SBI Growth

JANUARY 5, 2014

In this post I want to recommend three ideas to raise your game in 2014. Download this simple tool to track the three aforementioned productivity killers. A-players – Incent them more and put them in your best territories. PRIORITIZE THE PROSPECT UNIVERSE. Start the year by prioritizing the prospect universe.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

SBI Growth

OCTOBER 21, 2013

As you plan for 2014, are you investing enough in both? Reps must have the tools and support to win the big deals. Performance culture is studied in depth in our 2014 Research Tour. Performance culture is studied in depth in our 2014 Research Tour. Those reps were covering an extensive territory and large customer base.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

SEPTEMBER 1, 2013

How to Make the Number in 2014: A Sales Strategy You Can Execute. In this session, we will cover subjects like: Leading organizational models for 2014. As part of attending this session, you will get the Sales Org Evaluation Tool. Benefits of the tool: Determine the right org model for your sales team. Rarely both.

Revenue 316

Revenue Hiring Lead Rank How To 316

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. See which tools we chose for: Contract Management and eSigning.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

SBI Growth

MARCH 23, 2013

Download the How Many Reps Do I Need Tool. Territory Potential - Top Down. Inputs: Revenue potential by territory. # of prospects. Average calls required per prospect. Use this tool to calculate how many reps you need based on the Activity Model). The Territory Potential Model says he needs 64.

Ideal Customer Profile 257

Ideal Customer Profile Hiring Territories Quota 257

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. An initiative to align territories based on sales rep potential attracts A players. Failure here.

Hiring 267

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

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. See which tools we chose for: Contract Management and eSigning.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SBI

MAY 7, 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. See which tools we chose for: Contract Management and eSigning.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SBI Growth

SEPTEMBER 6, 2013

Provide the right processes, tools, structure and guidance to best deliver revenue. Consider everything from strategy to territory design and all your work in-between. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute.” Your goal is to best enable sales.

Buyer 288

Buyer Telemarketing Cold Calling Buyer Persona 288

SBI Growth

NOVEMBER 16, 2013

You are finalizing plans for 2014. You will receive the Sales Leaders Listening Tool. Benefit— A different rep has a call on a similar buyer in another territory. How — Immediately after a win or loss, the customers/prospect is contacted. To get started: Download the Listening Tool Guide. Listening To the Market.

Hiring 308

Hiring Call-back Face-to-face Buyer 308

SBI Growth

JANUARY 1, 2014

Make a change in 2014. Now that productivity is defined, you need to identify the tools they need. Training should be focused on helping your sales reps identify prospects and close deals. Training Topics: Social prospecting: You need to teach them how to identify prospects on social media. Ramping new sales reps.

Training 282

Training Buyer Persona Hiring How To 282

SBI Growth

AUGUST 7, 2013

Get a copy of our 6 Sales VP Essential Skills Scorecard when you register for this event: How To Make Your Number in 2014 : A Sales Strategy You Can Execute. He is getting in front of prospects and valued customers. He builds tools and systems to ensure his managers execute these projects. He helps the new reps ramp up quickly.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

Janek Performance Group

SEPTEMBER 29, 2021

A Gallop study from 2014 of more than 800 companies found that gender-diverse companies had better financial outcomes than those dominated by men. The modern salesperson is collaborating with prospects with digital tools virtually and not physically traveling to the prospect’s place of business as often. Better Coaching.

Hiring 118

Hiring Travel Promotion Sales Leadership 118

The Pipeline

NOVEMBER 13, 2014

You know I have never read an article or a post that was written by an advocate of cold calling, suggesting that social selling is bad, ridiculing people who use the practice to engage with prospects, suggest that it is inadequate, or about to die. You will need to incorporate all tools available, including the dreaded cold call.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

Understanding the Sales Force

SEPTEMBER 10, 2014

Some of that can be accomplished through the use of tools, but as with all automation, if you don''t have a good manual process, the automated process probably won''t help. If you or your salespeople sell in a territory and you use an Android phone then Google tracks your every move. c) Copyright 2014 Dave Kurlan' Live in it.

Google 130

Google Travel Exact Video 130

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. Easily drag and drop content to customize your prospect’s personalized page.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Crunchbase

FEBRUARY 25, 2021

Industry: Productivity Tools, Scheduling, Software. About Calendly: Founded in 2013 by Tope Awotona , Calendly is an automated scheduling tool that takes the work out of connecting with others so that its users can accomplish more. The company’s latest raise puts it squarely in unicorn territory. HQ: Atlanta, Georgia.

Company 95

Company Automotive Sales Qualified Lead Software 95

Crunchbase

JULY 2, 2020

Maintain Territory Ownership. In fact, effective territory ownership leads to increased sales, reduced costs, and helps improve the overall customer experience. We had to make sure our request wouldn’t deprioritize other features and tools the product team was already working on. Therefore, establish a feedback loop.

Outsourcing Services 52

Outsourcing Services Scale Hiring Face-to-face 52

Customer Centric Selling

JANUARY 13, 2014

In this post I want to recommend three ideas to raise your game in 2014. Sign-up for one of these sales training workshops to get on track to making your new year''s resolutions in 2014. Download this simple tool to track the three aforementioned productivity killers. Start the year by prioritizing the prospect universe.

Sales Management 49

Sales Management Face-to-face Decision Maker Travel 49

LeadFuze

DECEMBER 31, 2021

Need Help Automating Your Sales Prospecting Process? The goal is for prospects to be passed from one team member who specializes in their needs and can help them solve those problems. There is also a four-way division which can be grouped by: Geography/ territory. Geography & Territory Structure. Size of customers.

Hiring 52

Hiring Lead Rank Scale How To 52

SBI

MARCH 25, 2015

Occam’s razor is a tool to keep you from over-thinking. You can over-complicate matters and end up with under-performing reps or territories. When a salesperson reads too much into what a prospect does or says. For instance, it’s quite possible that it’s not the prospect’s intent to ignore your email. 1] Wikipedia.

Scale 50

Scale LinkedIn Incentives Incentive 50

OpenSymmetry

FEBRUARY 22, 2015

The Right People – Finding the Right Talent – HCM applications allow for you to create and curate your own tools so that you can find the employee who is the “perfect fit”. Gallup reports from their 2014 study that 31.5% of US workers feel engaged with their jobs and on the global scale this number was a whopping 87% in 2012.

Scale 40

Scale Compensation Report Twitter 40

Sales Hacker

JUNE 9, 2020

LinkedIn Sales Navigator is a relationship-based digital selling tool that is designed to help you do just that. We went public in 2014. Finally convinced our CEO to give me a sales territory because I was determined to go do this thing. And he finally relented and gave me a sales territory, made my number, did well.

SalesForce 78

SalesForce Video Call-back LinkedIn 78

Zoominfo

NOVEMBER 28, 2018

But, today we’re venturing into uncharted territory to discuss a recent—and necessary—trend in business data. In fact, in 2014 we reported that a staggering 94% of businesses believed their prospect and customer data to be inaccurate ( source ). In fact, there are very few aspects of business data we have yet to cover.

Data 100

Data B2B Buyer Persona Ideal Customer Profile 100

Sales Hacker

APRIL 28, 2020

Leveraging the next generation of artificial intelligence, the platform allows sales reps to deliver consistent, relevant, and responsible communication for each prospect, every time, enabling personalization at scale that was previously unthinkable. Lori Richardson: I use a tool to help tell that. The rep was a guy.

Sales Leadership 71

Sales Leadership Hiring Lead Rank Lead Scoring 71

Zoominfo

NOVEMBER 28, 2018

But, today we’re venturing into uncharted territory to discuss a recent—and necessary—trend in business data. In fact, in 2014 we reported that a staggering 94% of businesses believed their prospect and customer data to be inaccurate ( source ). How to Integrate Sales and Marketing Tools to Facilitate Alignment.

Data 145

Data B2B Buyer Persona Ideal Customer Profile 145