SBI Growth

MARCH 16, 2014

Your 2014 number requires net new revenue from new product launches. Lack of sales enablement will cause you to miss the number. Sales enablement alignment to the customers buying cycle is required. CMO Resources CMO New Product Sales Enablement Sales Readiness'

Buying Cycle 275

Buying Cycle Sales Enablement Resources Revenue 275

Partners in Excellence

DECEMBER 11, 2014

Sales Enablement tools are Hot! Developing and offering sales enablement tools is a multibillion dollar industry. It seems every week I get at least one email of a tool that is intended to help improve the effectiveness of sales people, managers, or anyone involved in sales.

Sales Enablement 93

Sales Enablement Tools Hiring Scale 93

The ROI Guy

DECEMBER 13, 2013

Revenue growth is a requirement, and the primary strategy Sales Execs are executing to grow in 2014 is to add more sales reps. New research from Qvidian indicates that 2/3rds of companies surveyed expect to grow their sales teams in 2014, with most indicating headcount growth between 10-30% next year.

Revenue 70

Revenue Lead Rank Lead Scoring Survey 70

The ROI Guy

APRIL 2, 2014

Alinean just wrapped up participating in the Qvidian Connect 2014 conference, with a presentation on sales enablement challenges - in particular the Value Gap - and best ways to bridge the Gap. Checkout the what we presented here: [link].

Conference 45

Conference Sales Enablement Up-Sell Sales 45

Sales and Marketing Management

SEPTEMBER 25, 2014

Issue Date: 2014-09-26. Teaser: Ostensibly, sales and marketing work toward a common goal - increased sales. Here's a closer look at sales and marketing alignment and how to create true sales enablement. Ostensibly, sales and marketing work toward a common goal - increased sales.

Marketing 189

Marketing Sales Enablement Sales How To 189

Mereo

JULY 17, 2018

This is a blog takeover by Tamara Schenk , research director at CSO Insights and sales enablement leader, analyst, speaker and author. Sales enablement still means different things to different people. designed to increase predictable sales results. by providing consistent, scalable enablement services.

Sales Enablement 44

Sales Enablement Lead Rank Face-to-face Scale 44

SBI

MAY 16, 2019

Company Celebrates Two Industry Awards, Announces Major Product Releases, and Opens Inaugural Sales Enablement Customer Roadshow Series. RO Innovation has been recognized as a Top Sales Tool annually since 2014. May 16, 2019 9:14 AM EDT- Upland Software, Inc.

Enterprise 57

Enterprise Enterprise Sales Enablement Software 57

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

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. How are you supporting the new “A” players in sales? Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute."

Lead Rank 325

Lead Rank Penetration Collateral Analytics 325

The ROI Guy

JUNE 4, 2014

If you were able to attend SiriusDecisions’ Summit, the Woodstock for marketing and sales enablement held this year in out hometown of Orlando, you were treated to significant research results as to the biggest challenges Sales faces over the next year.

Lead Rank 70

Lead Rank Lead Scoring Face-to-face ROI 70

SBI Growth

AUGUST 15, 2013

This is the time of year when leaders start mapping out 2014. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Brainshark provides solutions for sales enablement. Tip Number 4: Ensure alignment around sales content.

Top of Funnel 282

Top of Funnel Marketing Lead Generation Face-to-face 282

SBI Growth

AUGUST 13, 2013

To learn how other top companies fund initiatives, register for this event: How To Make Your Number in 2014: A Sales Strategy You Can Execute. I mentioned department-aligned efforts (HR = Talent or Learning; Marketing = Lead Generation or Sales Enablement; Sales = Sales Process or Sales Management.)

Hiring 288

Hiring Incentives Incentive Benefit 288

SBI

MARCH 4, 2015

You’re proud of your Sales Enablement capability and programs but you’re smart enough to know it’s not a trophy to place on your shelf and admire; right? Because of its very nature, Sales Enablement should not be seen as static, nor should it be considered merely a set of KPIs. by Rebecca Bell Ellis. Here’s how!

Sales Enablement 50

Sales Enablement InsideView Engineering How To 50

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.

Sales Tools 45

Sales Tools Tools Training Collateral 45

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." Implementing a successful sales transformation. Understanding the drivers of Sales Force Effectiveness in 2014. As the agent of sales enablement and training, you play a key role.

Social Selling 323

Social Selling Benefit Top of Funnel Guidelines 323

SBI Growth

SEPTEMBER 6, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute.” Learn how to more closely align with your buyers and enable them to buy. Sales pros are there to enable them to buy. Perhaps we need to change the term Sales Enablement to Buyer Enablement.

Buyer 288

Buyer Telemarketing Cold Calling Buyer Persona 288

Accent Technologies

JULY 18, 2018

Artificial Intelligence in sales enablement is here. But how do you make sure it's supporting your sales strategy and not misguiding it? In 2014, Accent Technologies set out on a mission to build and assistive technology that actually helps reps sell. more…).

Sales Enablement 65

Sales Enablement CRM Strategy Analytics 65

SBI

MAY 7, 2014

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. Sales & Marketing Content. Sales Enablement. Now is the time to take action and it just got a whole lot easier with the Top 40 Sales Tools of 2014 Guide.

Sales Tools 139

Sales Tools Tools Revenue InsideSales 139

Showpad

DECEMBER 2, 2019

As of 2014, Deloitte Belgium runs the Fast 50 competition solely for tech companies headquartered and founded in Belgium. This recognition serves as further validation that sales enablement has shifted from a “nice-to-have” to an organizational need. .

Conference 52

Conference Sales Enablement Competition Research 52

SBI

AUGUST 20, 2014

We are helping sales reps increase their efficiency so they can spend more time actively selling and drive revenue. Jim: I’m excited about being a player in the sales enablement space. Nancy: What do you think is the biggest underlying theme or trend for sellers and/or marketers in 2014?

Up-Sell 126

Up-Sell Revenue Decision Maker Closing 126

SBI

AUGUST 12, 2014

Are we giving the right tools to our sales teams to help us achieve our goals? The last 5 years has lead to an explosion in marketing focused sales enablement and the technology to support it. Nancy: What do you think is the biggest underlying theme or trend for sellers and/or marketers in 2014?

Up-Sell 127

Up-Sell Revenue Closing Infusion 127

SBI

MAY 14, 2014

Nancy: What do you think is the biggest underlying theme or trend for sellers and/or marketers in 2014? Mark: I think the biggest theme for marketers and salespeople this year is increasing sales productivity, and rallying support from the entire organization for sales enablement. Could I be doing more?”.

Up-Sell 123

Up-Sell Revenue Collateral Closing 123

BrainShark

DECEMBER 16, 2013

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Sales Enablement 48

Sales Enablement Sales 48

SBI Growth

JANUARY 1, 2014

Every year, a Sales Enablement leader is faced with the same problem. Ramping new sales reps. Make a change in 2014. You ask yourself: “ What can I do different to ramp my reps faster?” Design a program that will do that. Follow the 4 step process below to start this year off right.

Training 282

Training Buyer Persona Hiring How To 282

SBI

JUNE 4, 2014

Nancy: What do you think is the biggest underlying theme or trend for sellers and/or marketers in 2014? Duncan: The selling environment is evolving, and it’s time to transform sales behaviors to address the needs of today’s hyper-informed buyers. Nancy: What would you challenge sellers and/or marketers to think about for 2014? .

Up-Sell 139

Up-Sell Revenue Closing Decision Maker 139

SBI

MAY 6, 2014

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. Sales & Marketing Content. Sales Enablement. Now is the time to take action and it just got a whole lot easier with the Top 40 Sales Tools of 2014 Guide.

Sales Tools 57

Sales Tools Tools Revenue InsideSales 57

The ROI Guy

FEBRUARY 5, 2015

As a result, 58% of a typical pipeline is stalled (SBI) – meaning that for every $1M in realized sales revenue a typical rep has another $1.7M Second, competitive win rates are an issue because sales reps are having difficulty presenting differentiation. Source: Sales Execution Trends survey , Qvidian (n = 250) [link].

Motivation 92

Motivation Proposal Quota Survey 92

SBI

JULY 16, 2014

Nancy: What do you think is the biggest underlying theme or trend for sellers and/or marketers in 2014? Nancy: What would you challenge sellers and/or marketers to think about for 2014? . ” Your MQLs will mostly be buyers at the end of their sales cycle leaving your sales folks to compete on price like car-salespeople.

Lead Rank 139

Lead Rank Up-Sell Marketing Qualified Lead Revenue 139

The ROI Guy

NOVEMBER 10, 2014

Percent in 2014 Gartner Forecasts 3.1% Growth in 2014 IT Spending - Michael Hickens, Wall Street Journal , Gartner downgrades 2013 global IT spending forecast on currency shifts Gartner says 2013 will be a Better Year for IT Spending Growth? According to Gartner, worldwide IT spending growth has been revised upwards to 2.6%

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

SBI

MAY 6, 2014

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. Sales & Marketing Content. Sales Enablement. Now is the time to take action and it just got a whole lot easier with the Top 40 Sales Tools of 2014 Guide.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

SBI

MAY 7, 2014

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. Sales & Marketing Content. Sales Enablement. Now is the time to take action and it just got a whole lot easier with the Top 40 Sales Tools of 2014 Guide.

Sales Tools 50

Sales Tools Tools Revenue InsideSales 50

Understanding the Sales Force

JANUARY 28, 2014

Why Doesn''t Sales Methodology Get More Attention? Getting a Sales Organization to Buy-In to Sales Training. Marketing and Sales Feedback Loop Can Help You Grow. Five Things VP’s Must Do To Insure Sales Enablement Has Impact. Sales Execution - What Should You Pay Attention To?

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

The ROI Guy

JUNE 24, 2014

In our research, when we asked sales executives to share their top sales challenge, 71% of sales executives indicated it was their reps "inability to effectively articulate value", said Jim Ninivaggi, Service Director, Sales Enablement Strategies SiriusDecisions.

Lead Rank 78

Lead Rank Lead Scoring Sales Enablement Quota 78

Pointclear

JUNE 4, 2013

I predict that this year about 50% of salespeople will miss quota due to the cut back in sales enablement and training. Recognizing this and the prohibitive cost associated with some training programs, TSW launched the Top Sales Academy at “free for all” cost. Balance is so important in the equation.

Hiring 214

Hiring Ideal Customer Profile Call-back Retention 214

The ROI Guy

APRIL 14, 2015

YoY decline from 2014. increase compared to 2014. Percent in 2014 Gartner Forecasts 3.1% Growth in 2014 IT Spending - Michael Hickens, Wall Street Journal , Gartner downgrades 2013 global IT spending forecast on currency shifts Gartner says 2013 will be a Better Year for IT Spending Growth?

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

SBI

MARCH 4, 2014

Jonathan : 18 months ago we acquired OneSource with the vision to revolutionize and grow the Sales Enablement and Business Information marketplace. Nancy: What do you think is the biggest underlying theme or trend for sellers and/or marketers in 2014? Nancy: Let’s start with the big news. OneSource is now Avention?.

Up-Sell 122

Up-Sell Lead Rank Lead Scoring Revenue 122

The ROI Guy

SEPTEMBER 4, 2013

Consulting offered us an early look at the findings, which deserve consideration as you develop your IT sales and marketing strategy for 2014. More decision makers Many of you who have been involved in a sales cycle over the past few years realize there are more decision makers now involved in the average IT purchase decision.

Discount 94

Discount Decision Maker Sales Cycle ROI 94