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

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

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. To make matters worse, everybody in the planning sessions (finance, product, training, HR) has never made a number. You feel like a human yo-yo.

Territories 308

Territories Compensation Buyer Google 308

SBI Growth

AUGUST 13, 2013

Remaining effective as a sales force means continuous improvement. This might be a new buyer-aligned sales process. Or training to add emerging practices to your sellers’ skill sets. Or sales recruiting to staff a new go-to-market channel. HR and Sales leaders will often tie funding to the type of improvement.

Hiring 288

Hiring Incentives Incentive Benefit 288

SBI Growth

JULY 21, 2013

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. Top performers often evolve ahead of the rest of the sales force. The sales field is suffering.

Marketing 335

Marketing Top of Funnel Decision Maker Infusion 335

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

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

Customer Centric Selling

NOVEMBER 20, 2013

Sales Training Article: 8 Tips to Help the CSO Prepare for the New Year. By Mark Synek, Sales Benchmark Index (SBI) Sales Leaders hate Q4. Jim is the Senior Vice President of North American Sales and Field Operations at Motorola Solutions. For a list of 2014 sales training workshops open for registration, go here.

Training 45

Training Hiring Trends Call-back 45

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 Pipeline

JULY 18, 2013

As we get ready to round the bend to the end of after Labour Day, it is not too early to start thinking about how we maximize our opportunities into the end of the year, and to kick 2014 off strong. “Tibor, thanks again for the training course. Gutzmann, Sales Manager, Major Accounts IKON Document Efficiency At Work.

Prospecting 275

Prospecting Cold Calling Discount Maximizer 275

Sales Training Connection

SEPTEMBER 17, 2014

MedTech clinical staff + sales training. Because of the transformation changes in the healthcare buying environment, many MedTech companies either already have or are now seriously considering leveraging the clinical support staff to participate more actively in the sales effort. Want to build your sales skills?

Training 80

Training Health Care Pharmaceuticals Face-to-face 80

SBI Growth

DECEMBER 3, 2013

You rolled out 2013’s initiative at sales kickoff. It was done via event based training. Because you believe you have capable people, you delivered the training. During the training, everybody nods. The CEO was asking him “did the training work?” You would have been able to build on that throughout 2014.

Groups 297

Groups Follow-up SalesForce Training 297

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

FEBRUARY 18, 2014

They aren’t the only ones at the 2014 Winter Olympics who do. Have I struck the right balance between training and execution (e.g. Athletes train hard, analyze and assess what they do wrong and how they can get better. Sales Effectiveness characteristics of top sellers Sales Process sales skills Sochi Olympics'

Sales Process 115

Sales Process Lead Rank Lead Scoring Sports 115

Sales Training Connection

AUGUST 15, 2014

New hire sales training. A short quiz for sales leaders – How much has the buying process changed in your market in the last five years? Question two – Have you taken a serious look at updating your new hire sales training to keep up with the changes? Expert Video Messaging. Excellence Modeling.

Hiring 82

Hiring Training Exercises Face-to-face 82

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

Increase Sales

OCTOBER 29, 2013

Sales Training Coaching Tip: An education based marketing approach further unites these two marketing areas. The final aspect is to have a clearly defined sales process with specific smart goals for marketing, selling and keeping. Sales Training Coaching Tip: When marketing is memorable, it is an investment not a cost.

Marketing 137

Marketing Small Business Small Business Promotion 137

SBI Growth

NOVEMBER 13, 2013

Watch the rep work – is he using your sales process? You’ll be training. Whatever happens in 2014, it’s a safe bet it will hold some surprises. Ask then how your company is doing. Did he do pre-call planning, or is he winging it? Tip #2: It’s not just about the numbers. In the new year you will be hiring people.

Hiring 303

Hiring Trends Call-back Research 303

SBI Growth

JUNE 4, 2013

For many of our clients, the average sales cycle exceeds 6 months. In this situation, the sales leader better be evaluating net new leads NOW. Your 2014 revenue number is already on the line. Sales Process/Sales Training. Even if you’re certain your team uses a selling process, that’s not enough.

Hiring 308

Hiring Lead Rank Lead Scoring Demand Generation Targets 308

SBI Growth

OCTOBER 11, 2013

He trained his sales leadership team at each company to expect change. He taught them how to drive new initiatives while maintain consistency on existing processes. For example, when Jim rolled out a custom sales process two years ago, he hired a firm to help him. Gray —Sales process is less effort.

Outsourcing Services 314

Outsourcing Services Hiring Scale Trade Show 314

Sales Training Connection

APRIL 28, 2014

Second, the buying process in major accounts is no longer linear – in fact, it often is redefined several times before a final decision is made. This means in 2014, the challenge is not about doing a better job learning and following your sales process; it will be about understanding how to adapt and redefine it in real-time.

B2B 110

B2B Training Up-Sell Account 110

Increase Sales

DECEMBER 11, 2013

When we forget that conducting small business, getting people to buy our solutions (products or services), is first and foremost about people, about mutually beneficial relationships, we have lost the sales race before we ever stepped across the starting line. Sure technical sales skills are important. Share on Facebook.

Small Business 144

Small Business Small Business Face-to-face Construction 144

The Pipeline

DECEMBER 19, 2013

As you finalise your 2014 sales plans, it is good idea to review and commit to some of the basics. Some of these may not be fashionable, on the other hand nothing is more fashionable in sales than exceeding quota. Everything we do in sales should have a positive impact on one or all of those three elements. Tibor Shanto.

Scale 296

Scale Fashion Margin Sales Cycle 296

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

Understanding the Sales Force

JULY 8, 2014

Can they be trained to do things more effectively or, if necessary, in a completely different way? When the science can show you which of the 6 can be saved, trained and coached up to be A players, and which can mercifully be replaced with A players, you have the power to completely transform your sales force in one year''s time.

Top of Funnel 251

Top of Funnel Proposal Coaching Networking 251

Sales Training Connection

JUNE 6, 2014

Third, it’s likely that increased patient satisfaction will result in a dditional players engaged in the buying process – for example: more involvement of senior level executives, patient care advocates, financial personnel, and facility personnel in charge of the hospital environment. ©2014 Sales Momentum, LLC.

Pharmaceuticals 103

Pharmaceuticals Health Care Pivotal Sales Cycle 103

Understanding the Sales Force

JANUARY 28, 2014

Here are the others: Organic Sales Growth and Its Impact on Sales Architecture. Overlooked Conversation Between Sales Managers and Salespeople. Do Technical Salespeople Need Sales Training? Why Doesn''t Sales Methodology Get More Attention? Getting a Sales Organization to Buy-In to Sales Training.

Lead Rank 240

Lead Rank Sales Methodology Cold Calling Sales Qualified Lead 240

Miller Heiman Group

SEPTEMBER 30, 2019

Let me explain: Miller Heiman Group’s 40 years of proven methodology and skills training is the bedrock of successful organizations around the world. This is the beginning of an incredible journey—one that delivers answers to every question along the sales performance journey: Do you have the right sales roles and organizational structure?

Groups 92

Groups Scale Hiring Compensation 92

Sales Training Connection

FEBRUARY 24, 2014

.” The BCG report goes on to suggest that MedTech companies must also invest in reinventing their sales team to reflect the shifts in the buying process. Let’s explore that recommendation starting by examining the nature of the shift in the buying process and then exploring some suggested changes for the sales process.

Health Care 108

Health Care Pharmaceuticals Margin Report 108

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

Sales Training Connection

MARCH 7, 2014

This means while an entire team can adopt a common sales process, there are individual differences that shape the path to excellence. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum®.

Sales Management 116

Sales Management Sales Coaching Coaching Training 116

Hubspot Sales

APRIL 6, 2020

They rely on manually-entered data to monitor the sales pipeline and coach their salespeople, and they run sales and marketing independently, creating a disjointed experience for buyers. In inbound sales — the modern methodology for sales teams — companies base their sales process on buyer actions.

Webinar Metrics 114

Webinar Metrics Strategy Hiring Hubspot 114

Sales Training Connection

OCTOBER 21, 2014

Changing sales process because of online information. If you found this post helpful, you might want to join the conversation and subscribe to the Sales Training Connection. ©2014 Sales Momentum, LLC. . .

Face-to-face 92

Face-to-face Customer B2C Consumer 92

Customer Centric Selling

OCTOBER 21, 2013

Sales Training Article: Is"Sales Manager" An Oxymoron? Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Ambro at FreeDigitalPhotos.net Are you doing more selling than managing? Need some help with your sales performance?

Sales Management 45

Sales Management Training Analysis Pipeline 45

Sales Training Connection

NOVEMBER 21, 2014

Develop soft sales skills, too. Crafting sales strategy. Check out any sales training program and you’re likely find some of these sales skills being taught. They are the fundamentals and they are critical to sales success. ©2014 Sales Momentum ®. Asking questions. Selling value.

Hiring 125

Hiring Face-to-face Lead Rank Study 125

Customer Centric Selling

OCTOBER 20, 2014

Sales Tips: How to Setup Your 2015 for Success. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. If you were thinking you were going to rely on 2014 carryover, then it''s the end of January and nothing has closed, you are late to the party.

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

Customer Centric Selling

DECEMBER 9, 2013

Sales Training Article: The Sales SVP Guide to Finishing the Fiscal Year. By Mark Synek, Sales Benchmark Index (SBI) For most of us, the fiscal year ends just 29 days from today. How should the top sales leader in the company utilize this limited time? Download the SBI Sales SVP New Year''s Guide here.

Training 45

Training Policies Channels Incentives 45