Understanding the Sales Force

JULY 14, 2014

Is it the sales process that makes it so powerful? The big difference between the sales process in Baseline Selling and other sales processes is that rather than having outcome-based steps, time-based steps or task-oriented steps, it has customizable milestone-centric steps.

Sales Process 243

Sales Process Sales Up-Sell Follow-up 243

Understanding the Sales Force

AUGUST 18, 2015

Sales Process isn't even the only thing that inbound marketers say is dead. Let's start with my recent Google search for "Sales Process is Dead." One article was written by a sales expert discussing the concept of following the buyer's purchasing process. Are Top Salespeople Challengers?

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

A Sales Guy

DECEMBER 3, 2013

Lots of sales people took advantage of 2013 to move and find better fits, but companies also do a lot of moving. I saw a lot of organizations trim their dead weight and build new and improved sales organizations. For 2014, I’m predicting it will be the year of execution and strategy and most companies won’t be ready.

Strategy 115

Strategy InsideView Hiring Social Media 115

The Pipeline

SEPTEMBER 3, 2014

Put it in your calendar now: Thursday, September 11th, 2014 2:00 pm Eastern. Social Sales. Modern Sales. This is NOT another Marketing-Still-Sucks-Here’s-What-You-Need-To-Do-Better rant. Smart sales is an ‘and’ not an ‘or.’ Sales Process Sales Skills Tibor Shanto'

Top of Funnel 306

Top of Funnel Closing Guarantee Funnel 306

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

Increase Sales

OCTOBER 29, 2013

As I have written countless times, the purpose of marketing is to attract attention and begin to build relationships. When marketing is memorable, meaning you have created an emotional connection with your target audience, you will make money. The question is how do I make my marketing memorable for my small business?

Marketing 137

Marketing Small Business Small Business Promotion 137

SBI Growth

OCTOBER 10, 2013

Let’s recap the time you have sucked out of the sales rep’s day. Perhaps you implemented a new CRM, Marketing Automation or Enterprise based social network. The goal is improved efficiency and sales rep effectiveness. You’re trying to help but you’re killing the sales teams’ selling time in the process.

Decision Maker 320

Decision Maker Buyer Persona Trends Buyer 320

Sales Training Connection

AUGUST 25, 2014

Sales process. In the last ten years a substantial amount of time, effort, and money has been devoted to discussing the sales process. Listen to a conversation about tye sales process it usually begins by someone saying something like: “We have very aggressive sales targets and we’re just not getting there.”.

Sales Process 98

Sales Process Scale Lead Rank Training 98

Zoominfo

SEPTEMBER 22, 2023

At its core, intent data helps marketing and sales teams identify the companies and individuals most likely to make a purchase, especially in the near future. We’ve found through internal research — and validated with sellers and marketers — that champions moving to new companies are among the very best intent signals.

Intent Data 130

Intent Data Buyer Intent Intent Data 130

SBI Growth

SEPTEMBER 4, 2013

Your marketing strategy is not just about making the number this year. Great CMO’s set a strategy to make the number in 2014 and beyond. As the CMO you’ve done everything you can without the use of marketing automation. You now have the support of the CEO to modernize the marketing organization. Why would they?

Hiring 303

Hiring Sales Qualified Lead Lead Rank Lead Scoring 303

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. Certain elements of your planning process will always need to be addressed. That should raise a big red flag.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI

MARCH 5, 2013

What if today you were given notice that your sales quota will double in 2014. You are not allowed to hire new reps, nor can you rely on new products or new markets to hit the number. Heck, it’s hard to imagine increasing sales by as little as 10% without implementing some sort of change. I’m betting your answer is YES.

Revenue 127

Revenue Hiring Decision Maker CRM 127

SBI Growth

AUGUST 13, 2013

Remaining effective as a sales force means continuous improvement. This might be a new buyer-aligned sales process. Or sales recruiting to staff a new go-to-market channel. Whatever the Sales Force Effectiveness (SFE) improvement, it will require funds to get it implemented. Who Should Pay?

Hiring 288

Hiring Incentives Incentive Benefit 288

Sales and Marketing Management

OCTOBER 24, 2014

Issue Date: 2014-10-24. Teaser: Considering the amount of time, effort and money invested throughout most sales processes and endeavors, making a second or even multiple attempts to reverse a “no” decision makes good business sense, especially when a negative response rarely tells the whole truth. read more'

Maximizer 280

Maximizer Sales Process Opportunity Sales 280

SBI Growth

OCTOBER 29, 2013

There is nothing more stressful than Q4 for a VP of Sales. Couple that with preparing for 2014 and you are maxed out. Schedule a review of your 2014 plan at your office here. The implications of you not being deeply engaged in 2014 planning are many: Bad Earnings — You get an unfair number. You feel like a human yo-yo.

Territories 308

Territories Compensation Buyer Google 308

SBI Growth

JULY 19, 2013

In terms of budgeting you have one thing to look forward to: “How much will the number grow for 2014?”. Behind Your Number – You, on the other hand, have two things to think about: “How much will the number grow for 2014? Either way, your 2014 number will outpace 2013. So as a sales leader, what are you going to do about it?

Guarantee 296

Guarantee Exercises Follow-up ROI 296

The Pipeline

OCTOBER 12, 2013

Set the time aside now, and learn how the three combine will help you sell better now, and into 2014! Sales Process Sales Skills Tibor Shanto' Click here for more detail and registration. What’s in Your Pipeline? Tibor Shanto .

Webinar Metrics 273

Webinar Metrics Cold Calling Decision Maker Face-to-face 273

The Pipeline

JULY 11, 2014

As it happens, rather than having to do a post about that, this coming Thursday, July 17th, I will be delivering a webinar along with the good folks at DiscoverOrg , addressing that specific process. Date: July 17, 2014 at 1:00 PM Eastern. Sales Execution Selling to Executives Tibor Shanto' The Objective Seller Webinar.

Webinar Metrics 292

Webinar Metrics Objections Loyalty Segment 292

SBI Growth

SEPTEMBER 20, 2013

Learning the truth is critical for your sales strategy. 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. Are they using your sales process? Expert Panel.

Hiring 310

Hiring How To Face-to-face Survey 310

The ROI Guy

NOVEMBER 22, 2013

In your 2014 plans, you likely have some significant revenue growth targets for the New Year. The #1 reason sales reps do not achieve quota goals is not a lack of leads, products, CRM or training – but a failure to effectively communicate value to today’s more frugal / skeptical prospect.

Hiring 67

Hiring Revenue Lead Rank Lead Scoring 67

The Sales Hunter

NOVEMBER 19, 2013

You must find ways to streamline your sales process. If you sell in the B2B market, this same thing holds true for the customers your customers sell to. The entire sales process is going to continue to shrink in regard to the level of time it takes to complete the sale. ” Sales Motivation Blog.

Motivation 225

Motivation Loyalty Selling Skills Engineering 225

SBI Growth

AUGUST 10, 2013

She was frustrated and went on LinkedIn, ready to test the market. Buyers had decided on the benefits they wanted before a sales call. Your CRM supports the sales process. Many artifacts common in sales trainings no longer work. Employee assessments are not testing for mastery of a sales process.

Training 293

Training Top of Funnel Hiring Hotels 293

SBI

OCTOBER 1, 2014

They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. More than 1400 sessions, more than 350 exhibitors, 18 keynotes, 20 parties, 2 rock concerts, and 5 opportunities to help charities on site, there is perhaps no bigger event for sales and marketers. ActonSoftware.

Vendor 139

Vendor Twitter InsideView InsideSales 139

SBI Growth

NOVEMBER 13, 2013

For the complete list of Jim Welch’s New Year Preparation Tips, register for SBI’s Sales & Marketing Research Review. Discover insights and market trends from SBI’s research in 2013. Watch the rep work – is he using your sales process? Whatever happens in 2014, it’s a safe bet it will hold some surprises.

Hiring 303

Hiring Trends Call-back Research 303

SBI Growth

JULY 14, 2013

Overall strategy, go-to-market model and product suite are essential. Specific performance conditions include: Sales Process : This is your playbook. Are your quotas attainable and reflective of current performance and market potential? Huddle Around A Sales Process. Reward strong performance.

Territories 328

Territories Incentives Incentive Compensation 328

SBI Growth

AUGUST 19, 2013

Register for SBI’s 7 th Annual Research Study “How to Make Your Number in 2014” and find out. Our research shows you the essential changes needed to make the number in 2014. Rolling out a new Sales Process or CRM tool. Designing a new sales role. So, what’s one of the keys to getting change adopted early on?

Ideal Customer Profile 257

Ideal Customer Profile Construction Follow-up Sales Operations 257

Understanding the Sales Force

APRIL 9, 2014

The author wrote that since most prospects today know what they want, they won''t rehash all of the needs and decisions that got them to this point, and as a result, a salesperson won''t be able to back them up to an earlier stage of the sales process to implement SPIN or any other questioning strategy. Well, maybe.

Proposal 249

Proposal Up-Sell Lead Rank Lead Scoring 249

SBI Growth

NOVEMBER 6, 2013

Impacting a marketing team’s output in that short period of time requires a quick start. B2B CMO’s are expected to deliver hard Lead Generation metrics: Quantity of Sales Qualified Leads to the sales force. Marketing contribution as a % of Pipeline Opportunities. Marketing contribution as a % of Revenue.

Top of Funnel 282

Top of Funnel Demand Generation Agencies Sales Qualified Lead Decision Maker 282

Troops

DECEMBER 13, 2018

Joe is a Senior Manager of Solutions Engineering for Optimizely , and he manages a team of five sales engineers. A big part of his team’s responsibility is to bring objectivity to the sales process. How Sales Engineers Reduce Churn and Improve Customer Success. Joe joined Optimizely as a sales engineer in 2014.

Churn 59

Churn Engineering Forecasting Positioning 59

Customer Centric Selling

NOVEMBER 20, 2013

For the complete list of Jim Welch''s New Year Preparation Tips, register for SBI''s Sales & Marketing Research Review. Discover insights and market trends from SBI''s research in 2013. For a list of 2014 sales training workshops open for registration, go here. Instead, get in the car with a rep.

Training 45

Training Hiring Trends Call-back 45

Understanding the Sales Force

APRIL 14, 2014

Understanding the Sales Force by Dave Kurlan Last week I wrote this article questioning the Death of SPIN Selling. Over the years I have questioned the impending death of other important areas like cold-calling, selling, sales process, salespeople and more. Others are from the big new inside sales industry.

Top of Funnel 250

Top of Funnel Inside Sales Conference Webinar Metrics 250

SBI Growth

DECEMBER 30, 2013

Marketing leaders should feel great about having a solid marketing plan locked in. Requests from sales leadership will alter the plan. Proactively embrace sales kick-off to validate and generate momentum for the plan. For most B2B companies the annual sales kick-off occurs in January. CMO Impact at Sales Kick-off.

Face-to-face 300

Face-to-face Lead Rank Lead Generation Google 300

The Pipeline

JULY 11, 2014

As it happens, rather than having to do a post about that, this coming Thursday, July 17th, I will be delivering a webinar along with the good folks at DiscoverOrg , addressing that specific process. Date: July 17, 2014 at 1:00 PM Eastern. Sales Execution Selling to Executives Tibor Shanto' The Objective Seller Webinar.

Webinar Metrics 163

Webinar Metrics Objections Loyalty Segment 163

SBI Growth

DECEMBER 3, 2013

You rolled out 2013’s initiative at sales kickoff. Unfortunately, somebody in marketing gave you one day because “the agenda is packed.” You would have been able to build on that throughout 2014. Why 2014 Can Be Different—Agile Execution. Specifically, it is focused on field adoption of new sales initiatives.

Groups 297

Groups Follow-up SalesForce Training 297

The Pipeline

JANUARY 9, 2014

It’s 2014, by now I assume you are no longer relying on Palm Pilot, going to Blockbuster for your in-home movie entertainment, so why are you still relying “value propositions” in the hope of engaging with potential buyers and winning clients? Sales Process Tibor Shanto' By Tibor Shanto - tibor.shanto@sellbetter.ca.

Fashion 292

Fashion Proposal Objections Buyer 292

Sales 2.0

OCTOBER 22, 2014

I’m a big fan boy of David Meerman Scott dating back to his (in my opinion) classic book The New Rules of Marketing and PR. Now he’s got a new book focused on sales , The New Rules of Sales and Service. Sales managers are the biggest problem. What they don’t do is help sales people sell.

Lead Rank 300

Lead Rank Cold Calling Lead Scoring CRM 300

Your Sales Management Guru

APRIL 6, 2015

7 Benefits of a Prescriptive Sales Process. By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff. By taking the time to document what each salesperson should at each step of the sales process you will ensure higher levels of performance.

Sales Process 40

Sales Process Benefit System Sales Management 40