SBI Growth

AUGUST 15, 2012

“Freedom lies in being Bold” – Robert Frost Are you consistently bringing bold sales strategy ideas to the VP of Sales? To be a world class Sales Operations leader, pick up the pace. Focused on identifying game changing market opportunities. Quantifying the potential impact for their sales leader.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

SBI Growth

JANUARY 9, 2013

Our 2012 sales leader research finds it is still a big fear for 2013. If your company isn’t looking for sales leadership today, just wait. The average tenure of a Sales VP is 19 months! This post explores what HR leaders can do to develop top internal sales leaders. Managing multi-generational sales forces.

Sales Leadership 310

Sales Leadership Buyer Persona Exercises Course 310

Sales and Marketing Management

MARCH 29, 2019

Author: Paula Sanders There’s a lot of hype around artificial intelligence, but the reality of its impact to sales and marketing strategies promises to be positive. However, just as technology has evolved, so has the customer’s sales approach. That’s a significant opportunity. That’s a significant opportunity.

Marketing 209

Marketing Webinar Metrics Software Software 209

SMEI

JANUARY 24, 2023

Are you a marketer looking for a quick and dirty way to boost sales? If so, then shame marketing may be right up your alley. Shame marketing is a cynical form of advertising that involves exploiting the insecurities of young people in order to sell them products. Victoria's Secret Perfect Body Campaign 2.

Loyalty 88

Loyalty Marketing Lead Rank Face-to-face 88

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Social Selling is a proven method of securing the first appointment with buyers inside of target accounts. There’s a lot written these days on Social Selling. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

No More Cold Calling

APRIL 9, 2020

You’re the ultimate sales technology—and this is the ultimate sales conversations book. If there ever was a time for real, authentic sales conversations, it’s now. Do you know how to have that kind of sales conversations? I wrote my second book— Pick Up the Damn Phone!: PICK UP THE DAMN PHONE! INTRODUCTION.

Conversion 305

Conversion Face-to-face Social Media Referrals 305

Your Sales Management Guru

AUGUST 5, 2013

Your Sales Management Guru Blog Author on “Top 50 Sales & Marketing Influencers” List . Speaker, consultant, and author Ken Thoreson’s updated Sales Manager’s Tool Kit now available . KNOXVILLE, Tenn., KNOXVILLE, Tenn., To request an advance copy, email ken@acumentmgmt.com. About Ken Thoreson.

Influencer 82

Influencer Marketing Face-to-face Retail 82

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. CEO''s don’t accept activity reports from Sales leaders without revenue results. It’s easy to get caught up in reporting activity and miss the big picture.

B2B 331

B2B Sales Qualified Lead Marketing Lead Generation 331

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. Salespeople have changed as well. Zig Ziglar.

Face-to-face 132

Face-to-face Top of Funnel Call-back Sales 132

Score More Sales

AUGUST 21, 2013

The annual HubSpot INBOUND conference started as a great get-together for fans of the inbound marketing software platform a few years back and has grown now to being one of the biggest and best marketing conferences out there. Sign up for his blog here. Show up to lead. Don’t make average stuff for average people.

Marketing 195

Marketing Hubspot Conference Lead Rank 195

Pointclear

MARCH 13, 2014

Nick Stein, Vision Critical, Youth Meets Experience in Sales Force. Click to start video at this point —The young people entering the sales force are changing the dynamic between managers and their reps. Young people have grown up in an era of instantaneous, real time feedback, Nick said, so they expect to get answers immediately.

Inside Sales 235

Inside Sales Social Selling Outbound Lead Rank 235

The Pipeline

JUNE 20, 2013

They both list sales influencers. The first is Top Sales World’s Top 50 Sales & Marketing Influencers 2013 , the other is OpenView Sales Labs Top 25 Sales Influencers for 2013. Sales Process Sales Success sell better Tibor Shanto Top Sales Influencers'

Influencer 296

Influencer Sales Methodology Sales Leadership Sales Process 296

The Sales Hunter

JUNE 11, 2013

How effective are the marketing materials you receive? If you’re like the typical salesperson, you get more marketing information than you could ever begin to use. It’s time marketing departments wake up and quit shoveling garbage out to salespeople, all under the premise of helping them be more effective.

Marketing 231

Marketing Customer Service Consultative Selling Motivation 231

SBI

DECEMBER 18, 2013

Top Sales World just held their annual ceremony for the Top Sales and Marketing Awards. It’s truly an exciting time for those in the marketing and sales profession. Let’s face it, we all suffer from frazzled customer syndrome – as best-selling author and speaker Jill Konrath would put it.

Quota 135

Quota CRM SAP Forecasting 135

Anthony Cole Training

MARCH 19, 2013

There are several GREAT speakers in the general sessions, but it is not a conference where you will find constant discussions about the art and science of selling or sales management. Whenever I hear a talk, a message or a point of view, I find myself automatically translating it to sales and sales management.

Hiring 198

Hiring Banking Survey Conference 198

HeavyHitter Sales

FEBRUARY 23, 2013

I’ve had the privilege to work with and study hundreds of companies and their sales organizations. Based upon my experience, here’s my list of the best companies to sell for in 2013. While it includes companies than range from start-ups to billions in sales, all of these businesses share three common qualities.

Company 152

Company Analytics Enterprise Enterprise 152

SBI Growth

AUGUST 10, 2012

Here is a question for you: What happens if the new product doesn’t sell? 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. Who is responsible for Sales Enablement ?

Sales Enablement 267

Sales Enablement Tools Territories Campaigns 267

SBI Growth

JANUARY 2, 2013

Another year has gone by, and you fell short on your sales number. But you can excel in 2013 because of your shortcomings in 2012. And with these answers come chances for improvement in 2013. Talent Assessment of Sales Leadership and Sales Reps. Talent Assessment of Sales Leadership and Sales Reps.

Lead Rank 267

Lead Rank Lead Scoring Sales Qualified Lead Lead Gen 267

Score More Sales

JANUARY 27, 2014

Need some sales inspiration? A new twist on an old sales idea you’d like to do again? A quick sales jump-start this week? Here are the first 50 of a list of 101 ways to “snap out of it” and score more sales: read a recommended sales book. bookmark a sales blog and read regularly.

Lead Rank 281

Lead Rank Lead Scoring Hiring Ideal Customer Profile 281

Understanding the Sales Force

DECEMBER 18, 2013

Understanding the Sales Force by Dave Kurlan My vision, of how the future of selling is shaping up, appears in today''s (the December 18, 2013) issue of Top Sales Magazine. This issue also features the 2013 Award Winners of the Top Sales & Marketing Awards in 18 Categories.

Sales Talent 237

Sales Talent Video Course Up-Sell 237

Understanding the Sales Force

SEPTEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined. There are categories of sales tools and CRM applications where none existed a few years ago.

Sales Management 288

Sales Management Hiring Compensation Trends 288

Understanding the Sales Force

NOVEMBER 7, 2013

Understanding the Sales Force by Dave Kurlan As you probably know, many people have been writing premature obituaries about the impending death of selling. It''s being perpetuated by extremist marketers who are claiming that inbound will become the be-all end-all. c) Copyright 2013 Dave Kurlan' It''s simply not true.

Hiring 248

Hiring Inbound Trends Positioning 248

SBI Growth

SEPTEMBER 16, 2013

Truly, the competition will be waking up soon to try and close the year strong. Your efforts this month and next will help to solidify your sales success. Recently we trained a team of 50+ sales reps from a B2B enterprise company. 80% of them started to pull up reports and tried to get answers. Why is this?

Pipeline 306

Pipeline ACT Competition Top of Funnel 306

The ROI Guy

OCTOBER 26, 2012

As you engage with prospects, it is clear that each sale is becoming more complex. One of the key factors for the recent increase in your sales complexity is the significant rise in the number of stakeholders for each purchase decision – growing 40% compared to just three years ago according to IDC. You Decide.

Marketing 65

Marketing Decision Maker Proposal ROI 65

Score More Sales

SEPTEMBER 13, 2013

Nearly every day I get asked about good blogs, books, and resources for the sales reps on the front lines – those with quotas who have to come up with new ideas and think outside of the box for success. Reps who make dozens, if not hundreds of calls, who craft emails and need to be fired up every day. Expand Your Pipeline.

Resources 232

Resources B2B Oracle Lead Rank 232

Increase Sales

JANUARY 6, 2014

Jonathan Farrington noted in his recent blog, 2013 Where Did It All Go Wrong? , 50% of sales people missed their sales targets and this failure was worse than in 2012 which was worse than in 2011. My sense is maybe it is time to explore this shadow question: “Is marketing the same as selling?”

Ideal Customer Profile 139

Ideal Customer Profile Marketing Coaching Sales Coaching 139

The Science and Art of Selling

JANUARY 17, 2014

For two weeks in December 2013, ShareBloc ran a contest to find the Top Content Marketing Posts of 2013 as part of their open beta launch. My article about the Agreement Frame was #1 in Sales Management for 2013, and #10 in the overall contest! Key Quote: “Only 8% of salespeople left to sell after 4 objections!

Sales Management 52

Sales Management SAP Top of Funnel Sales Qualified Lead 52

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 Marketing Qualified Lead Leads 248

SBI Growth

SEPTEMBER 20, 2012

Congratulations, your organization is launching a new product in 2013! As the leader of sales operations, I am sure you are working on: Updating CRM systems with new product information. Revising or building a new sales process to enable sales reps. What about the sales compensation plan? How do we drive change?

Compensation 244

Compensation Incentives Incentive Penetration 244

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. Compare this with world class performance of exceeding your Sales Strategy goals. 2013 Potential analysis for each initiative.

Strategy 293

Strategy Analysis Quota Resources 293

The ROI Guy

OCTOBER 29, 2012

As a solution provider, the lengthening decision cycle can be frustrating and costly to you, as deals stall and critical sales revenue is delayed. This despite many of the participants now selling solutions that are easier to purchase and deliver, particularly Software as a Service and Cloud Computing solutions. You Decide.

Sales Cycle 72

Sales Cycle Decision Maker Proposal Buying Cycle 72

Score More Sales

DECEMBER 31, 2012

It’s been quite a year, and amidst all the noise, some stellar pieces of sales advice to help grow your front line revenues. We are just sharing some favorites, including one amazing video (get your pen and paper out for it) from our friend Todd Schnick of The Intrepid Group, our own top posts, and some great sales community sites.

Video 210

Video Social Media Outbound Hubspot 210

Pointclear

SEPTEMBER 25, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. “Of We create a marketing plan every year.” Do you create a marketing plan that drives sales based on the sales forecast? Can you chart it?

Lead Generation 170

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 170

Score More Sales

DECEMBER 12, 2013

Prescription without diagnosis is malpractice – it’s a phrase I heard a lot growing up since my father was a proud pharmacist of 52 years. I heard it again this week directed toward what many of us have been guilty of at one time or another in selling. Learn to sell a new technology and suddenly everyone is a prospect.

Lead Rank 226

Lead Rank Lead Scoring Ideal Customer Profile Outbound 226

SBI Growth

OCTOBER 4, 2013

This blog addresses how sales reps can ensure their quota is realistic and attainable. Many sales reps are forced to accept a quota that is neither. Over 65% of Sales Goals are driven by Executive and Corporate expectations. If their projections are unrealistic, so are the sales reps’ quotas. Bottom-Up Quota Setting.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

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. I know people in selling are scrambling. There are nuances that technology have not been able to pick up on as of yet.

Webinar Metrics 212

Webinar Metrics Lead Rank Lead Scoring Outbound 212

Score More Sales

SEPTEMBER 15, 2013

The league was made up of some of my favorite sales guru colleagues and I ended up taking SECOND place. Recently I gave a talk at Hubspot’s INBOUND 2013 marketing conference on Blocking and Tackling – Turning Leads into Sales in Five Simple Steps. So what does this have to do with sales?

Sports 221

Sports Lead Rank Lead Scoring Outbound 221