SBI Growth

SEPTEMBER 22, 2013

You’re completing 2013 and building your marketing strategy for 2014. Poorly executing one of these major initiatives will cost you your job in 2014. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." If the experts adopt it, others will follow.

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Eloqua Marketo Buyer Persona Collateral 316

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.”.

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SBI Growth

JULY 25, 2013

Have you started thinking about 2014? They follow an annual planning process that starts in July with a Marketing Productivity Benchmark. Want to know what your peers are planning for in 2014? It captures the phases, key actions and micro decisions that make up the buyer’s journey. Have you started planning for 2014?

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Outsourcing Services Lead Rank Buyer Persona Lead Scoring 257

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. This will ensure you don’t end up booking time over them. Follow @MikeRiksheim.

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Cancellation Face-to-face Territories Follow-up 296

SBI Growth

DECEMBER 2, 2013

It’s now up to 45 months. Download the 2014 B2B Demand Generation Planning template here to get started. Follow @JohnStaplesSBI. The average tenure of CMO’s has doubled since 2006. There are a number of reasons for the increase in tenure. But one combination always sticks out. There are many components to a solid marketing plan.

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Demand Generation Demand Generation Targets Marketing Buyer Persona 310

The Sales Hunter

JANUARY 12, 2014

How can we expect things to be different in 2014 if wind up doing things the same way we did them in 2013? Challenge yourself on a regular basis with the following question. Copyright 2014, Mark Hunter “The Sales Hunter.” One, you can’t expect to change unless you have a mindset and a desire to change.

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Motivation Selling Skills Follow-up System 214

The Pipeline

DECEMBER 30, 2013

And an even greater number of post and articles telling you all the things you should do in 2014, most of which are retreads of things they advised you to do in 2013. So in 2014 Stop. There are always new offerings, but will they help you achieve new levels of success, or just help the people peddling them find a new follower?

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Face-to-face Commission Objections Follow-up 276

Pointclear

OCTOBER 9, 2013

An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Why Don’t Sales Reps Follow Up on Leads? When sales reps don’t follow up on leads, what questions should we be asking? What, exactly, is a qualified lead?

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Follow-up Sales Qualified Lead Leads Marketing Qualified Lead 230

Score More Sales

DECEMBER 23, 2013

I’ve put up enough consistent numbers that in the summer I work 4 days with three off during July and August. Consider breaking it up in two. You may have other data sources such as iSell by Onesource or InsideView – if you do, you’ll get a daily email (or twice daily) to quickly view other moves and changes in who you are following.

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InsideView Compensation Inbound Lead Rank 238

No More Cold Calling

OCTOBER 28, 2014

New hires will get up to speed in record time, and product launches will be seamless. We don’t need to know everything, just to follow this process: Chunking, Sequencing, Connecting, Dumping, Practicing, Prioritizing. ” Anthony Iannarino said that when value ends up on a spreadsheet, you’re already done.

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Nonprofit Hiring Conference Small Business 289

SBI Growth

NOVEMBER 21, 2013

Are reps pumping up late stage opportunities to save their jobs? Follow @UrteagaSBIi. Follow Sales Benchmark Index @MakingTheNumber. New Budget - Most buyers are making purchases with new budget dollars. Fresh Start- Sales Activities are higher because reps are reenergized for the New Year. How valid is a reps funnel?

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Decision Maker Maximizer Buying Cycle Top of Funnel 320

The Sales Hunter

DECEMBER 3, 2013

2014 is less than a month away. Start with the people with whom you need to develop a better relationship and follow that by focusing on the outcomes they are desiring. It sounds counter-intuitive, but there are people you’re spending time with who are doing nothing but taking up your valuable time. How prepared are you?

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SBI

DECEMBER 29, 2014

20 Sales & Marketing Vendors to Follow on Twitter @Dreamforce ’14. They’ll all be participating in this year’s Dreamforce 2014 event at the Moscone Center in San Francisco. 2014’s Not Over, But These #TopMarketingTools Have Already Won. You’ll find them and more in our new Top Marketing Tools of 2014 guide.

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InsideView Tools Decision Maker Twitter 127

SBI Growth

OCTOBER 14, 2013

You can also sign up for this free event to get an in-depth review. Save yourself time (and your job) by standing up an Internal Content Marketing capability. Sign up for SBI’s annual research study review here and learn how world class companies are producing this content. Follow @SearchMaster. Follow @MakingTheNumber.

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

No More Cold Calling

DECEMBER 23, 2014

I had strangers come up, look me in the eye, and ask me to help them find the right shirt, jeans, or suit. I remember all the excitement, followed by utter terror and then elation, when—after hours of making eye contact and finally plucking up the courage to ask her to dance—she said yes.

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Your Sales Management Guru

SEPTEMBER 23, 2013

First Quarter 2014. Are You Set Up? 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? When do you need them fully up and trained? 7. What will be your “theme” for 2014?

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Scale Compensation Hiring Lead Rank 80

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. Don’t get caught up doing the same thing because you’ve always done it.

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Hiring Follow-up Top of Funnel Analysis 292

Sales and Marketing Management

DECEMBER 14, 2014

Issue Date: 2014-12-15. Using this "digital listening," salespeople can gain the insight they need to time their engagement and deliver the most tailored follow-up. Using this "digital listening," salespeople can gain the insight they need to time their engagement and deliver the most tailored follow-up.

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SBI Growth

MARCH 26, 2013

5 Steps to determining whether you have the right team: Perform a bottoms up and top down analysis of your marketing structural requirements. Why would I bring up competencies, it makes me look like I’m not keeping pace; if you don’t, they will put someone in your place that will. Follow @JohnStaplesSBI. Author: John Staples.

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Marketing Scale Analysis Sales Qualified Lead 285

SBI Growth

AUGUST 24, 2013

Your Reach on LinkedIn will be one of your best sales assets in 2014. LinkedIn Profiles, Reach & Referrals is how you make your number in 2014. What else can you do to make the number in 2014? Sign up for the Q3 Tour to get top-notch insight. Follow this line of thinking with tagging and networking.

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LinkedIn Buyer Persona Referrals Networking 310

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.” Follow them through the pipeline.

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Top of Funnel Sales Qualified Lead Ideal Customer Profile Referrals 326

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. This type of team is what will allow you to make your number in 2014.

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Territories Scale Guidelines Groups 300

SBI Growth

NOVEMBER 4, 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. How do you match up to the SKOs put on by world-class organizations? Sign up for the SBI Research Tour. I recommend you read it and download the tool.

Hiring 296

Hiring Buyer Persona ROI Follow-up 296

SBI Growth

NOVEMBER 28, 2013

With it, you identify areas to improve so your team can make 2014’s number. It will also provide steps to undertake for making 2014’s number. Look Up to Company Strategy. Sales strategy not followed. What to do for 2014? What to do for 2014? What to Do To Make 2014''s Number. Follow @SteveLoftness.

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Lead Rank Lead Scoring Sales Leadership Proposal 275

SBI Growth

JULY 19, 2013

This question comes as a natural follow up to most decisions. Whenever you make change, risk is sure to follow. In terms of budgeting you have one thing to look forward to: “How much will the number grow for 2014?”. Either way, your 2014 number will outpace 2013. You can’t repeat your 2013 sales strategy in 2014.

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Guarantee Exercises Follow-up ROI 296

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. Make the decision to be a social executive and make your number in 2014. Follow @UrteagaSBIi.

Decision Maker 328

Decision Maker How To Ideal Customer Profile Social Media 328

Sales and Marketing Management

MAY 6, 2014

Issue Date: 2014-05-07. Teaser: Sometimes it feels like just getting in the door and getting that first meeting takes so much time and energy that you have nothing for the follow-up and the final push you need to get that deal to close. Author: Meridith Elliott Powell. read more'

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Energy Follow-up Meeting Closing 258

SBI Growth

JANUARY 5, 2014

In this post I want to recommend three ideas to raise your game in 2014. I have worked with sales organizations where managers spend up to 65% of their time on admin. Focus on coaching-up your talent and helping out with deal strategy. If you want to make your number in 2014, your team needs to master social prospecting.

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Sales Management Face-to-face Decision Maker Travel 310

Sales and Marketing Management

MARCH 16, 2014

Issue Date: 2014-03-17. The ability to delegate, stay organized, nurture leads and follow up with leads will direct sales professionals down the right path to being efficient and successful. Author: Bill Johnson, President of Salesvue. read more'

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Lead Management Follow-up Conversion Leads 255

Customer Centric Selling

JULY 2, 2014

Sales Tips: How to Boost the Remainder of Your 2014. Those that squeaked through were faced with a mountain to climb the following year as they started the New Year with little or nothing that was closeable in the first quarter. If/when sellers fall below YTD, tweak activity levels to make up the shortfall.

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Face-to-face Negotiation Proposal Pipeline 69

Sales 2.0

JULY 8, 2022

Before you can go setting up meetings, you need to figure out who you need to meet. Avoid banging your head up against the same wall over and over again. Consider the following questions to help you get into your prospects’ shoes and see how you can serve them. Do you know how you help? Is it a good time to talk about this?

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Prospecting Outsourcing Services Cold Calling Hiring 370

SBI Growth

OCTOBER 12, 2013

Most companies are in the heart of their planning process for 2014. Has your Sales Ops planning kept up with the new realities? Today’s post provides recommendations for revising your approach for 2014. If that covers most of your plan’s components, you better catch up. Sign-up here to get it. Where You Can Focus.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

OCTOBER 6, 2013

This post is for Sales and HR Leaders planning 2014 Sales Compensation. Knowing these complaints, you can build your 2014 plan to avoid them. To get this tool, sign-up here. Reps give up and learn to live off of base salary. If it’s been the same year after year, it might be time to shake things up.

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Compensation Territories Incentives Incentive 293

SBI Growth

OCTOBER 25, 2013

To learn what the best sales leaders are doing to prep for 2014, sign up for SBI’s Annual Research Session. You could end up spinning your wheels with re-treads. Collaborate – You may have heard SBI is offering strategy sessions: How to Make the 2014 #: A Sales Strategy You Can Execute. Follow @RyanTognazzini.

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Hiring How To eBook Follow-up 303

SBI Growth

SEPTEMBER 20, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn what SBI’s Discovery says about what top organizations will do differently in 2014. Follow @MarkSynek. Follow @MakingTheNumber. How can you find out what’s really going on? Executive Interviews.

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Hiring How To Face-to-face Survey 310

SBI Growth

SEPTEMBER 29, 2013

Follow these tips and you’ll be swimming in referrals for 2014. To learn more, sign up for the on-site session for your leadership team. How to Make Your Number in 2014: A Sales Strategy you can execute. You’ve swooped up two new referral sources in one stroke. Follow @TonyAlbachiara.

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LinkedIn Referrals How To Webinar Metrics 300

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.

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Lead Rank Penetration Collateral Analytics 325