SBI Growth

FEBRUARY 14, 2014

Consider the largest problem that is hurting your sales organization. It could be a declining market. Or, however unlikely, it might be your sales leadership. Sales Operations should provide, from early in the analysis, a detailed risk assessment. Download the tool to ensure you’ve got your bases covered.

Sales Operations 120

Sales Operations Scale Analysis Objections 120

SBI Growth

JANUARY 24, 2013

Speed, it is the most commonly used word among Sales and Marketing leaders today. It is now a critical attribute of successful B2B sales and marketing organizations. Because Sales and Marketing organizations are adjusting to the new B2B buyer behavior. This is where Sales Operations has a major role to play.

Sales Qualified Lead 297

Sales Qualified Lead Marketing Lead Rank Marketing Qualified Lead 297

InsightSquared

NOVEMBER 14, 2017

Earlier this year we teamed up with LinkedIn to highlight the basic characteristics of professionals in three critical operations roles — sales, marketing and business operations. So if you are hiring for a sales operations pro, you’ve got your work cut out for you. And that’s where we come in.

Sales Operations 59

Sales Operations Hiring Microsoft Banking 59

Xactly

APRIL 18, 2018

Sales operations and sales enablement are two sides of the same coin allowing your sales team to hone in on the actual selling motions rather than focusing on the back-end processes, tracking down training material, and optimizing the sales teams’ CRM. What is Sales Operations?

Sales Operations 72

Sales Operations Sales Enablement Top of Funnel Compensation 72

SBI Growth

JANUARY 17, 2013

Sales teams know that social selling on LinkedIn will help make their number. The Marketing team can help support sales rep social sellers by growing their own networks. This gets your sales reps more connected to potential prospects. In a time strapped environment, what are the “Must do’s” for Marketing teams?

LinkedIn 332

LinkedIn Marketing Ideal Customer Profile Networking 332

SalesLoft

JULY 18, 2016

It’s safe to say that sales operations leaders are the true masters of the sales universe in the modern age. So, the tech-savvy sales development organizations may be sales operations’ biggest and baddest allies: eager to use new tools, refine their own process and become more efficient through sales operations data.

Sales Operations 52

Sales Operations CRM Data Top of Funnel 52

SalesLoft

NOVEMBER 11, 2016

Why is it that the Sales Operations role is so obsessed with data? A position relatively new to the modern sales family, the sales operations role is a crucial data bridge across the entire company, but what is it about data that drives almost 100% of their focus? DOWNLOAD THE EBOOK TODAY.

Ideal Customer Profile 52

Ideal Customer Profile Sales Operations Data SalesForce 52

SalesLoft

DECEMBER 15, 2016

What’s the first word you think of when I mention the role of Sales Operations ? If you thought to yourself, “process,” then you must be a data-driven sales nerd, too! But a well-crafted Sales Operations process doesn’t magically come together by a sales nerd making smart decisions. DOWNLOAD THE EBOOK TODAY.

SalesForce 52

SalesForce Sales Operations Ideal Customer Profile Lead Rank 52

SalesLoft

JUNE 21, 2016

As sales organizations grow beyond the O.G. founding team, and begin to expand to cover additional industries, territories or markets, nailing down a sales operations process that works is as crucial as snagging those front row Rihanna tickets this summer. Which sales process components benefit from classification?

Sales Operations 52

Sales Operations Top of Funnel Territories Funnel 52

SBI Growth

AUGUST 8, 2013

Regardless of the sales rep’s effectiveness (A, B & C Players), field rides serve as the backbone of continues improvement. Download the Marketing Team Ride-Along Best Practices Toolkit to transform your marketing team. Why Marketing Leaders Should Take Notice. Why do sales leaders invest in field ride-alongs?

Marketing 282

Marketing Coaching Report Salary 282

SBI Growth

DECEMBER 28, 2012

As the Sales Operations leader, you’re out of a job without customers. Make a New Year’s resolution to build territories that are market-centric in 2013. Doing so will help the sales team make their target and increase your value. This will make life easier for you and your sales VP’s. Let the Market Decide.

Territories 303

Territories Marketing Analysis Segment 303

Miller Heiman Group

FEBRUARY 6, 2020

On the flip side, 96% of world-class organizations agreed that their company effectively aligned sales operations, management and enablement functions to drive results. Sales operations. Alignment Between Sales Operations and Marketing. Alignment Between Sales Operations and Customer Success.

Customer 49

Customer Sales Operations Marketing Report 49

SBI Growth

MARCH 1, 2013

I have just been hired as a Sales Operations and Execution leader…I downloaded your Diminishing Authority Map. In no Sales Ops role I’ve been in have we played a part in generating or managing leads…While I feel that LG is best housed in Marketing I would be interested to hear where you have seen this.”

Lead Rank 311

Lead Rank Lead Scoring Data Leads 311

SBI Growth

JANUARY 31, 2014

Big deals in B2B companies can account for as much as 50-80% of annual sales. Why doesn’t a typical marketing budget/focus apply the 80-20 rule? Download the Targeting Analysis Tool and start focusing on what really matters to the sales team. Budgets are tight and aligning your marketing to the big deals is critical.

Ideal Customer Profile 275

Ideal Customer Profile Analysis Campaigns Social Selling 275

SBI Growth

JUNE 26, 2013

That means roughly one-half of B2B sales VP’s last less than 18 months. Today''s post provides ways sales operations can deliver value quickly to a new sales VP. A complete guide will be available for download at the end. Here''s part of the dialog from a recent call with a sales operations leader.

Hiring 319

Hiring Lead Rank Compensation Guidelines 319

InsightSquared

DECEMBER 19, 2017

Lemkin argues, “ Many of you will have little to no dedicated help in sales operations. If that’s you, or your VP of Sales, or even your VP of Marketing … that’s a bad use of time. Hire a director + of sales ops to take the administrative side of sales off the plate of folks that should opening and closing.”.

Hiring 88

Hiring Collateral Sales Operations Face-to-face 88

Allego

NOVEMBER 22, 2022

Winning a sale is a team effort, not just from sellers and sales managers but the sales organization as a whole. Sales operations, customer success , and product marketing are all instrumental in getting prospects to the finish line. The Persistent Disconnect Between Sales and Marketing.

Pivotal 117

Pivotal Conversion Closing Buyer 117

SBI Growth

MAY 3, 2013

But sales operations’ main responsibility is to predict and position for future success. Today’s post is about dramatically evolving how you predict future sales success. Download your Guide to Evolving Your Sales KPI''s Now. Meeting with a marketing manager is not as valuable as meeting with the CMO.

Ideal Customer Profile 308

Ideal Customer Profile Outsourcing Services Lead Rank Lead Scoring 308

SBI Growth

NOVEMBER 13, 2012

Over the next four years the Cloud Computing market is going to double. In fact, according to IDC, the cloud computing market is going to move from $28.4B Market moves like the expansion of cloud computing don’t happen frequently. As a VP of Sales Operations at a cloud computing company the stakes couldn’t be higher.

Account 308

Account Churn Lead Rank Lead Scoring 308

SBI Growth

JANUARY 17, 2014

Are my Sales & Marketing organizations prepared to meet my growth objective? If not, what are the Sales & Marketing leaders doing to get us prepared? Download it and have your team answer to a 30 point health check. There is evidence that an effective marketing strategy is needed as well. Technology.

Remedy 281

Remedy Hiring Margin Guarantee 281

Emissary

DECEMBER 13, 2021

The following sales enablement assessment summarizes potential areas where sales enablement may be able to influence better outcomes in hiring, development, process/methodology, content, tools, and more. Download the Assessment. At this point, most tech organizations have a freestanding sales enablement function.

Sales Enablement 52

Sales Enablement Hiring Account Based Marketing Sales Operations 52

Emissary

DECEMBER 13, 2021

Tech companies were some of the first to adopt formalized sales operations and a sales enablement framework. Both functions (whether combined or distinct) have pushed tech sales’ maturity forward from the old-school “speeds and feeds” to a value-oriented strategic sale. Download the Whitepaper.

Sales Enablement 52

Sales Enablement Hiring Closing Sales Operations 52

SBI Growth

DECEMBER 5, 2013

The sales organization is into the final run for the year. How has Sales Operations done this year? Did you directly enable the sales organization to close more business? Did you help keep sales expenses in check? With focus, Sales Ops leaders can positively impact sales revenue and costs.

Top of Funnel 296

Top of Funnel Territories Scale Segment 296

SBI Growth

JUNE 10, 2013

This post will help sales leaders Make the Number with the help of their HR partners. The post focuses on the major HR risks to sales objectives. Download the Sales Leader Emergency Checklist , then follow the steps outlined below. Robert and his sales leader agreed on HR priorities at the end of last year.

Top of Funnel 257

Top of Funnel Sales Talent Churn Call-back 257

SBI Growth

SEPTEMBER 15, 2013

As a Sales Operations leader, you have 3 major challenges heading into 2014. Understanding how your customers are evolving and determining whether your sales team is keeping pace. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. This tool has been around for a few years now.

Tools 300

Tools Sales Tools Collateral Vendor 300

SBI Growth

DECEMBER 1, 2012

Hey, Sales Operations leaders. Do you want to increase sales and meet your 2013 goals? Encourage sales and marketing to build personas and build a plan to operationalize them immediately. Marketing is frustrated because of the time, money and effort exerted to build them. The persona project has begun!

Meeting 288

Meeting Ideal Customer Profile Buyer Persona Forecasting 288

SBI Growth

JUNE 20, 2013

Product Development was annoyed at the low new product sales. This is because Sales “didn’t have bandwidth” to learn and sell new products. Marketing was not happy with the inconsistency of Sales in delivering value propositions. After some great and average years, they had 6 quarters of bad sales.

Hiring 321

Hiring Forecasting Sales Forecasts Discount 321

SBI Growth

OCTOBER 12, 2013

There’s solid evidence that your Marketing counterparts are responding. According to a recent Content Marketing Institute survey: 73% of marketing leaders are producing more marketing content than last year. 58% have increased their content marketing budget. Download the Sales Ops Planning Evolution Guide to help.

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

SBI Growth

JANUARY 31, 2014

Big deals in B2B companies can account for as much as 50-80% of annual sales. Why doesn’t a typical marketing budget/focus apply the 80-20 rule? Download the Targeting Analysis Tool and start focusing on what really matters to the sales team. Budgets are tight and aligning your marketing to the big deals is critical.

Ideal Customer Profile 120

Ideal Customer Profile Analysis Campaigns Social Selling 120

SBI Growth

FEBRUARY 25, 2014

Marketing says they were all over it. Download your New Product Sales Readiness Roadmap here. The Product Development and Marketing Association put new product failure rates between 65%-85%. As a sales operations leader, you can have significant impact on product failure rate. How did we not see this?

Segment 191

Segment Buyer Persona Compensation Follow-up 191

SBI Growth

APRIL 6, 2013

When Sales Operations decides to take on a territory analysis , we care about 3 things: Determining the number of accounts, prospects and total potential for each rep. Download the Territory Design Job Aid to help you get started realigning your territories. Step 1: Segment customer base and analyze market potential.

Territories 323

Territories Lead Rank Lead Scoring Compensation 323

Sales Hacker

JANUARY 24, 2020

Some of our partners have been kind enough to share their sales stack with the community, but we want to hear from other organizations as well. Because let’s face it, there’s no one way to run your sales operations, and there’s no one set of sales tools that works for everyone. City/Country: Barcelona, Spain.

Hubspot 68

Hubspot Face-to-face Analytics Sales Qualified Lead 68

Nutshell

AUGUST 28, 2023

Building a sales process is absolutely necessary to your company’s success, and is perhaps the most important thing you can do as a sales manager to impact your team’s ability to sell. Why is it important to have a structured sales process? DOWNLOAD THE FREE LIST 2. ‍ Whitney Sales Founder of The Sales Method 3.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Hubspot Sales

MAY 3, 2021

The new application is a part of LinkedIn's Sales Solutions suite and can only be purchased by users who already leverage LinkedIn Sales Navigator — another program in the Sales Solution portfolio, dedicated to helping users find prospects via LinkedIn business and engagement data.

LinkedIn 132

LinkedIn Buyer Persona Microsoft Analytics 132

SBI Growth

NOVEMBER 24, 2019

Do we have the right sales process? Gone are the days when companies sold one product into one market for one customer. Many companies nowadays sell multiple products or solutions to various markets. How can we close more deals faster?

Sales Process 272

Sales Process Enterprise Enterprise Customer 272

SBI Growth

MARCH 19, 2013

The VP of Sales Operations was part of the decision-making team that brought us on board. The sales team deserved a training program as aggressive as this year’s budget. Onboarding is a topic the markets have been screaming to get for quite some time. ” This sales leader agrees. The market is shifting.

Revenue 288

Revenue Hiring Face-to-face Social Media 288

MarketJoy

AUGUST 20, 2020

Lead generation is one of, if not, the most significant aspects of the B2B marketing process and the sales operations. Yet, at the same time, sales is considered as a major pain point for most businesses around the globe. Some of the examples of CTAs that work well are downloading an eBook or filling out the sign-up form.

Lead Generation 105

Lead Generation Lead Rank Lead Scoring B2B 105