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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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

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

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? H ow to Sequence. Do you have one?

Scale 282

Scale Face-to-face Promotion Lead Rank 282

Understanding the Sales Force

MAY 5, 2014

10 Sales Coaching Examples. Top 10 Kurlan Sales Articles of 2013. Top 5 Success Factors for a Sales Training Initiative. 13 Most Important Tools for Coaching Salespeople. Top 25 Prerequisites for Successful Sales Training and Sales Development. Top 10 Sales Training Realities Versus What You Believed.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

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

SBI Growth

MARCH 22, 2013

This tool is perfect for HR Business Partners who serve the Sales function. Taking the “easy” route, they decided to do Sales Process and Rep training first. Unfortunately, the implementation failed because the SMs were not trained on change management. Current front-line SMs needs wide training to do their job effectively.

How To 312

How To Sales Leadership Exercises Proposal 312

SBI Growth

NOVEMBER 14, 2012

Go to your manger and get the training / coaching that you need and deserve. You’re at a point in the year where you are discussing 2013. Employ the old Give-Get strategy to negotiate more coaching, training and metric-based analytics. Build those skills by utilizing the tools around you. How do you achieve this?

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

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. Here’s an example of a community, where you can see structure and contributions:?

Hiring 191

Hiring Lead Rank Face-to-face Banking 191

SBI Growth

NOVEMBER 4, 2013

Less than 60 days remain in 2013. Over these remaining weeks, conversations with SVP-Sales have focused on 3 areas: What can I still do to Make the Number in 2013 ? I recommend you read it and download the tool. As 2013 winds down, 2014 naturally ramps up. For example: Discussion of a new buyer persona.

Hiring 296

Hiring Buyer Persona ROI Follow-up 296

SBI Growth

DECEMBER 22, 2013

People get disappointed with sales training events. They satisfy a box checking exercise around providing training. 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. They make the number.

Scale 282

Scale Exercises Compensation Follow-up 282

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JANUARY 31, 2014

Micro improvements: self-improvement – finding ways to personally motivate yourself, for example. Macro improvements: overall process and methodology improvement – your whole team adopts a new process to streamline deal identification and qualification, for example. Lead by example. Micro Sales Productivity Tips.

Opportunity 227

Opportunity Webinar Metrics Lead Rank Lead Scoring 227

Sales and Marketing Management

MARCH 29, 2019

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. Fueled by a six-fold increase in venture capital investment, the number of jobs requiring AI-related skills has more than quadrupled since 2013.

Marketing 209

Marketing Webinar Metrics Software Software 209

Increase Sales

JULY 5, 2013

During lunch a Vice President of a regional bank asked me this very pointed question: Why doesn’t sales training for banks stick? My quick and direct response was “banks and other financial institutions continue to use the same training providers they have been using for the last 20 plus years.”

Banking 136

Banking Training Infusion Retention 136

SBI Growth

FEBRUARY 6, 2013

The title is “ Make the Number in 2013 ” and he comes unglued: “The number. Before that I spent a small fortune on sales training. 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.

Banking 288

Banking Software Software Competition 288

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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

SBI Growth

OCTOBER 4, 2012

Download this tool to figure out if you are approaching problematic projects the right way. Get a copy of the tool for free at this event. For example, use the money that was allocated for employee training or continuing education to bring on a sales consultant that will complete the job alongside your sales team.

Sales Qualified Lead 267

Sales Qualified Lead Hiring Face-to-face Territories 267

SBI Growth

DECEMBER 3, 2013

You rolled out 2013’s initiative at sales kickoff. It was done via event based training. Because you believe you have capable people, you delivered the training. During the training, everybody nods. During the training, everybody nods. The CEO was asking him “did the training work?” Problem 1—Poor Roll Out.

Groups 297

Groups Follow-up SalesForce Training 297

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. Clearly, if your team needs sales training, there's a lot of options out there. 5) Brian Tracy.

Channels 111

Channels Video Training Hiring 111

Customer Centric Selling

SEPTEMBER 20, 2013

Sales Training Article: Top Sales Tool for 2014. This tool has been around for a few years now. You will have access to guides, templates and tools to help your BPM drive revenue. Let''s look at a few examples of how the BPM has been used in 2013. It may serve as inspiration for your 2014 strategic planning.

Sales Tools 45

Sales Tools Tools Training Collateral 45

Score More Sales

OCTOBER 18, 2013

In other words, does your contact management tool bring in the social profile and activity on social for each of your contacts? These items above are a basic minimum in 2013 (heading into 2014) for a seller. Today we have LinkedIn and many other sophisticated tools – but we tend to have less insight about our prospects and customers.

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

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NOVEMBER 20, 2013

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. It is one of the no-brainer, must do sales tools to look into. More ideas on social selling here: Top Social Selling Tools. .

Lead Rank 228

Lead Rank Lead Scoring Social Selling Twitter 228

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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. 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.

Retention 254

Retention Company Customer Lead Rank 254

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NOVEMBER 25, 2013

For example, Sarah is planning a wedding and trying to also focus on hitting her quota for the year in the next four weeks. You may have metrics being generated within your CRM tool, such as in Salesforce.com. I believe some people waste from 30 minutes to hours a week just from this one activity alone.

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Outbound 217

Score More Sales

DECEMBER 27, 2013

Example: Ridding Your Office of Paper in Favor of Digital Documents. 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. Eventually you start to see real differences.

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

Score More Sales

JULY 15, 2013

It is always exciting to hear about new sales tools to help shorten the sales cycle, qualify better, grow social connections, and sell more. Sometimes, though, an old school tool can get the job done as a companion strategy to all the cutting edge technology you are employing. It is truly one of the best visuals there is.

Inside Sales 194

Inside Sales Hiring Lead Rank Lead Scoring 194

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SEPTEMBER 5, 2013

For example, one of the sales leaders I work with also prospects, nurtures, and closes sales. That ONE habit alone has given him ongoing referrals, new deals, and sets a great example for his reps in the office since actions speak so much louder than words. Are you a Disorganized Seller? Then he has his first cup of coffee.

Lead Rank 233

Lead Rank Lead Scoring Webinar Metrics Referrals 233

SBI Growth

NOVEMBER 7, 2013

Last year you got your 2013 quota in mid-February. Get it here along with over 90+ tools by registering for our research tour. For example, you are still recovering from the slow first quarter start this year. What/How do I train my sales people to generate more demand? Weekly training sessions. Don’t Panic.

Quota 296

Quota Demand Generation Targets Demand Generation Negotiation 296

Score More Sales

FEBRUARY 7, 2013

But time and again, we get bombarded with interruptions, alerts, tools, and technology. For example, set prospecting time right into your calendar so you and those around you can know clearly what you are working on. Three Tech Traps to Avoid: Tool Overwhelm. Get one specific tool to track information and one tool for projects.

CRM 238

CRM Outbound Tools Study 238

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. There are some ‘B’ Players who have already tapped out and won’t contribute more than they did in 2013. Build out a plan for training them and turning them into ‘A’ Players ASAP. Examples include: Selling skills, selling knowledge, intelligence, and people skills.

Territories 300

Territories Scale Guidelines Groups 300

Increase Sales

MARCH 18, 2013

Many sales training coaching programs are based upon sales research. Sales Training Coaching Tip: Active listening is observing how people communicate. One example of sales research would be those still popular sales scripts. Join others for this FREE webinar, Only April Fools Sell on Value on April 4, 2013.

Research 138

Research Coaching Webinar Metrics Facebook 138

Score More Sales

JULY 27, 2013

For example: If you don’t have a professional photo (or a photo at all) – buyers and strategic partners won’t take you seriously. In no particular order – take them up on their classes, offers, e-books, and ideas: Miles Austin - the Web Tools Guy. Jamie Shanks – Partner, Sales for Life.

Social Selling 189

Social Selling Maximizer Resources LinkedIn 189

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MARCH 29, 2013

Anyone who attended the recent Microsoft Convergence 2013 conference may have noticed an exhibitor with a 3 letter acronym. Take business analytics, for example. Join me at the Smarter Commerce Global Summit 2013 on May 21-23 in Nashville where I’ll be interviewing end-users who are running these solutions. Not anymore.

Microsoft 189

Microsoft Conference CRM Compensation 189

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OCTOBER 21, 2013

For example, if I sell cloud computing services worldwide, or throughout North America, chances are it is not a good use of my time to go to a local business networking event. Let’s say you sell cloud-based compensation tools. A Sellers Network. We’d love to hear your thoughts on this.

Networking 215

Networking Inside Sales Lead Rank Lead Scoring 215

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NOVEMBER 26, 2013

There are a least a dozen good ebooks about how to leverage LinkedIn – for starters check out Jill Konrath and Ardath Albee’s Cracking the LinkedIn Sales Code which gives examples of sellers who have benefited by leveraging LinkedIn as a business tool. Top Mistakes Using LinkedIn for Sales.

LinkedIn 226

LinkedIn Trade Show Ideal Customer Profile Lead Rank 226

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DECEMBER 23, 2013

Here’s an example: I enjoy my job helping companies with technology and have been rewarded handsomely for it. Last year I was able to buy the home I wanted which is on the train line into the office. What is it that you would like to attain and how would you like to be thought of? Write in the present tense.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

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JULY 17, 2013

Video for sales training and coaching is a given. Nothing fully replaces in-person interaction with prospects, clients, or in-house training, yet video can work as a close second in augmenting in-person meetings. Gerhard gave a number of video examples and set the tone for more discussion during the day.

Hiring 192

Hiring B2B Video Lead Rank 192