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. Receive a package of tools including this Top Ten Sales Rep Competencies list. SBI’s research has uncovered some essential Rep behaviors.

Education 303

Education Penetration Customer Service Sales Qualified Lead 303

SBI Growth

SEPTEMBER 24, 2012

This post is about how CEOs should invest in sales managers to improve revenue growth in 2013. If you are considering sending your sales managers to training seminars in 2013, keep your money. If your managers have difficulty coaching reps on opportunity management , sending them to a sales training course won’t work.

Sales Management 267

Sales Management Hiring Comparison Quota 267

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JANUARY 31, 2014

Total perfection in managing your time is impossible – so try for a 1% improvement in keeping this focus: Important activities that lead you to more / better sales opportunities and ultimately to new revenue. Have a note pad at your desk or use a tool like Evernote to track every commitment in one place. Increase Opportunities.

Opportunity 227

Opportunity Webinar Metrics Lead Rank Lead Scoring 227

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 15, 2012

Focused on identifying game changing market opportunities. Let’s first look at a how an average Sales Operations leader, Average Joe, identifies and quantifies market opportunities. Average Joe’s Analysis of Market Opportunities. We have a lot of opportunities at software companies right now. Must be a hot bed!

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

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MAY 30, 2013

You can download the complete results from the IBM State of Marketing 2013 Global Survey. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Increase Opportunities. Expand Your Pipeline.

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

SBI Growth

DECEMBER 15, 2012

At this point in the year, you are prepping for SKO 2013. The New 2013 sales strategies are presented. Check out the Time Optimization Tool to see how much time you can save by restructuring your AE’s time. How do you Get your AEs to Stop Grumbling about 2013? Moving Towards World Class in 2013.

Compensation 244

Compensation Follow-up Up-Sell Maximizer 244

SBI Growth

AUGUST 1, 2013

We’re nearly 60% through 2013. What additional resources should be pulled in for this opportunity? Is there significant un-tapped opportunity? With no increased budget and only five months remaining in 2013, efficiency is needed. Revenue, margin % and $’s, Opportunity $’s, Time Spent, Strategic Fit, etc.

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

SBI Growth

JANUARY 25, 2013

5 Traits You Need to Be an ‘A’ Player in 2013. They’re also elaborated on in the Top 10 ‘A’ Player Competency Tool. As a result, they capitalize on opportunities as soon as they arise. For the ‘B’ players who are honest with themselves and want to become ‘A’ players, Download the Top 10 ‘A’ Player Competencies Tool.

Outside Sales 319

Outside Sales Inside Sales Compensation Follow-up 319

A Sales Guy

JANUARY 14, 2013

If you run or lead a sales team, there are a bazillion things your 2013 sales strategy can and should contain. A good sales strategy and plan should target and address all the micro challenges and opportunities your business is facing. If your 2013 lacks deliberate learning, you will find yourself behind the curve.

Strategy 122

Strategy Social Media Social Selling Lead Generation 122

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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

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MARCH 26, 2013

Mid-sized companies need better tools to help understand what customers need and want. Mid-sized companies also need better ways to help the sales team capitalize on potential and actual sales opportunities. How could you not lose extremely valuable information about potential sales opportunities this way? Get buy-in.

CRM 235

CRM Guidelines Data Compensation 235

The Sales Hunter

APRIL 19, 2013

The opportunities that are presented to us are huge, yet too many times we are clueless about them. I see my time each day reviewing these media sources as part of my on-going “school of learning opportunities.” Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Sales Leadership 199

Sales Leadership Tools Journal Selling Skills 199

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.

Face-to-face 132

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

SBI Growth

OCTOBER 25, 2012

Register for our research tour here to get this tool). Directly allowed for every deal to engage specialists earlier in the opportunity. Below is a sample of the actual worksheet we gave to sales reps. The worksheet categories need to be targeted to the industry and sales role. This is critical to the success of the study.

Hiring 310

Hiring Travel Territories Face-to-face 310

SBI

DECEMBER 11, 2012

Do you want to accomplish more in 2013? If you want 2013 to be better–in whatever way you define that to be–you will need to take charge of change. There are lots of sales tools to help you. There are lots of sales tools! We’ll each be recommending 6 sales tools for B2B sellers. Do you want to do more?

Webinar Metrics 125

Webinar Metrics Guarantee Referrals Sales Tools 125

HeavyHitter Sales

FEBRUARY 23, 2013

Based upon my experience, here’s my list of the best companies to sell for in 2013. They provide fantastic technology-based solutions, have great leadership teams, and offer high growth rate career opportunity environments! We help our customers to uncover and realize opportunities for improving quality, efficiency, and outcomes.”.

Company 152

Company Analytics Enterprise Enterprise 152

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. Nancy Nardin & the Smart Selling Tools Team.

Quota 135

Quota CRM SAP Forecasting 135

Fill the Funnel

JULY 2, 2013

They are typically first to adapt, quick to move into new areas of opportunity, and easily move away from activities that do not produce results. Small business owners have learned the power of web tools. 1 Biggest change in how you do business today – use, or use more, online marketing tools. Online Surveys (158% growth).

Small Business 124

Small Business Small Business Tools Social Media 124

SBI Growth

SEPTEMBER 16, 2013

Picture this: we opened the presentation with this question: “Are you going to make your 2013 revenue number?” This article will provide you with insights and strategies for still making the number in 2013. This no-cost tour presents findings from SBI’s market research in 2013. 5 Keys to Closing Strong in 2013.

Pipeline 306

Pipeline ACT Competition Top of Funnel 306

No More Cold Calling

APRIL 26, 2021

I wrote that in 2013, back when virtual sales meetings weren’t the only option. With limited or no opportunity to meet in-person, buyers naturally turn to known, trusted suppliers who already understand their business needs. Especially now, referrals are the one powerful tool for getting past the access chokepoint.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

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.

Lead Rank 267

Lead Rank Lead Scoring Sales Qualified Lead Lead Gen 267

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities. At its core, Social Selling is a modern prospecting methodology that fills the funnel with opportunities. Social Selling training budgets increased 48% in 2013.

Social Selling 321

Social Selling Top of Funnel Marketing Ideal Customer Profile 321

SBI Growth

FEBRUARY 12, 2013

Specifically – when to walk away from an opportunity. Later in the article I share a tool to assist those currently in this dilemma. Q&A with Stefan Captijn from Genesys: 1) Can you briefly describe the opportunity? The hardest part was stepping over the sales rep’s “opportunity DNA”. Yes it did. Initially, yes.

Case Study 314

Case Study Study Travel Quota 314

Fill the Funnel

SEPTEMBER 5, 2013

Digital Postcards by Storyquest is a fresh new tool that leverages all the hard work you have put into your LinkedIn Profile. Before we get into the specifics of what Digital Postcards are able to do, I want to let you know about a special opportunity for Fill the Funnel readers to get a free trial. Been on LinkedIn for years?

LinkedIn 115

LinkedIn Maximizer Tools Top of Funnel 115

The Pipeline

NOVEMBER 2, 2013

November 26, 2013 – Toronto. From practical tips, to innovative strategies, The Art of Leadership is designed to teach and provide leaders with directly related, easily applied tools and techniques that can be implemented within any corporate culture. Colin Powell, USA (Ret.) , Col.

Relationals 271

Relationals Strategy Tools Opportunity 271

Understanding the Sales Force

MAY 5, 2014

Top 10 Kurlan Sales Articles of 2013. 13 Most Important Tools for Coaching Salespeople. Top 10 Reasons Why Opportunities Die. Top 10 Sales Leadership Tips From 2013. Top 6 Factors for Killing a Sales Opportunity or Prospect (c) Copyright 2013 Dave Kurlan' Top 11 Reasons Why Salespeople Fail to Close Sales.

Hiring 249

Hiring Sales Management Decision Maker Cold Calling 249

The ROI Guy

OCTOBER 29, 2012

As a solution provider, you could help reduce the internal process by arming your customer with the right content and tools to help internally sell your solutions to executives and financial decision makers. Can your sales professionals answer key buyer questions: Why Change? proving you are not the same. You Decide.

Sales Cycle 72

Sales Cycle Decision Maker Proposal Buying Cycle 72

Your Sales Management Guru

OCTOBER 1, 2012

Preparing for 2013. Last week I had the opportunity to participate in another conference (14th of the year), they are always great times when you can hear other speakers, learn new ideas and meet new people. I thought I might simply highlight a few points from both sessions since there are pertinent for everyone as we move into 2013.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

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. The key in analyzing your A opportunities is sales cycle maturity. That way you’re both way ahead for 2013.

How To 244

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

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MARCH 18, 2014

The big change now is the tools and technology. 10 tools and technologies to be most helpful. Increase Opportunities. As long as I can remember, selling has ALWAYS been social. We have always had to communicate with potential buyers, ask for referrals, work trade shows, and advertise / market for new business. Close More Deals.

Trade Show 250

Trade Show Ideal Customer Profile Lead Rank Lead Scoring 250

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OCTOBER 18, 2013

If you could wave a magic wand and make improvements for keeping track of your business contacts, their social activity, and your current and past sales opportunities, what would you change or fix? In other words, does your contact management tool bring in the social profile and activity on social for each of your contacts?

CRM 193

CRM Ideal Customer Profile Top of Funnel Lead Rank 193

SBI Growth

SEPTEMBER 14, 2012

The most common mistake is failing to look at the job opportunity through the eyes of the candidate. HR can help the Sales leader to improve recruiting results and play a vital role in making the sales number in 2013. Begin today with the ideas and free tools offered in this post. Avoid a Myopic Focus. Top Performers’ Top 5.

Sales Talent 312

Sales Talent Territories Compensation Quota 312

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JANUARY 24, 2014

Over time, I’ve found that something as simple as being a bit disorganized can cost big money – missed opportunities – even contracts. I use a notepad at my desk, a notebook with me, and the digital app, Evernote to be my tools. Post you might find of interest: CRM is the Tool and Sales Follow-Up is Key.

Ideal Customer Profile 236

Ideal Customer Profile Lead Rank Lead Scoring Outbound 236

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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. Increase Opportunities. 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 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

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FEBRUARY 10, 2014

I had the honor and pleasure of being a panelist, along with two of my favorite sales and marketing experts, Nancy Nardin of Smart Selling Tools and Matt Heinz of Heinz Marketing. She is always quick to talk about productivity, and as an advocate for technology tools she’s always looking at outcomes and gains. Close More Deals.

B2B 240

B2B Hiring Webinar Metrics Lead Rank 240