SBI Growth

AUGUST 5, 2013

The board is not happy with the results of your last strategic sales initiatives. Cost of sales is rising and no revenue lifts to show. In addition, you made sure you built the proper consensus between sales and marketing. We will then help prioritize sales initiatives your leadership team will execute.

Strategy 319

Strategy Journal Margin Construction 319

SBI Growth

AUGUST 7, 2013

Not all “A” Player sales reps were meant to be managers. If you’ve been in sales long enough, you’ve seen this mistake unfold. He neglects his skill development and sales initiatives. Frequently, the top manager gets the nod for the VP of Sales. An ill-prepared sales manager damages his region. His team flounders.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

SBI Growth

AUGUST 22, 2013

Some sales candidates look great during the hiring process. HR has worked hard to find capable talent, and Sales has committed time and money to ramp the new hire. If you’re a Sales or HR leader, this may be happening all too often. Sales can learn a lesson here. Read on and you''ll be ready to Make the Number in 2014.

Hiring 300

Hiring Proposal Exercises Lead Rank 300

Sales and Marketing Management

FEBRUARY 8, 2021

Many B2B manufacturers still deploy a “catalog approach” to sales, with inside reps relying on frequent touches with prospects and customers to close deals. Even in the pandemic, many B2B companies tried to adapt that approach to the new world order by simply shifting in-person sales presentations to video calls. Where to Begin?

Marketing 120

Marketing B2C Account Based Marketing B2B 120

Sales Training Connection

AUGUST 15, 2014

New hire sales training. A short quiz for sales leaders – How much has the buying process changed in your market in the last five years? Question two – Have you taken a serious look at updating your new hire sales training to keep up with the changes? Scenario Analysis. Expert Video Messaging.

Hiring 82

Hiring Training Exercises Face-to-face 82

SBI

JULY 16, 2013

We rely on quotas as a method for measuring sales rep performance. The more elaborate “magical” tricks make use of smoke and mirrors not unlike how some people construct forecasts. The real magic to driving radical revenue growth resides in understanding sales productivity and how our reps spend their limited sales capacity.

Quota 135

Quota Revenue Forecasting Hiring 135

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. Bring your feelings, gut instinct, experience, and constructive emotion into the boardroom and sit at the table. If you do something constructive with your doubt, and use it to advance yourself, it can be an asset. What is one a-ha moment you’ve had in your sales career?

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130