SBI Growth

SEPTEMBER 27, 2013

Entering 2014, Sales and HR leaders face new trends causing turnover with top talent. This tool is a practical guide to 10 conversations that will boost retention. Ten Best Practice Conversations with Gen-Y Reps. Each conversation covers one of the topics listed below. Use the questions to start the conversations.

Sales Talent 300

Sales Talent Conversion Survey Salary 300

Score More Sales

DECEMBER 27, 2013

Too many sellers are not aware of their sales conversion rate (how many qualified deals do I normally close?) or their prospecting conversion rates (how many decision makers do I need to talk to in order to set up a next meeting / demo / conversation)? Increase Opportunities. Expand Your Pipeline. Close More Deals.

Lead Rank 255

Lead Rank Lead Scoring Decision Maker Sales Qualified Lead 255

Score More Sales

DECEMBER 23, 2013

If you do, you should be able to determine exactly what you need to do to hit your revenue targets, including how many prospects and deals you need based on your conversion rate. CRM: Your CRM system will have to do’s for you (assuming you are setting next actions in your CRM system) – if not, START THIS in 2014. Expand Your Pipeline.

InsideView 238

InsideView Compensation Inbound Lead Rank 238

No More Cold Calling

OCTOBER 28, 2014

Join the Conversation What did you learn at Dreamforce this year? Stop working on the airplane, and try thinking about things that aren’t work-related. Or spend time talking shop with other people who inspire you. These are the times when you’ll be the most creative. Associations Enterprise Sales Management Salespeople Small Business'

Nonprofit 289

Nonprofit Hiring Conference Small Business 289

No More Cold Calling

DECEMBER 23, 2014

I was thrust into the world of face-to-face conversation and having to talk to people I did not know. The Lost Art of Conversation As business and technology have evolved, we spend less time talking to each other in person and rely on technology to engage others. Social media was not part of our lives, nor were cell phones.

Face-to-face 276

Face-to-face Social Media Facebook Film 276

Sales and Marketing Management

JULY 10, 2014

Issue Date: 2014-07-01. Author: Paul Nolan. Teaser: In a world where more people own cell phones than toothbrushes, one risks being labeled a luddite if you push back at all against technological advancements.

Conversion 159

Conversion 159

The Sales Hunter

JANUARY 17, 2014

We do it out of a fear the customer is going to get control of the conversation. Make the sales call a conversation. Copyright 2014, Mark Hunter “The Sales Hunter.” Surprisingly, I’ve found salespeople cutting off customers far more than we realize. Skip the sales speech. In fact, even skip the script.

Conversion 234

Conversion Selling Skills Consultative Selling Call-back 234

Sales and Marketing Management

FEBRUARY 11, 2014

Issue Date: 2014-01-01. Author: Tim Riesterer. Teaser: It is predicted that as much as 80 percent of all purchasing budgets will soon be controlled — and decisions justified — by companies’ senior-most decision makers, including the proverbial C-level executives.

Decision Maker 227

Decision Maker Conversion Buyer Industry 227

Sales and Marketing Management

FEBRUARY 13, 2014

Issue Date: 2014-01-01. Teaser: Content marketing continues to emerge as a focal point of companies’ go-to-market strategy.

Conversion 120

Conversion Inbound Strategy Marketing 120

SBI

MARCH 5, 2013

What if today you were given notice that your sales quota will double in 2014. As Nancy Bleeke writes in her new book, “ Conversations That Sell ” the purpose of every conversation is to get the prospect to either do or decide something. You don’t need anyone else to insist that you significantly increase revenue in 2014.

Revenue 127

Revenue Hiring Decision Maker CRM 127

SBI Growth

MARCH 26, 2013

Let’s assume for today’s conversation you have the performance conditions for a level 5 marketing organization. Is my team evolving at a pace greater than or equal to that of my competitors? How do I know? These are the questions we hear most often in marketing organizations.

Marketing 285

Marketing Scale Analysis Sales Qualified Lead 285

SBI Growth

OCTOBER 3, 2013

Planning for 2014 requires a fresh look at the metrics that will determine success. They are all leading indicators that can help you forecast success in 2014. By registering for SBI’s Sales & Marketing Research Review , you''ll get the “ Top 15 Metrics to Track in 2014.” Lead to Conversion Rate. Social Reach.

Top of Funnel 326

Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

LeadFuze

DECEMBER 31, 2021

Free trials are a great way to introduce free trial to paid conversion rate. There’s no one-size-fits all model for conversion rates. Slack saw that 30% of their customers converted to paid users in 2014 using the freemium model. Most companies will see a much lower conversion rate, probably under 25%.

Conversion 52

Conversion Lead Rank Lead Scoring How To 52

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. Discover the best way to make your 2014 number. Become world class and make your number in 2014. This will all create more productivity in 2014. Think about it this way.

Hiring 292

Hiring Follow-up Top of Funnel Analysis 292

SBI Growth

SEPTEMBER 28, 2013

Get your copy by siging up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute ". Leverage your network to help the organization make the number in 2014. LinkedIn is a hotbed of conversations around your industry, your brand, and your products. Lack of Presence.

Decision Maker 328

Decision Maker How To Ideal Customer Profile Social Media 328

SBI Growth

DECEMBER 10, 2013

Your thoughts should now turn to 2014. Before you really make any decisions, start with these questions: What are my key strategic initiatives for 2014? It’s foolish to spend additional money on someone who will end up missing quota yet again in 2014. Have a conversation with other managers if need be to get a handle on it.

Territories 300

Territories Scale Guidelines Groups 300

Sales and Marketing Management

MARCH 16, 2014

Issue Date: 2014-03-17. Teaser: Mastering time and lead management helps sales teams capitalize on tracking so they can focus on having real conversations with their prospects – and these conversations are what drive conversions. Author: Bill Johnson, President of Salesvue. read more'

Lead Management 255

Lead Management Follow-up Conversion Leads 255

A Sales Guy

JUNE 1, 2014

It was a lively conversation with some great sound bites, #reachbitch seemed to get the most play. You couldn’t have asked for a more picturesque setting. I sat on a panel with Koka Sexton , Jamie Shanks , Ken Krogue , Sean Burke and Gabe Villamizar , the topic — social selling.

Inside Sales 114

Inside Sales Social Selling Conference Revenue 114

No More Cold Calling

JANUARY 21, 2014

Which bad tech habits will you break in 2014? In Steven Bertoni’s Forbes.com article, “ 14 Bad Tech Habits To Break In 2014 ,” he nails the unhealthy tech activities that have become commonplace in our “society tethered to devices.” ” Join the Conversation. Which tech habits will you break in 2014?

Face-to-face 205

Face-to-face Small Business Small Business Enterprise 205

Sales and Marketing Management

JULY 22, 2014

Issue Date: 2014-07-23. While marketing was producing a lot of high-quality content to support sales conversations, sales had no way of easily knowing what content was at their disposal to use for lead nurturing and educating prospective buyers. Read about the fix. read more'

Case Study 250

Case Study Study Lead Nurturing Face-to-face 250

SBI Growth

NOVEMBER 4, 2013

Over these remaining weeks, conversations with SVP-Sales have focused on 3 areas: What can I still do to Make the Number in 2013 ? How should I be preparing to Make the Number in 2014 ? As 2013 winds down, 2014 naturally ramps up. Schedule a review of your 2014 SKO at your office here. Less than 60 days remain in 2013.

Hiring 296

Hiring Buyer Persona ROI Follow-up 296

The ROI Guy

NOVEMBER 22, 2013

In your 2014 plans, you likely have some significant revenue growth targets for the New Year. Let’s see how this plays out against the likely growth investments and your personal plans for 2014. Without this value conversation guidance, how sure are you that your new sales reps will succeed?

Hiring 67

Hiring Revenue Lead Rank Lead Scoring 67

Sales and Marketing Management

NOVEMBER 4, 2014

Issue Date: 2014-11-01. Teaser: If you believe the hype around studies that say customers feel they are through 60 percent (or more) of the buying cycle before engaging a salesperson, you could be giving your salespeople the wrong content for the wrong conversation. read more'

Buying Cycle 255

Buying Cycle Face-to-face Survey Sales Cycle 255

The Pipeline

OCTOBER 7, 2014

How to Shift the Conversation from Product to Objectives. 9th, 2014 at 2:00PM ET / 11:00AM PT for this free webinar. In this webinar, sales expert, Tibor Shanto, covers how to shift the conversation from your product to your prospects’ objectives. Join us on Thurs., Most salespeople are taught to look for pain and needs.

Webinar Metrics 275

Webinar Metrics Objections Vendor Account 275

Sales and Marketing Management

JANUARY 26, 2014

Issue Date: 2014-01-27. Brain science research at Harvard shows how managers can equip reps for value added conversations that can win deals. Brain science research at Harvard shows how managers can equip reps for value added conversations that can win deals. Author: Lisa Clark, Vice President of Marketing. read more'

Buyer 235

Buyer How To Research Conversion 235

Zoominfo

SEPTEMBER 22, 2023

There are three different tiers of intent data that have different likelihoods for conversion. We actually helped start this category back in 2014 through a partnership with Bombora. Win Faster: By automating and scaling GTM motions, ZoomInfo streamlines your sales and marketing processes for faster and more efficient conversions.

Intent Data 130

Intent Data Buyer Intent Intent Data 130

The ROI Guy

DECEMBER 4, 2013

As we survey our customers, we find that content marketing and sales conversations need to connect, engage and sell to a wider range of interests, each with unique challenges and perception as to the value your solution can provide. And it’s not only the increase in people involved that is driving complexity.

Decision Maker 75

Decision Maker Proposal Survey Channels 75

SBI Growth

OCTOBER 21, 2013

As you plan for 2014, are you investing enough in both? Performance culture is studied in depth in our 2014 Research Tour. The following insights are a primer for this in depth conversation. By investing in both in 2014, you will set yourself up for long term success. The comp plan must incentivize the right behavior.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

JANUARY 9, 2014

For example, when sales and marketing are aligned, lead conversion (closed deals) rates are 2-3X greater. The result of greater alignment is making the number in 2014 and beyond. We’ll spend 30 minutes to walk through the Top 5 priorities of the CMO & CSO for 2014 and whether you’re on track. The Experts Agree.

B2B 282

B2B Revenue Report Groups 282

No More Cold Calling

JANUARY 16, 2014

Now is the time to kick your prospecting efforts into overdrive, build a strong pipeline for 2014, and determine if you’re really getting the most traction out of each and every day. As you’re planning for 2014, don’t just give your sales team an annual quota and expect them to make it rain. The New Year is in full swing.

Referrals 224

Referrals Cold Calling eBook Small Business 224

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. Our metrics include conversion ratio data and close rates to populate tracking models. Background. Facts and data always.

Ideal Customer Profile 328

Ideal Customer Profile Hiring Lead Rank Analysis 328

No More Cold Calling

DECEMBER 31, 2013

Here are six ways to be more successful (in your sales career and your life) in 2014. Here are six ways to get more out of your career and your life in 2014: Make time for yourself. And yes … Pick Up the Damn Phone and have a personal conversation. Wishing you a happy and healthy 2014! Make time for your family.

Small Business 191

Small Business Small Business Exercises Enterprise 191

Steven Rosen

NOVEMBER 4, 2014

Making time to plan for 2015 while closing 2014 can be a challenge. During this 1 hour broadcast, our panel will share their best suggestions, without Powerpoint slides, but rather in a lively conversation-style amongst the panelists. Take a break from Q4 to get some practical ideas on ways you can lay the groundwork for a great 2015.

Sales Management 295

Sales Management Webinar Metrics Sales Coaching Coaching 295

Customer Centric Selling

SEPTEMBER 20, 2013

Sales Training Article: Top Sales Tool for 2014. By John Kearney, Sales Benchmark Index (SBI) Image courtesy of FrameAngel at FreeDigitalPhotos.net As a Sales Operations leader, you have 3 major challenges heading into 2014. It has never been more necessary than it is heading into 2014. It''s low hanging fruit for 2014.

Sales Tools 45

Sales Tools Tools Training Collateral 45

Bernadette McClelland

JUNE 9, 2014

They have no idea that we stay silent in a conversation for fear of sounding stupid to them. when we don’t ask the right questions or enough questions in a conversation. If you’re shy and feel like backing down in a conversation, try speaking up with one extra question, point of view or comment.

SME 322

SME Call-back Lead Rank Conversion 322

Bernadette McClelland

JUNE 9, 2014

They have no idea that we stay silent in a conversation for fear of sounding stupid to them. when we don’t ask the right questions or enough questions in a conversation. If you’re shy and feel like backing down in a conversation, try speaking up with one extra question, point of view or comment.

SME 322

SME Call-back Lead Rank Conversion 322

SBI Growth

JULY 23, 2013

Sign up for the onsite session for your leadership team: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Understanding the drivers of Sales Force Effectiveness in 2014. The message boards holding the conversations could be identified. You can then show how Social Selling adds value around the organization.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323