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.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

SBI Growth

DECEMBER 1, 2012

Hey, Sales Operations leaders. Do you want to increase sales and meet your 2013 goals? Encourage sales and marketing to build personas and build a plan to operationalize them immediately. Marketing is frustrated because of the time, money and effort exerted to build them.

Meeting 288

Meeting Ideal Customer Profile Buyer Persona Forecasting 288

SBI Growth

AUGUST 15, 2012

“Freedom lies in being Bold” – Robert Frost Are you consistently bringing bold sales strategy ideas to the VP of Sales? To be a world class Sales Operations leader, pick up the pace. Focused on identifying game changing market opportunities. Quantifying the potential impact for their sales leader.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

SBI Growth

JANUARY 21, 2013

Here are the biggest threats to the CSO in 2013. 5 years ago, the two black boxes of reliable data were Sales and Marketing. CMOs touted unquantifiable metrics like Increased Brand Awareness and Customer Perception. Today, marketing has dramatically changed. Despite the optimism, now is not the time to relax.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

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. The average tenure of a Sales VP is 19 months! This post explores what HR leaders can do to develop top internal sales leaders. Managing multi-generational sales forces.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

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. Every VP of Sales heads into this annual meeting with his CEO/CFO full of anticipation. Learn how to allocate your budget properly and use it to launch you to a successful 2013.

Top of Funnel 267

Top of Funnel Funnel Demand Generation Demand Generation Targets 267

Sales and Marketing Management

MARCH 29, 2019

Author: Paula Sanders There’s a lot of hype around artificial intelligence, but the reality of its impact to sales and marketing strategies promises to be positive. However, just as technology has evolved, so has the customer’s sales approach. Successful organizations have metrics in place for staff, especially in sales.

Marketing 209

Marketing Webinar Metrics Software Software 209

SMEI

JANUARY 24, 2023

Are you a marketer looking for a quick and dirty way to boost sales? If so, then shame marketing may be right up your alley. Shame marketing is a cynical form of advertising that involves exploiting the insecurities of young people in order to sell them products. Here are some examples of shame marketing campaigns: 1.

Loyalty 88

Loyalty Marketing Lead Rank Face-to-face 88

SBI Growth

NOVEMBER 20, 2012

In the Future of Content Marketing survey, 39% of nearly 60 respondents indicated they did not have a defined content marketing strategy. If you have read my past three articles on content marketing ( article 1 , article 2 , and article 3 ), then this percentage number is strikingly similar. Effectiveness.

Marketing 314

Marketing Hiring Strategy Buyer Persona 314

SBI Growth

SEPTEMBER 2, 2012

Sales Operations Leaders aren’t making data meaningful today. In fact, when asking Sales Operations Leaders what qualitative data they had gathered, here are their responses: Conducted internal win/loss debrief on large opportunities. The objective of the interview is to map a customer buying process.

Data 267

Data Analysis Sales Operations Buying Cycle 267

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. A good sales strategy and plan should target and address all the micro challenges and opportunities your business is facing. I’m specifically partial to content marketing.

Strategy 122

Strategy Social Media Social Selling Lead Generation 122

Jeffrey Gitomer

APRIL 24, 2013

Make people want to know you by the business, market, and community actions you take. From Jeffrey’s new book, The Sale Re-Defined. The post Ready Set Boost Event Featuring Jeffrey Gitomer | June 19, 2013 appeared first on Jeffrey Gitomer’s Sales Blog. GET YOUR TICKETS HERE!

Loyalty 177

Loyalty Video Training Customer 177

Increase Sales

DECEMBER 30, 2012

The New Year is almost here and the question to be asked is not what are your resolutions or goals as small business owner, but this simple one: Are you ready for 2013? New customers from all those new sales leads? Marketing campaigns that will attract attention and build relationships?

Small Business 154

Small Business Small Business Webinar Metrics Maximizer 154

SBI Growth

AUGUST 29, 2014

Dan Perry recently interviewed Matt Boice, Vice President of Sales Ops at TEN. The Enthusiast Network, founded in 1948, is a media company with the largest concentration of males between 18-34 within the automotive and outdoor adventure market.

Automotive 276

Automotive Retention Sales Operations Customer 276

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Social Selling training budgets increased 48% in 2013. Social Selling’s ‘Lead-to-Close’ conversion rate is 5x marketing sourced leads. This post will address what Marketing can do to promote, enable and optimize social selling within the organization.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

SBI Growth

NOVEMBER 24, 2012

The purpose of every incentive compensation plan is to influence the actions of sales reps. But an internally-focused plan can encourage behavior that works against the customer. You still have time before 2013 to fix any blatant disconnects. HR leaders should act now to align the compensation plan with the customer's interests.

Incentives 267

Incentives Incentive Customer Compensation 267

SBI Growth

NOVEMBER 10, 2013

More often than not, sales and marketing live in siloes. Reps wonder what marketing does and contributes; marketing complains reps ignore their efforts. For a company to survive these days, sales and marketing must work in concert. And they involve the sales team in the process. Buyer Process Maps.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

Sales and Marketing Management

DECEMBER 16, 2013

Issue Date: 2013-12-13. Proof that most customer communication (content and sales conversations) is ineffective can be seen in over a decade of research that reveals less than 50% of companies' marketing and sales communications are relevant to their customers and less than 30% of marketing content is relevant to customer-facing teams.

Face-to-face 245

Face-to-face Marketing Research Conversion 245

Sales and Marketing Management

NOVEMBER 3, 2013

Issue Date: 2013-11-04. Teaser: Providing the sales team with quality leads is only one piece of the equation. Marketers also have to provide sales with the knowledge to help them convert those leads into customers. Providing the sales team with quality leads is only one piece of the equation. read more'

Marketing 176

Marketing Leads Marketing Qualified Lead Sales 176

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Salespeople have changed as well. Zig Ziglar.

Face-to-face 132

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

SBI Growth

DECEMBER 6, 2012

This is an executive-level overview of the Internal Content Marketing Agency (ICMA). It is written for the top sales executive in the organization. According to the Sales Executive Council, 57% of a buyer’s purchase decision is made without a sales rep being present. What is an Internal Content Marketing Agency?

Demand Generation Agencies 267

Demand Generation Agencies Marketing Hiring Demand Generation 267

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. How in the world could one make real time, smart decisions that benefit your business and your customer?

CRM 235

CRM Guidelines Data Compensation 235

The Sales Hunter

JUNE 11, 2013

How effective are the marketing materials you receive? If you’re like the typical salesperson, you get more marketing information than you could ever begin to use. It’s time marketing departments wake up and quit shoveling garbage out to salespeople, all under the premise of helping them be more effective.

Marketing 231

Marketing Customer Service Consultative Selling Motivation 231

Sales and Marketing Management

APRIL 4, 2013

Issue Date: 2013-04-05. Teaser: Half of customer sales conversations are not relevant to their needs, in part because more than half of the content that marketing produces is not relevant to the sales team. Most customer communications (content and conversations) are company/product-centric and descriptive.

Customer 197

Customer Conversion Marketing Company 197

The Sales Hunter

MARCH 15, 2013

One challenges many CEOs face is to finding a way to balance the role of Sales with the role of Marketing. The role marketing must play is in being the keeper of the brands, names, and the equity of what the business stands for. Sales on the other hand must control the customer relationship without interference from Marketing.

Sales Leadership 183

Sales Leadership Marketing Face-to-face Groups 183

SBI Growth

NOVEMBER 3, 2013

In a 2013 study by IBM, 33% of CEO’s are out of touch with customers. 76% of executives want to know their customers better. The internet has forever changed how organizations engage with customers. How well does your team know the customer? In this post, we will talk about how better to understand your customers.

Customer 306

Customer Sales Qualified Lead Demographics Margin 306

SBI Growth

OCTOBER 1, 2013

The Holy Grail of 2014 Planning: Marketing Contribution as a % of Total Revenue. 2013 is the last year executives accepted activity-level results from marketing. CEO''s don’t accept activity reports from Sales leaders without revenue results. Executive marketing leaders need to push the debris aside.

B2B 331

B2B Sales Qualified Lead Marketing Lead Generation 331

Sales and Marketing Management

NOVEMBER 24, 2013

Issue Date: 2013-11-01. Teaser: The authors of a new book argue that the payoff for exceeding customers' expectations isn't enough to make it a top priority. The authors of a new book argue that the payoff for exceeding customers' expectations isn't enough to make it a top priority. read more'

Customer 216

Customer Loyalty Meeting 216

Your Sales Management Guru

DECEMBER 3, 2012

Sales Leadership: 2013 Sales Theme. Last week I was speaking at a conference on: “ Building and Maintaining Sales Motivation ”, after the program several individuals came up to discuss my concept of a “Drive Statement. Then engage several team members to assist you in developing a sales theme or Drive Statement.

Sales Leadership 82

Sales Leadership Incentives Incentive Motivation 82

SBI Growth

NOVEMBER 22, 2012

Today’s post is the first of three directed to Sales Operations leaders. Resource allocation is critical to success for sales. Customer/prospect segmentation is a key first step in making wise allocation decisions. The word has come down - sales costs need to remain flat next year. How it Begins.

Segment 288

Segment Customer Territories Penetration 288

SBI Growth

NOVEMBER 23, 2012

I’ve heard a lot of talk about “ Content Marketing.” It gets great reviews from C-Level executives, marketers and even sales managers. But how does Content Marketing help the Sales Rep? Today’s post outlines the benefits of Content Marketing from the Sales Rep’s perspective. This is the Problem.

Marketing 300

Marketing Sales Qualified Lead Face-to-face Buyer 300

The Pipeline

JANUARY 17, 2022

Jake Dunlap – CEO of Skaled , and in that role, everyday Jake helps companies operationalize key aspects of their sales and marketing organization. As CEOs, Senior Execs, and Sales people, our world is changing so rapidly and keeping pace is extremely hard. Prior to Skaled, Jake headed Sales & Customer Success for Chartbeat.

Scale 173

Scale Revenue Industry Strategy 173

SBI Growth

SEPTEMBER 4, 2012

We recently surveyed hundreds of marketing leaders in small to medium size businesses. In our research, we found that marketers are feeling the growing pressure to prove their marketing spend is generating results. And in a growing number of cases, CEOs have given their marketing leader a “new business” quota.

Marketing 288

Marketing Face-to-face Hiring Social Media 288

The Pipeline

JANUARY 31, 2022

Craig brings a deep wealth of knowledge about sales and revenue success. Sitting at the intersection of sales tech and sales methodology. Craig has a proven and unique ability to identify trends that impact sales and how to either leverage the good, and avoid the risky. Craig’s Gartner Blog: [link].

Sales Methodology 173

Sales Methodology Segment Trends Research 173

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

Sales and Marketing Management

MAY 28, 2013

Issue Date: 2013-05-29. Teaser: The marketing content pipeline is closely related to, yet distinct from the sales pipeline. The marketing content pipeline is closely related to, yet distinct from the sales pipeline. Author: Scott Richardson. read more'

Pipeline 153

Pipeline Marketing Lead Generation Relationals 153

Pointclear

MARCH 13, 2014

Nick Stein, Vision Critical, Youth Meets Experience in Sales Force. Click to start video at this point —The young people entering the sales force are changing the dynamic between managers and their reps. Not so long ago, managers and their sales team were in one centralized location. That has pros and cons, Nick said.

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235