Keith Rosen

JULY 14, 2014

Selling Power Features Keith Rosen’s company, Profit Builders on the 2014 Top 20 Sales Training Companies List. At least two considerations about the current state of business-to-business (B2B) selling influenced the selection process for the 2014 Top 20 Sales Training Companies list.

Coaching 112

Coaching Training Company Social Media 112

SBI Growth

AUGUST 13, 2013

Whatever the Sales Force Effectiveness (SFE) improvement, it will require funds to get it implemented. This post will help you answer this question – and it includes the tool “SFE Funds Finder”. Through an informal or formal assessment, you’ve found sales improvement needs. Without one, Sales and HR should work to find funding.

Hiring 288

Hiring Incentives Incentive Benefit 288

Fill the Funnel

NOVEMBER 4, 2014

If you lead a sales team or are in a senior level role at your company, you are probably actively engaged in the planning process to ensure you have a successful 2015. A few key questions that sales leaders need to be considering include: Is the sales compensation plan providing the results expected? Web Tools'

Sales Management 118

Sales Management Hiring Top of Funnel Lead Rank 118

Sales Training Connection

SEPTEMBER 29, 2014

Lessons for Sales Managers. In the book, the author shares several key points about entrepreneurs which we believe surely presents lessons for sales managers. This frees up your time to focus on activities that yield the highest returns for the company and that grow the business. ©2014 Sales Momentum, LLC.

Sales Management 96

Sales Management Journal Lead Rank Pivotal 96

Sales 2.0

OCTOBER 22, 2014

David pretty much defined content marketing about the same time Hubspot were thinking that way and now Hubspot is a newly-minted public company. He believes companies and sales people need to wake up to the fact that buyers are now in control of the purchasing process and act accordingly. Sound familiar? Selling has changed.

Lead Rank 300

Lead Rank Cold Calling Lead Scoring CRM 300

SBI Growth

OCTOBER 20, 2013

Planning for 2014 is in full swing. You just got off the weekly call with the Sales Leadership team. Your boss, the SVP of Sales, has some ‘great’ news. “We We got budget approval to add new sales heads. Start recruiting now so we can start of 2014 with a full team.” What is Topgrading for Sales?

Hiring 288

Hiring Ideal Customer Profile Lead Rank Lead Scoring 288

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 109

Sales Management Hiring Top of Funnel Funnel 109

SBI Growth

JULY 26, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." In the predictor tool, you will also learn: Why short-term financial returns can be deceiving. Hank''s DLA experience: DLA hired engaged a consulting firm to help with sales rep onboarding. Failure here.

Hiring 267

Hiring How To Sales Qualified Lead Face-to-face 267

SBI Growth

AUGUST 31, 2013

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. A bonus tool is included to help create a common vision. Modified the sales compensation and quotas.

Hiring 310

Hiring Transportation Follow-up Lead Rank 310

Score More Sales

NOVEMBER 6, 2014

I’ve said many times that when I was a sales leader, in various companies, I never had a better than 50% accuracy rate in predicting who would be right for my team, and who would make money for the company. First, a couple of tools, then a book. Assessment Tool: Roundpegg.

Hiring 229

Hiring How To Lead Rank Lead Scoring 229

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Pipeline Management & Deal Flow.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

SBI Growth

SEPTEMBER 27, 2013

Entering 2014, Sales and HR leaders face new trends causing turnover with top talent. The idiots at that company just churn and burn people!". This post offers solutions to Sales and HR leaders who ask this question: “How do we respond to demographic trends and retain top sales talent?” Nearly tanked my career.

Sales Talent 300

Sales Talent Conversion Survey Salary 300

Sales and Marketing Management

JULY 19, 2018

If you’re in sales then you have likely seen “Glengarry Glen Ross.” Alec Baldwin’s iconic turn as a fire-breathing sales manager delivers the most anti-motivating motivational sales speech in movie history. In other words, tasks tailor-made for an AI sales assistant. And the way they operate in real life.

Sales Qualified Lead 185

Sales Qualified Lead Lead Rank Lead Scoring Leads 185

SBI Growth

AUGUST 23, 2013

There is a better way to differentiate your sales force from the competition. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Learn why a customized sales process is the ultimate competitive advantage. Not Just a Regular Sales Process.

Top of Funnel 276

Top of Funnel Competition Buyer Sales Methodology 276

SBI Growth

AUGUST 7, 2013

However, we frequently see Sales VPs still stuck in the sales manager mindset. An ill-prepared sales manager damages his region. A Sales VP focused on the wrong things can ruin the entire company. They cross collaborate with manager peers, their reps, and the VP.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

SBI Growth

JANUARY 1, 2014

Every year, a Sales Enablement leader is faced with the same problem. Ramping new sales reps. Make a change in 2014. Has it been clearly defined at your company? Pipeline generation and management. Now that productivity is defined, you need to identify the tools they need. Design a program that will do that.

Training 282

Training Buyer Persona Hiring How To 282

Janek Performance Group

SEPTEMBER 29, 2021

A 2019 study by Xactly that researched 100,000 women in sales roles, including sales reps, account managers, and sales managers, found that 86% of women achieved quota, compared to only 78% of men. Even though women make up 50% of the population, most companies’ sales forces only include about 25% women.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. Pipeline Management & Deal Flow.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SBI Growth

SEPTEMBER 2, 2013

But there is another reason some companies’ reps don’t use the process. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn why your team ignores your sales process and how to fix it. Many sales processes are devoid of an adoption and reinforcement plan.

Sales Process 308

Sales Process Webinar Metrics Vendor Energy 308

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. To assist you further, sign-up for SBI''s Sales & Marketing Research Review here. Need some help with your sales performance?

Quota 45

Quota Training Analysis Research 45

SBI Growth

JUNE 30, 2013

To offset this, your company needs to be in more deals. You reduce the number of sales reps to cut costs. In contrast, forward-looking, courageous companies, like Oracle, hire into the soft economy. Use this tool to rank yourself on the Agile vs. Waterfall scorecard. This tool will save you a ton of time.

Hiring 308

Hiring Oracle Lead Rank Lead Scoring 308

SBI

SEPTEMBER 24, 2014

According to Gartner Group, Total Worldwide CRM Software revenue in 2014 is predicted to hit nearly $24 Billion. That means that $12 Billion worth of CRM investments in 2014 alone will face a questionable return. That in itself is shocking—just how many companies are caught up in the debacle! Shocking… yes.

CRM 131

CRM PipelineDeals Vendor Face-to-face 131

Customer Centric Selling

JANUARY 13, 2014

Sales Training Article: The Sales Manager''s New Year''s Resolutions. By George De Los Reyes, Sales Benchmark Index (SBI) I am big on New Year''s resolutions. In this post I want to recommend three ideas to raise your game in 2014. Every sales manager is time starved. Lack of quality leads.

Sales Management 49

Sales Management Face-to-face Decision Maker Travel 49

Understanding the Sales Force

JULY 22, 2014

The article also instructs readers to evaluate using a predictive tool. With all of that information about their past, how can you possibly gauge potential when hiring for your sales force? Image Copyright: iqoncept / 123RF Stock Photo (c) Copyright 2014 Dave Kurlan' References verify that information.

Hiring 236

Hiring Decision Maker Construction Incentives 236

Understanding the Sales Force

AUGUST 18, 2015

One article was written by a sales expert discussing the concept of following the buyer's purchasing process. OK, that's still a sales process and it has some validity if you have weak salespeople that sell to large companies where you can't impact or change anything relative to how they buy. But the key word here is tools.

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

SBI

JULY 29, 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? Darren: Perenso has created a cloud based Field Sales Solution that helps companies with reps on the road sell more products whilst saving them money.

Up-Sell 135

Up-Sell Closing Field Sales Revenue 135

Pointclear

OCTOBER 9, 2013

Finding leads isn’t the hard part, but unqualified leads are just “ash and trash”, according to my latest PowerViews guest, James Obermayer, sales manager extraordinaire. Jim is also the President of Sales Leakage Consulting, Inc. Jim is also the President of Sales Leakage Consulting, Inc. How do you measure that?

Follow-up 230

Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

Understanding the Sales Force

JANUARY 28, 2014

This is the 10th article in a January series on the Architecture of the Sales Force. Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Do Technical Salespeople Need Sales Training? I will be speaking at the Sales 2.0

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Understanding the Sales Force

MAY 1, 2014

One-person sales consulting firms, self-appointed experts, telling, but not doing, what they say. If you were to read through each of the 1,150 articles I have posted on this blog since 2006, and organize, sort, create a flow and edit it all into a Sales Management Bible, we would have one enormous how-to guide.

Hiring 218

Hiring Webinar Metrics Channels Policies 218

Your Sales Management Guru

JANUARY 19, 2015

Where Great Companies Find Lasting Success. This is an excellent management book for any level in any company, I recommend to my clients that they need to read a minimum of two business books a year and this book makes my 2015 list! Need more sales management resources? The Soft Edge.

Company 40

Company Case Study Conference System 40

No More Cold Calling

NOVEMBER 21, 2013

If so, you can forget about exceeding quota in 2014. Consider this example from Dan McDade, president and CEO of PointClear: The marketing department for one unnamed company generated more than 9,000 “sales leads” in a year, but only 1.28 Enhancing lead generation is a top priority for any sales organization.

Sales Qualified Lead 263

Sales Qualified Lead Lead Rank Lead Scoring Leads 263

Crunchbase

DECEMBER 11, 2020

More companies are relying on data to help them identify challenges, make timely decisions and impact their bottom lines. In fact, implementing a data-driven sales approach can make a business 6 percent more profitable than their competitors. It’s no secret that data is running the world. Align on team goals and strategy.

Industry 98

Industry Data Ideal Customer Profile Face-to-face 98

Hubspot Sales

FEBRUARY 9, 2021

To help you understand which strategies aren't worth your time, we reached out to some experts to offer their takes on sales tactics that brands should avoid, going forward. According to HubSpot Sales Manager Korina Ortiz , sales professionals need to avoid holding onto outdated positioning statements in 2021.

Case Study 135

Case Study Cold Calling Hubspot Ideal Customer Profile 135

Your Sales Management Guru

NOVEMBER 10, 2014

It is a comprehensive tool designed to reflect your maturity level and an organization. It will measure management, sales, HR, marketing and other components of your business, the assessment will grade each section and provide you insights into what to potentially focus on in the new year. Still true? Still true? . S trategy.

Vendor 78

Vendor Face-to-face Objections Channels 78

SBI

APRIL 9, 2014

One way to accomplish that is to deploy sales tools. Back in 2010 when I first wrote about the topic of leverage in Sales, I talked specifically about DiscoverOrg. They’re also a 2014 SIIA Codie Winner. DiscoverOrg produces insights and contact data on more than 300,000 IT decision makers at more than 16,000 companies.

Webinar Metrics 139

Webinar Metrics Hiring Decision Maker Call-back 139

Zoominfo

APRIL 16, 2018

There are a million tools out there (Zoominfo) to help with that. He’s skied more than 1 million vertical feet in 2013 and 2014 at Vail Colorado and more than 600K vertical feet each season since then. Reason Number Five: He runs A Sales Guy U. Keenan runs a company aptly named A Sales Guy U. # KeenanTakeover ”.

Journal 171

Journal Case Study Influencer Sports 171

SBI

OCTOBER 1, 2014

They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. Act-On’s streamlined user interface puts first-rate marketing tools at your fingertips, making campaigns and programs easier and faster. Integrate your CRM, webinar management and more, most with one click.

Vendor 139

Vendor Twitter InsideView InsideSales 139