SBI Growth

SEPTEMBER 16, 2012

This year is no different than years prior in that every VP of Sales is getting ready for the annual 2013 sales planning season. Your CMO will love you for it, and furthermore, you can now hold him accountable for delivering the number of opportunities down the funnel that you need to make your 2013 number. The answer: Marketing.

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Decision-making Prioritization Sales Technology Marketing 107

SBI Growth

NOVEMBER 29, 2012

Dive in head first to enhance your 2013 Marketing Plan. Sales leaders if you want more leads in 2013, forward this blog post to your peer in marketing.). If you remember back to high school biology, an ecosystem is defined as a system formed by the interaction of a community of organisms with their environment.

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Brainstorming Marketing Decision-making Communication 124

SBI Growth

DECEMBER 31, 2012

By now, HR and Sales leaders have solidified their common 2013 goals. Once the assessment is done, take the following actions: Nudge C players out of the organization. The insights offered by Thomas DeLong and Vineeta Vijayaraghavan may be 10 years old, but they are especially relevant for 2013. Time for Topgrading.

Sales 113

Sales Publishing Organization Management 113

SBI Growth

JANUARY 9, 2013

Our 2012 sales leader research finds it is still a big fear for 2013. Here are five steps for HR to build a sales leadership pipeline in 2013: 1. You have to pick the skills that work best for your organization. The top fear of HR leaders for 2012 was finding or developing leaders. The average tenure of a Sales VP is 19 months!

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Sales Leadership Onboarding Leadership Sales 124

SBI Growth

SEPTEMBER 24, 2012

This post is about how CEOs should invest in sales managers to improve revenue growth in 2013. Yet, quality coaching and developing isn’t happening in many organizations and managers are producing lackluster results. If you are considering sending your sales managers to training seminars in 2013, keep your money. Call to Action.

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Sales Management Management Sales Sales Training 107

SBI Growth

AUGUST 15, 2012

What separates most organizations from those that are “World-Class” is the existence of bold insights that drive sales strategy. But it’s bold insights into sales strategy that separate most organizations from those that are “World-Class”. All of these are basic necessities. Read more about account segmentation here.

Transportation 97

Transportation Sales Marketing Organization 97

SBI Growth

JANUARY 25, 2013

5 Traits You Need to Be an ‘A’ Player in 2013. The graphic below demonstrates the uplift sales organizations experience when a step-by-step sales process is implemented. As a sales rep, every so often you must ask yourself the question: Are you aiming for the bull’s-eye…or wearing it? Keep it simple and follow a plan.

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Digitalization Sales Organization Management 127

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? Moving Towards World Class in 2013. Discover how your AEs daily tasks compare to world-class organizations. New Product Launches are announced.

Sales 97

Sales Meetings Organization Management 97

SBI Growth

SEPTEMBER 2, 2012

Organizations doing these things aren’t poor performers. Making the Data Meaningful Now that we have obtained qualitative data, we can marry it with quantitative data to develop meaningful insights for the organization. Implement organization/talent change. This will enable your organization to mirror customer behaviors.

Decision-making 107

Decision-making Sales CRM Software 107

SBI Growth

NOVEMBER 16, 2012

To keep the Sales Reps from rebelling, some organizations choose this method. Makes sense since they’ve built their benchmarks across sales organizations. Be involved with the 2013 sales compensation planning. Their Reps go to President’s Club and get perks. Our LDRs are paid what we can afford from our budget – no perks.”.

Marketing 107

Marketing Sales Management Organization 107

SBI Growth

OCTOBER 31, 2012

In these organizations, Ops controls most of the employees, expenses, and data. In this environment, validated data is essential for the sales organization to prevail. Robert’s sales organization loved him. In most organizations, this act requires a fair degree of bravery. Most key leaders “grew up” in Operations.

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Negotiation Shareholders Business Services Decision-making 113

Hubspot Sales

AUGUST 20, 2024

Consumer goods corporation Procter & Gamble ran into a severe choice paralysis issue within their own organization in the mid 2000s. When co-founder Steve Jobs returned to the organization in 1997, they were less than a few months away from folding entirely. There are plenty of organizations that have tried the same and failed.

Decision-making 111

Decision-making B2C B2B Software 111

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

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. Organization talent and people is often an emotionally charged area. Those that cannot, move out of the organization today. If not, move them out of the organization. 1) Get enough leads.

Sales Leadership 107

Sales Leadership Decision-making Sales Leadership 107

SBI Growth

SEPTEMBER 16, 2013

Picture this: we opened the presentation with this question: “Are you going to make your 2013 revenue number?” This article will provide you with insights and strategies for still making the number in 2013. This no-cost tour presents findings from SBI’s market research in 2013. 5 Keys to Closing Strong in 2013.

Prioritization 122

Prioritization B2B Marketing Sales 122

SBI Growth

DECEMBER 2, 2012

How will you be different in 2013 with your selling efforts? Account Segmentation – Proper segmenting of your accounts will help organize you. In order to improve in 2013, you need to know where to focus your efforts. World-class organizations invest hours laboring over this problem. Do you even know? If so, which one?

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Prioritization Organization Sales Management 124

DemandFarm

NOVEMBER 18, 2024

This certification marks a significant milestone in our journey, in addition to our existing ISO/IEC 27001:2013 and ISO/IEC 27001:2019 certifications. What’s SOC2, and Why Should You Care? It adheres to a rigorous audit process that covers five key areas: security, availability, processing integrity, confidentiality, and privacy.

Key Account Management 52

Key Account Management Account Management Software Software 52

SBI Growth

AUGUST 1, 2013

We’re nearly 60% through 2013. If your organization isn’t at or above revenue plan, what will you do? This easy-to-use scorecard will enable your sales organization to: Improve how your sales reps prioritize their time with existing customers. With no increased budget and only five months remaining in 2013, efficiency is needed.

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Prioritization Brainstorming Sales Profitability 127

SBI Growth

JANUARY 30, 2013

You just received your quota for 2013. Excellence in 2013 starts with you. Work smarter by learning from unbiased resources outside your organization. Read on to better understand HOW to leverage resources to Make the 2013 number. The most successful sales organizations use customer feedback to improve. It went up.

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Sales Organization Meetings Marketing 128

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Social Selling training budgets increased 48% in 2013. This post will address what Marketing can do to promote, enable and optimize social selling within the organization. As a marketing leader, are you working to enable the sales organization to be great social sellers?

Marketing 128

Marketing B2C Publishing Decision-making 128

SBI Growth

JULY 19, 2013

Either way, your 2014 number will outpace 2013. You can’t repeat your 2013 sales strategy in 2014. Is your organization equipped to move with them? Sales organizations are increasingly caught off guard. Your change really shouldn’t disrupt other organization processes. Think about Facebook, Twitter, and LinkedIn.

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Brainstorming Decision-making Organization Sales 118

SBI Growth

AUGUST 6, 2012

The Sales Leader is about to receive the 2013 Revenue Number. 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? Are your sales resources properly aligned with growth opportunity ?

Banking 126

Banking Sales Financial Services Profitability 126

SBI Growth

MAY 12, 2013

Download the Top of Funnel Metrics for 2013. Wasted investment in SFA resource – These platforms can cost an organization a lot of money. The "Top of Funnel Metrics for 2013" is intended for sales leaders. Some are familiar and some were created for the 2013 buyer. Download the Top of Funnel Metrics for 2013.

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Brainstorming Decision-making Sales Management 117

SBI Growth

AUGUST 10, 2012

Your sales team needs this from you to make your product launch in 2013 successful. On their June 28 th earnings call, the CEO announced the delayed release (again) of the Blackberry 10 until January, 2013. 2013 is around the corner. Plan – Develop a plan to bridge the gap between product, marketing and sales in 2013.

Sales 107

Sales Manufacturing Marketing Management 107

SBI Growth

JANUARY 17, 2014

According the “Year-End CEO Report” conducted by Challenger, Grey & Christmas, CEO turnover rose in 2013. There were “1,246 CEO changes in 2013, 2.6 Are my Sales & Marketing organizations prepared to meet my growth objective? As organizations expand, new demands are introduced. Ask Yourself Two Questions.

Investors 112

Investors Prioritization Meetings Leadership 112

SBI Growth

JULY 1, 2013

You see visions of making your 2013 and 2014 sales number. These are ideas that will change the course of the organization. Examine the overall sales/marketing budget spend left for 2013. By this time, it’s the end of 2013. Whether you’re ahead or behind 2013 plan, thoughts must now begin to shift. You should be.

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Brainstorming Marketing Organization Sales 107

SBI Growth

DECEMBER 13, 2012

B2B Sales organizations are rapidly transforming to compete in the world of Sales 2.0. But what about new HR metrics for sales organizations? organizations rely on traditional HR metrics like turnover rate and cost per hire. Every sales organization needs a mix of leading and lagging indicators for human capital.

Sales 113

Sales Sales Leadership Decision-making Organization 113

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?

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B2B Software Software Organization 50

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.” Don’t wait for your manager to come to you.

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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.

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Decision-making Marketing Media B2B 97

SBI Growth

MARCH 17, 2013

Marketing processes are monitored closely by CMO’s of world class organizations. To hit your number for 2013 you may need to evolve. Crush Your Number in 2013. Carefully assess the marketing processes that power each of the following activities: Marketing & Audience Planning. Campaign Planning. Measurement. Feedback loop.

Marketing 125

Marketing Media Innovation Decision-making 125

SBI Growth

SEPTEMBER 20, 2012

Congratulations, your organization is launching a new product in 2013! Organizing and scheduling product training sessions. If your organization has not modeled sales projections, the new product should not be a component of a quota or variable compensation. Revising or building a new sales process to enable sales reps.

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Account Management Sales Organization CRM 97

SBI Growth

FEBRUARY 12, 2013

However, sometimes it has to be done (whether in the best interest of the account, the customer, or your own organization). 4) How will the loss of this deal affect you making your number in 2013? But as a B2B organization, your goal is to satisfy the customer. No one ever wants to walk away from business. Yes it did.

Decision-making 125

Decision-making B2B Organization Sales 125

SBI Growth

DECEMBER 11, 2012

Has 2013 planning kept you from selling? To get ahead next quarter, focus on these 2 areas: Simplify the forecasting process: 2013 planning is necessary but time consuming. The goal of a sales organization is to have one standard selling approach. Have you lost deals this month due to a lack of time and resources?

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Sales Software Software Management 122

Flevy

DECEMBER 8, 2022

PwC began a research project on Megatrends and their effects for companies and government leaders in 2013. The Megatrends Framework can aid any private or public sector leader contemplate multifaceted outside shifts more lucidly, and can assist in evolving a well-organized, practical, and pre-emptive Strategy for tackling these changes.

Energy and Utilities 111

Energy and Utilities Digital Transformation Internet Government 111

SBI Growth

MARCH 15, 2013

In two weeks, 25% of 2013 will be behind you. Solving it will help you make your 2013 number. At the end of 2013, you’ll need to take ownership of the year. “I At this stage in the game, one thing has already been decided: You need to solve whatever problem is between you and your 2013 number. What can this do for you?

Marketing 97

Marketing Organization Sales Management 97

SBI Growth

OCTOBER 20, 2012

HR leaders, get ready for the 2013 Sales Kickoff by fixing the flaws in your compensation plan today. And get your hands on a Competency Grader for compensation assesement providers as part of SBI's "Make The Number 2013.". But it's not sufficient for the unique challenges of a sales organization. Hold on for a moment.

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Decision-making Software Software Sales 107