Predictable Revenue

MAY 28, 2020

The importance of evolution in sales – How to execute a product-led sales framework, and how Dooly became a product-led organization. The post How Dooly executes a product-led sales framework with CEO Kris Hartvigsen appeared first on Predictable Revenue.

Revenue 93

Revenue Sales How To 93

SBI Growth

SEPTEMBER 6, 2012

This post is about a CEO of a $450M company who focused on winning large deals to double revenues in a flat market. If you feel product differentiation and hot markets are the only way to grow revenue, this CEO proved otherwise by refusing to accept these limitations. Product differentiation is not known by the customer.

Hiring 297

Hiring Penetration Demand Generation Targets Incentives 297

SBI Growth

NOVEMBER 21, 2023

The beginning of 2023 marked the start of more conservative spending for CEOs, which is likely to continue until the year ends. Based on SBI’s survey data, revising how productive their go-to-market (GTM) teams are and finding solutions to raise that benchmark is what’s going to make the difference here.

Survey 296

Survey Data Marketing Strategy 296

SBI Growth

FEBRUARY 8, 2024

A survey from SBI in Q3 2023 shows that commercial leaders are feeling the effects, with a staggering 69% of CEOs seeing lower seller productivity. Sellers today have an unenviable job: buyers are increasingly conservative, and deals are taking longer to close.

Survey 317

Survey How To Sales Enablement Buyer 317

SBI Growth

APRIL 4, 2024

Every quarter, SBI conducts surveys to learn how CEOs and other C-level executives are planning for value creation and about the go-to-market strategies and tactics that will get them there.

Research 177

Research Survey Strategy Marketing 177

Alice Heiman

MAY 7, 2024

How does a product marketer end up in the CEO seat? Moving from being an analyst at Forrester to starting at BlueConic as a product marketer and doing many different jobs at the company over the years landed Cory Munchback the CEO seat. “ He was fully behind me. “ He was fully behind me.

Ideal Customer Profile 62

Ideal Customer Profile Lead Rank Lead Scoring Leads 62

Understanding the Sales Force

APRIL 22, 2024

Most CEOs are not aware of sales leadership and sales management best practices Selecting an appropriate CRM and integrating it with the custom sales process – most companies go with Salesforce.com because of familiarity, not because it comes remotely close to being user friendly or appropriate for the typical sales team and sales process.

Comparison 203

Comparison Construction Compensation Sales Leadership 203

Product Management University

FEBRUARY 8, 2019

What do you do as a product manager when your CEO is really the product manager? It’s a common occurrence in many companies where the CEO is the one calling the shots on all things product. There are really two ways to handle this and it depends on where you are in your product management career.

Lead Rank 40

Lead Rank Lead Scoring Benefit Relationals 40

SBI Growth

NOVEMBER 6, 2023

The first half of 2023 has not been smooth sailing for many businesses but based on responses to SBI’s CEO survey for Q3 2023, we may be seeing market demand finally moving in an encouraging direction.

Pipeline 177

Pipeline Trends Survey Report 177

SBI Growth

NOVEMBER 2, 2023

If there’s one market trend that’s been stressed repeatedly in more recent SBI research findings, it’s that many CEOs have been noticing a dip in commercial productivity, with sales cycles getting gradually longer. This poses a difficult challenge to CEOs: How do we do more with less?

Sales Cycle 177

Sales Cycle Trends Research Sales 177

SBI Growth

NOVEMBER 9, 2023

The beginning of 2023 marked the start of more conservative spending for CEOs, which is likely to continue until the year ends. Based on SBI’s survey data, revising how productive their go-to-market (GTM) teams are and finding solutions to raise that benchmark is what’s going to make the difference here.

Survey 177

Survey Data Marketing Strategy 177

SBI Growth

NOVEMBER 13, 2023

With the rise What we need now are leaders who can adeptly steer through the complexities, align with the CEO's vision, and drive commercial productivity. It's always had an element of "gut check" and art combined with science. While these elements still have their place, they no longer singularly dictate the rules of the game.

Marketing 156

Marketing Face-to-face Campaigns Strategy 156

SBI Growth

AUGUST 31, 2023

Understanding the types of seller behaviors that have been most successful in today’s slow-moving market could help CEOs create value by improving the commercial productivity of their GTM teams.

Marketing 177

Marketing Strategy 177

SBI Growth

NOVEMBER 9, 2022

SBI’s last CEO growth advisory board meeting of 2022 was held last month, and the conversation followed two big themes - recession and talent. CEOs in attendance are fielding questions about cost-cutting measures, and most are shifting operating expenses from compensation and Customer Success into Sales and Product.

Compensation 177

Compensation Meeting Conversion Customer 177

Zoominfo

JULY 12, 2021

At that moment, with revenue in the balance, the team has to convince the prospect that your product is indeed the right fit and that this soon-to-be customer is a priority. It’s time to bring in your CEO to close the deal. Why Bring in the CEO. When to Bring in the CEO. How to Bring in the CEO.

Closing 246

Closing How To Call-back Buyer 246

SBI Growth

AUGUST 10, 2022

Research from SBI’s 2022 CEO survey indicates that top CEOs are getting crisper on their value creation strategy, evolving that strategy to account for less commercial investment, and determining new productivity levers to still meet growth expectations.

Strategy 156

Strategy Survey Lead Rank Lead Scoring 156

SBI Growth

MARCH 29, 2023

Sales effectiveness and productivity are current initiatives top-of-mind for commercial leaders. We are also witnessing the massive challenges sales leaders face in balancing CEO expectations with tangible outcomes. We are also witnessing the massive challenges sales leaders face in balancing CEO expectations with tangible outcomes.

Face-to-face 156

Face-to-face Marketing Research Webinar Metrics 156

SBI Growth

JULY 26, 2023

It’s annual planning season, and once again, our latest CEO survey findings were a great entry point into SBI’s latest webinar discussion I co-hosted with Tony Erickson, Senior Partner SBI about how to plan for successful commercial productivity in 2024.

Webinar Metrics 156

Webinar Metrics Survey How To Strategy 156

SMEI

APRIL 25, 2024

” Without effective salespeople, businesses would struggle to move products from factories to consumers, resulting in a significant decline in our standard of living. Decker, former President, Corning Glass Works, noted, “Undreamed-of production capacity is available to make possible undreamed-of standards of living.

Microsoft 96

Microsoft Consumer Closing Motivation 96

SBI Growth

OCTOBER 12, 2022

CEOs view marketing as an expendable black box, es pecially during challenging times. Lack of clear visibility into how marketing drives revenue casts doubt on the CMO’s ability to support the CEO’s commercial productivity agenda.

Marketing 156

Marketing How To Revenue 156

SBI Growth

NOVEMBER 17, 2021

CEOs are increasing sales and marketing investment more than any other functional area in 2022, and most GTM leaders are funneling a significant portion of that investment to quota-carrying reps.

Top of Funnel 294

Top of Funnel Funnel Inside Sales Quota 294

SBI Growth

DECEMBER 13, 2018

You’re 6 months out from the launch of an exciting new product, and your CEO wants to talk about it. As Product leader, you’ve been planning this launch over the last 6 months, and everything is right on schedule.

Revenue 232

Revenue Distribution Segment Benefit 232

Alice Heiman

MARCH 19, 2024

In another insightful episode of “Sales Talk for CEOs” Alice Heiman was joined by Adam Robinson, CEO of Retention.com, who shared his remarkable journey of bootstrapping his company to a $22 million ARR in just four years. His message to CEOs: don’t shy away from technology that can redefine your sales strategy.

Scale 75

Scale Ideal Customer Profile Hiring LinkedIn 75

Alice Heiman

APRIL 23, 2024

In a recent captivating episode of “Sales Talk for CEOs,” Clate Mask, CEO and co-founder of Keap, shared his journey from law school to leading a company that’s at the forefront of small business automation software.

Scale 62

Scale Small Business Small Business Sports 62

SBI Growth

MARCH 29, 2020

Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Segment 2: Integrating Product into Your Digital Strategy. Achieving interlock between sales, marketing, and product on a digital strategy. Minute 17:22 [link]. minute 19:10 [link].

Segment 320

Segment Strategy B2B Sales Operations 320

SBI Growth

JULY 23, 2014

One of the biggest challenges facing CEOs is the oversight of the sales force and sales leaders. It can be challenging to maximize sales productivity. Like anything else, it’s a balancing act – finding that point where productivity peaks. CEO CEO Resources Productivity sales force'

Maximizer 310

Maximizer Face-to-face ACT Resources 310

SBI Growth

FEBRUARY 1, 2023

Sales productivity is always a concern for CEOs and their go-to-market leadership teams. There's pressure mounting due to buyer uncertainty in a sideways market, a renewed focus on earnings versus growth, and owners and shareholders hungry for good news.

Remedy 156

Remedy Sales Talent Face-to-face Buyer 156

SBI Growth

SEPTEMBER 15, 2020

Most CEOs state that Customer Experience is a differentiator for competitive advantage. Product and operational. If perfected, it becomes difficult for the competition to fast follow. In addition, most leaders see a direct correlation with driving growth, profit, and valuation.

Customer 272

Customer Leads Marketing Qualified Lead Marketing 272

Sales and Marketing Management

DECEMBER 21, 2022

Rob Mitchell, CEO of FT Longitude, a marketing services division of the Financial Times, offers four ways that B2B companies can use their thought leadership to connect emotionally with their audience. The post Connect Emotionally and Save the Product Features for Your Brochures appeared first on Sales & Marketing Management.

Decision Maker 185

Decision Maker B2B Prospecting Marketing 185

SBI Growth

DECEMBER 6, 2018

Customer Success continues to be one of the hottest topics on the mind of the sales leaders and CEO’s we work with. Few will argue against the benefits of Customer Success – driving profitable growth, product adoption and customer reference-ability.

Report 219

Report Customer Benefit Sales 219

Sales and Marketing Management

NOVEMBER 9, 2020

From prospecting to discovery and demo calls, executives like CEOs and CFOs have become not just a name on an invite, but an active participant with plenty of questions and unique problems to solve. . On average, CEOs and CFOs spend 42% more time seeing demos than technical CXOs – but to be convincing, these demos shouldn’t be generic. .

Buyer 334

Buyer Strategy Buyer Persona ROI 334

Membrain

MARCH 24, 2024

Join us with Kendley Davenport, CEO of Leadership4Success as he talks about the heart of successful sales: serving others to enhance their lives. For Kendley, sales isn't just about pushing a product but genuinely assisting customers to achieve their goals.

Sales 69

Sales Customer 69

SBI Growth

OCTOBER 5, 2022

For the last few weeks, SBI has shared a framework for focused annual revenue planning, with near and long-term value creation planning being top-of-mind for CEOs. A focused growth strategy benefits the commercial ecosystem tremendously.

Revenue 156

Revenue Segment Benefit Resources 156

SBI Growth

NOVEMBER 23, 2022

CEOs and commercial leaders are involving their sales teams and counterparts in Marketing, Product, Business Development, and Pricing to proactively get a foothold on weak areas and holistically solve for potential challenges with existing opportunities.

Exercises 156

Exercises Pipeline Competition Opportunity 156

SBI Growth

APRIL 13, 2022

As CEOs evolve into commercial visionaries, executive teams are regularly reviewing out-of-quarter pipeline; involving their counterparts in Marketing, Product, Business Development, and Pricing to proactively get a foothold on weak areas and holistically solve for potential challenges.

Pipeline 177

Pipeline Exercises Competition Marketing 177