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. But the key word here is tools. April 29 2013.

Inbound 120

Inbound Inside Sales Sales Process Top of Funnel 120

A Sales Guy

DECEMBER 3, 2013

For 2014, I’m predicting it will be the year of execution and strategy and most companies won’t be ready. There is a massive influx of tools available to sales organizations. The world of sales has changed dramatically from just 5 years ago AND it’s becoming increasingly more complex.

Strategy 115

Strategy InsideView Hiring Social Media 115

Hubspot Sales

JULY 22, 2020

In reality, sales professionals and managers need to have access to the best available sales planning tools to help them boost sales productivity and close more and bigger deals. Sales Productivity Tools. HubSpot Sales Platform. HubSpot Sales Platform. Pricing: Free. HubSpot Email Scheduling.

Tools 108

Tools Closing Territories Hubspot 108

SBI Growth

JULY 21, 2013

Sales forces lack buyer-centered tools for success. When will Sales catch up with Marketing? Sales field alignment with the modern day buyer requires more than lip service. This blog is focused on the transformation of Sales to incorporate buyer-centered tools. CMO’s can help sales make the number in 2014.

Marketing 335

Marketing Top of Funnel Decision Maker Infusion 335

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

SBI Growth

OCTOBER 10, 2013

You would leverage; buyer personas, buyer process maps, a custom sales process, assign the right people and build a marketing campaign. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Your sales team needs to generate the other 70%.

Decision Maker 320

Decision Maker Buyer Persona Trends Buyer 320

SBI

MARCH 5, 2013

What if today you were given notice that your sales quota will double in 2014. You can select and provision for sales tools that will make it possible for reps to sell more. Lucky for you, this is an amazing time to be in the sales profession because of the technological innovation taking place.

Revenue 127

Revenue Hiring Decision Maker CRM 127

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

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. Get LinkedIn upgrades.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI

JULY 30, 2013

Earlier this month I wrote a blog post entitled: Sales Waste and the Production Line Theory of Revenue Growth and made the point that we need to eliminate waste in the sales process just as we did in the early years of the auto industry (and continue to do today). Is your sales process full of Muda?

Sales Process 131

Sales Process Transportation Collateral Cold Calling 131

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

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. Or a redesigned compensation plan.

Hiring 288

Hiring Incentives Incentive Benefit 288

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

SBI Growth

AUGUST 23, 2013

There is a better way to differentiate your sales force from the competition. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Learn why a customized sales process is the ultimate competitive advantage. Not Just a Regular Sales Process.

Top of Funnel 276

Top of Funnel Competition Buyer Sales Methodology 276

SBI Growth

SEPTEMBER 4, 2013

Great CMO’s set a strategy to make the number in 2014 and beyond. 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. He also worked closely with sales on a customized sales process.

Hiring 303

Hiring Sales Qualified Lead Lead Rank Lead Scoring 303

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. 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

SBI Growth

NOVEMBER 16, 2013

You are finalizing plans for 2014. Many of the answers to a sales leader’s execution problems are in the market. To understand how sales forces have prioritized this initiative, click here. You will receive the Sales Leaders Listening Tool. As a VP of Sales, lack of execution drives you crazy.

Hiring 308

Hiring Call-back Face-to-face Buyer 308

SBI Growth

OCTOBER 20, 2013

Planning for 2014 is in full swing. You just got off the weekly call with the Sales Leadership team. Your boss, the SVP of Sales, has some ‘great’ news. “We We got budget approval to add new sales heads. Start recruiting now so we can start of 2014 with a full team.” The Job Tryout tool will help get you started.

Hiring 288

Hiring Ideal Customer Profile Lead Rank Lead Scoring 288

The Sales Hunter

NOVEMBER 19, 2013

You must find ways to streamline your sales process. Prospects are going to engage you later than ever in the process. The internet is an amazing tool in how it allows prospects or, as I like to say, “internet stalkers” to review how you might be able to assist them with what you sell.

Motivation 225

Motivation Loyalty Selling Skills Engineering 225

The Pipeline

DECEMBER 22, 2014

According to a recent press release from Accenture titled: Mediocre Performance by a Majority of Sales Representatives Cost Companies 3.2 Percent in Potential Revenue, Accenture Research , shows, “Just 59 percent of sales representatives are expected to achieve his/her quota in 2014, down from 67 percent in 2013.”

Data 275

Data Cold Calling Revenue Social Selling 275

SBI Growth

AUGUST 10, 2013

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. When a new rep leaves a training, he does not have the tool kit to succeed. To survive in B2B selling in 2014 a new set of skills is required.

Training 293

Training Top of Funnel Hiring Hotels 293

SBI Growth

DECEMBER 3, 2013

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. You are striving for the team to be testing the new process. Let the team use the new tool or process. They will provide feedback.

Groups 297

Groups Follow-up SalesForce Training 297

SBI Growth

SEPTEMBER 6, 2013

Sales ops executives are charged with improving sales effectiveness and efficiency. Provide the right processes, tools, structure and guidance to best deliver revenue. Your goal is to best enable sales. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute.”

Buyer 288

Buyer Telemarketing Cold Calling Buyer Persona 288

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

This will build credibility with sales at the corporate level all the way the field. Infuse the Sales Process with Buyer Insights. Allows a sales team to sell the way the customer wants to buy. Role of Marketing: Participate in expert panel sessions to map the buyer’s process to the sales process.

Top of Funnel 282

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

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

SBI Growth

AUGUST 14, 2013

When you sign up for the session, you’ll learn 4 new ways to modernize your sales force: Understanding the New Buyer. Modernizing Your Sales Process. The New ‘A’ Player Sales Rep. Sign up for our research tour and get a free tool: 5 Traits of Social Sellers. The trifecta is your key to big growth in 2014.

Social Selling 330

Social Selling Decision Maker Cold Calling Hiring 330

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. Follow the 4 step process below to start this year off right. It will help you find the gaps in your current fast ramp process. Sales process: Your organization has a unique sales process.

Training 282

Training Buyer Persona Hiring How To 282

SBI Growth

SEPTEMBER 11, 2013

Gaining B2B prospects via LinkedIn referrals is the best way to succeed in 2014. Today we’ll address step #3 of the LinkedIn sales process. Download the Tool (free event registration required) so that you''ll be able to leverage your database along with my upcoming blog and tool. Hands down. Still not convinced?

Referrals 331

Referrals LinkedIn Social Selling Cold Calling 331

Understanding the Sales Force

JANUARY 8, 2014

The origins of Social Selling go back to early human life too, although, the tools that have given social selling its name are relatively new. They are great salespeople, performing at elite levels, and if you provide them with great new tools, they still will be performing at an elite level. Social Selling is also a trend.

Social Selling 275

Social Selling Top of Funnel Groups Trends 275

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

Zoominfo

FEBRUARY 28, 2018

A salesperson’s CRM—or customer relationship management platform—is one of the most used tools in their technology stack. in sales revenue ( source ). Between 2008 and 2014, use of cloud-based CRM jumped from 12% to 87% ( source ). Here are five important ways technology has permanently changed B2B selling.

B2B 225

B2B Social Media CRM Social Selling 225

Fill the Funnel

DECEMBER 8, 2014

When I created Fill the Funnel over eight years ago, I shared a powerful tool called Jigsaw to discover contact names, email addresses and direct phone numbers for those that met my specific criteria using Geography, industry, company size, title and more. Sometimes those with the most influence in a company are hidden from the sales process.

Jigsaw 115

Jigsaw Top of Funnel Licensing Influencer 115

Sales and Marketing Management

FEBRUARY 8, 2021

In 2014, he co-wrote an article for MIT Sloan Management Review entitled “The Nine Elements of Digital Transformation” in which the authors state, “Leading digital change requires managers to have a vision of how to transform their company for a digital world.” “Digital transformation is using technology to radically change the way you do business.

Marketing 120

Marketing B2C Account Based Marketing B2B 120

SBI

APRIL 15, 2014

Frank: Marseli is a software and services company that helps sales and marketing teams improve performance through simple, easy to use and affordable diagnostic tools. For sales, we solve the problems of reducing pipeline risk, improving forecast accuracy and the efficiency of a team’s sales process.

Up-Sell 127

Up-Sell Revenue Lead Rank Closing 127

Understanding the Sales Force

FEBRUARY 17, 2014

At first glance, you might not think that IT has much of an impact on sales and you would be correct. When AE''s are introduced into the sales process, many of them want to take over. In this case, the way that IT should support sales is by staying out of the way, like an application engineer in the sales process.

CRM 274

CRM Webinar Metrics Engineering Report 274

SBI

AUGUST 12, 2014

What problem/s are you solving for sales and/or marketing organizations? Mark: Revegy is a visual sales effectiveness platform that brings your sales process and tools to life, enabling more effective account planning, improved opportunity win rates, customer collaboration, and greater management insight.

Up-Sell 127

Up-Sell Revenue Closing Infusion 127