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. They don’t know how to do it. 2013 is around the corner.

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

SBI Growth

JANUARY 9, 2013

Our 2012 sales leader research finds it is still a big fear for 2013. A tool is available for download – a full syllabus of Sales leadership courseware. A tool is available for download – a full syllabus of Sales leadership courseware. Here are five steps for HR to build a sales leadership pipeline in 2013: 1.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

SBI Growth

AUGUST 1, 2013

We’re nearly 60% through 2013. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute." This easy-to-use scorecard will enable your sales organization to: Improve how your sales reps prioritize their time with existing customers. The market has dictated.

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Social Selling training budgets increased 48% in 2013. Social Selling’s ‘Lead-to-Close’ conversion rate is 5x marketing sourced leads. This post will address what Marketing can do to promote, enable and optimize social selling within the organization.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

SBI Growth

AUGUST 8, 2012

Marketing, do you have a sales quota tied to Lead Generation ? Sign up for our Make the Number Tour if you would like to see how your peers are allocating people, money and time in 2013. B2B companies are assigning their Marketing teams with lead quotas tied directly to a percentage of the corporate sales goal.

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation 276

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

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. How to Get Started: Put guidelines in place for getting data entered in real-time. Get buy-in.

CRM 235

CRM Guidelines Compensation Data 235

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. Expand Your Pipeline.

Sales Enablement 120

Sales Enablement Merkle Tools Ideal Customer Profile 120

SBI Growth

MARCH 15, 2013

In two weeks, 25% of 2013 will be behind you. Solving it will help you make your 2013 number. At the end of 2013, you’ll need to take ownership of the year. “I The Sales & Marketing Budget Tool ( Click to Download ) will help you make the most of your current budget. You need to make it work with what you have.

How To 244

How To Follow-up Tools Marketing 244

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 Sales 132

SBI Growth

OCTOBER 9, 2012

3) Focus your attentions on kick starting 2013. Here’s how you should do this: Segment your opportunities clearly into A’s, B’s, and C’s. Let the B’s and C’s roll forward to Q1 and strengthen your 2013 pipeline. At this point, he is most useful priming your B’s and C’s for Q1 2013. That way you’re both way ahead for 2013.

How To 244

How To Top of Funnel Funnel Face-to-face 244

No More Cold Calling

APRIL 9, 2020

It doesn’t crash, and we know how to use it. Do you know how to have that kind of sales conversations? How People, Not Technology, Seal the Deal —in 2013, because I was alarmed by the unleashed dependence on technology by sales teams. In fact, they didn’t even need to talk to prospects, because they had great tech tools.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

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

DECEMBER 30, 2012

Over the past year, there have been many great Marketing & Lead Generation blog posts. I offer you an executive summary of key takeaways from SBI’s marketing related posts. I have compiled the top 15 questions to evaluate your performance against best-in-class marketing operations. I created Buyer Personas ?

Marketing 297

Marketing Face-to-face Lead Rank Lead Scoring 297

SBI

DECEMBER 18, 2012

And we have big plans for 2013. For starters, I’ll be launching www.NancyNardin.com , a sister site to Smart Selling Tools. The new site will allow me to provide targeted services to our end-user clients, all aimed at helping you identify the right steps to take to jolt productivity and revenue to new heights in 2013.

Vendor 128

Vendor Sales Cycle Software Software 128

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 Even in Sales 2.0,

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Pointclear

APRIL 30, 2013

I''m pleased to have as my guest today Jamie Turner, CEO and Founder of The 60 Second Marketer, an organization that provides tools, tips and tutorials on the newest techniques in marketing. Jamie was recently profiled in Advertising and Promotion , the world''s best-selling college-level marketing textbook.

Lead Rank 248

Lead Rank Lead Scoring Leads Marketing Qualified Lead 248

SBI Growth

DECEMBER 16, 2012

And Sales Leaders are handed their 2013 goals by the CEO. How did they come up with this? ” Download our Quota Metrics Tool to see best in class Quota Setting Guidelines. We looked at a report from one of the leading thinkers in the industry,” the CEO coolly replied, “this market is expected to grow 50% in the next 3 years.”.

Quota 282

Quota How To Territories Guidelines 282

SBI Growth

JANUARY 22, 2013

Few marketing teams of $100M+ companies are built for modern demand generation. Marketing team structures too often are remnants from the days of print ad dominance. Marketing teams advanced effectively with this approach in the past. In-house marketing technology is a lynch pin of success. Evolving your Marketing Team.

Demand Generation 322

Demand Generation Demand Generation Targets Marketing Customer 322

Fill the Funnel

DECEMBER 12, 2012

As you wrap-up what I hope was a successful 2012 and begin preparation for 2013, I think you will find some great ideas about sales tools during two Webinars to register for. Minimize Your Workload and Maximize Your Sales with Web Tool Automation. In this webinar you will learn: How to identify which tasks to automate.

Webinar Metrics 112

Webinar Metrics Sales Tools Tools Top of Funnel 112

Fill the Funnel

APRIL 28, 2014

I hope you discover, or as in my case re-discover the ease of use and benefits of this grandfather of the tools world. It is worth exploring how it might prove beneficial to you and your colleagues. The availability of 3rd party tools for both PC and Mac to record the sessions produced excellent in both audio and video quality.

Skype 116

Skype Tools Revelation Conference 116

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. John Kenney writes a great post on how to Maximize Your "B Player" Sales Talent in 2013 ). “C” The VP-Sales and the VP-Marketing own this area jointly. Lead Generation.

Lead Rank 267

Lead Rank Lead Scoring Sales Qualified Lead Lead Gen 267

Fill the Funnel

SEPTEMBER 17, 2013

How do you know how you compare to your competitors from your prospective customers view? How effective is your marketing? How do you know? However you came to your conclusion of how you stack up, I will tell you that you are in for a big surprise. Market Landscape Example. What can you learn?

Top of Funnel 127

Top of Funnel How To Social Media Competition 127

SBI Growth

DECEMBER 22, 2013

It will focus on how to sustain results through the acquisition of new capabilities. So, how can you deploy an easy solution to a hard problem? Of all the new capabilities leaders could drive, here were seven that stood out in 2013. How many did you and your team acquire? Download the tool and measure your year.

Scale 282

Scale Compensation Exercises Follow-up 282

No More Cold Calling

APRIL 30, 2020

I recounted that story in my recent presentation—“ Sales Experts Channel: How to Recession Proof Your Sales in 9 Killer Steps ”—because it perfectly illustrates a key business insight. Do you know how to have those kinds of sales conversations? In fact, they didn’t even need to talk to prospects, because they had great tech tools.

Referrals 279

Referrals Cold Calling Lead Generation Webinar Metrics 279

Score More Sales

NOVEMBER 22, 2013

How to bring all of this together is the million dollar question for each of the 312 companies that IBM talked with. Also of interest: IBM State of Marketing Study 2013. IBM State of Marketing Study 2012. In creating better customer experience the midmarket sector is lagging – only 36% currently engage in this way.

Study 216

Study Influencer Lead Rank Lead Scoring 216

Fill the Funnel

DECEMBER 10, 2013

Google’s newest initiative is a tool/service they call Helpouts by Google. It incorporates Google Hangouts, Google Voice Chat, Google Wallet and other Google tools to deliver a service to customers for free or for a fee. How to sign up to teach your topic on Helpouts by Google. And the magic answer, was yes.

Google 113

Google Ideal Customer Profile Marketing B2C 113

SBI

NOVEMBER 6, 2013

In this eBook—amongst a multitude of additional things—you’ll learn: How to Stop Scaring Your Prospects. How to Execute Online Video Meetings Flawlessly. How to Start Conversations that Grab Buyers at “Hello”. How to Start Conversations that Grab Buyers at “Hello”. How to Take Sales Rejections from Obstacle to Asset.

eBook 132

eBook How To Sales Enablement Motivation 132

Score More Sales

APRIL 26, 2013

What is new in CRM in 2013? Give your opinion about integrating marketing automation into CRM? Now add in social tools – does it all work together? This comes from the top, as do any guidelines about how to use and what is required of sellers to complete. This leads into another topic – is CRM any easier to use in 2013?

CRM 179

CRM SugarCRM Guidelines Face-to-face 179

Score More Sales

APRIL 4, 2013

We are, as a business community, being BOMBARDED with sales tools. Once we have the tools, we still need to craft interesting and compelling content in the form of sales messages to our prospective customers and existing clients. In the meantime, post your ideas on how to be more interesting with what you are messaging to buyers.

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

SBI Growth

JULY 23, 2013

Marketing worries about the brand’s consistency. You need to know how Social Selling effects each division. You can then show how Social Selling adds value around the organization. Sign up for the onsite session for your leadership team: " How to Make Your Number in 2014: A Sales Strategy You Can Execute."

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

The Pipeline

FEBRUARY 11, 2013

It’s more accurate to look at how appropriate a question is for a given circumstance. If you look at questions as tools of the trade, there is no such thing as one tool fits all; there may be tools that are appropriate to various tasks, others may be useful less often. and/or Social Selling.

Call-back 313

Call-back Face-to-face Cold Calling Consultative Selling 313

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. Image courtesy of Velocify. But are you more productive now? Do you have better data that you actually apply?

Webinar Metrics 212

Webinar Metrics Lead Rank Lead Scoring Outbound 212

SBI Growth

AUGUST 30, 2013

Determining the size ($) of the market potential – Total Available Market for your products & services. In 2013, the number has grown to 65%. The key to successful marketing is influencing the buyer early in the journey. The best marketers do this by mapping the buying process of their key personas.

Lead Gen 306

Lead Gen Lead Rank Lead Scoring Sales Qualified Lead 306

Score More Sales

FEBRUARY 12, 2013

Working with and talking to many SMB and smaller mid-market companies in the past year, what is certain is the uncertainty some folks have around social selling for business-to-business (B2B) companies. 1) They feel they don’t have the time to “add” social strategies to their sales and marketing repertoire.

Social Selling 236

Social Selling Webinar Metrics Retail Outbound 236

SBI Growth

OCTOBER 4, 2013

My last blog discussed how to Make it Rain in Q4 and close the year strong. This blog addresses how sales reps can ensure their quota is realistic and attainable. How to Determine if your Quota is Realistic. Don’t worry if you aren’t sure how to get started. The review presents findings from SBI’s market research in 2013.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306