SBI Growth

JANUARY 18, 2013

Talent management is a top priority for HR leaders who support sales organizations. During the interview, I was surprised to hear the biggest HR challenge for 2013. The sales force is tentative - 2013 will be a repeat of 2012. Recruiting is critical. So too is talent development; maximizing the potential of human capital.

Decision-making 117

Decision-making Sales Leadership Sales Leadership 117

Holden Advisors

FEBRUARY 8, 2022

These findings are on the heels of a 2013 global CX study from Oracle finding that 97% of executives believe that delivering a great customer experience is critical to their business advantage and results. In addition, Daniel Newman, CEO of Broadsuite Media Group reported that 86% of customers are willing to pay more for a better experience.

Customer Experience 312

Customer Experience B2C Publishing B2B 312

SBI Growth

OCTOBER 11, 2012

Sales teams are getting their 2013 numbers. 2013 results will uncover some long-hidden flaws in the sales force. This is known as Talent Management. Guide the Sales Managers on how to effectively coach C players. For one thing, coaching of C players should NOT be more than 10% of a Sales Manager’s time.

Sales 102

Sales Sales Leadership Onboarding Leadership 102

SBI Growth

OCTOBER 29, 2012

Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. That would make 2013 worse than this year! The sales force did not have the right culture of hunter reps and aggressive sales managers. Managers do what it takes to get as many people into the club as possible. What can be done?

Sales 101

Sales Sales Management Account Management Media 101

SBI Growth

DECEMBER 15, 2012

At this point in the year, you are prepping for SKO 2013. The New 2013 sales strategies are presented. How do you Get your AEs to Stop Grumbling about 2013? The best way to do this is to undertake a comprehensive time management / time optimization plan. Achieving world class AE time management is a process.

Sales 97

Sales Meetings Organization Management 97

SBI Growth

JANUARY 25, 2013

5 Traits You Need to Be an ‘A’ Player in 2013. Somehow they’ve managed to exist, oftentimes for years, without hitting the number. As a sales rep, every so often you must ask yourself the question: Are you aiming for the bull’s-eye…or wearing it? This article will help you figure this out, as well as identify next steps.

Digitalization 127

Digitalization Sales Organization Management 127

SBI Growth

AUGUST 15, 2012

He validates his findings with quick 5-min calls to sales managers and reps. Brutus can then build a financial model to determine the most efficient and effective way to cover the marketplace and make the number in 2013. This is taking information and driving insight that the VP of Sales needs to effectively make the number in 2013.

Transportation 97

Transportation Sales Marketing Organization 97

Red Star Kim

SEPTEMBER 14, 2023

So here’s the spotlight on Richard Chaplin, PM Forum and Managing Partners’ Forum. That would give anyone great insight into leadership and management. He then created both the PM Forum and Managing Partners’​ Forum – two key membership groups in professional services. Richard Chaplin and I speak almost every week.

Management 130

Management Leadership Innovation Government 130

SBI Growth

NOVEMBER 16, 2012

Best-in-class Lead Management programs provide sales with more than 50% of all leads. A post by my colleague Vince Koehler explores ownership of the Lead Management function. For Lead Management , there are not so many choices, but Marketing consulting firms do exist. Be involved with the 2013 sales compensation planning.

Marketing 107

Marketing Sales Management Organization 107

Red Star Kim

AUGUST 11, 2022

I have reviewed several books on change management (see the list below) to support those attending training workshops on change management. The standard describes the knowledge, established norms, processes, tasks and skills necessary for change management practitioners. Organizational alignment and change management.

Management 130

Management Stakeholders Digital Transformation e-Learning 130

SBI Growth

SEPTEMBER 2, 2012

Interviewed VP of Sales, Product Leaders, and Sales Manager to understand what they were seeing in the market. Also make sure you sign up for our Make The Number Tour: How Your Peers Are Allocating People, Money and Time in 2013. Analyzed win/loss reason our reps fill out in CRM. Organizations doing these things aren’t poor performers.

Decision-making 107

Decision-making Sales CRM Software 107

Red Star Kim

JUNE 27, 2023

At the recent PM Forum online workshop on campaigns, thought leadership and project management there were 17 delegates from legal, accountancy and insolvency firms located in London, Belfast, Sutton Coldfield, Manchester, Newcastle, Cambridge and Dubai. Take time to scope Scoping is a key aspect of project management.

Leadership 130

Leadership Management Stakeholders Communication 130

Jeffrey Gitomer

JUNE 11, 2013

The post Jeffrey Gitomer – Named one of the Top Sales & Marketing Influencers for 2013 appeared first on Jeffrey Gitomer’s Sales Blog. Sales Sales Management Success Jeffrey Gitomer Sales Training sales sales blog sales training sales training program top sales trainer'

Marketing 78

Marketing Sales Training Sales Sales Management 78

SBI Growth

OCTOBER 31, 2012

Then, as sales manager, he turned around a struggling team. Ops managers insisted on “helping” interview prospective sales reps. Ops managers thought sales reps were overpaid. In reality, field managers use “policy” to obstruct deals they don’t agree with. At 34, Robert was younger than most of his counterparts.

Negotiation 113

Negotiation Shareholders Business Services Decision-making 113

The SAMA Podcast

SEPTEMBER 23, 2024

Joining us on today's episode is Ron Davis, Executive Vice President and Global Head of Customer Management at Zurich Commercial Insurance. With over 30 years of experience in the industry, Ron has implemented customer management best practices across Zurich's commercial insurance business, making significant contributions to the field.

Account Management 104

Account Management Insurance Management 104

The SAMA Podcast

SEPTEMBER 23, 2024

Joining us on today's episode is Ron Davis, Executive Vice President and Global Head of Customer Management at Zurich Commercial Insurance. With over 30 years of experience in the industry, Ron has implemented customer management best practices across Zurich's commercial insurance business, making significant contributions to the field.

Account Management 104

Account Management Insurance Management 104

Red Star Kim

JANUARY 5, 2023

I’ve summarised some of the main “back to basics” themes emerging from discussions: Referrer Management Strategies – Rationale and Challenges. Rationale – Key reasons to develop referrer management strategies . For some services, referrer management is the only effective strategy. . Observe the Pareto principle.

Management 130

Management Media Key Account Management Communication 130

SBI Growth

APRIL 3, 2013

You are counting on your product marketing manager for a successful launch. Is your product manager creating content the same way they did back in the 80’s. The new product launch is around the corner. Are they up to the task by using a Buyer’s Process Map as their content guide? The cornerstone is a Buyer’s Process Map.

Prioritization 120

Prioritization Marketing Communication Management 120

Red Star Kim

MAY 11, 2023

This post reviews the core material covered in Managing Brands Chartered Institute of Marketing (CIM) professional qualification (Level 6 elective New CIM professional marketing qualifications – 2020 (kimtasso.com) ) and the Cambridge Marketing College’s Marketing Manager Apprenticeship – a Level 6 Qualification (kimtasso.com).

Management 130

Management Co-Creation Publishing Leadership 130

SBI Growth

JANUARY 6, 2013

How many changes do you have lined up for your sales organization to start 2013? 3 Keys to Navigating Change Management in Sales. Are you changing the compensation plan? Are you changing account or territory assignments ? What about quotas ? Are you changing the sales process ? Leverage the Power of Inclusion. How did it make you feel?

Management 127

Management Sales Organization 127

Red Star Kim

DECEMBER 19, 2023

So where accidents happen there is an opportunity for personal injury solicitors who manage complex cases. Media coverage was obtained in The Guardian, realbusiness, People Management, CityAM and Changeboard (a global HR community). The campaign was part of an exciting project 7BR announced in 2022.

Media 130

Media Insurance Marketing Emotional Intelligence 130

DemandFarm

NOVEMBER 18, 2024

Trust is the glue that binds relationships in Key Account Management (KAM). But what about the platform key account managers use to nurture these relationships? This certification marks a significant milestone in our journey, in addition to our existing ISO/IEC 27001:2013 and ISO/IEC 27001:2019 certifications.

Key Account Management 52

Key Account Management Account Management Software Software 52

SBI Growth

NOVEMBER 20, 2012

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. I am predicting to get on the same level playing field in 2013; CMO’s and marketers will need this entrance ticket. Effectiveness. Expertise and Hiring.

Marketing 125

Marketing B2C B2B Organization 125

Red Star Kim

MARCH 4, 2024

Many people have suffered at the hands of a line manager who wants to know in detail what is happening and to control everything. But there are potentially several reasons for this behaviour – some to do with your manager, and some to do with you. So what do you do when your boss is a micro-managing control freak?

Management 147

Management Communication Leadership Digitalization 147

SBI Growth

NOVEMBER 3, 2012

Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? Your peers told us what they are doing during this event and how they are prioritizing for the 2013 sales strategy inside their regions. Question : What Sales Productivity Problem should you Fix in 2013? H ow to Sequence.

Prioritization 113

Prioritization Sales Training Sales Management Management 113

SBI Growth

MAY 12, 2013

Your managers and reps focus on them and you track progress weekly. Time starved managers give crucial hours to these opportunities. At a sales meeting, Manny the Manager posed this question to his team: “How is our average Opportunity Close Ratio 80%? Or her manager simply prefers to focus on these opportunities.

Brainstorming 117

Brainstorming Decision-making Sales Management 117

SBI Growth

DECEMBER 2, 2012

How will you be different in 2013 with your selling efforts? In order to improve in 2013, you need to know where to focus your efforts. These are the calls when you bring a manager, sales engineer, or other company resource along to support your efforts. Do you have prospects that are dragging you down? Do you even know?

Prioritization 124

Prioritization Organization Sales Management 124

SBI Growth

AUGUST 10, 2012

It might be appropriate for product management to own this. Product managers are the experts. What should product management do to enable the sales force? Your sales team needs this from you to make your product launch in 2013 successful. 2013 is around the corner. They don’t know how to do it. Start with them.

Sales 107

Sales Manufacturing Marketing Management 107

Red Star Kim

JUNE 15, 2023

At the start of June I had the pleasure of leading PM Forum ’s “Towards KAM (and ABM) – Helping fee-earners with client relationship management” online workshop. Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum. Others may find that the M&BD team is responsible for research.

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

SBI Growth

AUGUST 6, 2012

The Sales Leader is about to receive the 2013 Revenue Number. It is your job to equip sales management with these figures. If you value the above data points, then you know the impact of accurately allocating people, money and time to making the number in 2013. Is the above what you can expect for your 2013 goals?

Banking 126

Banking Sales Financial Services Profitability 126

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. Download the Sales Manager Competencies and Example Accountabilities Here. John Kenney writes a great post on how to Maximize Your "B Player" Sales Talent in 2013 ). “C”

Sales Leadership 107

Sales Leadership Decision-making Sales Leadership 107

SBI Growth

NOVEMBER 14, 2012

66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. Don’t wait for your manager to come to you. You’re at a point in the year where you are discussing 2013. Your manager obviously wants you to succeed and hit these numbers. Your manager is one of those tools.

Interpersonal Skills 120

Interpersonal Skills Negotiation Sales Decision-making 120

SBI Growth

AUGUST 17, 2012

Want to know what marketing leaders are going to do differently in 2013? Register HERE for our 6 th annual research project, Making the Number: How your Peers are Allocating People, Money & Time in 2013. In a recent survey conducted via LinkedIn, we asked marketing leaders around the globe what their focus will be in 2013.

Decision-making 97

Decision-making Marketing Media B2B 97

Showpad

MAY 21, 2021

The British Standards Institution (BSI) has recognized Showpad for having a first-class information security management system (ISMS) and privacy information management system (PIMS). On May 19, 2021 we announced our official ISO/IEC 27001:2013 and 27701:2019 certifications. Help in managing compliance with privacy laws.

Innovation 52

Innovation Leadership Management Software 52

SBI Growth

OCTOBER 9, 2012

3) Focus your attentions on kick starting 2013. Let the B’s and C’s roll forward to Q1 and strengthen your 2013 pipeline. Creates Vision: You know that even if you don’t quite make your Q4 number, you have tons of B and C opportunities sitting in your pipeline just waiting to be pounced on in Q1 of 2013. You’re ahead!

Management 97

Management Meetings Sales Marketing 97

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 Communication Prioritization Construction 117

SBI Growth

SEPTEMBER 14, 2012

HR can help the Sales leader to improve recruiting results and play a vital role in making the sales number in 2013. There is little you can do about personal chemistry between the candidate and the manager. But you can equip managers with the skills needed to coach top performers. Avoid a Myopic Focus. Call to Action.

Value Proposition 125

Value Proposition Sales Leadership B2B 125