SBI Growth

NOVEMBER 9, 2012

The 2013 Number came back from the Board for the VP of Sales. Regional Sales Leaders? VP of Sales Operations? If you answered anything other than #4 , revisit the value your Sales Operations Leader is providing. If you have a world class Sales Ops Leader, you’ll know that this is your first and best resource.

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Hiring Webinar Metrics Sales Operations Forecasting 303

Customer Centric Selling

DECEMBER 26, 2013

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Danilo Rizzuti at FreeDigitalPhotos.net 2013 winds down, people think about prospects for the New Year. View our updated calendar of 2014 sales training workshops. Use the term buying (rather than sales) cycle.

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Collateral Negotiation Proposal Vendor 55

Customer Centric Selling

DECEMBER 26, 2012

Sales Training Article: A Time for Honesty and Reflection By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company As another year comes to a close, many take the opportunity to review the events of the last 12 months before trying to anticipate what 2013 will bring.

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Vendor Face-to-face Buying Cycle Trends 58

Customer Centric Selling

APRIL 12, 2013

Sales Training Article: How the Big Deal Review Will Rescue Your 2013 By Greg Alexander, Sales Benchmark Index (SBI) 41% of b2b sales organizations missed the Q1 revenue target. If you missed Q1, you need a monster Q2 to save 2013. This offer expires on April 30th, 2013. 365 days per year.

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Training Scale Quota B2B 45

Customer Centric Selling

NOVEMBER 18, 2013

Sales Training Article: How to Survive the Late Release of Your New Quota. By Dan Perry, Sales Benchmark Index (SBI) Last year you got your 2013 quota in mid-February. This caused mass confusion, frustration and demotivation on your sales team. Critical if you need to hire new sales people to hit quota.

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Quota Training Hiring Demand Generation 53

Customer Centric Selling

JULY 29, 2013

By John Kearney, Sales Benchmark Index (SBI) Sales Operations leaders have seen the power of Social Selling. Sales cycles that begin with an online referral are closing more rapidly. Sign up for the onsite session for your leadership team: " How to Make Your Number in 2014: A Sales Strategy You Can Execute."

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Social Selling Top of Funnel Training Case Study 45

Customer Centric Selling

JULY 3, 2013

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company As sales organizations enter the third quarter, the economy is slowly improving, the stock market is at or near record highs but customers/prospects remain reluctant to hire new staff or spend on new initiatives. 2013 has been a struggle.

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Training Buying Cycle Hiring Vendor 45