SBI Growth

MARCH 2, 2014

” In a previous post , I recommended you conduct a Sales Productivity Benchmark (SPB). CEO CEO Resources Chief executive officer sales productivity benchmark' You presented your solution at a recent board meeting. Now the board is asking: “Are the goals of your transformation plan attainable?”

Proposal 288

Proposal Resources Objections Course 288

SBI Growth

APRIL 13, 2013

In a recent Sales Benchmark Index survey of 312 CMO’s and VP’s of marketing; the majority answered this question “I don’t know”. 80% of CMO’s indicated they utilize competitive benchmarking to influence marketing strategy according to IBM research. The next question is; do I have a gap, gulf or am I above the benchmark?

Marketing 308

Marketing Remedy Face-to-face How To 308

Hubspot Sales

OCTOBER 18, 2021

One way to get there is through something called "competitive benchmarking" — the process of looking externally to see how your business stacks up against your competitors and industry standards. You might already practice a form of benchmarking in your business. You might already practice a form of benchmarking in your business.

Competition 81

Competition Airlines Lead Rank Analysis 81

The Pipeline

JANUARY 2, 2017

Benchmarking. Benchmarking is a good idea, but only if you are benchmarking for the sake of making progress. Going a step better, one can benchmark against another entity doing a similar thing, and see how you are doing vs. them in specific measures.

Sports 209

Sports Sales Enablement Account Based Marketing Exercises 209

InsightSquared

MAY 7, 2019

For these reasons, accurately tracking key sales metrics and benchmarking your performance against peers and market leaders is critical to getting the most out of your sales resources. At the highest level, SaaS companies look at sales expense, headcount, sales productivity and SaaS metrics like: The cost of new customer acquisition (CAC).

Sales Cycle 102

Sales Cycle Lead Rank Hiring Sales Qualified Lead 102

Sales 2.0

SEPTEMBER 6, 2022

x greater chance of getting an appointment if you have a relationship vs. if you don’t (source: Sales Benchmark Index ). Triggers give you clues that an account might be “in market” for your type of product or service. The reason it makes sense is that as Jamie points out, there’s a 4.2

Referrals 195

Referrals Demographics Account Competition 195

SBI Growth

MAY 7, 2013

I typically get asked this when a customer buys our Sales Productivity Benchmark. Get a copy of our Sales Productivity Benchmark here. Three things to note from both approaches to the sales calendar: Both begin with a sales benchmark. 3 key take aways : Start all calendars with a benchmark.

Top of Funnel 293

Top of Funnel How To Funnel Compensation 293

Zoominfo

OCTOBER 5, 2021

Scenario When a customer adds new licenses or products or reaches a certain milestone, launch a direct mail campaign or send a gift to celebrate the occasion. Find meaningful statistics based on your product offering that signifies duration, volume, or usage. Set predefined milestones like license counts or time durations.

Direct Mail 100

Direct Mail Licensing Customer Campaigns 100

SBI Growth

JANUARY 10, 2013

Perhaps you raised quotas and incentives to get more rep productivity. Productivity Cost per Rep. The first thing you want to benchmark is called expense to revenue. In the below example, you have sample benchmark numbers indicated in dark blue. You are spending less than the benchmark. Productivity Cost per Rep.

Top of Funnel 282

Top of Funnel Hiring Channels Funnel 282

Highspot

JUNE 1, 2023

Generative AI capabilities unlock revenue team productivity Generative AI delivers intelligence at the fingertips of revenue teams. Sales Coaching uses Rep Scorecards to highlight sales certification status, as well as Rubric scoring data to show competency changes over time or establish sales competency benchmarks.

Scale 98

Scale Infusion Enterprise Enterprise 98

The Pipeline

AUGUST 5, 2021

With my clients, we focus on Objectives, the definition is as follows: Buyers will see value in those services and/or products that remove barriers, obstacles, or help bridge gaps between where the buyer is now – and – their objectives! Productivity. Not product related, but objective, outcome and impact based.

Lead Rank 352

Lead Rank Lead Scoring Ideal Customer Profile Objections 352

Sales and Marketing Management

OCTOBER 15, 2020

For those who had never worked from home, they realized the many benefits: no commute time, less money spent on eating lunch out and, for many, heightened productivity without the distractions of the office. First came the novelty phase.

Compensation 156

Compensation Strategy Scale Commission 156

Zoominfo

MARCH 9, 2021

Demand generation is the process of building awareness and interest in a brand’s products and services. Rather, successful demand generation connects a brand’s value proposition to potential customers from the beginning of the buyer’s journey when they first start looking for your product, to the point of purchase and beyond.

Demand Generation Agencies 225

Demand Generation Agencies Demand Generation Targets Demand Generation Paid Content 225

Sales Hacker

NOVEMBER 10, 2023

While the obvious and important way to build and cultivate customer loyalty is to build a product that people love, the reality is that it takes time. In tandem with the sustained efforts in product excellence fostering long-term loyalty, are there supplementary ways to build customer loyalty – more quickly?

Loyalty 93

Loyalty Customer Lead Rank Face-to-face 93

SBI Growth

FEBRUARY 12, 2014

And with increased productivity. Download our Peer Benchmarking Checklist. There are 3 ways to benchmark your peers when looking for a solution. Benchmarking Data : Many companies can provide benchmarking data for you (including ours). Notice the similarities and differences of benchmarking data between regions.

Social Media 275

Social Media Data Referrals Proposal 275

Understanding the Sales Force

APRIL 21, 2014

And if you have a strong HR background, you may believe that benchmarking is a good first step. There are many uses for benchmarking in sales, and while the approach taken by most assessment companies helps them, it doesn''t really help you. Benchmarking can be useful when it comes to training your salespeople.

Hiring 258

Hiring Groups Exact Face-to-face 258

SBI Growth

SEPTEMBER 15, 2012

When your customers succeed, they have more funds to purchase more of your products. When your customers struggle, they have fewer funds to purchase your products. Each of which could eliminate the need for your products. It is now time to benchmark sales productivity. This is simple. The best ideas usually are.

Tools 293

Tools Forecasting Sales Forecasts Revenue 293

SBI Growth

JULY 25, 2013

They follow an annual planning process that starts in July with a Marketing Productivity Benchmark. A productivity benchmark assesses the marketing organization’s capabilities – its strengths and weaknesses. Inside will be the framework for a Marketing Productivity Benchmark.

Outsourcing Services 257

Outsourcing Services Lead Rank Buyer Persona Lead Scoring 257

SBI Growth

MARCH 31, 2013

For example: selling low margin products because they maximize the compensation payout. If you are like many, you invested in outside help to benchmark your compensation. Benchmark data is purchased toward the end of the year. Adjustments are made for changes in coverage, expected new products and key initiatives.

Compensation 293

Compensation Incentives Incentive Buyer Persona 293

SBI Growth

FEBRUARY 6, 2013

The analysts benchmark it against my competitors. I walked him through a Sales Productivity Benchmark. An SPB allows for a company to benchmark their sales force against other sales forces. Note: If you want to see an example of a Sales Productivity Benchmark, click here. I hate the number.

Banking 288

Banking Software Software Competition 288

Partners in Excellence

SEPTEMBER 26, 2023

Think, for instance, of companies, brands, or even products that stand out, that are distinctive. While, to some degree, their products/brand make them stand out. But distinctiveness becomes something that becomes the benchmark of all comparisons. Distinctiveness is something that makes us stand out. It captures notice.

Banking 101

Banking Comparison Retail Trends 101

Showpad

MARCH 29, 2023

Stefan Vandegehuchte, Director of Product and Engineering UX at Showpad, notes the challenge historically posed for any type of reporting, “up until recently it was hard to be human with data.” Stefan’s observation set the foundational question for the Showpad product team: how can we make data more human?

Data 52

Data Analytics How To Engineering 52

Highspot

OCTOBER 23, 2023

You’ve put months of hard work into developing your new product, and now it’s time for its much-awaited debut. However, launching your product is not just another item on your to-do list; it’s a defining moment that can make or break your business. Nearly 30,000 new products are released into the market every year.

Negotiation 59

Negotiation Scale Social Media Webinar Metrics 59

Close.io

JUNE 18, 2018

And while you might not be able to get your competition’s exact metrics, knowing industry benchmarks can tell you where your sales efforts are working, and where they’re lacking and need your attention. If you’re in the B2B space, these are the benchmarks you should be hitting at every step of your cold email and cold calling sales funnels.

Cold Calling 133

Cold Calling Top of Funnel Ideal Customer Profile Sales Qualified Lead 133

The Pipeline

JANUARY 2, 2013

Like fashion, some “trends” are manufactured, there to promote a cause, product, or other thing with an intended predetermined purpose, as with most manufactured goods, the end goal is profit. I submitted: “The trend I see is benchmarking. Will this become a trend, I hope so, but just in case, I do have a plan B.

Trends 273

Trends Fashion Promotion Social Selling 273

Mindtickle

FEBRUARY 6, 2024

According to Mindtickle research 0 % of VPs and SVPs say its their main challenge #2: 64% of VPs and SVPs cite a lack of benchmarks as a top challenge Maintaining sales funnel health is a common challenge across all industries. This makes sense, as 64% of VPs and SVPs cite a lack of benchmarks as a top challenge.

Revenue 52

Revenue Top of Funnel Sales Enablement Funnel 52

SBI Growth

JULY 12, 2013

This included leveraging a Sales Productivity Benchmark (SPB) conducted by Sales Benchmark index. Collaboration across all products and disciplines is critical. Product Management, Product Marketing, Field Marketing, etc. Heidi took over CMO responsibilities less than 2 years ago. Make It Automated.

Marketing 323

Marketing Demand Generation Targets Demand Generation Call-back 323

SBI Growth

JULY 3, 2013

The biggest difference between world class and average companies is the practice of benchmarking quarterly. The QBR is the ideal forum to perform quarterly benchmarking. Marketing can lead the way with benchmarking of marketing effectiveness. What new objections is sales hearing about the latest product?

Guidelines 300

Guidelines Referrals Construction Survey 300

SBI Growth

JANUARY 20, 2013

Are they investing appropriately in your product vs. other area’s? The best way to discover this is through benchmarking. An accurate and comprehensive benchmark will tell you where you stand amongst peers. Your CEO is evaluated on how well he’s leading the company against a benchmarked relevant peer group. ROIC / ROC.

Hiring 306

Hiring Margin Quota Inbound 306

No More Cold Calling

MARCH 25, 2014

More than 60 percent of organizations report that a top priority is dealing with “the overwhelmed employee,” according to Sales Benchmark Index. They also miss the opportunity to increase sales productivity for their teams. Check out the Sales Benchmark Index report, “ Top Priority: Retaining Top Sales Reps.”

Hiring 214

Hiring Salary Cold Calling Small Business 214

Highspot

APRIL 11, 2023

11, 2023 — Highspot , the sales enablement platform that increases sales productivity, today released its first Global Diversity, Equity, Inclusion, and Belonging (DEI&B) Impact Report, which highlights the company’s ongoing commitment to transparency and accountability around its DEI&B efforts.

Report 52

Report Social Media Policies Ideal Customer Profile 52

Mindtickle

SEPTEMBER 14, 2021

Collaborate with marketing and product teams to deliver content and offerings aligned to ICP needs. And all of these performance improvement initiatives cannot operate without a sales performance benchmark. Today Mindtickle announced the launch of its new sales performance measurement product, Readiness Index.

Ideal Customer Profile 99

Ideal Customer Profile Hiring Churn Quota 99

Allego

OCTOBER 12, 2021

Learn how he helps companies “sell quicker, sell for more, or sell for higher valuation” by enabling their sales organizations to increase productivity and accelerate revenue growth. Daniel Perry: “It’s an assessment based on benchmarks or best practices. We establish that benchmark by compiling an all star team.

Ideal Customer Profile 118

Ideal Customer Profile Webinar Metrics Google Territories 118

SalesLoft

JANUARY 24, 2024

How to set achievable goals for your sales team Salesloft published the Salesloft Revenue Benchmark Report early this year. Recommended for you: Mastering KPIs: A guide to fearless team productivity The 4 types of sellers, and how to coach them to success Conversation Intelligence 101: Sales Call Analysis Tools for Managers

Sales Goal 59

Sales Goal How To ACT Report 59

Partners in Excellence

SEPTEMBER 12, 2023

Our benchmarking and continuous improvement efforts focus on looking at ourselves and organizations like us. We must continually look at innovation, but not just in new products and services. ” And too often, when they look around at others or their competitors, who may be similarly complacent and they become collectively blind.

Scale 110

Scale Tools Up-Sell Strategy 110

Zoominfo

OCTOBER 5, 2021

Demand generation is the process of building awareness and interest in a brand’s products and services. Rather, successful demand generation connects a brand’s value proposition to potential customers from the beginning of the buyer’s journey when they first start looking for your product, to the point of purchase and beyond.

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Targets Demand Generation Paid Content 130

Hubspot Sales

MARCH 29, 2019

This dynamic strategy allows businesses to use competitor prices as benchmarks when finding a price for their product. With competition-based pricing, competitors' prices are used as a benchmark. And products are priced at, below, or above competitor prices, rather than pricing based on customer demand or production costs.

Competition 108

Competition Margin Retail Lead Rank 108