SBI Growth

SEPTEMBER 24, 2012

This post is about how CEOs should invest in sales managers to improve revenue growth in 2013. As part of our annual Q3 Research Tour, SBI surveyed over 10,000 sales reps. If you are considering sending your sales managers to training seminars in 2013, keep your money. Develop a custom sales management program.

Sales Management 267

Sales Management Hiring Comparison Quota 267

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

DECEMBER 12, 2012

SBI’s CEO Greg Alexander, was recently quoted in Hubspot’s “ 20 Marketing Trends & Predictions for 2013 & Beyond ”. Right now the biggest mistake a marketing leader can make in 2013 is to not invest in Content Marketing. It utilizes personnel from Sales, Marketing, Product Development and other parts of the organization.

Demand Generation Agencies 333

Demand Generation Agencies Marketing Demand Generation Demand Generation Targets 333

The Sales Hunter

JANUARY 10, 2013

” We’re now in 2013, and although it may seem like things haven’t changed, they have. The biggest thing is what hasn’t changed, and that is the amount of competition you will face and your customers will face. Can you honestly say you know the key issues your customers are going to face in 2013?

Face-to-face 205

Face-to-face Motivation Competition Up-Sell 205

SBI Growth

OCTOBER 11, 2012

Sales teams are getting their 2013 numbers. For the Sales Leaders who learned how to set quotas at the SBI Make the Number tour ( register now! ), the results will be quite different. 2013 results will uncover some long-hidden flaws in the sales force. This blog is NOT about how to correctly set your sales quotas.

Quota 257

Quota Compensation Commission Margin 257

The Sales Hunter

OCTOBER 8, 2013

One of the most important reasons for finishing strong in 2013 is it becomes a springboard for starting 2014 right. The problem with panic mode in the sales world is that salespeople tend to do stupid things. Instead, begin right now to mine your current customer list and your prospecting list. ” Sales Motivation Blog.

Cold Calling 223

Cold Calling Discount Consultative Selling Compensation 223

SBI Growth

OCTOBER 29, 2012

This post will help you test a redesigned sales compensation plan to ensure cultural fit. Plus, you’ll find advice on compatibility with other sales effectiveness drivers. Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. That would make 2013 worse than this year! What can be done?

Compensation 253

Compensation Hiring Incentives Incentive 253

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. Sales is frustrated because of a lack of proficiency in using the persona. Preliminarily identify customers to be interviewed.

Meeting 288

Meeting Ideal Customer Profile Buyer Persona Forecasting 288

The Sales Hunter

JANUARY 28, 2013

It isn’t going to help me sell more — it’s only going to help me rationalize why I’m not making sales. As you look at 2013, challenge yourself to not set targets and goals based on what the economy says you should or should not be able to do. Let’s all go out and make 2013 not just a good year.

Motivation 177

Motivation Up-Sell Conversion Consultative Selling 177

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. Armed with Marketing Automation Software, CMOs are tracing new customers back to their campaigns.

Face-to-face 244

Face-to-face Vendor Decision Maker Inside Sales 244

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? Here’s my list based upon my experience of working with some of the world’s best sales organizations this past year.

Trends 153

Trends Decision Maker Territories Analysis 153

Score More Sales

MAY 30, 2013

It is time to review how a customer experiences your brand says IBM. A shocking statistic of $83B lost each year in poor customer experiences. IBM again went to 500 marketing professionals in 15 industries to ask critical questions and uncover from a marketing standpoint to help us all improve marketing and sales results.

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

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. Quantifying the potential impact for their sales leader. Sales Operations Success = Insight + Execution.

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. Sales Quota and Sales Compensation Plans are passed out. Because they know they won’t have time for your “new” sales strategies. How do you Get your AEs to Stop Grumbling about 2013?

Compensation 244

Compensation Follow-up Up-Sell Maximizer 244

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 Targets Demand Generation 267

The Sales Hunter

JANUARY 24, 2013

It seems every salesperson is focused on what their goals are for 2013. Nothing wrong with that, but don’t forget about your customer’s goals. 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. ” Sales Motivation Blog.

Positioning 232

Positioning Motivation Customer Opportunity 232

The Sales Hunter

DECEMBER 10, 2012

A quick way to help you achieve more sales success in 2013 is first by taking credit for everything you accomplished in 2012 and second by never forgetting all the success you had. Review your sales by customer. Let’s make 2013 a huge success! I Want the Monday Sales Video Tip !

How To 175

How To Energy Video Follow-up 175

SBI Growth

NOVEMBER 11, 2012

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. Reduced overall sales cycles. Email used to be for only acquisition and customer communications. Content Marketing allows you to sell the way a customer wants to buy. Direct Content Marketing is born. Content Marketing works.

Direct Mail 319

Direct Mail Marketing Demand Generation Targets Demand Generation 319

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? So again, are you and your small business ready for 2013? Only then can you get to where you want to be.

Small Business 154

Small Business Small Business Webinar Metrics Maximizer 154

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

Jeffrey Gitomer

APRIL 24, 2013

. ~ 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.

Loyalty 177

Loyalty Video Training Customer 177

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. If your 2013 lacks deliberate learning, you will find yourself behind the curve.

Strategy 122

Strategy Social Media Social Selling Lead Generation 122

SBI Growth

OCTOBER 25, 2012

42% is the average amount of time a sales person spends engaging with a customer. We all know improving selling time should increase sales. And what is the value I should receive by actually improving a sales person’s selling time in front of a customer? Customer Issue Resolution. Administration (i.e.

Hiring 310

Hiring Travel Territories Face-to-face 310

The Sales Hunter

OCTOBER 5, 2013

When was the last time you thanked your customers? Sure, it’s easy to thank them at order time, but I challenge you to look beyond the sale. You likely will learn ways you both can benefit: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. .

Customer 208

Customer Video Selling Skills Customer Service 208

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

AUGUST 29, 2014

Dan Perry recently interviewed Matt Boice, Vice President of Sales Ops at TEN. TEN has been on a tear lately growing their social followers 512% since 2013 sitting now at 74 million. Sales Force Structure Sales Operations Strategy Podcast Sales Ops' Sales Force Structure Sales Operations Strategy Podcast Sales Ops'

Automotive 276

Automotive Retention Sales Operations Customer 276

Sales Training Connection

DECEMBER 10, 2012

In our last blog we posted 4 hospital-physician issues impacting medical sales in 2013: Hospital consolidation continues. Let’s take a look at what in means in hospital procedure and practice and then explore some jump-start steps medical sales reps could take to be responsive. ©2012 Sales Horizons, LLC.

Health Care 108

Health Care Customer Government Trends 108

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

The Sales Hunter

SEPTEMBER 10, 2013

Not all customers are good customers. In fact, there are some customers who are just plain stupid. As a public service, I’ve come up with 5 things you can do to avoid dealing with stupid customers. Stupid customers can get off track and wind up wasting a lot of time dealing with trivial items.

Customer 278

Customer Negotiation Selling Skills Customer Service 278

The Sales Hunter

NOVEMBER 2, 2013

If you have a few moments with the customer, make sure you are using that time wisely. The infamous elevator speech (or any similar situation when you have a short time with a prospect/customer) can work to your advantage. To see what I mean, check out this video: Copyright 2013, Mark Hunter “The Sales Hunter.”

Video 187

Video Customer Motivation Prospecting 187

The Sales Hunter

OCTOBER 12, 2013

Every sales call is an opportunity to learn insights from one customer — that you can then apply with other customers. I’m talking about broader business insights that equip you to better serve other customers. To see what I mean, check out this video: Copyright 2013, Mark Hunter “The Sales Hunter.”

Video 196

Video Customer Consultative Selling Selling Skills 196

Sales 2.0

DECEMBER 19, 2023

“Her” is a 2013 film about a lonely writer named Theodore Twombly, portrayed by Joaquin Phoenix, who develops a romantic relationship with an AI on his phone named Samantha, (voiced by Scarlett Johansson). I believe AI will play the role of sales assistant not sales lead when it comes to important buying decisions.

Film 150

Film Lead Rank Intent ACT 150

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

The Sales Hunter

APRIL 30, 2013

Each contact you make is designed to help you move from thanking the customer for their business to securing more business. Two days after the customer makes their purchase, reach out to them with a phone call thanking them for buying and making sure they received what they wanted with regard to the benefits they were looking to fill.

Customer 269

Customer Cold Calling Customer Service Consultative Selling 269

The Sales Hunter

OCTOBER 19, 2013

Some customers are a tremendous drain on your resources. I know what you’re thinking — that the whole idea of “firing” a customer seems very counter-productive. Truth is, though, that some customers cost you more money than they are worth. ” Sales Motivation Blog. .

Video 208

Video Customer Consultative Selling Motivation 208

The Sales Hunter

MAY 31, 2013

.” But if you really want to succeed in sales, you better focus instead on your customer’s outcomes. Check out the below video to see what I mean about outcomes rather than benefits: Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. .

Benefit 187

Benefit Video Customer Margin 187

The Sales Hunter

JULY 23, 2013

We’ve all had at one time or another a customer we can’t stand. To be even more blunt, some customers just aren’t worth keeping! ” Here are 5 reasons I think it makes sense to dump a customer: 1. .” ” Here are 5 reasons I think it makes sense to dump a customer: 1. Are you with me?

Customer 252

Customer Customer Service Motivation Company 252