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

OCTOBER 11, 2012

Sales teams are getting their 2013 numbers. For the Sales Leaders who learned how to set quotas at the SBI Make the Number tour ( register now! ), the results will be quite different. 2013 results will uncover some long-hidden flaws in the sales force. This blog is NOT about how to correctly set your sales quotas.

Quota 257

Quota Compensation Commission Margin 257

SBI Growth

AUGUST 10, 2012

To get an understanding of how prepared your sale force is for a launch, register for one of these sessions here to receive the Sales Enablement Gap Tool. They don’t know how to do it. If you don’t have these sales enablement tools to launch successfully, this is where you should focus your efforts. They’ve never had to.

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Sales Enablement Tools Territories Campaigns 267

No More Cold Calling

APRIL 26, 2021

I wrote that in 2013, back when virtual sales meetings weren’t the only option. Especially now, referrals are the one powerful tool for getting past the access chokepoint. We’ll have to learn how to build relationships and trust with less face time. Your competition is probably still fooling around with technology.”.

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Sales Meeting Meeting Referrals Face-to-face 287

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. Time is running short for 2013.

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Ideal Customer Profile Tools Scale Hiring 317

SBI Growth

NOVEMBER 16, 2012

Join the SBI Make the Number tour to find out how to do this. And how can HR keep the peace when LDR pay threatens Sales compensation? Sign up now and you’ll receive many useful tools. One of these tools is an LDR compensation evaluator. And receive valuable tools to use!). Call to Action.

Compensation 267

Compensation Hiring Marketing Trade Show 267

A Sales Guy

DECEMBER 10, 2012

It’s easy to become too focused on the 4th quarter and lose sight of what needs to get done to be successful in 2013. . To help break the cycle and get you focused on 2013, I’ve created the 2013 Sales Plan Development Toolkit with my friend and sales genius Townsend Wardlaw. Planning tools and support.

Tools 107

Tools eBook Resources How To 107

Sales 2.0

DECEMBER 19, 2023

“Her” is a 2013 film about a lonely writer named Theodore Twombly, portrayed by Joaquin Phoenix, who develops a romantic relationship with an AI on his phone named Samantha, (voiced by Scarlett Johansson). It was pretty challenging for Joaquin Phoenix in 2013. The fact is AI does not care.

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Film Lead Rank Intent ACT 150

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

NOVEMBER 10, 2013

The best marketing leaders know how to overcome the divide and gain credibility with sales. Discover insights and market trends from SBI’s research in 2013. How to involve the sales team? Make sure you focus on the buyer’s goals, obstacles, fears and how they are measured. How to involve the sales team?

Buyer Persona 310

Buyer Persona Marketing How To Lead Rank 310

Score More Sales

MARCH 26, 2013

Mid-sized companies need better tools to help understand what customers need and want. The ability to meet the demands of the customer to collaborate when and how they feel most comfortable engaging with the company. How to Get Started: Put guidelines in place for getting data entered in real-time. Get buy-in.

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CRM Guidelines Data Compensation 235

SBI Growth

MARCH 22, 2013

This tool is perfect for HR Business Partners who serve the Sales function. In "Predictions for 2013" by Bersin , enabling managers is a must have: "Today, business leaders want their HR teams to help to drive the business by empowering and enabling managers to operate more effectively." Enablement tool. Sales Leadership.

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How To Sales Leadership Exercises Proposal 312

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. It requires outside expertise and a dedicated team.

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How To Follow-up Tools Marketing 244

SBI Growth

OCTOBER 25, 2012

As a Sales VP, you need to understand how to get back more time. Register for our research tour here to get this tool). Then we need to strategize how to make the changes quickly. When you give them 4+ more hours per week, the incremental productivity gain slows down. The rep’s territory potential starts to max out.

Hiring 310

Hiring Travel Territories Face-to-face 310

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.

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

SBI

DECEMBER 18, 2013

You can tell they truly enjoy the opportunity to recognize people, resources and tools that advance our industry in one way or another. In all, there were 16 categories that honored thought-leaders; books, blogs and articles; software tools; and useful resources. And Smart Selling Tools itself was nominated in several categories.

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Quota CRM SAP Forecasting 135

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.

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

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

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.

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Vendor Sales Cycle Software Software 128

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

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." How to keep the people you currently have. Training your sales team how to social sell will immediately improve your sales pipeline.

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Hiring Top of Funnel How To Social Selling 325

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.

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Webinar Metrics Sales Tools Tools Top of Funnel 112

SBI Growth

JANUARY 15, 2013

Will upper management be able to rely on your sales revenue forecasts in 2013? Let’s say the 2013 sales revenue target was set at an even $500 million. Download Your Persona Based Forecasting Tool Here. The tool I've included in this post should get you to start thinking differently about your forecasting.

Forecasting 267

Forecasting Sales Forecasts Buyer Persona How To 267

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. You’re faced today with some projects you need to get completed going into 2013. How to Turn a Liability into an Asset. How will you know it’s done right?

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Sales Qualified Lead Hiring Face-to-face Territories 267

SBI Growth

APRIL 24, 2013

SBI recently accepted nominations for the Top Sales Operations Leaders to Watch in 2013. The latest research shows there are 10 capabilities that every Sales Ops leader should have in 2013. Have you worked to grow executive adoption of the tools? The list was unveiled last week at DemandCon. Personal Brand.

Hiring 257

Hiring Buyer Persona How To Ideal Customer Profile 257

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. It’s that time of year again. Last minute deals are being pushed through with discounts. Prospects aren’t responding to phone calls.

Quota 282

Quota How To Territories Guidelines 282

SBI Growth

NOVEMBER 4, 2012

Before 2013 starts, now is the time to identify Buyer compelling events. But you can give Sales the tools to quickly assess them. This tool helps identify events that motivate a Buyer. When used, the tool will gather information around these 4 key areas: Internal Pressure. To know a Buyer’s compelling event is critical.

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Buyer Decision Maker Demand Generation Demand Generation Targets 293

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.

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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” Joint tactics and strategy will be required to make the 2013 lead gen target.

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Lead Rank Lead Scoring Sales Qualified Lead Lead Gen 267

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Social Selling training budgets increased 48% in 2013. LinkedIn is by far the #1 tool for social selling. The best marketing leaders are working hard to enable reps to maximize this tool. LinkedIn is far and away the most effective tool for social selling.

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Social Selling Top of Funnel Marketing Ideal Customer Profile 321

Fill the Funnel

SEPTEMBER 17, 2013

However you came to your conclusion of how you stack up, I will tell you that you are in for a big surprise. That is unless you are using a competitive intelligence tool called Rival IQ. You can learn how to stand out with the social bio and web positioning review tools. You don’t know what you don’t know.” .

Top of Funnel 127

Top of Funnel How To Social Media Competition 127

Understanding the Sales Force

MAY 5, 2014

Top 10 Kurlan Sales Articles of 2013. 13 Most Important Tools for Coaching Salespeople. 10 Types of Sales Advisers and How to Choose the One That''s Best For You. Top 10 Sales Leadership Tips From 2013. Top 6 Factors for Killing a Sales Opportunity or Prospect (c) Copyright 2013 Dave Kurlan'

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Hiring Sales Management Decision Maker Cold Calling 249

SBI Growth

SEPTEMBER 10, 2012

Sign up for our annual Make The Number Project and see how your peers are planning to address their problems for 2013. Download the Sales Consulting Score Card , from the many tools you can receive at the Make The Number event , to help select the right partner. Will these guys get along with my team or just irritate them?

Hiring 257

Hiring How To Compensation Lead Rank 257

The Pipeline

DECEMBER 22, 2014

Percent in Potential Revenue, Accenture Research , shows, “Just 59 percent of sales representatives are expected to achieve his/her quota in 2014, down from 67 percent in 2013.” Something has to change, and it is execution, I’ve said it before, a fool with a tool is still a fool; more tools by and for more fools.

Data 275

Data Cold Calling Revenue Social Selling 275

SBI Growth

AUGUST 8, 2012

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. Here is a very practical tool that you can start using immediately. This tool will be discussed by an expert during our tour and an in-depth explanation on how to use it will be provided.

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation 276

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.

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eBook How To Sales Enablement Motivation 132

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.

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Scale Exercises Compensation Follow-up 282