SBI Growth

OCTOBER 17, 2013

With 2014 on the horizon, new sales targets will soon be set. Your 2014 number will inform decisions about the makeup of your team next year. Many sales leaders think an increase in revenue targets translates to an increase in headcount. Learn how to achieve this with the Sales Rep Productivity Guide.

Hiring 292

Hiring Follow-up Top of Funnel Analysis 292

SBI Growth

AUGUST 9, 2013

The Senior Sales VP gives you a call. Two of your eight sales managers have high turnover. You reach out to the head of sales operations. However, removing a sales manager causes sales disruption. Having an open sales manager forces you fill in for the team. Removing a Sales Manager is no easy task.

Sales Management 288

Sales Management Forecasting Analysis Margin 288

SBI Growth

AUGUST 17, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Participate and learn what top companies are doing to make the number in 2014. Perform an account segmentation analysis based on proximity to the ICP. Background. Here are five.

Ideal Customer Profile 328

Ideal Customer Profile Hiring Lead Rank Analysis 328

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

No More Cold Calling

JANUARY 2, 2014

As you’re planning for 2014, forget resolutions. As you’re planning for 2014 , don’t just give your sales team an annual quota and expect them to make it rain. When looking for new business, many sales organizations shake the trees and see what falls off. That’s not a dependable or prudent sales strategy.

Referrals 240

Referrals Small Business Small Business Enterprise 240

SBI Growth

JULY 30, 2013

This is the time of year when Marketing leaders start mapping out 2014 changes. Making the Number in 2014 starts now. How are you supporting the new “A” players in sales? Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Background.

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

Understanding the Sales Force

JULY 20, 2014

Understanding the Sales Force by Dave Kurlan. Do you know what percentage of sales candidates eventually get hired? Two of the results pointed to an article of mine from earlier in 2014 that answered the question, " How Many Sales Candidates are Worthy of Being Hired? Recruiting is a lot like real estate sales.

Hiring 242

Hiring Real Estate Incentives Incentive 242

SBI Growth

JULY 14, 2013

There’s no denying that in sales, talent is a key differentiator. Today’s post is about how Sales Ops can create conditions that enable success. Today’s post is about how Sales Ops can create conditions that enable success. How well have you created conditions for sales success? Huddle Around A Sales Process.

Territories 328

Territories Incentives Incentive Compensation 328

The Pipeline

JUNE 25, 2020

You would be correct, except the quote comes from a piece in Forbes in 2014, “4 Steps To A Successful Business Transformation.” I know, you’re thinking, another voice in the chorus of COVID insta-experts offering sage, yet all too obvious advice. Highlighting how a lack of transformational leadership will hurt us rather than take us forward.

Sage 288

Sage Real Estate Skype Collateral 288

Sales and Marketing Management

AUGUST 29, 2018

Let me illustrate this with some analysis we did a few years ago for an internet retailer: I surveyed approximately 1,000 respondents who had placed an order with our client in January 2014. Power and Associates, specializing in the areas of strategic analysis, organizational effectiveness, and customer satisfaction and loyalty.

Customer Service 270

Customer Service Customer Loyalty Chemicals 270

SBI Growth

AUGUST 31, 2013

How do you know if your sales force is a high-performing one? This post lists some attributes of high-performance sales cultures. A Culture Creation tool is available by signing up for the SBI Making the 2014 Number tour. It lists 11 traits of high performance sales cultures. Modified the sales compensation and quotas.

Hiring 310

Hiring Transportation Follow-up Lead Rank 310

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

Alice Heiman

DECEMBER 28, 2022

After eight years of trial and error, Daveed feels he has finally figured out the sales model for, Valens Global. He heard about the rainmaker sales model from a very successful law firm. Is the rainmaker sales model right for your company? We love to solve problems and when we are focused on doing that the sale comes naturally.

Lead Rank 132

Lead Rank LinkedIn Exercises Groups 132

Customer Centric Selling

OCTOBER 28, 2013

Sales Training Article: How Realistic Is Your 2014 Sales Quota? By Joel McCabe, Sales Benchmark Index (SBI) Image courtesy of Stuart Miles at FreeDigitalPhotos.net. 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.

Quota 45

Quota Training Analysis Research 45

Pipeliner

AUGUST 12, 2019

Sue Barrett on 142 Days of Gratitude That Changed My Life Forever: Created in last October, the genesis of the book was started in 2014. Developing effective Sales Strategies and Go-to-market Action Plans. Market Segmentation Analysis and Plan. Sales Operations Audit and Action Plan. Sales Coaching.

Strategy 66

Strategy Exercises Segment Retention 66

SBI Growth

AUGUST 12, 2013

Register here for SBI’s 7 th Annual Research Project here and find out how your World Class peers plan to make the 2014 number. Both marketing and sales should be integral stakeholders in the process. Leveraging both marketing & sales feedback, weights are assigned based importance. READY, FIRE, AIM. Factor Weighting.

Lead Gen 282

Lead Gen Ideal Customer Profile Leads Marketing Qualified Lead 282

SBI Growth

OCTOBER 22, 2013

Companies are deep into 2014 planning. As a sales rep, are you wondering if your compensation fair? In this article I cover the basics of calculating your sales value. To assist you further, download the Sales Rep Value Calculator. Step 1 is to know your actual worth in sales to your company.

Compensation 300

Compensation Trends Quota Exercises 300

SBI Growth

SEPTEMBER 9, 2013

This post is for HR and Sales leaders who want more. By participating in this free event at your office you will: Learn the best practices of the brightest sales people in our research. In today’s environment, “A” player sales talent is more informed than ever. But for sales roles, it’s not enough to know “market” conditions.

Compensation 288

Compensation Competition Salary Social Media 288

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

DiscoverOrg Sales

SEPTEMBER 6, 2017

Thousands of unsuspecting diners recently received a free side of cyber terror thanks to point-of-sale malware, a malicious software designed to steal customer payment data. Point-of-sale malware – and how to prevent it. So what can you do, as a consumer, to keep yourself safe from point-of-sale hacks?

Ideal Customer Profile 186

Ideal Customer Profile Banking Consumer Vendor 186

A Sales Guy

JUNE 30, 2014

Mark has done some amazing things at Hubspot and the data they’ve been gathering on sales and marketing is impressive. Break it down Mark – This is an actual email thread I had with the VP of Global Sales Operations at a $10B+ revenue company. One of the key charts on this analysis is shown below. Best, Mark.

Data 128

Data Hubspot Lead Rank Lead Scoring 128

Zoominfo

FEBRUARY 28, 2018

Technological advancements have the ability to transform any industry or job function overnight—including B2B sales. in sales revenue ( source ). Between 2008 and 2014, use of cloud-based CRM jumped from 12% to 87% ( source ). Predictive analytics: Predictive analytics use data to forecast future sales results.

B2B 225

B2B Social Media CRM Social Selling 225

Customer Centric Selling

OCTOBER 20, 2014

Sales Tips: How to Setup Your 2015 for Success. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. If you were thinking you were going to rely on 2014 carryover, then it''s the end of January and nothing has closed, you are late to the party.

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

SBI Growth

AUGUST 29, 2012

If you’re allowing the HR team to drive Sales Compensation strategy and design you could be making a serious mistake. This is about making sure your sales goals are clearly represented. The VP of Sales must own the decision on who will be determining sales compensation. Get a copy of the Own Your Sales Comp Tool here.

Compensation 257

Compensation Penetration ROI Distribution 257

Sales and Marketing Management

JUNE 8, 2017

Additionally, sales and employee programs tend to outpace channel and customer programs in their use of individual travel regardless of company size. Average per-person spend has increased by 5 percent annually since fall 2014. Analysis shows that the economic Net Optimism Score for incentive travel tracks closely with overall U.S.

Travel 205

Travel Incentives Incentive Lead Rank 205

Hubspot Sales

MARCH 21, 2018

Inside vs. Outside Sales. Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. 47% of all salespeople work in inside sales, with 53% representing outside sales. Outside or inside sales? are inside sales professionals. Out of the 5.7

Outside Sales 133

Outside Sales Hiring Face-to-face Inside Sales 133

Miller Heiman Group

JANUARY 21, 2020

The latest Sales Operations & Technology Study from Miller Heiman Group found that roughly two-thirds of sales organizations have a dedicated sales operations team, indicating that this function continues to mature and play an increasingly integral role in a company’s sales success. Sales Support.

Sales Operations 75

Sales Operations Forecasting Sales Forecasts Sales Technology 75

Increase Sales

NOVEMBER 6, 2013

These individuals may require additional time and right now with end of the year sales quotas, opportunities emerging for first quarter 2014, time is one thing that is in very short supply. However when I did some cost analysis of my time, I realized I could put that time to better use to secure my ideal customer or client.

Customer 142

Customer Small Business Small Business Coaching 142

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

SBI

MARCH 1, 2015

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Membrain, a smart selling tool that helps your sales team execute with perfection in complex B2B sales. . It’s not what you sell that matters as much as how effectively you can execute throughout the sales process. That’s right.

Analysis 50

Analysis Pipeline B2B Forecasting 50

Your Sales Management Guru

OCTOBER 20, 2014

Depending upon the client’s situation, one of the top five actions we take is to perform an A, B, C analysis of their customer base. This exercise can be valuable for many reasons that impact sales, marketing and operations. After this report is created, the next step is to perform a Life-time value analysis.

Demographics 84

Demographics Analysis Margin System 84

SBI

AUGUST 12, 2014

This post is part of a series of Executive Interviews of top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations? What problem/s are you solving for sales and/or marketing organizations? Are we giving the right tools to our sales teams to help us achieve our goals?

Up-Sell 127

Up-Sell Revenue Closing Infusion 127

Sales Training Connection

FEBRUARY 12, 2014

Sales Training. It is not a career risk to be out front advocating your company place a priority on sales training. However, has some solid research been done on what constitutes sales success? More recently, Dixon and Adamson, who did the work around the Challenger Sale, backed up their findings with credible research.

Training 108

Training Quota Study Report 108

LinkedFusion

SEPTEMBER 30, 2023

LinkedIn is often the only platform that helps sales reps get new business, even while Twitter, Facebook, Instagram, and Snapchat are useful resources for learning more about your prospect’s hobbies and personality, warming them up before you reach out, and developing your subject matter expertise. But they are no match for B2B selling.

Social Selling 40

Social Selling LinkedIn Ideal Customer Profile Lead Rank 40

LinkedFusion

OCTOBER 10, 2023

LinkedIn is often the only platform that helps sales reps get new business, even while Twitter, Facebook, Instagram, and Snapchat are useful resources for learning more about your prospect’s hobbies and personality, warming them up before you reach out, and developing your subject matter expertise. But they are no match for B2B selling.

LinkedIn 40

LinkedIn Social Selling Ideal Customer Profile Lead Rank 40

SBI

APRIL 15, 2014

Every two weeks, I interview an executive from a top sales and marketing solutions company. What problem/s are you solving for sales and/or marketing organizations ? Frank: Marseli is a software and services company that helps sales and marketing teams improve performance through simple, easy to use and affordable diagnostic tools.

Up-Sell 127

Up-Sell Revenue Lead Rank Closing 127

Pipeliner

OCTOBER 18, 2019

Sales leaders are asking themselves how they will adjust. Here, we look at the specific moves proactive sales organizations are making to ensure success prevails even when a solid economy does not. In time, sales professionals become eager to grow and take responsibility for what they do. Prioritize Long-term Measurements.

Coaching 72

Coaching Salary Face-to-face Policies 72