SBI Growth

NOVEMBER 11, 2012

The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. Invest two hours reviewing best practices by registering for the Make the Number Tour. Embrace Direct Content Marketing to make sure that it is not executed as a stale interruption media. Direct Content Marketing is born. No worries.

Marketing 127

Marketing Acquisition B2B Communication 127

SBI Growth

JANUARY 21, 2013

Businesses are talking about making interntal investments. Here are the biggest threats to the CSO in 2013. After she provided the final price, the decision maker called her solution “the safe bet”. The consensus on Wall Street is a strong 2013. At SBI, we’ve seen very aggressive quotas and targets for 2013.

Internet 97

Internet Acquisition Software Software 97

SBI Growth

SEPTEMBER 2, 2012

Sales Operations Leaders aren’t making data meaningful today. Developing a holistic understanding of the customer and looking at the world from an outward-in perspective will make data analysis truly meaningful. To help perform this type of analysis, Register for Make The Number and receive the Ride Along evaluation form.

Decision-making 107

Decision-making Sales CRM Software 107

Tenfold

AUGUST 16, 2017

We, in turn, can make more accurate decisions based on AI information. We see it in something as basic as automatic photo-tagging on Facebook, a process developed by Yann LeCun for the company in 2013. In the same we, we can expect AI to be applied further in business, particularly in decision-making.

Artificial Intelligence 82

Artificial Intelligence Decision-making Financial Services Retail 82

SBI Growth

OCTOBER 31, 2012

If this story sounds familiar, here’s how you can make a difference. One exec told me, “You can’t make your career by speaking up. Convince your company to base decisions on metrics. There are leaders like Robert in most large companies. If you decide to try, act quickly. 1 - Start the conversation. This is the hardest part.

Negotiation 113

Negotiation Shareholders Business Services Decision-making 113

SBI Growth

AUGUST 23, 2012

Here it comes, the 2013 budgeting process. On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. Get a copy of my 5 Step Sales Strategy Decision Tool here to give you the answers you’re looking for in the shortest amount of time.

Sales 117

Sales Decision-making Prioritization Sales Training 117

SBI Growth

MAY 12, 2013

As Sales Ops leaders, you need to trust your data in order to make crucial decisions. I’ll change the expected close date because the decision maker needs two more weeks. Is the decision maker waffling because he is not ready to buy? Download the Top of Funnel Metrics for 2013. So is your funnel accurate?

Brainstorming 117

Brainstorming Decision-making Sales Management 117

SBI Growth

JANUARY 2, 2013

But you can excel in 2013 because of your shortcomings in 2012. And with these answers come chances for improvement in 2013. It’s easy to make talent decisions based more on gut reaction than facts. Go out of your way to make sure they are happy and do not lose them. “B” There’s nothing you can do to change it.

Sales Leadership 107

Sales Leadership Decision-making Sales Leadership 107

SBI Growth

JULY 19, 2013

This question comes as a natural follow up to most decisions. Whenever you make change, risk is sure to follow. And how will I reach it if I can’t even make this year’s number?”. Either way, your 2014 number will outpace 2013. What changes will you make to reach next year’s number? Make your changes wisely.

Brainstorming 118

Brainstorming Decision-making Organization Sales 118

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Yet many reps struggle to get that critical first meeting with a decision maker. Social Selling training budgets increased 48% in 2013. The best sales & marketing leaders are leveraging social selling to make the number. Make it easier for them.

Marketing 128

Marketing B2C Publishing Decision-making 128

SBI Growth

AUGUST 1, 2013

We’re nearly 60% through 2013. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute." Daily, your reps are faced with important decisions about how they spend their time. With no increased budget and only five months remaining in 2013, efficiency is needed.

Prioritization 127

Prioritization Brainstorming Sales Profitability 127

SBI Growth

FEBRUARY 12, 2013

Did the new sales process influence your decision to pull out of the deal? 3) What were the deciding factors that lead to your decision to pull out of the deal? 3) What were the deciding factors that lead to your decision to pull out of the deal? 4) How will the loss of this deal affect you making your number in 2013?

Decision-making 125

Decision-making B2B Organization Sales 125

SBI Growth

NOVEMBER 13, 2013

Discover insights and market trends from SBI’s research in 2013. Make sure the organization’s goals are understood throughout the different sales teams. Making decisions cold in the middle of a potential crisis is challenging. Discover insights and market trends from SBI’s research in 2013. Author: Mark Synek.

Communication 121

Communication Decision-making Marketing Meetings 121

SBI Growth

NOVEMBER 4, 2013

Less than 60 days remain in 2013. Over these remaining weeks, conversations with SVP-Sales have focused on 3 areas: What can I still do to Make the Number in 2013 ? How should I be preparing to Make the Number in 2014 ? As 2013 winds down, 2014 naturally ramps up. Make this known to all of this year’s speakers.

Decision-making 118

Decision-making Organization Sales 118

SBI Growth

NOVEMBER 24, 2012

You still have time before 2013 to fix any blatant disconnects. The post offers tools to make longer-lasting corrections, too. Making the Connection. Each persona involved in the buying decision can have different motivations. Some buyers complete 57% of their decision process without help from a sales rep.

Sales 107

Sales Decision-making Customer Value Value Selling 107

SBI Growth

OCTOBER 20, 2012

HR leaders, get ready for the 2013 Sales Kickoff by fixing the flaws in your compensation plan today. Do you run the risk of making a costly mistake? Be sure before you make an investment with the wrong firm. And get your hands on a Competency Grader for compensation assesement providers as part of SBI's "Make The Number 2013.".

Decision-making 107

Decision-making Software Software Sales 107

SBI Growth

NOVEMBER 14, 2012

You’re at a point in the year where you are discussing 2013. Now is the perfect time to approach the subject when you’re in discussions regarding quota, compensation and 2013 goals. If you want to succeed, your 2013 strategy can’t simply be “Sell more,” or “Sell better.” The thought process isn’t to just “make more sales.”

Interpersonal Skills 120

Interpersonal Skills Negotiation Sales Decision-making 120

SBI Growth

MARCH 17, 2013

An athlete trains to make it to the pros, yet must continue to train to remain. In the past year we’ve seen the following new advances that impact marketing strategy; Buyer Process Mapping (BPM) to the micro-decision. To hit your number for 2013 you may need to evolve. Crush Your Number in 2013. Ecosystem planning.

Marketing 125

Marketing Media Innovation Decision-making 125

SBI Growth

OCTOBER 12, 2012

What does utter and complete professional success look like from your perspective in 2013? When we posed this question to CEOs, many answered with one of the following: Make the revenue goal. Consulted – Who gets consulted before decisions are made? Informed – Who gets a “heads up” when a decision is made.

Decision-making 113

Decision-making Facilitation Meetings Organization 113

SBI Growth

AUGUST 17, 2012

Well… according to a Sirius Decisions study, 80% of leads classified as ‘Not Qualified’ by the Sales Force end up purchasing from their company or a competitor within 24 months. Want to know what marketing leaders are going to do differently in 2013? That’s a staggering number! Think of the lost revenue. Defining a Lead.

Decision-making 97

Decision-making Marketing Media B2B 97

SBI Growth

DECEMBER 13, 2012

They only report history and offer little predictive insight to make course corrections. Hiring and retention decisions are critical to Sales 2.0 Your choice of metrics will make the difference. The New Year is the perfect time to make a change. Identify new forward-looking metrics for 2013.

Sales 113

Sales Sales Leadership Decision-making Organization 113

SBI Growth

NOVEMBER 22, 2012

Customer/prospect segmentation is a key first step in making wise allocation decisions. The third of four regional stops to nail down 2013 budgets for the Sales EVP and the CFO. How do you balance this all and make the right decisions for the organization? Make it Pay Off. It’s a tight spot you’re in.

Decision-making 115

Decision-making Sales Management Prioritization Meetings 115

SBI Growth

AUGUST 30, 2013

Register here for SBI’s 7 th Annual Research Project and find out how your World Class peers plan to make the 2014 number. Most complex purchasing decisions are made by a group. The group or Buying Decision Team typically consists of: Ultimate Decision Make r – Final approval of the decision. Don’t skimp.

Decision-making 122

Decision-making Publishing Marketing B2B 122

SBI Growth

NOVEMBER 4, 2012

Before 2013 starts, now is the time to identify Buyer compelling events. For existing customers, make it a part of the Account Management phase of the Buyer Process. Understand the ways in which the purchase decision will impact the decision-maker. Understand happens if the decision-maker fails to make a decision.

Decision-making 117

Decision-making Account Management Sales Management 117

SBI Growth

NOVEMBER 10, 2013

Discover insights and market trends from SBI’s research in 2013. Personas help the sales team understand why buyers make purchase decisions. Interview prospects, customers and lost/no decision opportunities. Make sure you focus on the buyer’s goals, obstacles, fears and how they are measured. Buyer Process Maps.

Marketing 124

Marketing Decision-making Sales Media 124

SBI Growth

NOVEMBER 3, 2013

In a 2013 study by IBM, 33% of CEO’s are out of touch with customers. Selling time is wasted on deals that result in no decisions and lost opportunities. Moreover, why they make buying decisions? Micro Decisions - Questions the buyer will ask himself in specific phases of their buying decision. Who they are?

Decision-making 122

Decision-making Internet Facilitation Organization 122

SBI Growth

AUGUST 29, 2012

If you’re allowing the HR team to drive Sales Compensation strategy and design you could be making a serious mistake. This is about making sure your sales goals are clearly represented. The VP of Sales must own the decision on who will be determining sales compensation. This blog is NOT about the capabilities of our HR brethren.

Decision-making 102

Decision-making Sales Stakeholders Organization 102

SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” Now you must make the number with less than a full team. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Trying to make your number without a full budgeted sales headcount is difficult.

Decision-making 130

Decision-making Sales Management Sales Management 130

SBI

DECEMBER 18, 2013

For me personally, I was honored to get a Silver award for best Sales Blog Post of 2013. Since 2013 is coming to a fast close, I thought I would offer some of our most popular posts here, including the one that took the silver. Why Your Focus on Quota is Killing Revenue Growth (Silver medal winner for best Sales Blog Post of 2013).

CRM 54

CRM Construction Internet Decision-making 54

SBI

DECEMBER 18, 2012

You still need to talk with the right prospects, at the right time, about the right things, so they can determine whether you have the right solution, in order to make a purchase decision. And we have big plans for 2013. Selling, in many ways, is not much different from what it’s always been.

Decision-making 51

Decision-making CRM Software Software 51

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. Before you really make any decisions, start with these questions: What are my key strategic initiatives for 2014? There are some ‘B’ Players who have already tapped out and won’t contribute more than they did in 2013. Your thoughts should now turn to 2014.

Sales 120

Sales Decision-making Meetings Organization 120

SBI Growth

JULY 13, 2013

You will get a view to what others are doing to make the number. Result - Americas didn’t make the number. They stacked hands that 2013 was going to be the year of the Americas. Acme won the fourth and the fifth went to no decision. One of Paul’s gifts was his ability to make the complex problem seem simple.

Decision-making 124

Decision-making B2B Sales Leadership Sales Management 124

SBI Growth

FEBRUARY 11, 2013

Operations data has not been properly leveraged - Are you tracking the metrics that drive results in 2013? You held that responsibility because you made informed decisions based on compelling data. Is the CSO turning to you to make the numbers meaningful? The CSO will see Ops as credible and integral in future decision-making.

Sales 133

Sales Decision-making Finance Marketing 133

SBI Growth

OCTOBER 22, 2013

This no-cost tour presents findings from SBI’s market research in 2013. Are you making your quota? What percentage does your quota make up of the company’s number? These trends can often help make your case stronger. Determine if it’s Time to Make a Switch: Industry and company trends may work for or against you.

Sales 120

Sales Decision-making Marketing Organization 120

SBI Growth

NOVEMBER 19, 2012

You are preparing for 2013. What if they make a hasty decision and go to greener pastures? Will you have any chance of hitting the number in 2013? You will be focused on making the number. We will discuss a systematic approach to annual quota planning. Every year rolling out new expectations is challenging.

Sales 110

Sales Decision-making Communication Organization 110

Red Star Kim

NOVEMBER 9, 2023

What is the informal decision-making process? link] There’s advice to jump your uncertainty gaps by decision-making and actions which involves risk. Strategy is a stream of decisions and actions”. He notes that your optimism (or pessimism) will impact decisions as well as ability to make fast decisions.

Strategic Thinking 147

Strategic Thinking Decision-making Innovation Facilitation 147

SBI Growth

AUGUST 28, 2012

In your next board meeting, they will ask what you will do differently to make the number in 2013. If you are making a hiring decision on product knowledge, you’re deciding on something that will be irrelevant in less than 6 months. People set rules to keep from making decisions.”. Author: Ryan Tognazzini.

Decision-making 107

Decision-making Leadership Publishing Sales Leadership 107