SBI Growth

OCTOBER 31, 2013

A field Sales Rep should be spending around 64% of those available hours selling. The statistics I share below are from SBI’s 2012 Sales & Marketing Research. There is now an updated 2013 SBI Research Review which you can sign up for here. Trade shows and local community events can be a grind.

Lead Rank 324

Lead Rank Lead Scoring Referrals Trade Show 324

Customer Centric Selling

NOVEMBER 8, 2013

By Dan Bernoske, Sales Benchmark Index (SBI) Of the 365 days in a year, you can spend 232 of them selling (See Exhibit A). A field Sales Rep should be spending around 64% of those available hours selling. The statistics I share below are from SBI''s 2012 Sales & Marketing Research. How do you achieve that?

Training 51

Training Lead Rank Lead Scoring Referrals 51

The Sales Association

FEBRUARY 28, 2011

So Marketing sets up a call center, or uses other ways to “qualify” the lead so that sales can close it. Or sales organizations set up inside sales to move the opportunity to BANT qualified before handing it over to field sales to close. That’s not what professional sales people do.

Sales Qualified Lead 22

Sales Qualified Lead Hiring Trade Show Lead Qualification 22

The Sales Association

NOVEMBER 9, 2011

You can call it cold calling, warm calling, or quasi-cold calling, but in the end, it is up to you to have the skill, ability, and savvy to take the first conversation and use it to advance the sales cycle—while your VP stands on his soapbox and or on a Webinar proclaiming cold calling is dead. Sales Jobs. ► 2013. (1).

Cold Calling 34

Cold Calling Top of Funnel Face-to-face Call-back 34