Sales Benchmark Index

The Sales-Driven CEO, an Emerging Breed

Sales Benchmark Index

Our guest today is Ryan Tognazzini, Chief Executive Officer for iGrafx. Ryan represents one of the new breed of Sales-driven Chief Executive Officers who have come through the ranks of sales. Ryan is here to share his incredible journey from.

Productize Your Service and Make Your Number

Sales Benchmark Index

Many organizations offer great services to their customers. Yet many of these organizations struggle with making their number. Longer sales cycles, and the customization required for most service offerings present challenges. Sales leaders try to overcome these by increasing leads.

Top 3 Customer Retention Metrics

Sales Benchmark Index

“Our customer retention is excellent. We only lose 5% of customers per year, so our retention is 95%.”. Does this sound familiar? If so, you have probably also been caught off guard when your board double clicks on this number.

How to Know if You Have the Right Talent to Accelerate Growth

Sales Benchmark Index

EXcuse me, is this seat taken? The largest asset any organization must manage is its people. Employee Experience (EX) should be the cornerstone and fundamental value that drives your organization to success. In consideration of determining if you have the.

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An Inside Look Into Sales Development Practices in 2018

A peek into the experience and learning of a sales development representative for a first-hand understanding. An organization can benefit from these insights and improvise the working of the sales team accordingly for the new market.

Did You Set the Right Sales Quotas?

Sales Benchmark Index

Did you set the quotas right to drive revenue growth? The purpose of today’s show is to demonstrate how to link the company objectives to sales targets through quota setting. Leverage this use-case to evaluate how you set your quotas.

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Stop Suffering from Mismatched Talent and Corporate Strategy

Sales Benchmark Index

Our guest today is Dave Loeser, Sr. Vice President of Worldwide Human Resources for Unisys. Dave has built executive teams at Pepsico, Quaker State, Mitel, and now Unisys, and is here to share his expertise on how to match executive.

A Channel Strategy to Out-punch Your Weight Class

Sales Benchmark Index

Our guest on SBI TV is Burney Barker, SVP of Worldwide Sales at Gigamon. Follow along as we learn from a transformative global sales leader with success at EMC, Dell, and now with Gigamon. With 96%+ of Gigamon’s revenue coming.

What Are You Doing Today to Make Your Number Tomorrow?

Sales Benchmark Index

Many of you are living your sales lives 90 days at a time. The tyranny of the urgent plagues all sales leaders. But as a sales leader in today’s environment, you must be thinking beyond this quarter and next.

What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

How Sales Operations Contributes Valuable Insights to Product Management

Sales Benchmark Index

Great companies know how to educate the market about their products. But what if the buyer isn’t buying from you, even if they’ve been educated? What if Marketing has actively informed the market with a sound content marketing strategy?

World Class Pipeline and Forecast Management

Sales Benchmark Index

Many CEO’s today lack confidence in their sales leaders to produce an accurate forecast. They have learned to apply algorithms to de-risk the number. This is a roller coaster ride that happens quarter after quarter of inconsistent forecasts. This problem.

How Finance Will Improve Your Sales Operations Roadmap

Sales Benchmark Index

Every well-crafted Sales Operations roadmap I’ve seen begins and ends with Sales Financial Metrics. The best roadmaps not only communicate, “How much benefit?” ” but also, “When will this benefit occur?”

5 Metrics for Top Performing Sales Leaders

Sales Benchmark Index

Sales Leaders need to have their finger on the pulse at all times. They must know whether the team is on track, or not, to hit the yearly goal. Top performing Sales Leaders are always on top of this.

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Three Common Mistakes that are Halting Revenue Growth When Shifting to an SaaS Model

Sales Benchmark Index

“There are no secrets in life; just hidden truths that lie beneath the surface.”. The same is true with Software-as-a-Service (SaaS).

The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

Unlock the Potential of Your Marketing Team

Sales Benchmark Index

Article Marketing Strategy

5 Prospecting Steps To Fill your Pipeline with Gold

Sales Benchmark Index

The number one reason a sales rep fails is an empty pipeline. The root cause of an empty pipeline is failure to prospect. Having a Prospecting Plan fills your pipeline and identifies the right prospects to engage. So how do.

How To Prepare Your Business for the Impact of GDPR

Sales Benchmark Index

What is GDPR? The new regulation referred to is of course the EU General Data Protection Regulation (GDPR) which goes into effect next month on May 25, 2018. This is just the tip of the iceberg in data privacy regulations.

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Hurdle Your Competition by Implementing These Marketing Best Practices

Sales Benchmark Index

Joining us for today’s show is Greg Clark, the Chief Marketing Officer for Caliber Collision Centers. Greg’s audience consists of B2C consumers as well as B2B audiences. Greg has built the Caliber brand to embrace the customer through the entire.

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

How a New Head of Sales Gets Off to a Fast Start

Sales Benchmark Index

Joining us for today’s show is Jennifer Bakunas, the Senior Vice President of Americas Sales for Monotype. Jennifer has a wealth of experience, from spinning up successful start-ups to running enterprise sales teams. She took over the sales leadership role.

People Analytics: Growth-Factors CEOs Are Missing

Sales Benchmark Index

CEOs must inspire and lead while setting strategic direction. A critical factor for achieving growth and profit objectives lives in the weeds. Talent assessment, powered by the marriage of culture, retention, and the future of HR (aka people analytics), is.

“You Should Have Seen It Coming”

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy Sales Strategy ceo Lead Generation prospecting

Transforming a Marketing Organization to Generate a Successful Exit

Sales Benchmark Index

Joining us for today’s show is Andrea Brody, the Chief Marketing Officer for BravoSolution. Andrea is one of the top B2B revenue generating marketing leaders with a passion for building brands. Andrea has a great story to share with you. Marketing Strategy Video market strategy

Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Maximize Valuation with the Right Level of Inorganic Growth

Sales Benchmark Index

Our guest today is Steve Grimshaw, the Chief Executive Officer for Caliber Collision. Steve has built an incredible business through both organic and inorganic growth. He’s here today to demonstrate how a CEO orchestrates the right level of inorganic growth.

5 Keys to Execute a Successful Sales Re-Org

Sales Benchmark Index

Weeks and months of planning go into defining the optimal sales org design for your organization. Countless meetings and analysis comparing the benefits of hunter/famer, stratification, product specialization or other org designs. Time is spent defining the role SDR’s, Sales.

The Six Skills of Great Sales VPs

Sales Benchmark Index

Article Sales Strategy

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Want to Beat Your 2018 Sales Target? Start with this Strategy

Sales Benchmark Index

Article Sales Strategy 2018 planning 2018 sales plan 2018 sales strategy plan revenue generation sales strategy

Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

Focus on the Real Drivers of Revenue Growth

Sales Benchmark Index

Joining us for today’s show is Bryan Adams, the co-founder and Managing Partner for Integrity Marketing Group. Matt and Bryan use the How to Make Your Number in 2018 Workbook to share emerging best practices.

Why Your B2B Brand Matters

Sales Benchmark Index

Our guest today is Tiffany Nels, the Chief Marketing Officer for Lifesize. With 20 years of Tech B2B marketing experience, Tiffany is one of the top B2B revenue growth marketers. Tiffany played a major role in the successful demand generation.

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Change Your Sales Teams Bad Habits Before 2018

Sales Benchmark Index

Article Sales Strategy people plan talent strategy

Is Your B2B Content Marketing Failing to Contribute to Revenue Growth?

Sales Benchmark Index

Corporate Strategy Marketing Strategy Podcast b2b brand b2b content marketing brand preference content execution content marketing content marketing budget emily rakowski vp marketing vp of marketing

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From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)

Do You Have the Right Number of Reps?

Sales Benchmark Index

Article Corporate Strategy Sales Strategy quota quota attainment sales quota

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Customer Success: Fundamentally Advance Your Business Strategy

Sales Benchmark Index

Either you’re launching Customer Success or have already started on this journey. This type of transformation involves many people, departments, and functions. To be successful, a change management program is necessary. While an established framework, John Kotter’s 8 step change management.

Which is More Valuable: A Lead or Subscriber?

Sales Benchmark Index

Article Marketing Strategy b2b marketing Demand Generation lead vs. subscriber marketing strategy value of a lead value of a subscriber

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Sales Leaders Can Close Big Deals in Q4 by Reducing Customer Risk

Sales Benchmark Index

Article Sales Strategy

How Video Learning Is Transforming Skill Mastery in Sales

Speaker: Pat D'Amico, Founder and CEO, About-Face Development

Video learning is not new, but the marriage of video learning and today’s technology is transforming our ability to achieve skill mastery in sales. Join us as we delve into how technology advancements in learning are changing the game and why it’s critical to sales success.