SBI

DECEMBER 11, 2012

Do you want to accomplish more in 2013? If you want 2013 to be better–in whatever way you define that to be–you will need to take charge of change. I guarantee you’ll walk away with one or more tools you can implement immediately to start you down the path toward higher achievement in 2013. Do you want to do more?

B2B 50

B2B Software Software Organization 50

Insightly

JANUARY 26, 2024

Salesforce, HubSpot, and Insightly are three prominent customer relationship management (CRM) platforms, each offering unique features and functionalities tailored to diverse business needs. Then, Insightly came along in 2013 and learned from the debuts of each. Salesforce vs. HubSpot vs. Insightly – the eternal question.

CRM 52

CRM Artificial Intelligence Decision-making Management 52

SBI Growth

NOVEMBER 20, 2012

Q: Do you and your organization currently have a defined content marketing strategy? My guess is that the percentage number of 39% will shrink in 2013. Of those who did not have a defined content strategy, nearly 75% are planning to have one in 2013. CMO’s today need to help their organizations understand their customers better.

Marketing 125

Marketing B2C B2B Organization 125

Janek Performance Group: Account Planning

OCTOBER 25, 2023

Altify notes account planning has increased from 36 percent of companies in 2013 to 50 percent today. However, according to Gartner , 51 percent of sales leaders agree account management channels fall short. Clearly, sales organizations need to improve account planning. As sales environments shift, so do organizations.

Account Planning 52

Account Planning Decision-making Communication B2B 52

SBI Growth

MARCH 15, 2013

In two weeks, 25% of 2013 will be behind you. Solving it will help you make your 2013 number. That level is outside the expertise of what your team can manage. At the end of 2013, you’ll need to take ownership of the year. “I It’s critical to your organization’s success this year. Then ask for the additional funds.

Marketing 97

Marketing Organization Sales Management 97

Strategic Communications

NOVEMBER 11, 2021

There is often tension between marketing and sales in many organizations. Shouldn’t these two functions be closely aligned to most effectively achieve the revenue and ROI goals of the organization? In a 2013 Harvard Business Review article , “Why Sales and Marketing Don’t Get Along,” authors Andris A.

Marketing 52

Marketing Co-Creation e-Learning Sales 52

SBI Growth

FEBRUARY 12, 2013

Stefan Captijn with Genesys Labs approached SBI this week with a blog topic. We thought a Q & A blog would add value to quota-carrying sales reps. He currently focuses on Business Applications, such as Workforce Optimization and Enterprise Workload Management. But as a B2B organization, your goal is to satisfy the customer.

Decision-making 125

Decision-making B2B Organization Sales 125

SBI Growth

DECEMBER 4, 2012

A post for Sales and HR leaders to ensure success of 2013’s Sales compensation plan. Fast forward to April of 2013. Ultimately, Sales Managers are the crucial key to any kind of Sales force adoption. World-class HR is a center of excellence for Change Management. Included are 5 actions that HR must take to help rollout.

Sales 117

Sales Prioritization Communication Construction 117

SBI Growth

SEPTEMBER 14, 2012

For HR leaders, a recent Harvard Business Review blog post provides a stark reminder of the difficult challenge of supporting Sales leaders in recruiting top talent. HR can help the Sales leader to improve recruiting results and play a vital role in making the sales number in 2013. Avoid a Myopic Focus. Hot product. Attainable quota.

Value Proposition 125

Value Proposition Sales Leadership B2B 125

SBI Growth

AUGUST 8, 2012

Sign up for our Make the Number Tour if you would like to see how your peers are allocating people, money and time in 2013. Surveyed over 4,500 sales managers. Reviewed over 5,000 documents from with some the world’s best B2B sales organizations. Over the last 12 months we: Surveyed over 10,000 sales representatives.

Marketing 110

Marketing Sales B2B Sales Management 110

SBI Growth

MAY 5, 2013

I reminded Kathy that she’s not focused enough on Lead Management. Kathy was going to pay more attention to the formal management of leads between sales and marketing. The rest of our conversation discussed the top insights most notable for B2b marketers supporting sales organizations. Top Insights.

Marketing 129

Marketing B2B Software Software 129

SBI Growth

APRIL 2, 2013

SKO got your team fired up for 2013 and a new start. Greg Alexander’s blog post yesterday provides some compelling statistics. This blog will cover 4 ways to help you make the number this quarter. This knowledge will impact how you allocate your time and the organizations. Your 2012 finish was below average.

Sales Leadership 127

Sales Leadership Leadership B2B Meetings 127

SBI Growth

NOVEMBER 9, 2012

The 2013 Number came back from the Board for the VP of Sales. Is he bringing value to your organization? It’s great to have someone managing these tasks. 3) Understands Big Data and how to leverage it for insights and organization advancement. Tracking, Measuring, and Managing New Revenue Opportunities.

Sales 121

Sales CRM Organization Management 121

SBI Growth

NOVEMBER 15, 2012

In my last blog post , we covered the P rocess that captures leads & nurtures them until sales ready - Lead Management (Get the Lead Management Best Practices Assessment tool at this event ). We were discussing her goals & challenges heading into 2013. An LDR plays a strategic role in the organization.

Marketing 115

Marketing Organization Management Sales 115

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. Have a conversation with other managers if need be to get a handle on it. There are some ‘B’ Players who have already tapped out and won’t contribute more than they did in 2013. My next blog discusses Landing Top-Tier Sales Talent. Stay tuned.

Sales 120

Sales Decision-making Meetings Organization 120

ReviewTrackers

DECEMBER 10, 2019

Digital Assent, 2013 ). Vitals, 2013 ). Vitals, 2013 ). By claiming a listing on major healthcare review sites, healthcare organizations can increase their online visibility, review volume, and patient acquisition. Institute for Healthcare Policy, 2014 ). American Osteopathic Association, 2014 ). Wellness.com.

Healthcare 53

Healthcare Insurance Government Internet 53

SBI Growth

OCTOBER 22, 2012

If you aren’t able to answer YES to all 3 questions then sign up today for our Q3 Tour Research: How your Peers are allocating People, Time and Money in 2013. By upgrading the team, you have improved his organization. If your having a problem with this, be sure to check out this blog by Ryan Tognazzini. Where do You Stand?

Decision-making 126

Decision-making Meetings Sales Management Management 126

SBI Growth

NOVEMBER 11, 2013

As well, emerging practices from top sales organizations are discussed for 3 key tasks. This no-cost tour presents findings from SBI’s research in 2013. It is the executive in charge of sales at your organization. The tasks can be quickly imported for use as a project management plan. The CSO Search Checklist.

Onboarding 112

Onboarding Sales Decision-making Organization 112

Aepiphanni

JANUARY 5, 2021

A 2013 PwC study supports this finding after conducting a survey among 700 executives. Schoemaker, along with two senior managing partners from Decision Strategies International, Inc. This is the part where open communication can lead to success because being receptive and open to input will help the organization be on the same page.

Leadership 40

Leadership Decision-making Stakeholders Communication 40

SBI Growth

AUGUST 30, 2013

Yet most organizations struggle to generate truly sales-ready leads. In my last blog post , I walked you through the mechanics of account segmentation. In 2013, the number has grown to 65%. See this blog post for Campaign Planning best practices. Leads fuel the revenue engine. Step #1 – Define Your Prospect Universe.

Decision-making 122

Decision-making Publishing Marketing B2B 122

SBI Growth

JULY 8, 2013

Social selling is a technique being adopted by many B2B sales organizations. The Sales Force Effectiveness blog has many posts on this topic. My colleague took his own informal poll on the floor of SHRM 2013. As well, it advises on how to manage controversial issues in social media.

Suppliers 128

Suppliers Media Government B2B 128

SBI Growth

AUGUST 9, 2012

Among all organizations I support, Sales is the most resistant. The 3 reps were not expected to contribute much in 2012, but recovering from this catastrophe will negatively impact 2013 results. Subscribe to blogs and read books about selling. How are your peers contributing to the success of their sales organizations?

Sales Leadership 115

Sales Leadership Leadership Sales Sales Management 115

SBI Growth

SEPTEMBER 13, 2012

Marketing inside-out versus Marketing outside-in should be common terms and concepts for B2B marketing and sales organizations. They have a blog that talks about all of their great offerings. Senior management has great difficulty linking back to results that really matter. They even do social media that says much of the same.

Marketing 113

Marketing B2B Decision-making Advertising 113

SBI Growth

NOVEMBER 23, 2012

It gets great reviews from C-Level executives, marketers and even sales managers. It’s about creating a strong start in 2013. Step 1: Print this blog and bring it to your Marketing team. When properly nurtured, Buyers spend more: “Organizations that nurture their leads experience a 45% lift in lead generation ROI.

Marketing 120

Marketing Sales B2B Meetings 120

SBI Growth

SEPTEMBER 27, 2012

In a preview of the 2013 Content Marketing Benchmark Report by Joe Pulizzi of the Content Marketing Institute , only 36% of businesses believed their content marketing is effective. If you are still operating from the premise the marketing and selling organization knows more than the buyer – it is time to change. What is this number?

Marketing 107

Marketing Decision-making Internet Organization 107

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry. I recently featured a few of Gitomer’s videos on writing sales emails on this blog. Companies spent approximately $2.2B 2) Jill Konrath.

Sales Training 112

Sales Training Sales Publishing Co-Creation 112

SBI Growth

SEPTEMBER 26, 2012

This blog will focus on five ways to reduce the perception of risk associated with your solution. Click here to get free advice on how your peers are planning for a busy Q4 and 2013. In every organization there are fables about people that made a fatal decision. Account management or customer service resources.

Stakeholders 121

Stakeholders Sales Decision-making Account Management 121

ReviewTrackers

FEBRUARY 20, 2019

Digital Assent, 2013 ). Vitals, 2013 ). Vitals, 2013 ). By claiming a listing on major healthcare review sites, healthcare organizations can increase their online visibility, review volume, and patient acquisition. Institute for Healthcare Policy, 2014 ). American Osteopathic Association, 2014 ). Wellness.com.

Healthcare 31

Healthcare Insurance Marketing Government 31

SBI

AUGUST 13, 2013

By the end of 2013 there will be 2.3 This, from Josiane Chriqui Feigon’s new book The Smart Sales Manager: The Ultimate Playbook for Building and Running a High-Performance Inside Sales Team. is a driving force behind the importance of inside sales organizations in today’s modern business world. Customer 2.0

Sales Management 51

Sales Management Innovation Decision-making Organization 51

PandaDoc

APRIL 27, 2018

Whether it is insufficient market research, financial planning, management, lack of social media presence, website or something else, these mistakes all boil down to a lack of planning that can be traced back to the roots of your company: the business plan. Be ready to introduce your management team, any key players, and advisors.

Business Planning 84

Business Planning Investors Advertising Transportation 84

Tenfold

NOVEMBER 29, 2017

If your sales data is causing inaccurate forecasting, then a review of your data input methodologies, sources, and management is necessary. A 2013 study by business services company Experian has found that 91 percent of businesses suffer from data errors. Lately, however, middle management has taken the rein. Causes of Bad Data.

Decision-making 47

Decision-making Sales Leadership Communication 47

Hubspot Sales

JUNE 12, 2018

In a world where prospects didn't know and could not figure out solutions to their own problems via a simple Google search, their favorite blogs, or by posting a question on a social media site, they were reliant on salespeople. Some qualification questions you can ask include: What is your top priority in 2013? This used to work well.

Decision-making 96

Decision-making Value Proposition Internet Publishing 96

PandaDoc

MAY 4, 2022

It also explores other tasks, such as expense tracking, time tracking, management reporting, double-entry accounting, etc. Pros: Since PandaDoc is more than just an invoicing software, its key feature is that you can attain many functions and capabilities other than just invoicing (esignatures, contract management, cloud-based backups, etc.,

Facilitation 52

Facilitation Software Software Finance 52

SBI

OCTOBER 16, 2012

The focus is purported to be on the benefits of big data for B2B sales organizations with an emphasis on social technologies. Top-performing sales organizations harness the collective intelligence of their organizations to shift the selling odds back in their favor. Sales Management. Requires Sales Management 2.0.

Marketing 52

Marketing Procurement Sales B2B 52

SBI

FEBRUARY 5, 2013

You can read articles, blogs, books, and white papers from the best and the brightest experts in the industry. The second set of five declarations will be posted in a follow-up blog post. I will make a definitive decision to outline the key change-factors that are critical and essential to my/our success in 2013.

Decision-making 54

Decision-making Sales Sales Leadership Marketing 54

SmartKarrot

JANUARY 5, 2021

His blog is highly credited as one of the richest sources of actionable information and guidance on Customer Success and SaaS growth. he has been supporting the customer relationship management professionals and teams for over decades now. Rick Adams. Peter Armaly. James Scott. Jay Nathan.

Customer Success 21

Customer Success Leadership Customer Experience B2B 21

SBI

FEBRUARY 12, 2013

This Thursday , I’ll be co-presenting on DocuSign ’s Webinar: 10 Ways to Utilize Social Selling in 2013 where you’ll learn 10 ways you can leverage social selling across your team. Follow Nancy on Twitter @sellingtools or subscribe to her Tool Talk blog. Nancy can be reached at 916-596-3035.

B2C 54

B2C Communication Media Software 54