Building Shareholder Value with CRM: White Paper Review - Workbooks CRM

Sales Lead Management Association

In few words, but loaded with meaning, Workbooks created a document that reminds senior management that CRM systems aren’t just for sales or marketing people. CRM systems inform and affect shareholder value. White Paper Reviews

Your Data and Governance Processes Are Slow and Inefficient, What Now?

Sales Benchmark Index

Article Corporate Strategy business intelligence ceo chief executive credible CRM data dataset ERP intelligence make your number michael garcia real time SalesForce SBI's PDF Workbook SBI's Workbook SQL

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

4 Elements of Superior Customer Success and Customer Experience

Sales Benchmark Index

Article Corporate Strategy Sales Strategy 2019 better outcomes Competitive Advantage cs customer experience customer success CX Dan Bernoske experience to outcome experience:outcome measure CX sbi workbook

It’s Not Working Out…When to Break-Up with Your Creative Agency

Sales Benchmark Index

Article Marketing Strategy 5 criteria agency agency management agency management workbook break up budget cody sparks five criteria know when to fold 'em Marketing poor agency management professional relationship workbookA significant portion of a marketing budget is spent with agencies. Yet, often these agencies do not contribute to your revenue growth. This is the result of poor agency management. Be sure to hold every agency accountable to a business.

A Success Story

Sales Benchmark Index

Article Corporate Strategy SBI for Private Equity SBI for SMB 2018 planning 2018 workbook b2b sales best practices emerging best practices growth faster than industry how to make your number revenue growth success story workbook

Gain a Competitive Edge Through a Successful Pricing Strategy

Sales Benchmark Index

Do you know who your competitors are? What makes them a competitor? Why do buyers choose their product over your own? Buyer perception is everything. By understanding and influencing buyer perception, you can increase the willingness to pay and capture.

Lead Management – Enabling Your Sales Team with Technology

Sales Benchmark Index

Traditional CRMs are excellent at optimizing opportunity management, but their lead management functionality is often lacking due to the ad hoc nature of lead management. This results in BRD teams tracking their prospecting activity outside of the system in a.

If You Are Not Doing Customer Success Launch Planning in September, You Are Behind

Sales Benchmark Index

Article Marketing Strategy Sales Strategy 2019 benchmark ceo ceos changes client client experience coach coordinate big changes together as a team cs CX CX/CS design changes peers performance publish a plan seek to improve team together workbook

Your First 100 Days as a CEO

Sales Benchmark Index

Corporate Strategy Podcast Business Strategy head of sales industry interactive workbook make your number Matt Sharrers merging methodologies money organization revenue growth revenue growth diagnostic Sales Benchmark Index sbi The Studio

Don’t Let Your A-Players Run the Coop—Retain Top Talent with World-Class Talent Programs

Sales Benchmark Index

talent talent acquisition talent assessments talent programs talent support The Studio training turnover unemployment workbook year in the life yiloUnemployment is at record lows, and the job market for talent has never been hotter.

Your Pricing Strategy Is More Than a Plan for New Logos—Why Renewals Matter

Sales Benchmark Index

Article Pricing Strategy Uncategorized 2020 ABM Account Based Marketing amazon annual planning b2b B2C business business blog business growth chris jenkins consultant consulting blog cross-sell cs customer success discounting existing customer make the number make your number Marketing new logo Price pricing strategy prime purchase renew renewals revenue growth revenue growth workbook revenue retention RGM saas sales Sales Force SBI blog subscription top articles upsell versioning

The CRO’s Role in Merging Two Sales Organizations

Sales Benchmark Index

Returning to join our CEO, Matt Sharrers, in The Studio is JD Miller, Chief Revenue Officer for Motus. Previously, JD unpacked his successful transformation of the sales organization at Bravo Solutions. In today’s episode, Matt and JD demonstrate how to integrate.

A Product Platform Empowers Your Organization and Unlocks Customer Value

Sales Benchmark Index

A Platform elevates your offerings from merely functionally adequate to a driver of an emotional bond with your customers. To get there, you must set the standard across four key facets of your organization: Product Management Operations Human Resources Customer Success and Customer Experience.

Increase the Impact of Customer Success by Mapping the Customer Journey

Sales Benchmark Index

Joining us on SBI TV is Bernie Kassar, Chief Customer Officer for Xactly Corp. Bernie pioneered the field of Customer Success as one of the first SVP’s of Customer Success five years ago. And in today’s show, Bernie gives seasoned.

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.

Overcome the Early Success Trap to Solve Your Product-Market Fit

Sales Benchmark Index

The following is very much based on a true story – a sad but true story from early 2019. In a company’s first meeting, their CMO announced that they were building a big brand – just like Theranos. Just from.

Maximize Valuation with the Right Level of Inorganic Growth

Sales Benchmark Index

Corporate Strategy Video acquisition goals acquisition investments caliber collision ceo create core conpetencies inorganic acquisitions inorganic growth inorganic growth investments internal resourcing organic growth SBI Workbook Steve GrimshawOur guest today is Steve Grimshaw, the Chief Executive Officer for Caliber Collision. Steve has built an incredible business through both organic and inorganic growth.

Focus on the Real Drivers of Revenue Growth

Sales Benchmark Index

Matt and Bryan use the How to Make Your Number in 2018 Workbook to share emerging best practices. Joining us for today’s show is Bryan Adams, the co-founder and Managing Partner for Integrity Marketing Group. Access the latest hbspt.cta.load(23541, 'b3b0ba05-3172-4e97-8fd8-29d6273cafc2', {}); Corporate Strategy Podcast Uncategorized ceo chief executive officer revenue growth

How Product Development and Sales Can Work Better Together

Sales Benchmark Index

To follow along, download our 10th annual workbook, How to Make Your Number in. Our expert practitioner today is a Chief Technology Officer who knows a thing or two about the science of understanding buyer behavior to accomplish a product-market fit. Product Strategy Sales Strategy Video b2b sales chief technology officer cto market product development product management product-market fit sales

CRO Dave Wirta: Getting New Sales Reps Productive Quickly

Sales Benchmark Index

To help you capture the key points, download our 10th annual workbook, How to Make Your Number in 2017 and turn to. Today’s topic is how to improve the efficiency of a sales team by getting new hires productive quickly. Marketing Strategy Video b2b sales new rep onboarding new sales rep productivity onboarding program sales onboarding

Which Markets to Pursue and Which to Avoid Like the Plague

Sales Benchmark Index

As a guide, download our 10th annual workbook, How to Make Your Number in 2017. Today’s article is a demonstration on how to determine which markets to compete in and which markets to avoid. Turn to the Markets phase on pages. Article Corporate Strategy chief operating officer market segment market segmentation markets to avoid markets to compete

Generating Revenue with Hyper-Targeted Marketing Campaigns

Sales Benchmark Index

To follow-along, download our 10th annual workbook, How to. Today’s topic is how to capture attention with great marketing campaigns. Campaign budgets are limited and these campaigns need to generate revenue. We will demonstrate how to generate a return on the campaign dollar. Marketing Strategy Video b2b sales Corporate Strategy sales strategy strategic alignment

Prevent a Revenue Miss – Take a Closer Look at Your Territory Alignment

Sales Benchmark Index

As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in. Today we’re going to discuss territory alignment and demonstrate how to balance customer requirements, company revenue expectations and sales rep workload to grow revenues. Podcast Sales Strategy revenue objectives sales sales leader sales operating plan sales strategy sales territory strategy territory alignment territory design workload

Moving Beyond SMART Goal Setting

Increase Sales

The Results Tool (a goal setting worksheet) is part of this goal setting workbook that includes a proven goal setting process based upon WAY SMART goal criteria. Self Improvement goal setting workbook goal setting worksheet smart goal smart goal setting Years ago I read that Peter Drucker was the author of SMART goal setting criteria. I had also read that Zig Ziglar was also the author. Regardless of whom established these criteria, they have been around for well over 30 years.

The B2B Marketer’s Holy Grail for Customer Marketing

Sales Benchmark Index

We leveraged the SBI annual workbook to guide our conversation. Joining us for today’s show is Jennifer Arnold, a marketing executive who knows a thing or two about generating revenue. Today’s topic is customer marketing and how to grow revenues from existing customers.

B2B 239

The Capabilities of the Executive Team Will Make or Break Your Transformation

Sales Benchmark Index

As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017. Today in this post we will demonstrate securing and retaining the right talent for a transformation. Consistent quarterly performance depends on the right talent. Corporate Strategy Video business model transformation evaluating talent Executive team talent retaining talent right talent sales transformation Securing talent Selecting talent

Use a Proprietary Sales Process to Win More Deals

Sales Benchmark Index

To follow along, download our 10th annual workbook, Article Corporate Strategy Sales Strategy SBI on Demand sales and marketing sales leaderI recently interviewed Loren Brockhouse, a Senior Vice President of Global Sales who knows how to Make the Number. Today’s topic is about winning more deals, winning bigger deals, and winning them faster.

The 10x Value of an “A-Player” Sales Leader

Sales Benchmark Index

Consider exploring our 10th annual workbook, which codifies emerging best practices. SBI research findings indicate that “A-Player” sales leaders produce 10x more revenue than “C-Player” counterparts. They combine strategy and execution flawlessly, enabling their sales teams to consistently make the number. Corporate Strategy Magazine Sales Strategy talent strategy

Cover the Market Completely with Direct and Indirect Sales Channels

Sales Benchmark Index

To follow along, download our 10th annual workbook, How to Make Your Number in 2017. Today’s show will demonstrate how to cover the market completely with both direct and indirect sales channels. Flip to the sales strategy section of the PDF and review the. Sales Strategy Video Channel Approach channel optimization Channel Strategy Sales Channels select channel partners

The Downside of a Lone Wolf Sales Culture

Sales Benchmark Index

As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017. Today in this post we will demonstrate how to build high performance sales cultures where sales talent thrives. Turn to the sales strategy. Sales Strategy Video leadership positions lone wolves Sales culture sales leadership sales organization sourcing talent team sport

Evolve Your Strategy to Stay Ahead of the Market

Sales Benchmark Index

As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017. Today in this post we will demonstrate how to evolve your strategy to stay ahead of the market. Turn to the corporate strategy section that. Corporate Strategy Video ceo strategy chief executive officer evolve strategy jeff ray market expansion market share stay ahead

How to Implement Account Based Marketing

Sales Benchmark Index

To follow along, download our 10th annual workbook, How to Make Your Number in 2017. Today’s topic is how to execute Account Based Marketing. While B2B account marketing has been around for years, we discuss the modern techniques required for success. Turn to. Marketing Strategy Podcast ABM Account Based Marketing b2b marketing Demand Generation how to implement ABM key accounts

Selecting the Best Markets to Compete and Win

Sales Benchmark Index

As a guide to the discussion, download our 10th annual workbook, How. Today’s show will demonstrate how to determine which markets to compete in and which markets to avoid. We discuss market selection and the type of sales reps required to compete. Corporate Strategy Video competitive strategy demand drivers markets sales reps

The Secret Sauce for Sales Enablement

Sales Benchmark Index

As a guide to the discussion, download our 10th annual workbook, How to Make Your Number in 2017. Today we’re going to demonstrate how to drive revenue per sales head up, and time to productivity for new sales hires down. Corporate Strategy Marketing Strategy Podcast Sales Strategy SBI on Demand sales enablement sales methodology sales productivity sales strategy sales training secret sauce

Territory Alignment: The Right Resources in the Right Place

Sales Benchmark Index

To follow along, download our 10th annual workbook, How to Make Your Number in 2017. Our show today demonstrates how to balance customer requirements, company revenue expectations and sales rep workload to grow revenues. Turn to the Sales Strategy section and flip. Corporate Strategy Marketing Strategy Product Strategy Sales Strategy SBI on Demand Video allocating territories misalignment sales sales patch territory alignment territory design

Transition to a Scientific ROI on Marketing Campaigns

Sales Benchmark Index

As a guide to the discussion, download our 10th annual workbook, Article Marketing Strategy B2B marketing campaign campaign proforma campaign ROI marketing attribution marketing roiThe goal of today’s article is to make marketing scientific. Proving a marketing budget ROI is a priority as marketing leaders guide your teams to shift from art to science.

Cracking the Competitive Advantage Code with Customer Experience Differentiation

Sales Benchmark Index

As a guide to the conversation, download our 10th annual workbook, How to Make Your Number in 2017. Today’s topic is understanding how to make the customer experience a competitive differentiator. Turn to the customer experience design phase on pages 130. Podcast Product Strategy customer experience design customer experience management Customer Experience rep customer strategy

Win More with a Sustainable Customer Experience Advantage

Sales Benchmark Index

As a guide to the conversation, download our 10th annual workbook, How to Make Your Number in 2017. Today’s article is focused on how to make the customer experience a competitive differentiator. Turn to the customer experience design phase on pages. Article Product Strategy Competitive Advantage competitive differentiation customer experience design cx design product management Product Roadmap

Crush Your Number with the Right Compensation Plan

Sales Benchmark Index

To follow along download our 10th annual workbook, How. Joining us for today’s show is Eric Schwab, a Chief Revenue Officer who knows a thing or two about revenue growth. Today’s topic is incentive compensation planning to hit your revenue goal. Corporate Strategy Sales Strategy SBI on Demand Video sales leader

Secrets to Understanding Buyers through Buyer Data Planning

Sales Benchmark Index

To follow along, download our 10th annual workbook, How to Make Your Number in 2017 and turn to the. Today’s topic is how to learn who you buyers are, how they make purchase decisions, and why they will choose you over your competitors. Marketing Strategy Video Buyer Data Planning buyer preferences buyer research Buyer Segmentation buyer's journey

Buyer 152