sell Maximizer 244

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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

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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? This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Close More Deals.

Retention 254

Retention Company Customer Lead Rank 254

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

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FEBRUARY 4, 2015

Every sales leader is told, “buy this sales enablement tool – it will help you so much.” But sometimes these tools hinder our success. For example take Salesforce.com which is the predominant CRM tool sales teams use. For example take Salesforce.com which is the predominant CRM tool sales teams use. Expand Your Pipeline.

Sales Enablement 120

Sales Enablement Merkle Tools Ideal Customer Profile 120

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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

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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

Your Sales Management Guru

AUGUST 5, 2013

Speaker, consultant, and author Ken Thoreson’s updated Sales Manager’s Tool Kit now available . Thoreson added that he has recently expanded the Sales Managers Tool Kit , which contains more than 50 tools that help sales leaders implement sales management best practices to minimize the impact of economic cycles.

Influencer 82

Influencer Marketing Face-to-face Retail 82

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. And win more orders in less time.

Face-to-face 132

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

Fill the Funnel

JULY 2, 2013

Small business owners have learned the power of web tools. The economy was approaching chaos status, social media was beginning to gain some traction with business, and inside sales was starting to become more than just a training ground for the outside sales team. Questions: Are you using more web tools in your business activity?

Small Business 124

Small Business Small Business Tools Social Media 124

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. A tool like DiscoverOrg contains direct-dial phone numbers, verified email addresses – for only decision-makers, not mom-and-pop shops.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Companies are trying to grow new business. Social Selling training budgets increased 48% in 2013. LinkedIn is by far the #1 tool for social selling. The best marketing leaders are working hard to enable reps to maximize this tool. They are not dynamic.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

SBI Growth

AUGUST 23, 2012

Here it comes, the 2013 budgeting process. On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. Harvard Business Review research suggests that companies on average deliver only 63% of the financial performance their strategies promise.

Strategy 293

Strategy Analysis Quota Resources 293

Fill the Funnel

JANUARY 7, 2013

I’ve been a Sales VP and a President of a company. This experience has helped me recognize when duct tape is the tool of choice. There are other companies where SAME OLD is in the air, with duct tape everywhere holding things together as best it can. and many others can and will improve your sales results.

Tools 123

Tools InsideView Top of Funnel Marketing 123

No More Cold Calling

APRIL 26, 2021

If you have a big-deal prospect or client, you’d better jump on a plane, catch a train, or take a road trip as soon as possible. I wrote that in 2013, back when virtual sales meetings weren’t the only option. Especially now, referrals are the one powerful tool for getting past the access chokepoint.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

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MARCH 18, 2014

The big change now is the tools and technology. 10 tools and technologies to be most helpful. What companies are doing it right. What companies are doing it all wrong. All along the way we will share resources and ideas that can be put right into place, or can be worked into a planned effort to grow sales at your company.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

Understanding the Sales Force

SEPTEMBER 9, 2013

There are categories of sales tools and CRM applications where none existed a few years ago. Companies are spending more money on sales force evaluations, sales training, consulting, sales leadership development, sales process, infrastructure and sales recruiting services than 5 years ago. What do you think?

Sales Management 288

Sales Management Hiring Compensation Trends 288

SBI Growth

SEPTEMBER 16, 2013

Recently we trained a team of 50+ sales reps from a B2B enterprise company. Picture this: we opened the presentation with this question: “Are you going to make your 2013 revenue number?” This article will provide you with insights and strategies for still making the number in 2013. 5 Keys to Closing Strong in 2013.

Pipeline 306

Pipeline ACT Competition Top of Funnel 306

Sales and Marketing Management

JUNE 15, 2018

This is why a start-up company hired me to build their training department. But I wanted to do more than just offer live training and follow-up coaching. This online tool becomes a bonding experience for your staff and external relationships. A bit of searching led me to a company to do it for $2,500.

Hiring 191

Hiring Lead Rank Face-to-face Banking 191

Your Sales Management Guru

OCTOBER 1, 2012

Preparing for 2013. I thought I might simply highlight a few points from both sessions since there are pertinent for everyone as we move into 2013. 1. Some thought that marketing was simply to build awareness of the products/company-to soften the entry for a salesperson. Panel Discussion.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

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AUGUST 26, 2013

It seems that no matter what data services your company subscribes to, it is still difficult to find those leads you know could become more probable prospective customers. Last week at Inbound 2013 I had the pleasure to meet up with Kyle Porter, CEO and Founder of SalesLoft. SalesLoft is also free with an upgrade path.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Leads 217

Sales and Marketing Management

MARCH 29, 2019

It emphasizes that it’s not what you’re selling, but how you’re selling, and that the entire purchase experience is more influential than the company and brand, product and service delivery, and the value-to-price ratio. Following are how you can navigate through AI and its impact on sales and sales jobs in the future.

Marketing 209

Marketing Webinar Metrics Software Software 209

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FEBRUARY 10, 2014

I had the honor and pleasure of being a panelist, along with two of my favorite sales and marketing experts, Nancy Nardin of Smart Selling Tools and Matt Heinz of Heinz Marketing. She is always quick to talk about productivity, and as an advocate for technology tools she’s always looking at outcomes and gains.

B2B 240

B2B Hiring Webinar Metrics Lead Rank 240

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. Companies spent approximately $2.2B Companies spent approximately $2.2B

Channels 112

Channels Video Training Hiring 112

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JANUARY 24, 2014

This is a timely updated post of a previous one because I had a couple of mis-steps here due to company growth and not always capturing information into a safe container – right as it happens. I use a notepad at my desk, a notebook with me, and the digital app, Evernote to be my tools. 3 Ways to Increase Revenues with CRM.

Ideal Customer Profile 236

Ideal Customer Profile Lead Rank Lead Scoring Outbound 236

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NOVEMBER 22, 2013

On October 7, IBM released their annual CxO study identifying opportunities for C-level executives in companies of all sizes. Since we talk about midmarket companies here, I’ll focus on the results from the midmarket portion of the study. The C-suite has the most influence in a company – we all know that. Digital Transformation.

Study 216

Study Influencer Lead Rank Lead Scoring 216

Steven Rosen

NOVEMBER 15, 2012

When a company hits a sales slump, most look at the sales staff — but that’s a mistake, says Steven Rosen, author of the new book 52 Sales Management Tips: The Sales Manager’s Success Guide ( Amazon ; $10.99). Get you copy now and be ready to take sales to a new level in 2013.

Hiring 296

Hiring Pivotal Sales Talent Small Business 296

Your Sales Management Guru

JULY 30, 2012

Sales Leadership: Impacting Your 2013 Revenue. This week I want you to turn your thinking towards growing overall company revenues for next year and making sure you have the proper number of salespeople contributing on your sales team. We are building in case studies, presentation evaluations as well as on line assessment tools.

Sales Leadership 68

Sales Leadership Revenue Hiring Compensation 68

No More Cold Calling

APRIL 30, 2020

These brands were part of P&G’s identity, but they no longer contributed to the success of the company. The company’s leaders were wise enough to know that if they had to make cuts, it was best to cut deep in areas that weren’t profitable. In fact, they didn’t even need to talk to prospects, because they had great tech tools.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

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JULY 31, 2013

Keep assessment tools in mind when hiring – they are getting easier and are less costly with quicker results and a very high rate of accuracy. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Hiring 183

Hiring Lead Rank Lead Scoring Compensation 183

Miller Heiman Group

APRIL 30, 2019

When they did get their CRMs up and running, businesses used them as a mere data repository for executives, not as a powerful tool for sellers on the front lines. By tracking contacts, activities and opportunities, CRMs lent transparency to sales operations, allowing companies to better forecast revenue.

CRM 64

CRM Data Tools System 64

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NOVEMBER 20, 2013

One sales expert I know recently went on a rant about how social selling has not affected KPIs in any of the companies they have talked with. For example, right now I am getting messages from a tool called Signals which shows me when someone is on our website, is opening an email I sent, or is clicking on a link within an email I sent.

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

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SEPTEMBER 3, 2013

We get calls from companies every week who want us to evaluate or use their sales tool. In some manner it helps salespeople because of something – like mining data, or tracking sales opportunities, or helping sales teams with Gamification, or CRM – all things that I write about and consult with midmarket companies about.

Inside Sales 232

Inside Sales Buyer Lead Rank Lead Scoring 232