SBI Growth

APRIL 1, 2013

If you missed Q1, you need a monster Q2 to save 2013. This offer expires on April 30 th , 2013. This makes it very difficult to make up for a big delta in the second half of the year. Follow @GregAlexander. Follow @MakingTheNumber. 41% of b2b sales organizations missed the Q1 revenue target. 365 days per year.

Scale 317

Scale Quota B2B Negotiation 317

SBI Growth

DECEMBER 1, 2012

Do you want to increase sales and meet your 2013 goals? Unfortunately, many of these projects have failed to live up to their hype. Are you up for playing the role of Superman? To coach sales reps on the personas, provide sales managers with the following coaching tools: - Detailed persona training. Follow @The_Meeks.

Meeting 288

Meeting Ideal Customer Profile Buyer Persona Forecasting 288

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 Demand Generation Targets 267

SBI Growth

DECEMBER 31, 2012

By now, HR and Sales leaders have solidified their common 2013 goals. Once the assessment is done, take the following actions: Nudge C players out of the organization. The insights offered by Thomas DeLong and Vineeta Vijayaraghavan may be 10 years old, but they are especially relevant for 2013. Follow @jdkenney.

Maximizer 282

Maximizer Sales Talent Face-to-face Motivation 282

SBI Growth

SEPTEMBER 24, 2012

This post is about how CEOs should invest in sales managers to improve revenue growth in 2013. 66% of the respondents “agreed” or “strongly agreed” with the following statement: I believe increasing the time invested by my sales manager in coaching, training and development activities will have a positive impact on my performance.

Sales Management 267

Sales Management Hiring Comparison Quota 267

SBI Growth

SEPTEMBER 23, 2012

Can you count on your current Sales Rep behaviors to “Make the Number” in 2013? Sign up for our Make the Number tour to learn more about how top performing companies will change Sales in 2013. These are the behaviors to change among Sales Reps for 2013 followed by actions HR should take to help make this happen.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

SBI Growth

DECEMBER 28, 2012

Make a New Year’s resolution to build territories that are market-centric in 2013. Roll your sleeves up and determine where your customers are located. We talked about his priorities for 2013. It gives the best reps a chance to flourish in a territory with plenty of Up-Sell/Cross-Sell and new prospect value.

Territories 303

Territories Marketing Analysis Segment 303

Pointclear

OCTOBER 9, 2013

We’re nearing the last quarter of 2013, and another year of sales will soon be behind us. An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Why Don’t Sales Reps Follow Up on Leads? How do you measure that?

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

Increase Sales

SEPTEMBER 3, 2013

Or do you stop, review your follow-up script or scripts? For me these initial steps have been quite successful in my follow-up script. She is recognized as one of the Top 25 Sales Influencers in 2013 by Open View Sales Labs and can be reached at 219.759.5601 CST. Share on Facebook.

Follow-up 138

Follow-up Sales Qualified Lead Face-to-face Lead Rank 138

A Sales Guy

JULY 25, 2014

Since it is clearly much easier to sell customers who have already bought from you, it is always in your best interest to master the critical elements of the subtle art of follow-up. Five Critical Elements of Follow-Up. Stand up and be counted; take ownership of any problems that arise. By Kelly Riggs.

Follow-up 137

Follow-up Referrals Commission Up-Sell 137

SBI Growth

OCTOBER 11, 2012

Sales teams are getting their 2013 numbers. 2013 results will uncover some long-hidden flaws in the sales force. Average Selling Price was not part of the target, so lots of easy, low-margin deals made up the quota. If the C player accomplishes all ‘assignments’ on a strict schedule, move them up. Follow @SteveLoftness.

Quota 257

Quota Compensation Commission Margin 257

SBI Growth

DECEMBER 15, 2012

At this point in the year, you are prepping for SKO 2013. The New 2013 sales strategies are presented. How do you Get your AEs to Stop Grumbling about 2013? Moving Towards World Class in 2013. In turn, this will shorten that sales cycle freeing up time to generate more business. Follow @TonyAlbachiara.

Compensation 244

Compensation Follow-up Up-Sell Maximizer 244

SBI Growth

JANUARY 9, 2013

Our 2012 sales leader research finds it is still a big fear for 2013. Here are five steps for HR to build a sales leadership pipeline in 2013: 1. Break up courses into smaller chunks that can be consumed at different, appropriate times. Follow @SteveLoftness. Follow @MakingTheNumber. Leverage them as you can.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

Score More Sales

MAY 30, 2013

You can download the complete results from the IBM State of Marketing 2013 Global Survey. This means that the top marketers don’t keep sending you an invite for something you’ve already signed up for, among other things. The post What is the State of Marketing in 2013 appeared first on Score More Sales.

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

SBI Growth

AUGUST 15, 2012

To be a world class Sales Operations leader, pick up the pace. To be a game changing Sales Operations leader, you should be asking yourself the following: What is the market for our products/services? This is taking information and driving insight that the VP of Sales needs to effectively make the number in 2013.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

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! Sign up for the SBI Make the Number tour to learn how peers are building sales comp plans. Any one of these areas could be a land mine that blows up your 2013 sales comp plan. Call to Action.

Compensation 253

Compensation Hiring Incentives Incentive 253

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. Some of you who have been following me for some time will have an easy time doing this, because you’ve been recording your successes each week.

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. If you haven’t yet implemented Content Marketing into your B2B marketing team, you can catch up. Overall B2B snail mail response rates are up significantly. Follow @vinkoe. Follow @MakingTheNumber. Content Marketing works.

Direct Mail 319

Direct Mail Marketing Demand Generation Targets Demand Generation 319

Sales Training Connection

SEPTEMBER 25, 2013

So let’s take a look at a systematic approach for getting the post call follow-up right. Effective follow-up starts in the call itself. The good news about follow-up is it is primarily about discipline not skill – so you can get better at it right away. ©2013 Sales Momentum ®. Commit to next steps.

Follow-up 124

Follow-up Proposal Sales Cycle Training 124

SBI Growth

JANUARY 25, 2013

5 Traits You Need to Be an ‘A’ Player in 2013. 4) Systematic and Simple - ’C’ Players have stepped up their game in the past and become ‘A’ players. Keep it simple and follow a plan. Follow @JPTMcCabe. Follow @MakingTheNumber. This article will help you figure this out, as well as identify next steps.

Outside Sales 319

Outside Sales Inside Sales Compensation Follow-up 319

SBI Growth

SEPTEMBER 2, 2012

Also make sure you sign up for our Make The Number Tour: How Your Peers Are Allocating People, Money and Time in 2013. Follow @The_Meeks. Follow @MakingTheNumber. If you have questions or ideas on additional best practices to develop an outward in focus, please comment below. Author: Joshua Meeks.

Data 267

Data Analysis Sales Operations Buying Cycle 267

SBI Growth

NOVEMBER 16, 2012

Sign up now and you’ll receive many useful tools. Be involved with the 2013 sales compensation planning. Follow @SteveLoftness. Follow @MakingTheNumber. Sales Benchmark Index is currently holding our Make the Number tour. We are talking to your peer HR and Sales leaders about Lead Generation and Sales Compensation.

Compensation 267

Compensation Hiring Marketing Trade Show 267

SBI Growth

OCTOBER 25, 2012

Communicated to all customers calling customer service would speed up service. Email me directly and I can assist you in setting up the time study and performing the analysis. Follow @DanPerrySBI. Follow @MakingTheNumber. Established a new 1-888 number for customers to call customer service. It’s worth effort.

Hiring 310

Hiring Travel Territories Face-to-face 310

SBI Growth

OCTOBER 31, 2012

Most key leaders “grew up” in Operations. Do the VPs call him up? One exec told me, “You can’t make your career by speaking up. Follow @MarkSynek. Follow @MakingTheNumber. This is especially true in Business Services companies and other more mature business models. Ops says Sales doesn't understand the business.

Influencer 282

Influencer Strategy Policies Lead Gen 282

A Sales Guy

DECEMBER 21, 2012

Most sales leaders are finalizing their 2013 plans. (If If you haven’t download our 2013 Sales Planning Development Tool Kit you should, because you’re now officially in the cycle and it’s only going to get worse.) Download our Execution Cadence Template to get started building your own cadence for 2013.

Pivotal 113

Pivotal Resources Coaching Objections 113

Velocify

DECEMBER 3, 2012

The Ultimate Contact Strategy provides a ready-to-use road map to rev up your sales process in 2013. And if history repeats, Sales leaders are undoubtedly spending a significant amount of time strategizing on how they’ll hit a bigger number in 2013. For many, December means finalizing plans and forecasts for the New Year.

Leads360 90

Leads360 Sales Process Inside Sales Study 90

SBI

DECEMBER 18, 2013

For me personally, I was honored to get a Silver award for best Sales Blog Post of 2013. Since 2013 is coming to a fast close, I thought I would offer some of our most popular posts here, including the one that took the silver. Why Your Focus on Quota is Killing Revenue Growth (Silver medal winner for best Sales Blog Post of 2013).

Quota 135

Quota CRM SAP Forecasting 135

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. Zig Ziglar.

Face-to-face 132

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

No More Cold Calling

APRIL 9, 2020

So, pick up the damn phone and have conversations with your clients and prospects—not just business conversations, but conversations with inquiry, empathy, and understanding. I wrote my second book— Pick Up the Damn Phone!: That’s why I’m offering the Kindle version of my book , Pick Up the Damn Phone! , PICK UP THE DAMN PHONE!

Conversion 305

Conversion Face-to-face Social Media Referrals 305

SBI Growth

SEPTEMBER 16, 2013

Truly, the competition will be waking up soon to try and close the year strong. Picture this: we opened the presentation with this question: “Are you going to make your 2013 revenue number?” 80% of them started to pull up reports and tried to get answers. 80% of them started to pull up reports and tried to get answers.

Pipeline 306

Pipeline ACT Competition Top of Funnel 306

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

Anthony Cole Training

MARCH 19, 2013

Treat woman (actually ALL clients) as if they are your grandma who has 80,000 twitter followers. Her interviews and research about women buyers revealed the following: Women don’t feel listened to. Sales POINT: Ask masterful questions, shut up, ask questions to clarify the points, ask about decision making process.

Hiring 198

Hiring Banking Survey Conference 198

Sales Training Connection

DECEMBER 10, 2012

In our last blog we posted 4 hospital-physician issues impacting medical sales in 2013: Hospital consolidation continues. The new payment rate combines hospitals’ patient-satisfaction scores with a measure of whether hospitals follow a set of procedural metrics (e.g., Hospital-physician alignment grows. ACOs are on the rise.

Health Care 108

Health Care Customer Government Trends 108

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. Your sales team needs this from you to make your product launch in 2013 successful. 2013 is around the corner. Who should take me up on this offer? They should.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Social Selling training budgets increased 48% in 2013. Sign up here for SBI’s 7 th Annual Research Presentation to learn what they’re doing differently and why. Get a copy of the LinkedIn Profile Review Guide when you sign-up for the Research Presentation.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

The Pipeline

JUNE 25, 2020

Transformation has taken centre stage again, how would you grade these leaders, should we follow them again? I remember when clients started giving reps iPads, loaded them up with collateral, and turned to market and announced, “We are Digital!” 2000 to 2013 – 0.9%. Get In The Game. Growth in average output per person.

Sage 288

Sage Real Estate Skype Collateral 288

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. This tool provides you with the ability to rate each of your key initiatives across the 5 variables that are critical to hitting the 2013 number.

Strategy 293

Strategy Analysis Quota Resources 293