SBI Growth

JULY 14, 2013

Overall strategy, go-to-market model and product suite are essential. Territories : The field of play. Are territories designed to maximize growth balanced with efficiency? Are you holding back performance based on territory design and assignment? Is it synced with your strategy and driving desired behavior?

Territories 328

Territories Incentives Incentive Compensation 328

SBI Growth

JANUARY 5, 2014

In this post I want to recommend three ideas to raise your game in 2014. Focus on coaching-up your talent and helping out with deal strategy. A-players – Incent them more and put them in your best territories. If you want to make your number in 2014, your team needs to master social prospecting. Lack of quality leads.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

SBI Growth

JANUARY 10, 2014

Sit down with your team and pay attention to these areas: Understanding the link between the company strategy and new quota. The impact to the individual sellers and their territories. Rebalancing of any territories due to the new quota. You control your destiny in 2014- no one else will. It’s time to step up and lead.

Quota 316

Quota Top of Funnel Territories Marketing Qualified Lead 316

SBI Growth

OCTOBER 21, 2013

As you plan for 2014, are you investing enough in both? Performance culture is studied in depth in our 2014 Research Tour. Those reps were covering an extensive territory and large customer base. If the team does not have a strategy for maximizing pay, they will thrash. Continually develop and train on new strategies.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

AUGUST 4, 2013

Converting to Agile Performance Reviews will help you Make the Number in 2014. Changes to Territory coverage. The addition or subtraction of a key account from the territory will do likewise. Sign up for the onsite session for your leadership team: How to Make Your Number in 2014: A Sales Strategy You Can Execute.

Territories 282

Territories Lead Rank Lead Scoring Demand Generation 282

SBI Growth

AUGUST 17, 2013

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. Martyn Etherington is responsible for all aspects of Mitel’s corporate marketing strategy and programs globally. Background.

Ideal Customer Profile 328

Ideal Customer Profile Hiring Lead Rank Analysis 328

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. Geography – territories are designed by zip code. Make the # by: Building territories around rep proximity. The org model has to align with your strategy.

Revenue 316

Revenue Hiring Lead Rank How To 316

SBI Growth

SEPTEMBER 6, 2013

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.” Register for SBI’s " How to Make Your Number in 2014 : A Sales Strategy You Can Execute.”

Buyer 288

Buyer Telemarketing Cold Calling Buyer Persona 288

Hubspot Sales

JULY 22, 2020

This automated note-taking process also guides the conversation by providing the playbook on the screen while the call is happening, aligning reps with brand messaging and providing structure to their qualification strategies the entire time. You can also monitor call performance and integrate with your CRM. Pricing: $150/month.

Tools 108

Tools Closing Territories Hubspot 108

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." An initiative to align territories based on sales rep potential attracts A players. Sign up for the " How to Make Your Number in 2014 " research tour. The Doomed Project Predictor - Get It Now! Failure here.

Hiring 267

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

SBI

MAY 7, 2014

Hope, afterall, is not a strategy. 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. Territory & Account Planning. 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

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. Territory redesign. The EP can also help you develop a vision or strategy. Share the vision and strategy of the change with the EP.

Ideal Customer Profile 257

Ideal Customer Profile Construction Follow-up Sales Operations 257

SBI Growth

JULY 27, 2013

Redesign territories. Sign up for the onsite session for your leadership team: How to Make Your Number in 2014: A Sales Strategy You Can Execute. Sign up for SBI’s 7th annual research tour: How to Make Your Number in 2014: A Sales Strategy You Can Execute. Set up comp plans. Increase headcount.

Cancellation 293

Cancellation Territories Follow-up Forecasting 293

SBI Growth

SEPTEMBER 27, 2013

Entering 2014, Sales and HR leaders face new trends causing turnover with top talent. Retaining Gen-Y employees requires new strategies. When new territories and quotas are assigned, other pastures look temptingly green. You will only Make Your Number in 2014 if you maximize their potential. Author: John Kenney.

Sales Talent 300

Sales Talent Conversion Survey Salary 300

SBI Growth

APRIL 24, 2013

This post provides a strategy for making the list in 2014. Recommend your favorite author on territory design strategy. If you do, you may see your name up in lights in 2014. The list was unveiled last week at DemandCon. Each one of these individuals has been identified as an outstanding Sales Ops leader.

Hiring 257

Hiring Buyer Persona How To Ideal Customer Profile 257

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. Finally, she embraces conversations with the CEO about strategy and goals. He’s looking at compensation analysis, territory design, and sales structure.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

Sales Training Connection

JANUARY 31, 2014

As salespeople settle into the new year, analyze their territories and their new comp plans, their focus will begin to shift to individual accounts and how they can achieve their 2014 sales goals. The first key to sales success is crafting a good sales strategy. ©2014 Sales Momentum® LLC. The second is executing it.

Face-to-face 106

Face-to-face B2B Sports Territories 106

SBI Growth

AUGUST 1, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute." Examples include optimized territory structures and off-loading non-essential tasks. Today’s post is about a simple approach to improve efficiency with current sales resources.

Ideal Customer Profile 317

Ideal Customer Profile Tools Scale Hiring 317

Customer Centric Selling

OCTOBER 20, 2014

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. This is the final quarter of 2014. The time to begin developing your Territory Sales Plan is now ! Discounting - what has it cost you in 2014? Step 5: Tactics.

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

SBI

MAY 6, 2014

Hope, afterall, is not a strategy. 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. Territory & Account Planning. 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

SBI

MAY 6, 2014

Hope, afterall, is not a strategy. 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. Territory & Account Planning. 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

Hope, afterall, is not a strategy. 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. Territory & Account Planning. 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

The Pipeline

NOVEMBER 13, 2014

According VentureBeat’s summary of the 2014 CEO.com Social CEO Report “an annual survey that investigates the social media habits of business leaders, has been released. If you are in a more transactional sale, a new rep to the company, in a new territory, referrals will have limited utility early on.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

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. This strategy gave our sales team much needed flexibility during peak periods. From 2012 to 2014, he led Uber’s international expansion in EMEA and India.

Outsourcing Services 52

Outsourcing Services Scale Hiring Face-to-face 52

OpenSymmetry

MAY 23, 2016

Sales Performance Management (SPM) solutions are a critical component of an organization’s core business, as it is the linkage between behavior and strategy. In terms of usage, Gartner specifically identify a growth in the use of SPM technology for gamification and territory management, but a big reduction on the use of appraisal solutions.

Territories 40

Territories Vendor Incentives Incentive 40

Sales Training Connection

MAY 12, 2014

They change compensation systems and territorial designs. We suggest there is one additional often under used yet effective and affordable strategy – get serious about freeing up the sales team so they have more time for selling. ©2014 Sales Momentum LLC. . They invest in sales training .

Top of Funnel 112

Top of Funnel Sales Qualified Lead Funnel Inside Sales 112

Hubspot Sales

MARCH 21, 2018

It’s often argued these two strategies are at odds with one another. increase from 2014. While they’re sometimes assigned territories based on specific roles (inside/outside), companies often allow inside sellers to close smaller value deals on their own -- and support the outside seller when working on key strategic accounts.

Outside Sales 126

Outside Sales Hiring Face-to-face Inside Sales 126

SBI Growth

JANUARY 18, 2013

2014 and Beyond. It is to align the talent to where the market will be in 2014. Competency profiling and retention strategies won’t align today’s sales team with the customer. It also complemented the Go To Market strategy by adding a new way to reach customers. So HR is taking the lead on a new buyer alignment project.

Retention 292

Retention Compensation Ideal Customer Profile Channels 292

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. Focus on coaching-up your talent and helping out with deal strategy. Challenge yourself in 2014 with a serious New Year''s resolution.

Sales Management 49

Sales Management Face-to-face Decision Maker Travel 49

SBI

OCTOBER 1, 2014

They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. FirstRain gives you personalized insights tuned to your customers, strategies and end-markets. That’s me with Sassy. What do Hillary Clinton, Bruno Mars, Arianna Huffington, and Eckhart Tolle, have in common?

Vendor 139

Vendor Twitter InsideView InsideSales 139

OpenSymmetry

FEBRUARY 22, 2015

The report starts off stating that disruptive technology in HR was once viewed as being more administrative, but now is moving towards a holistic HR strategy so the entire process of recruiting, onboarding, development and monitoring employee performance are automated and integrated. Gallup reports from their 2014 study that 31.5%

Scale 40

Scale Compensation Report Twitter 40

Sales Hacker

JUNE 9, 2020

With limits on in-person meetings, it’s even more important to double down on your digital selling strategy. 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 ). Dynamic data enables a customer-centric business strategy across all departments.

Data 100

Data B2B Buyer Persona Ideal Customer Profile 100

Sales Training Connection

OCTOBER 3, 2014

With this shift in how large customers are buying and in particular in their demands to achieve cost savings across product lines, the classic individual territory sales reps is no longer the way to go. One idea that caught our attention was a piece about Waigaya by Jeffrey Rothfeder in strategy + business. ©2014 Sales Momentum, LLC.

Account 81

Account Territories Strategy Training 81

Sales Hacker

APRIL 28, 2020

I saw an instance for myself once where I took over a sales territory from someone else and a company had not let us bid on a huge project because they didn’t like the rep. Lori Richardson: Pushing things out is a great strategy. The rep was a guy. He happened to be very egotistical and I was very ego-less at the time.

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 ). In fact, there are very few aspects of business data we have yet to cover.

Data 145

Data B2B Buyer Persona Ideal Customer Profile 145