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. Validated the market will pay to solve these problems. Launched marketing campaigns to generate interest. Create Customer-centric demo decks and business case examples.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

Sales and Marketing Management

OCTOBER 30, 2020

Author: Jim Ewel This should be the golden age of marketing. We have more tools at our disposal to implement and measure marketing, and, until the pandemic hit, advertising budgets were at record levels. The traditional marketing plan is broken. The traditional marketing organization is broken. How do we fix this?

Marketing 207

Marketing Advertising Advertising Twitter 207

SBI Growth

AUGUST 1, 2013

We’re nearly 60% through 2013. Here’s an example of giving a value to a customer''s Strategic Fit. The market has dictated. Examples include optimized territory structures and off-loading non-essential tasks. With no increased budget and only five months remaining in 2013, efficiency is needed.

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

Crunchbase

DECEMBER 6, 2021

There’s no shortage of paid and free sales prospecting tools on the market these days, all touting time-saving features. But who of today’s busy sales professionals has the time to vet hundreds of lead generation and sales prospecting tools, let alone road test them to find the best fit? Search less. Close more.

Ideal Customer Profile 111

Ideal Customer Profile Tools Prospecting Lead Rank 111

SBI Growth

NOVEMBER 9, 2013

A customized sales process is an excellent tool. These tools help to anticipate buyer trends and keep pace with the buyer. You can access the guide when you sign-up for SBI’s Sales & Marketing Research Review. Discover insights and market trends from SBI’s research in 2013.

Buyer Persona 307

Buyer Persona Buyer Tools Trends 307

SBI Growth

SEPTEMBER 15, 2013

This tool has been around for a few years now. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. You will have access to guides, templates and tools to help your BPM drive revenue. Marketing is creating relevant content that the sales team can leverage throughout sales campaigns.

Tools 300

Tools Sales Tools Collateral Vendor 300

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. For example, if a company is looking for an invoice processing solution, AI-enabled software learns what to do if specific fields are missing data or aren’t matching up.

Marketing 209

Marketing Webinar Metrics Software Software 209

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. Expectations of marketing accountability have increased to the level expected of sales performance. Executive marketing leaders need to push the debris aside.

B2B 331

B2B Sales Qualified Lead Marketing Lead Generation 331

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. The best marketing leaders know how to overcome the divide and gain credibility with sales.

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

Score More Sales

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.

Sales Enablement 120

Sales Enablement Merkle Tools Ideal Customer Profile 120

SBI Growth

DECEMBER 6, 2012

This is an executive-level overview of the Internal Content Marketing Agency (ICMA). What is an Internal Content Marketing Agency? It can be located within your Sales or Marketing organizations. It produces content of sufficient quantity and quality to meet the needs of the Marketing and Sales departments.

Demand Generation Agencies 267

Demand Generation Agencies Marketing Hiring Demand Generation Targets 267

The Pipeline

JUNE 25, 2020

I remember when clients started giving reps iPads, loaded them up with collateral, and turned to market and announced, “We are Digital!” They urge leaders to equip reps with digital tools, and the example they give is Skype or WebEx. 2000 to 2013 – 0.9%. I didn’t see any new tools introduced. 1891 to 1939 – 1.5%.

Sage 288

Sage Real Estate Skype Collateral 288

SBI

DECEMBER 18, 2013

Top Sales World just held their annual ceremony for the Top Sales and Marketing Awards. You can tell they truly enjoy the opportunity to recognize people, resources and tools that advance our industry in one way or another. It’s truly an exciting time for those in the marketing and sales profession.

Quota 135

Quota CRM SAP Forecasting 135

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. LinkedIn has become a “cool” tool.

Face-to-face 132

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

SBI Growth

OCTOBER 24, 2012

The ability to demonstrate marketing's return on investment is at the top of every CMO's plan for 2013. The ROI picture has been elusive as marketers struggle to capture the full impact of marketing’s contribution. We know that marketing plays a vital role in building preference and driving interactions.

Demand Generation Agencies 293

Demand Generation Agencies Marketing Demand Generation Targets Demand Generation 293

No More Cold Calling

NOVEMBER 21, 2013

You can’t depend on your marketing department to generate real leads. Do you really think marketing can qualify your leads? Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

SBI Growth

NOVEMBER 3, 2012

Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? Your peers told us what they are doing during this event and how they are prioritizing for the 2013 sales strategy inside their regions. Question : What Sales Productivity Problem should you Fix in 2013? You don’t run Marketing.

Scale 282

Scale Face-to-face Promotion Lead Rank 282

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. Get a copy of my 5 Step Sales Strategy Decision Tool here to give you the answers you’re looking for in the shortest amount of time. You still have time.

Strategy 293

Strategy Analysis Quota Resources 293

Allego

MARCH 9, 2023

Today’s sales enablement market looks drastically different from the market of 10 years ago. This revelation caused the definition of sales enablement to change, led to a revolutionary new way of learning, and pushed the sales enablement market in a new direction.

Sales Enablement 62

Sales Enablement Industry Marketing Video 62

SBI Growth

JANUARY 2, 2013

But you can excel in 2013 because of your shortcomings in 2012. And with these answers come chances for improvement in 2013. Download the Sales Manager Competencies and Example Accountabilities Here. John Kenney writes a great post on how to Maximize Your "B Player" Sales Talent in 2013 ). “C” Lead Generation.

Lead Rank 267

Lead Rank Lead Scoring Sales Qualified Lead Lead Gen 267

Understanding the Sales Force

NOVEMBER 13, 2013

Want an example of sales management being in the dark? End of Quarter Closing is a great example of sales management dysfunction! One more thing - I''m a finalist for 3 awards at this year''s Top Sales & Marketing Awards event. And please vote for OMG, a finalist for Top Sales Assessment Tool. (c)

Decision Maker 313

Decision Maker Proposal Sales Cycle Exact 313

SBI Growth

JULY 1, 2013

You see visions of making your 2013 and 2014 sales number. 1) Sales / Marketing Budget Spend Shifts. Examine the overall sales/marketing budget spend left for 2013. By this time, it’s the end of 2013. Whether you’re ahead or behind 2013 plan, thoughts must now begin to shift. Then reality hits.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

Hubspot Sales

FEBRUARY 14, 2024

That might sound counterintuitive, but I interviewed Yuval Ackerman , email strategist, who shared her top tips for writing sales email marketing that don’t give you the ick! Here’s an example. Yuval Ackerman, ethical email marketing specialist at Ackerman Copywriting , kicks off with her first tip: knowing your audience.

Data 87

Data Segment Email Marketing Webinar Metrics 87

SBI Growth

NOVEMBER 24, 2012

You still have time before 2013 to fix any blatant disconnects. The post offers tools to make longer-lasting corrections, too. Missing the Connection - Some Examples. Here are some real-life examples of poorly designed incentives. The initial reaction is to reach for a recent market survey. This destroys trust.

Incentives 267

Incentives Incentive Customer Compensation 267

Sales and Marketing Management

JUNE 15, 2018

The firm was targeting the senior market by offering solutions to keep these older people safe in their own homes rather than empty bank accounts to move into senior housing. I wanted to archive experiences and ideas and marketing materials and everything possible that could contribute to the success of all staff members and departments.

Hiring 191

Hiring Lead Rank Face-to-face Banking 191

SBI Growth

JULY 19, 2013

Either way, your 2014 number will outpace 2013. They know that the market is moving at warp speed. They know that the market is moving at warp speed. You can’t repeat your 2013 sales strategy in 2014. QUANTIFY YOUR RISK IN EACH OF THESE AREAS WITH THE PROJECT RISK ASSESSMENT TOOL. The change must be realistic.

Guarantee 296

Guarantee Exercises Follow-up ROI 296

SBI Growth

DECEMBER 22, 2013

Of all the new capabilities leaders could drive, here were seven that stood out in 2013. If you use the wrong tool for measurement, eventually you end up in the wrong place. In the graphic above, you see an example of how to plot the new capabilities. Specifically: Problem - Marketing does not generate enough demand.

Scale 282

Scale Exercises Compensation Follow-up 282

Green Lead's B2B

DECEMBER 10, 2012

It's exciting times for sales people -- marketing is becoming more sophisticated in their lead generation efforts (more leads is always great) and sales organizations are making the lives of their sales people better with automation. I have had a lot of fun learning about the tools everyone is going to discuss. Don't ask).

Sales Tools 37

Sales Tools Tools InsideView Face-to-face 37

SBI Growth

FEBRUARY 6, 2013

The title is “ Make the Number in 2013 ” and he comes unglued: “The number. This year I bought marketing automation software. With a simple tool, a slingshot, he toppled the giant Goliath. Six vendors are going to get 90% of the dollars in 2013. I showed him a couple of examples. I knock on door 1107. The number.

Banking 288

Banking Software Software Competition 288

SBI Growth

SEPTEMBER 8, 2013

As a Sales & Marketing Leader, you are responsible for driving lead generation. In 2013, leveraging social selling & prospecting has become mission critical. Your business development teams are using LinkedIn and you’ve equipped them with the best social selling tools. Here is a real life InMail of Shame example.

Social Selling 312

Social Selling LinkedIn Lead Rank Ideal Customer Profile 312

Score More Sales

MARCH 13, 2014

Your market niche is different? Take Joe for example. His company does not offer him much support in marketing or social tools. Put all the pieces together, and you have the whole picture – which means you have new sales opportunities. You say your industry is special? I doubt it. He sells SaaS cloud services.

Referrals 238

Referrals Lead Rank Lead Scoring Ideal Customer Profile 238

SBI Growth

OCTOBER 20, 2012

HR leaders, get ready for the 2013 Sales Kickoff by fixing the flaws in your compensation plan today. And get your hands on a Competency Grader for compensation assesement providers as part of SBI's "Make The Number 2013.". Unfortunately, HR's usual solution to sales comp problems is a one-size-fits-all tool – the compensation study.

Compensation 267

Compensation Incentives Incentive Lead Rank 267

SBI Growth

OCTOBER 6, 2013

To get this tool, sign-up here. This also gets you access to SBI’s Annual Sales & Marketing Research. You will get access to more guides and tools to help sales compensation planning. Let’s say sales weren’t spectacular in 2013. An example: Product Marketing provides funds to incent sales of their specific product.

Compensation 293

Compensation Territories Incentives Incentive 293

Score More Sales

AUGUST 28, 2013

When you look at how selling has changed over the last 5, 6, or 10 years, there is not doubt that technology tools and a scientific approach to selling has become prevalent in the B2B sales world. When to follow-up, for example? Image courtesy of Velocify. But are you more productive now? So give a quick vote – Art or Science?

Webinar Metrics 212

Webinar Metrics Lead Rank Lead Scoring Outbound 212

Zoominfo

OCTOBER 2, 2019

However, the unicorn startup landscape has shifted dramatically since the term was coined by VC Aileen Lee in 2013. . Before establishing themselves as market disruptors or category creators, future unicorns start by creating a minimum viable product (MVP). In fact, the more narrowly you can define your market, the better.

Scale 182

Scale Promotion Face-to-face Lead Rank 182

Score More Sales

SEPTEMBER 5, 2013

View the video or you can read the transcript below: Biggest lesson I’ve learned is the importance of rhythm and cadence in our sales and marketing efforts –. We have incorporated this into our marketing and sales –. For example, one of the sales leaders I work with also prospects, nurtures, and closes sales.

Lead Rank 233

Lead Rank Lead Scoring Webinar Metrics Referrals 233

SBI Growth

SEPTEMBER 22, 2013

You’re completing 2013 and building your marketing strategy for 2014. Perhaps you’re beginning to roll out marketing automation or some form of company-wide communication program. Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Product Marketing.

Eloqua 316

Eloqua Marketo Buyer Persona Collateral 316