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. You can download the complete results from the IBM State of Marketing 2013 Global Survey. They conduct analysis of customer insights. Creating a consistent customer experience.

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

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! It failed because the Sales people were relationship builders accustomed to slow growth in existing customers. Any one of these areas could be a land mine that blows up your 2013 sales comp plan.

Compensation 253

Compensation Hiring Incentives Incentive 253

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 Targets Demand Generation 267

The Sales Hunter

JANUARY 28, 2013

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. Copyright 2013, Mark Hunter “The Sales Hunter.” Same thing for us in our job. ” Sales Motivation Blog. .

Motivation 177

Motivation Up-Sell Conversion Consultative Selling 177

Keith Rosen

OCTOBER 24, 2013

Keith Rosen’s company, Profit Builders, was named one of Selling Power’s Top 20 Training Companies for 2013. I’m truly honored to have my company named to Selling Power’s Top 20 Training Companies list for the 3rd year in a row. 5) strength of client satisfaction. 5) strength of client satisfaction.

Company 119

Company Training Sales Coaching Coaching 119

SBI Growth

OCTOBER 11, 2012

Sales teams are getting their 2013 numbers. 2013 results will uncover some long-hidden flaws in the sales force. Low quotas caused Reps to stay within their comfort accounts – renewals and incremental deals at existing customers. Have them train the rest of your team on this topic. Why risk new logos? Register here.

Quota 257

Quota Compensation Commission Margin 257

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. How do you Get your AEs to Stop Grumbling about 2013? Moving Towards World Class in 2013. SBI can help create a customized sales process that will make these alignments.

Compensation 244

Compensation Follow-up Up-Sell Maximizer 244

Jeffrey Gitomer

APRIL 24, 2013

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

SBI Growth

AUGUST 10, 2013

I was lucky enough to be introduced to a sales team’s top performer for 2013. Training dollars are being misallocated. If another customer told her every competitor’s offering felt the same, she might scream. Her sales manager knew her potential and sent her to a weeklong sales training. A 4 day training at corporate.

Training 293

Training Top of Funnel Hiring Hotels 293

Sales Training Connection

DECEMBER 10, 2012

In our last blog we posted 4 hospital-physician issues impacting medical sales in 2013: Hospital consolidation continues. Measuring customer satisfaction is another trend that hasn’t been written about as much in the medical sales world , but strikes us as one with implications for selling to physicians and other hospital medical staff.

Health Care 108

Health Care Customer Government Trends 108

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

The Sales Hunter

MAY 8, 2013

When you help your customers achieve what seems unreachable, you are paving the way for both of you to succeed. I’m always fascinated when I talk to salespeople who are so intently focused on their product or service that they lose sight of what the product or service actually means to the customer. ” Sales Motivation Blog.

Customer 224

Customer B2C Customer Service Selling Skills 224

SBI Growth

MAY 29, 2013

Sales training eats up a lot of this non selling time. As Sales Leaders we know sales training is key though. The ASTD(American Society for Training & Development) reports an 18% increase in productivity for every 3 hours spent training. But traditional training methods cost more with fewer results than before.

Maximizer 306

Maximizer Training Face-to-face Webinar Metrics 306

Customer Centric Selling

JANUARY 7, 2013

Sales Training Article: How to Build Customer Loyalty in the New Year By Geoffrey James, Inc. As we enter 2013, the business world remains in a state of uncertainty. Regardless of what happens, your key to success will lie in one thing: customer loyalty. How do you keep customers loyal? Have a great 2013, everyone!

Loyalty 51

Loyalty Training Trade Show Customer 51

Score More Sales

SEPTEMBER 27, 2013

Every day you can see examples of how big brands and small brands are blowing it when it comes to getting new customers and then retaining them. Go to a restaurant for the first time in hopes of having a high value customer experience – it is rare. Also, in their study, customer expectations were exceeded only 16% of the time.

Retention 254

Retention Company Customer Lead Rank 254

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

Score More Sales

MARCH 26, 2013

Mid-sized companies need better tools to help understand what customers need and want. It went on to say that many midsize businesses still rely on traditional, non-integrated customer management, sales tracking or marketing systems. New insights into their customers, giving the company competitive advantages. • Get buy-in.

CRM 235

CRM Guidelines Data Compensation 235

HeavyHitter Sales

FEBRUARY 23, 2013

Based upon my experience, here’s my list of the best companies to sell for in 2013. It is the fastest growing storage company in history in terms of both revenue and new customers. Cadence Design Systems  www.cadence.com – 2012 was a big year for Cadence with revenues growing to $1.326 billion… 2013 promises to be even better. 

Company 152

Company Analytics Enterprise Enterprise 152

Score More Sales

AUGUST 23, 2013

This came from a recent Forbes article, How Small Businesses Can Build a Relationship with Millennial Customers written by John Mason, GM of IBM’s Midmarket business unit. For starters, customers want to be engaged. Do you attract a younger demographic for employment, partnering, and as new customers? Take it as a sign.

Customer 201

Customer Hiring Lead Rank Consumer 201

Score More Sales

DECEMBER 21, 2012

Earlier this year, IBM published the results of a study that was done by Forrester Research about how today’s empowered customers are thinking, and the importance of really knowing your customer. The study was called Empowered Customers Drive Collaborative Business Evolution. So what to do about it?

Customer 196

Customer Hotels Lead Rank Lead Scoring 196

SBI Growth

JANUARY 22, 2013

B2B CMO’s are being asked to increase the impact of customer acquisition in 2013. Assessing Marketing Team Capabilities for Customer Acquisition. Review your team’s ability to acquire new customers through the lens of total team capabilities. Staff are trained/experienced to perform this capability.

Demand Generation Targets 322

Demand Generation Targets Demand Generation Marketing Customer 322

Sales Training Connection

NOVEMBER 28, 2012

Selling with to hospitals and physicians - 2013 trends. As we edge towards the end of 2012, medical sales people are thinking about closing out 2012 strong – providing momentum for a good start in 2013. Let’s take a look at four critical issues affecting hospitals and physicians as 2013 unfolds. Hospital consolidation continues.

Health Care 90

Health Care Referrals Trends Lead Rank 90

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

Score More Sales

SEPTEMBER 12, 2013

When talking about CRM for Midsize business, the folks at IBM created an Infographic ( click here to view full size ) specifically focused around customer growth and retention. There are three issues when it comes to you, your customers, your partners, and the information you work to keep about them. It is beyond irritating.

CRM 186

CRM Customer Lead Rank Lead Scoring 186

The Sales Hunter

NOVEMBER 5, 2013

Regardless of how you felt your last sales call went, there are a few things your customer just called me about and asked me to share with you. The customer said there’s no need to say “thanks,” but they do want you to adhere to these things the next time you come by: 1. The sales materials you use are lame.

Customer 240

Customer Call-back ACT Selling Skills 240

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. It may appear on your internal letterhead, made into a banner and hung in your sales area and used to reinforce your training programs.

Sales Leadership 82

Sales Leadership Incentives Incentive Motivation 82

Understanding the Sales Force

JUNE 26, 2014

Yes, they sold me, for a second straight time, that flying United is not a good experience, their people don''t care, putting their own needs first, ahead of their customers. United is not the only company guilty of deplorable customer service. Customer service has a very important selling role. c) Copyright 2013 Dave Kurlan'

Airlines 204

Airlines Customer Service Customer Cancellation 204

SBI Growth

APRIL 3, 2013

Formal training materials. Knowing what your customer is doing in each phase allows you to tailor your content. Along the buyer’s journey your customers are asking themselves questions. Based on research, identify the questions your customer is asking himself at each stage. Internal pre-launch announcements.

Campaigns 300

Campaigns How To Demand Generation Targets Demand Generation 300

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. But acquiring new customers remains extremely difficult. But not referral sellers.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Increase Sales

AUGUST 5, 2013

Years gone by, sales training was provided by small businesses (under 500 employees) be it through human resources or recognized sales training coaching consultants. Sales training is still needed. With information doubling at the speed of light, sales training is now becoming the responsibility of each salesperson.

Training 118

Training Hiring Small Business Small Business 118

Allego

JANUARY 10, 2023

Yuchun Lee and Mark Magnacca—long-time entrepreneurs with successful careers in different industries—launched Allego in 2013 to transform how people learn and succeed at work. The founding team realized that traditional sales training was broken. a leading sales and presentation training firm. The “Aha” Moment.

Unica 118

Unica Sales Enablement Vendor Lead Rank 118

Sales Training Connection

DECEMBER 2, 2013

Sales Training. Sales Training. Switching topics to sales training, we do not have the corresponding percentages as to the time sales trainers spend lecturing but whatever the percentage – it is higher than it needs to be. Let’s explore why flipping should be applied to sales training and how one might do it.

Training 112

Training Exercises Travel Call-back 112

DiscoverOrg Sales

DECEMBER 4, 2017

Attempts to get sales enablement right are on the rise , as organizations grapple with the idea that shorter product life cycles, a more informed customer base, and global competition make the way they sell just as important as what they are selling. Map your strategy to the customer journey. Training, training, training.

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

SBI Growth

AUGUST 10, 2012

When you built your new product, you most likely did most or all of the following: Conducted market research to understand the problems of your customers. Trained the sales force and channel partners on the new product. This is very different than product training. Create Customer-centric demo decks and business case examples.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

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. Last week I had the opportunity to participate in another conference (14th of the year), they are always great times when you can hear other speakers, learn new ideas and meet new people.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

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

No More Cold Calling

JUNE 30, 2021

I was working for a global consulting and training firm. 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, when virtual sales meetings weren’t the only option. The year was 1996. But not referral sellers.

Referrals 257

Referrals Sales Qualified Lead Lead Gen Ideal Customer Profile 257