SBI Growth

OCTOBER 4, 2013

Gain access to guides and tools to help you make the number in 2014. Territory potential can vary widely based on demographic trends and Ideal Customer Profile saturation. Understanding the buying cycle of large customers helps establish a reasonable quota. This will then inform your thoughts about your 2014 quota.

Quota 306

Quota Ideal Customer Profile Territories Demographics 306

SBI Growth

JULY 1, 2013

You see visions of making your 2013 and 2014 sales number. It’s possible you need to dip into your 2014 budget as well. However, if you execute, this budget reallocation will pay off in spades during 2014. At the end of the business case you should be able to say: “Yes, I can afford this project because of the ROI in 2014.”.

Salary 267

Salary Epiphany Top of Funnel Revelation 267

SBI Growth

JULY 25, 2013

Have you started thinking about 2014? Want to know what your peers are planning for in 2014? Account Segmentation: The focus of Account Segmentation is twofold: Define a company’s Ideal Customer based on propensity to buy factors and historical customer data. Have you started planning for 2014?

Outsourcing Services 257

Outsourcing Services Lead Rank Buyer Persona Lead Scoring 257

SBI Growth

DECEMBER 2, 2013

As CMO, you’re constantly trying to answer these 2 burning questions: Are customers responding to our marketing campaigns? Download the 2014 B2B Demand Generation Planning template here to get started. Developing the game plan involves multiple groups and huge amounts of research about your customers.

Demand Generation 310

Demand Generation Demand Generation Targets Marketing Buyer Persona 310

The Sales Hunter

OCTOBER 8, 2013

One of the most important reasons for finishing strong in 2013 is it becomes a springboard for starting 2014 right. Mainly, they offer too many discounts or other concessions that ultimately destroy profit and diminish the confidence the customer has in the salesperson and/or the product. My suggestion? Don’t panic.

Cold Calling 223

Cold Calling Discount Consultative Selling Compensation 223

SBI Growth

JANUARY 3, 2014

2014 is upon us! Interviews that we have conducted with top sales reps around the world support these 5 steps to set yourself up for a strong and meaningful 2014: Target Your Time : Time is the one resource that we cannot get any more of. Customize the ‘buckets’ and ‘activities’ to be specific to your sales needs. Next Steps.

Cancellation 296

Cancellation Face-to-face Territories Follow-up 296

Score More Sales

DECEMBER 16, 2013

This brings up the first issue you need to think about in 2014 – are you and your company in all the right places online so that potential buyers will find you? Give prospective customers and those who could refer you many times over the chance to know you. Build Sales with these LinkedIn Resources. Increase Opportunities.

Lead Rank 256

Lead Rank Lead Scoring Ideal Customer Profile LinkedIn 256

The Pipeline

JANUARY 2, 2014

As the first post of the years, I thought I would set the tone for the blog and hopefully sales in 2014. Sellers not only control their success, income and destiny, but have more loyal clients, willing to pay full value, and rely on the seller based on their contribution to the customers’ success. Buying Vs. Selling. Happy New Year!

Demand Generation 295

Demand Generation Demand Generation Targets Sales Cycle Comparison 295

Sales and Marketing Management

OCTOBER 13, 2014

Issue Date: 2014-09-01. Teaser: In his new book “Summit: Reach Your Peak and Elevate Your Customers’ Experience,” F. “Entrepreneur of the Year” finalist, ties business success to elevating the customer experience. Scott Addis, an experienced business executive and recent Inc. read more'

Customer 250

Customer 250

The Sales Hunter

DECEMBER 3, 2013

2014 is less than a month away. Identify your best 5 customers and what you can do to increase your level of business with them next year. Doing these two things will put you in position to be able to serve these customers at an even higher level than you’re currently doing. They might be customers or prospects or both.

Motivation 226

Motivation Positioning Follow-up Prospecting 226

No More Cold Calling

OCTOBER 28, 2014

He asked if we’re all connected to our customers and explained how doing so helps sales professionals engage and build one-on-one relationships with buyers. Sell the customer on expected performance.” Marc also spoke about the imperative to connect. We’re only limited by our own ideas, not by technology.

Nonprofit 289

Nonprofit Hiring Conference Small Business 289

SBI Growth

NOVEMBER 21, 2013

The victims here are your potential customers who have to deal with a barrage of sales tactics. They have a longer customer life value to the organization. Come Q4, that lead has evaporated and now sales is threatening to miss the number. They struggle to close deals. Excuses come from every direction. They have shorter sales cycles.

Decision Maker 320

Decision Maker Maximizer Buying Cycle Top of Funnel 320

Sales and Marketing Management

OCTOBER 6, 2014

Issue Date: 2014-09-01. Teaser: A lot of B2B companies talk about improving the customer experience -- and for good reason. Recent research shows that when customers have a bad sales experience, seven out of 10 times it takes months if not years to repair the business relationship. Author: Paul Nolan. read more'

Customer 266

Customer B2B Research Company 266

Sales and Marketing Management

OCTOBER 5, 2014

Issue Date: 2014-10-06. By recognizing and embracing its power, marketers can transform the very nature of business and engagement and deliver their customers to new worlds of excellence. Author: Tim Minahan, CMO, SAP Cloud. Teaser: Social media is big and it’s only getting bigger. read more'

SAP 290

SAP Social Media Customer Media 290

Sales and Marketing Management

AUGUST 26, 2014

Issue Date: 2014--08-27. Teaser: Current customers have already shown they need your product or service and want to buy from you. Current customers have already shown they need your product or service and want to buy from you. Author: Carter Hinckley and Corey Torrence. read more'

Revenue 244

Revenue Customer 244

Increase Sales

JANUARY 1, 2014

Sales Training Coaching Tip: This eBook, Beyond-SMART-Goals-2014-eBook , (free download) is what promoted the email exchange, refer to page 11. Her focus was to add people within her target market as potential customers, strategic alliances or centers of influence. Sales Training Coaching Tip: LinkedIn is a great resource.

eBook 128

eBook Coaching Intent Influencer 128

Sales and Marketing Management

AUGUST 29, 2018

Author: John Larson How many times has one of your customers approached you with an issue or a problem? Often, we find ourselves threatened or at least uncomfortable when a customer approaches us with a complaint or some of other form of problem. Stated somewhat differently, customer problems are opportunities in disguise.

Customer Service 270

Customer Service Customer Loyalty Chemicals 270

The Sales Hunter

OCTOBER 27, 2014

Call your best customer. Because your best customer will pump you up, possibly give you some more business and definitely help you build momentum for your day and week. Check out the video to see what I mean: Copyright 2014, Mark Hunter “The […]. Let’s start the week off on a high note.

Motivation 244

Motivation Video Customer Consultative Selling 244

Sales and Marketing Management

OCTOBER 8, 2014

Issue Date: 2014-09-01. Teaser: Most companies make a critical mistake when classifying accounts by considering those that currently spend the most money as their best clients. Sales consultant Colleen Francis emphasizes that not only are all accounts not created equal, the ones currently spending the most money are not necessarily your best.

Customer 218

Customer Account Company Sales 218

Your Sales Management Guru

JULY 14, 2014

2014-15: How will you stand out in the marketplace? By combining better messaging, adding thought leadership marketing and Business Guidance selling techniques your entire organization can prepare to make 2014 your best year ever! In reflecting on the past year it seems our program at WPC 2013 set the pace for many client projects.

Lead Rank 80

Lead Rank Lead Scoring Microsoft Face-to-face 80

Your Sales Management Guru

SEPTEMBER 23, 2013

First Quarter 2014. But as budget planning begins and business strategies begin to be set, it is your responsibility to be ready for 2014. 1. What are your revenue objectives by each quarter for 2014? Do they really understand your market, your customers, and the benefits you bring to them? Are You Set Up?

Scale 80

Scale Compensation Hiring Lead Rank 80

The Sales Hunter

FEBRUARY 3, 2014

Then call one of your best customers TODAY! More importantly, you’ll be pleased to see how it builds your confidence and momentum to call even more customers and prospects. Copyright 2014, Mark Hunter “The Sales Hunter.” Do you want to get the week started right and then ride that momentum through the week?

Motivation 234

Motivation Video Customer Selling Skills 234

Sales and Marketing Management

APRIL 29, 2014

Issue Date: 2014-04-30. Teaser: Delivering the best possible customer service requires employees to move beyond simple compliance of workplace rules and become truly committed to the jobs they do. Author: Bill Sims. Here's what that looks like and one sure ingredient for getting there.

Customer Service 176

Customer Service Customer 176

The Sales Hunter

MARCH 4, 2014

How do you respond when you find your customer has just lied to you? What we don’t realize is our customers have lied to us far more often than we realize. I’m not saying we can’t trust customers and that we as salespeople are so superior. ” What is the customer really saying?

Customer 236

Customer Selling Skills Customer Service Up-Sell 236

SBI Growth

OCTOBER 14, 2013

A 3rd party will never know the customer like your internal team. When trained and armed with the battle-tested tools, an Internal Content Marketing team can produce high quality demand generation content consistently. An example of the offering is below: Content audit and map. Development of a content marketing function.

Demand Generation Agencies 316

Demand Generation Agencies Marketing How To Face-to-face 316

SBI

JULY 23, 2013

What if you were given notice today, that your sales plan will double in 2014? You can make sure that salespeople don’t waste time updating customized presentations with current facts, and figures. It’s packed with the best tools to help you make the changes you need to double revenue in 2014. The cold reality is this.

Revenue 121

Revenue Vendor Hiring Sales Tools 121

The Sales Hunter

JANUARY 10, 2014

In sales we always talk about the importance of getting close to our customers. We all want to improve a customer relationship, right? As you read this, I’m not advocating we should not have strong relationships with customers. We do things out of a sense of respect for the customer. Yes, it all sounds good.

Customer 211

Customer Customer Service Selling Skills Up-Sell 211

The Sales Hunter

JANUARY 7, 2014

Far too many salespeople claim they’re not more successful because what they’re selling is simply too expensive for their customers. First and foremost, it means the salesperson hasn’t built enough credibility with the customer. Second, the salesperson is trying to sell to the wrong customer.

Customer 235

Customer Selling Skills Prospecting Motivation 235

Sales and Marketing Management

NOVEMBER 6, 2014

Issue Date: 2014-11-07. Author: Gregg Hano, CEO of Mag+. Teaser: A highly customizable app that allows your team to pick and choose which videos to launch or what sequence of features and benefits to showcase is a huge advantage over typical PowerPoint or Keynote slides. Here are some tips to make your apps shine.

Customer 196

Customer Video Benefit Sales 196

The Sales Hunter

FEBRUARY 11, 2014

Find better customers. Just because a customer shows interest doesn’t make them a customer. Too many times salespeople wind up staring at price cuts as what they see as the only viable option to close a sale, and it’s all because they’re dealing with bad customers. Here is the first one: 1.

Ideal Customer Profile 210

Ideal Customer Profile Customer Face-to-face Prospecting 210

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.” In this post we will dig into the top 5.

Top of Funnel 326

Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

The Sales Hunter

FEBRUARY 9, 2014

The 2014 Winter Olympics in Sochi are in full swing! Use the Olympics as one more opportunity to engage your customer or prospect in a conversation. You may be surprised to discover that your prospect or customer is quite interested in one of the sports. Copyright 2014, Mark Hunter “The Sales Hunter.”

Motivation 206

Motivation Video Conversion Sports 206

SBI Growth

MARCH 26, 2013

Our customers aren’t that sophisticated; says who, you or them? Here are a few justifications for not doing anything and why that might not be a good idea: My team has been in place for years, they’ve done a good job: Why not great?

Marketing 285

Marketing Scale Analysis Sales Qualified Lead 285

SBI Growth

OCTOBER 29, 2013

Couple that with preparing for 2014 and you are maxed out. Schedule a review of your 2014 plan at your office here. Your Customer — What has changed and how this impacts your plan. The implications of you not being deeply engaged in 2014 planning are many: Bad Earnings — You get an unfair number. Pick the right ones.

Territories 308

Territories Compensation Buyer Google 308

Pipeliner

MARCH 25, 2021

In his 2014 book Zero to One , Peter Thiel wrote, “In the 1990s, the focus was on the product, and not on sales. Perhaps more pertinent is a quote from Austrian management consultant and author Peter Drucker, who said, “The purpose of business is to create and keep a customer.” Bubble-area* advertising was obviously wasteful.

Account 98

Account Customer Lead Rank Lead Scoring 98

Sales and Marketing Management

SEPTEMBER 2, 2014

Issue Date: 2014-09-02. Teaser: When a salesperson and customer laugh together it builds trust and empathy and helps remove the customer’s body armor. Here are seven tips that can help you make the customer laugh. Here are seven tips that can help you make the customer laugh. Author: Bill Rosenthal.

Customer 316

Customer 316

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. 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. 5 Key Areas.

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325