Hiring Additional Sales Reps is Not the Only Way to Make Your Number in 2019

Sales Benchmark Index

Entering 2019 your organization has aggressive revenue goals. You are on the hook to deliver a human capital recommendation that can support the aggressive plan.

Here’s Why Changing Your Comp Plan Could be Your First Mistake of 2019

Sales Benchmark Index

Picture this: We are a few weeks into the new year, the results from Q4 are in, and there’s been a big drop in sales.

2019 Workforce Disruption Prediction - Hiring Non-tech Roles in Tech

Score More Sales

A couple weeks ago, Glassdoor published their 5 Workforce Disruptions to Watch for in 2019 and Beyond.

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Making It Rain in 2019

Igniting Sales Transformation

Last week, I was making it rain opportunities through networking and education with over 1,000 sales professionals at SalesLoft’s Rainmaker 2019 conference. Priorities important in 2015 are even more important today, in 2019.

Humans and Bots: How to blend human skills and AI to build customer intimacy and drive growth

The top priorities for customer experience leaders in 2019. North America - February 20, 2019, 11 AM PT / 2 PM ET. Latin America - February 20, 2019, 1 PM CDT / 3 PM BRT. Europe - February 21, 2019, 2 PM GMT / 3 PM CEST.

SBI’s February 2019 CPO Newsletter

Sales Benchmark Index

Your Product Does Not Sell Itself — Why Clarity Between Product Management & Marketing is Critical Don’t let confusion between product management and product marketing responsibilities risk your product’s success. Devote time early on to clarify these within your team and. Article Product Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

As a Product Leader, Are You Regularly Engaging the Sales Team in Product Ideation?

Sales Benchmark Index

A product leader at a recent client of mine expressed a frustration that most product leaders can relate to. His organization had recently invested heavily in developing a new product that targeted a growing segment of the company’s customer base.

Prevent Your Revenue Desk From Becoming the Discount Approval Board

Sales Benchmark Index

If you follow our Sales Benchmark Index blog, you have read our take on enhancing your Deal Desk to a Revenue Desk in the recent post “What Do You Do When Your Deal Desk Is Failing – Set up a.

SBI’s February 2019 CSO Newsletter

Sales Benchmark Index

Why You Can’t Get Your Reps to Sell the New Products: The Importance of a Sales Enablement Plan. Your product road map provides validated ideas that deliver real value. It sets your organization up to capture more market share. But having. Article Sales Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

SBI’s February 2019 Private Equity Newsletter

Sales Benchmark Index

Why Do PE Firms Care About Customer Experience? PE firms invest because they know that additional capital will drive EBITDA and revenue, or they would not do it. So how does customer experience play into that investment strategy? It is a. Article SBI for Private Equity Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

The Showpad Sales Transformation Maturity Model

Are You Growing Your Channel Partners through Symbiotic Relationships?

Sales Benchmark Index

As a sales leader, you are always looking for the most optimal route to your customers. When designed & executed correctly, channel partners provide your business an incredible amount of leverage. Correctly managed channel partners can help you expand into.

How a Sales Leader Disrupts Their Industry to Crush Their Revenue Number

Sales Benchmark Index

Corporate Strategy Marketing Strategy Sales Strategy Video 2019 planning b2b dave peranich sbi podcast sbi tv

SBI’s February 2019 Pricing Newsletter

Sales Benchmark Index

Ending Sales Team Resistance to Your Pricing Initiatives Too many B2B companies today fail to activate pricing initiatives because they don’t focus on overcoming resistance from the sales team. The key stakeholder in pricing execution is the sales organization. Without them, Article Pricing Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

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SBI’s February 2019 CEO Newsletter

Sales Benchmark Index

A Sales Enablement Tool for the CEO CEOs with a “bet-the-company” new product launch cannot afford even the hint of failure. Most CEOs do the basics of launch planning, but many neglect to properly enable their sales force ahead of time. Article Go-To-Market Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

The Art of Social Selling -- Summarized by getAbstract

Find and engage customers on Twitter, Facebook, LinkedIn, and other social networks

Winning Pricing Strategies for a Mature Business

Sales Benchmark Index

Focusing on value provided, you can implement a winning price increase, contrary to what may have been occurring historically. Re-anchoring is the key to a winning pricing strategy – a focus area we will take on as part of developing.

Establishing a GTO (Growth Transformation Office) Is the Key to a CEO-Driven Change

Sales Benchmark Index

Many CEOs are familiar with the concept of a PMO (Project Management Office). Picture a multitude of spreadsheet-savvy analysts charged with tracking various initiatives through standardized processes using metrics and reports. There is value in an effective PMO, to be.

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SBI’s December 2019 CMO Newsletter

Sales Benchmark Index

The CMO Guide to Data: Why Your Marketing Database Is Broken, and How to Fix It Hyper targeted advertising with highly personalized content will be table stakes for best in class marketing in 2019, but all your efforts could go to. Article Marketing Strategy SBI for SMB Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

A Sales Enablement Tool for the CEO

Sales Benchmark Index

Secrets to Successful Inside Sales Management

Learn a variety of best practices, techniques and ideas to both tactically and strategically increase the efficacy, success and impact of your inside sales organization

UX Isn’t Enough – Why an Integrated CX Strategy Will Help Drive Growth

Sales Benchmark Index

There are quite a few buzzwords in the customer sphere. Two of the big ones relate to experiences – user and customer. Although User Experience (UX) and Customer Experience (EX) are unique, they must work together for your organization to.

Empower 2019: What Support Leaders Are Most Excited About

Guru

empower 2019Guru’s conference Empower will be here before we know it.

How a Chief Growth Officer Can Make or Break Your Year

Sales Benchmark Index

Go-To-Market Strategy Marketing Strategy Sales Strategy Software Video 2019 planning b2b customer experience Go-To-Market influence jill rowley make your number revenue growth sbi podcast sbi tv

Should Your Field Marketing Team Own a Number?

Sales Benchmark Index

Pick five non-marketing employees at random, and ask them what value your field marketing team brings to your organization. If you’re reluctant to do this exercise, it’s likely because you want to avoid blank stares and wild guesses that humble you.

In the Race to Win More Customers, Sales Needs Digital Transformation

1 Online: getconga.com | Twitter: @getconga WHITE PAPER | THE CONGA SURVEY: INSIGHTS ON THE STATE OF DIGITAL TRANSFORMATION WHITE PAPER THE CONGA SURVEY: INSIGHTS ON THE.

The Coming Customer Data Tsunami: 3 Predictions for 2019

DiscoverOrg Sales

We expect major gains in the sophistication – and volume – of B2B data in 2019. The research and advisory firm recently shared proprietary insights from their own analysts and offered up some predictions for 2019. “Big data” is very 2012.

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Building an Accurate Business Model is the Key to Ensuring Product Launch Success

Sales Benchmark Index

So, you have a new product investment you are excited about. How do you ensure that your idea holds up to leadership scrutiny, and has a big enough ROI to be considered a success? Understanding and building a business model.

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6 B2B Sales Trends for Amazing Success in 2019

Sales and Marketing Management

As you move forward into 2019, make sure your customer data is accurate and complete.

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Transitioning to Data-Driven Marketing & Sales

Sales Benchmark Index

Corporate Strategy Marketing Strategy Sales Strategy Video 2019 planning b2b dave peranich sbi podcast sbi tvToday’s interview is a special one, we have two guests on SBI TV – a marketing leader and sales leader – you’ll learn they’ve teamed up to tackle data siloes and make data-driven decisions. We are joined by Jill.

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Successful Selling

Matt Heinz explains how to attract, manage, close and keep more business in a buyer-centric world

The Biggest Impact a CHRO Can Have This Year

Sales Benchmark Index

Let’s layout a classic scenario, one that many of you who have worked with consultants have experienced. A big-name consultancy comes into ACME Corp because ACME’s growth is floundering. The product suite is stale, competitors are eating into market share.

Has Your Deal Desk Become a Collision Center? – 5 Steps to Clean up the Dysfunction

Sales Benchmark Index

As organizations transform their Deal Desk to a best in class Revenue Desk, challenges arise. Making this transition calls for new members from various functions, which results in more opinions and at times, competing priorities. When done well, this leads.

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SBI’s January 2019 CSO Newsletter

Sales Benchmark Index

The Top 5 Technologies to Support Revenue Enablement Revenue enablement technology has evolved to meet challenges presented by sophisticated buyers. Advancements in 5 key technologies allow you to sell more, free capacity, develop talent, and optimize content. How to Settle the. Article Sales Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

Buyer 133

SBI’s December 2019 Private Equity Newsletter

Sales Benchmark Index

Are Your Portfolio Companies Optimizing Their GTM Resources? Waste and inefficiency are the enemy of growing enterprise value. It isn’t enough to simply have an org chart, budget plan, and strategy laid out. You must match up the right people, with. Article SBI for Private Equity Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

April 24, 2019 11:00 AM PST, 2:00 PM EST, 7:00 PM GMTMost sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.”.

SBI’s December 2019 Product Officer Newsletter

Sales Benchmark Index

UX Isn’t Enough – Why an Integrated CX Strategy Will Help Drive Growth You are already focused on User Experience to drive product success and adoption. Applying an integrated Customer Experience strategy creates an opportunity for the agile organization to drive. Article Product Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

SBI’s December 2019 CEO Newsletter

Sales Benchmark Index

The Top 5 Technologies to Support Revenue Enablement Revenue enablement technology has evolved to meet challenges presented by sophisticated buyers. Advancements in 5 key technologies allow you to sell more, free capacity, develop talent, and optimize content… Customer Experience – How. Article Corporate Strategy Chief Marketing Officer CMO digital strategy growth revenue revenue growth sales leader sales transformation top articles

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Outbound Conference Sneak Peek 2019

Shari Levitin

The post Outbound Conference Sneak Peek 2019 appeared first on SHARI LEVITIN. Love is in the air! On this gorgeous Saint Valentine’s Day, why not take the time to focus on how you’re using your heart to increase your sales.

Sales Performance Management Predictions for 2019

Xactly

Learn predictions and trends for sales performance management (SPM) in 2019 from Forrester Principal Analyst, Mary Shea, PhD. Sales Performance Management

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

March 13, 2019 11:00 AM PST, 2:00 PM EST, 6:00 PM GMTCompanies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives.