Sales Benchmark Index

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.

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.

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.

The Showpad Sales Transformation Maturity Model

The Showpad Sales Transformation Maturity Model helps organizations understand where they are today in terms of meeting buyer expectations — and how key teams can drive transformation that impacts the bottom-line. Download the free eBook for a pragmatic approach to growing sales maturity.

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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Connecting the Dots Between Talent Strategy and Execution

Sales Benchmark Index

As an executive, your success depends upon architecting a clear talent strategy that aligns with the overall goals and objectives of the entire organization. While strategic planning is necessary and worthwhile, it is no longer good enough. Truly effective and.

A Sales Enablement Tool for the CEO

Sales Benchmark Index

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.

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

Join Genesys for this webinar to learn how leading companies are using blended AI to drive customer intimacy and revenue growth.

How a Chief Growth Officer Can Make or Break Your Year

Sales Benchmark Index

Today Jill Rowley, former Chief Growth Officer of Marketo, discusses how this emerging role brings together sales and marketing leaders to leverage the power of their best salespeople: their customers. Jill shares key drivers that bring about executive alignment that.

How Do You Measure Customer Experience?

Sales Benchmark Index

Recently, my colleague Sid Nakappan wrote an article on How the CEO can jumpstart the Customer Experience Transformation. If your boss put this article on your desk, you are probably getting started. With the interest of beginning with the end.

Implementing an Advocacy Process as Part of Customer Success

Sales Benchmark Index

Advocacy is on fire! Because harnessing passion from advocates is an authentic way to drive customer intimacy and revenue growth. Research from the Demand Gen Report shared that as much as 84% of buyers seek input from their peers.

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.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Does Lack of Intelligence Put Your Corporate Strategy at Risk?

Sales Benchmark Index

As CEO, you are responsible for driving your corporate strategic direction: You identify objectives and goals, initiatives and timelines. You identify budget allocations and expected ROIs. You set revenue targets both short and long term. You are placing a big bet on being a.

How a Sales Leader Leverages Customer Experience

Sales Benchmark Index

Today Mike Balow, the Executive VP of Sales and Applications for Cypress Semiconductor, joins us and discusses leveraging CX to enhance your key account program. Mike shares how tailoring to your clients’ needs and expectations, leads to successful revenue growth.

Purchase Segmentation – The Key to Revenue Growth

Sales Benchmark Index

It’s Sunday, April 14th. It’s no ordinary Sunday. Today is the final round of the Masters, and Tiger Woods is in contention. The fans have showed up in the thousands at Augusta National to witness history. After a converting a.

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.

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

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Wow That Is a Lot of Slides! Should You Read Another Market Segmentation Study?

Sales Benchmark Index

Market Segmentation analysis and reports are a foundational component of strategic analysis, planning and decision-making for any CEO. Understanding market opportunity and market dynamics is critical. It informs how to make investments in people, time and money.

Leading Indicators of Sales Performance You Can’t Afford Not To Track

Sales Benchmark Index

The average lifespan of a Revenue Leader is less than two-years. Most of the time the Leader’s departure is related to poor revenue performance or inadequate return on Sales & Marketing dollars. In the following article, we will outline.

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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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The Top 5 Technologies to Support Revenue Enablement

Sales Benchmark Index

Your buyers are behaving differently. Now more than ever, they have access to increasing amounts of intelligence and will scrutinize every aspect of your solution against your competitors. Recently, HBR identified 40 unique points of value that your buyers consider before.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Why Your Sales Talent Program is Failing

Sales Benchmark Index

Bad News—Your Expensive Marketing Tech Stack Doesn’t Mean You’re a Digital Innovator

Sales Benchmark Index

Too often marketing leaders focus their digital initiatives on one thing: lead generation. So, if you’re like most CMOs, you’re investing a lot of time and energy into your website, marketing automation platform and maybe some tools to provide enhanced.

Should Competitors Dominate Your Pricing Analysis?

Sales Benchmark Index

A client recently asked my advice on how his company’s deal desk should be including competitive intelligence to inform their pricing analysis. His concern, given the intense competition his sales reps face in the field, their deal analysis should be.

SBI Accelerates European Expansion, Appoints New Managing Director

Sales Benchmark Index

Dallas, Texas – Sales Benchmark Index (SBI), a management consultancy specializing in revenue growth, today announced that Nick Hulse has been named Managing Director – Europe. With more than 20 percent of SBI’s revenue coming from Europe, the firm is. News & Press

Supercharge Your Sales Training ROI with eLearning

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

Companies 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. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

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.

Does Your Resource Plan Start at the C-Suite?

Sales Benchmark Index

“Strategy is simply resource allocation. When you strip away all the noise, that’s what it comes down to.” ” – Jack Welch. As the CEO, your job is to execute against your corporate strategy. To do this, you must align your resources.

6 Ways to Align BDRs

Sales Benchmark Index

I often meet with clients who tell me that the relationship between their Business Development Representatives and their quota-carrying sales reps (inside and out) is discouraging. I recently sat in on a meeting where the mistrust, finger-pointing and lack of.

5 Ways Artificial Intelligence Can Boost Productivity in Sales Ops

Sales Benchmark Index

Artificial Intelligence (AI) isn’t just a buzzword in the data world. When used correctly, it will save you time, which frees up your team to execute on strategic sales initiatives empower the sales team. AI is growing increasingly prevalent in.

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Marketing and Sales Alignment for A Supercharged LinkedIn Strategy

Speaker: Candyce Edelen, CEO, PropelGrowth

Used properly, LinkedIn is the ultimate prospecting tool for B2B sales. It feeds a customer-centric sales process and enables a human-to-human interaction with very low cost compared to other prospecting methods. LinkedIn prospecting BLOWS AWAY the results from typical email marketing campaigns. You will receive far more positive replies from this than from any other outbound lead generation strategy. Join Candyce Edelen, CEO of PropelGrowth, to learn how over the course of 6 months, she was able to book hundreds of sales calls using LinkedIn.

3 Ways to Deliver Greater Results from Your Sales Process

Sales Benchmark Index

Virtually every sales organization has invested in the creation of a sales process. The most obvious key to designing a sales process is to focus on the customer. For years, Sales Operations and Enablement leaders have heard this same message.

Your Portfolio Companies’ Forecasts Are Unbelievable, But Maybe Not In A Good Way

Sales Benchmark Index

Sample output of multi-method forecasting: Some say that forecasting is an art and others say it’s a science. The indecisive say that it is a combination, and many board members and PE deal teams say it’s a disaster. In some.

How Top CMOs Determine Where to Spend

Sales Benchmark Index

As a leading CMO, you’ve integrated digital channels into your marketing channel spend to align with how your personas or buyers want to get information. You’ve started measuring the effectiveness of these now institutionalized channels through ROI (Return on Investment).

For Revenue Sake, Act Now to Engage Buyers and Influencers During Career Transitions!

Sales Benchmark Index

Tis the season – we’re past the holidays – tis the season for career transitions. End of year bonuses have been paid, budgets have been set, and resource decisions have been made. Your first thought may be “oh no, there.

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2019 State of Sales Coaching: Managers, Reps, and Enablement Pros Weigh In

Speaker: Henry Bruckstein, Founder at Canam Research, and Jake Miller, Product Marketing Manager at Allego

Virtually every sales organization sees the value of good sales coaching. So why do so few organizations do it systematically and well? Join Henry Bruckstein, Founder of Canam Research, and Jake Miller, product marketing manager at Allego, to learn why--and more--from the new 2019 State of Sales Coaching survey. Our speakers will synthesize the different views from sales reps, managers and sales enablement pros to uncover common areas of misalignment, proven methods to overcome coaching barriers, and the best coaching approach for you.