SBI Growth

JULY 25, 2013

Have you started thinking about 2014? Want to know what your peers are planning for in 2014? If you cannot run effective campaigns, you will be hard-pressed to generate leads for the sales force. Lead Management – Someone who form-fills isn’t a sales-ready lead. A lead development rep (LDR) is not a sales rep either.

Prioritization 103

Prioritization Decision-making Facilitation Marketing 103

SBI Growth

NOVEMBER 21, 2013

Sales gets off to a fast start at the beginning of the year. Come Q4, that lead has evaporated and now sales is threatening to miss the number. Your sales leaders will frantically try every trick in the book. The victims here are your potential customers who have to deal with a barrage of sales tactics. Best Practices.

Decision-making 128

Decision-making Organization Sales Training Sales 128

SBI Growth

OCTOBER 3, 2013

Planning for 2014 requires a fresh look at the metrics that will determine success. Similarly, sales reps and managers require a new set of capabilities. Sales Operations must transform its reporting to track these key capabilities. They are all leading indicators that can help you forecast success in 2014. Social Reach.

Acquisition 130

Acquisition Sales Decision-making B2B 130

SBI Growth

JULY 21, 2013

The sales field is suffering. Sales forces lack buyer-centered tools for success. When will Sales catch up with Marketing? Sales field alignment with the modern day buyer requires more than lip service. This blog is focused on the transformation of Sales to incorporate buyer-centered tools. Customers are suffering.

Marketing 134

Marketing Decision-making Sales Facilitation 134

SBI Growth

OCTOBER 10, 2013

Let’s recap the time you have sucked out of the sales rep’s day. The goal is improved efficiency and sales rep effectiveness. You’re trying to help but you’re killing the sales teams’ selling time in the process. And you wonder why the sales team is a reluctant participant in the new initiatives. So What’s the Solution?

Sales 128

Sales Decision-making B2B Meetings 128

SBI Growth

OCTOBER 2, 2013

We get requests to explain how sales reps use social to generate revenue. It seems all the focus is on your sales reps. But how does a Sales VP use social selling? How are you planning for Social in 2014? Your use of Social Selling will determine if you make the number in 2014. And it should.

Decision-making 127

Decision-making Sales Meetings Management 127

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. Your thoughts should now turn to 2014. I speak with many VP Sales who say the same thing every year: “We have some underperformers that are killing us.” Before you really make any decisions, start with these questions: What are my key strategic initiatives for 2014?

Sales 120

Sales Decision-making Meetings Organization 120

SBI Growth

OCTOBER 29, 2013

There is nothing more stressful than Q4 for a VP of Sales. Couple that with preparing for 2014 and you are maxed out. Schedule a review of your 2014 plan at your office here. We will use Sales Leader’s Q4 Critical Path Guide. Your Talent — How to improve your sales manager’s performance. You have to play the game.

Sales 123

Sales Finance Decision-making Meetings 123

SBI Growth

JANUARY 5, 2014

In this post I want to recommend three ideas to raise your game in 2014. Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. Reps struggling to get in front of Decision Makers. Every sales manager is time starved. INTERNAL MEETINGS.

Sales Management 124

Sales Management Management Prioritization Decision-making 124

SBI Growth

OCTOBER 16, 2013

As CEO, you have developed a strong corporate strategy for 2014. Your corporate strategy has to align with your sales strategy. This post is about the key competencies your sales leader needs to possess. How to Make Your Number in 2014: A Sales Strategy You Can Execute ". What is causing the change?

Sales 126

Sales Internet Media Decision-making 126

SBI Growth

SEPTEMBER 28, 2013

In addition, 45% of all LinkedIn users can make a business decision. Get your copy by siging up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute ". 84% of B2B decision makers begin their buying process with a referral, accordingly to the Edelman Firm.

Decision-making 131

Decision-making Media Leadership B2B 131

SBI Growth

OCTOBER 12, 2013

Most companies are in the heart of their planning process for 2014. Has your Sales Ops planning kept up with the new realities? Today’s post provides recommendations for revising your approach for 2014. By doing so, you''ll also get the Sales Ops Planning Evolution Guide. As a Sales Ops leader, this is up to you.

CRM 124

CRM Sales Decision-making Media 124

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. This is the life you lead as VP of Sales. Why Change in Your Sales Strategy is Necessary. Each year, as VP of Sales you begin the process of evaluation. Either way, your 2014 number will outpace 2013.

Brainstorming 118

Brainstorming Decision-making Organization Sales 118

SBI Growth

NOVEMBER 15, 2013

If you are like most CMOs, here’s the problem: You’re way ahead of Sales. The competencies required by Sales for Marketing to be successful are just not there. Does the CSO/VP of Sales even understand how Marketing works? Something needs to change for sales to benefit from your marketing programs. Sales people are simple.

Sales 125

Sales Acquisition Decision-making Marketing 125

SBI Growth

JULY 27, 2013

There are likely dozens of sales initiatives you can focus on to prepare for next year. Here’s a way to help you save time when picking sales projects. Sign up for the onsite session for your leadership team: How to Make Your Number in 2014: A Sales Strategy You Can Execute. Set up comp plans. Redesign territories.

Sales 117

Sales Decision-making Leadership Prioritization 117

SBI Growth

NOVEMBER 16, 2013

You are finalizing plans for 2014. Many of the answers to a sales leader’s execution problems are in the market. What does it MEAN to listen to the market —You will make the number in less time, with less effort and outsell the competition. To understand how sales forces have prioritized this initiative, click here.

Sales 123

Sales Decision-making Publishing Prioritization 123

SBI Growth

OCTOBER 17, 2013

With 2014 on the horizon, new sales targets will soon be set. Your 2014 number will inform decisions about the makeup of your team next year. Many sales leaders think an increase in revenue targets translates to an increase in headcount. Learn how to achieve this with the Sales Rep Productivity Guide.

Decision-making 117

Decision-making Leadership Marketing Organization 117

SBI Growth

AUGUST 24, 2013

Your Reach on LinkedIn will be one of your best sales assets in 2014. 84% of B2B decision makers begin their buying process with a referral. These numbers leave little room for doubt: More referrals = more qualified opportunities = more sales. LinkedIn Profiles, Reach & Referrals is how you make your number in 2014.

Brainstorming 124

Brainstorming Decision-making B2B Digitalization 124

SBI Growth

AUGUST 31, 2013

How do you know if your sales force is a high-performing one? This post lists some attributes of high-performance sales cultures. A Culture Creation tool is available by signing up for the SBI Making the 2014 Number tour. It lists 11 traits of high performance sales cultures. Revised sales territories.

Transportation 124

Transportation Sales Suppliers Decision-making 124

SBI Growth

AUGUST 28, 2013

I spent last week at a Sales Management training event with a client. Talent development is a key differentiator heading into 2014. As a Sales Operations leader, you must be allocating the right resources to training. Demand Sales Force Automation adoption. Turn your sales training into a competition.

Sales Management 120

Sales Management Management Sales CRM 120

Hubspot Sales

MARCH 21, 2018

Inside vs. Outside Sales. Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. 47% of all salespeople work in inside sales, with 53% representing outside sales. Outside or inside sales? are inside sales professionals. Out of the 5.7

Sales 145

Sales Decision-making Digitalization Organization 145

SBI Growth

AUGUST 3, 2013

The CEO just introduced her to the new sales leader. The last VP of Sales got canned at the end of Q2. He was struggling to make his number. Kathy had done everything she could to support the sales team. The sales force neglected to utilize marketing developed sales support materials. How do I get there?”

Meetings 121

Meetings Marketing Logistics Sales 121

Hubspot Sales

APRIL 6, 2020

Every sales team needs sales strategies, and a strong sales strategy plan builds the foundation for a cohesive, successful sales team and organization. Sales strategies also align salespeople on shared goals and empower them to do their best work — keeping them happy and successful, too. Organizational Goals.

Sales 144

Sales Decision-making CRM Value Proposition 144

SBI Growth

SEPTEMBER 2, 2013

We write frequently about aligning your sales process to your ideal customer''s buying process. Meanwhile, nobody makes a purchase decision. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Team meetings are run by sales managers.

e-Learning 123

e-Learning Sales Leadership Decision-making 123

Hubspot Sales

APRIL 28, 2020

Prospecting emails are the arch nemesis of many sales reps — they don’t enjoy the process of pitching via email, particularly because, these days, people feel more bombarded than ever by their inboxes. Here's how you can generate a close to 100% sales email response rate from busy professionals with an empathetic approach.

Sales 132

Sales Publishing Decision-making Communication 132

Hubspot Sales

JULY 22, 2020

Sales always has been, and always will be, about closing the deal. But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. Sales Productivity Tools. HubSpot Sales Platform. Gamifier makes sales performance fun.

Account Planning 131

Account Planning Sales CRM Prioritization 131

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." Sales VPs consistently have hiring freezes placed on them.

Decision-making 130

Decision-making Sales Management Sales Management 130

SBI Growth

JUNE 4, 2013

Making the Number one year is easy. Making it in consecutive years is hard. Will you make the number next year? See the actions you should be taking now to make the number next year. If you’re making the number now, you can capitalize on the momentum. For example, how long is your sales cycle?

Sales 123

Sales Leadership Decision-making Sales Training 123

SBI Growth

AUGUST 1, 2013

This time of year, Sales Ops leaders are often faced with a pressing question. Today’s post is about a simple approach to improve efficiency with current sales resources. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute." Reduce your cost of sales.

Prioritization 127

Prioritization Brainstorming Sales Profitability 127

SBI Growth

JULY 31, 2013

As a sales leader, you know the importance of field execution. A big part of execution is how the team uses the sales process. You are asking yourself, “ Is Our Sales Process Good Enough? ”. During the research for this VP of Sales event , over 5000 sales leaders shared their biggest obstacles. Your Challenge.

Sales 128

Sales Leadership Decision-making Prioritization 128

SBI Growth

JANUARY 9, 2014

Sales leaders carry a Number. For example, when sales and marketing are aligned, lead conversion (closed deals) rates are 2-3X greater. Sirius Decision research reports similar findings. A simple web search on “sales & marketing alignment” yields over 12.1 B2B Sales has a greater sense of urgency than B2B Marketing.

Profitability 113

Profitability B2B Decision-making Marketing 113

SBI Growth

APRIL 24, 2013

SBI recently accepted nominations for the Top Sales Operations Leaders to Watch in 2013. Each one of these individuals has been identified as an outstanding Sales Ops leader. This post provides a strategy for making the list in 2014. There''s a good chance you''ll have a new VP of Sales within the next year.

Leadership 103

Leadership Sales Acquisition Sales Leadership 103

SBI Growth

SEPTEMBER 9, 2013

This post is for HR and Sales leaders who want more. By participating in this free event at your office you will: Learn the best practices of the brightest sales people in our research. In today’s environment, “A” player sales talent is more informed than ever. But for sales roles, it’s not enough to know “market” conditions.

Decision-making 115

Decision-making Media Marketing Sales 115

SBI Growth

MAY 11, 2013

Sales VPs need to make the number this quarter. Sales Managers want more new business. Sales Reps need more leads. Too often, Sales VPs don’t get ideas outside of their own sales organizations. Have your sales rep find out who his customer’s Sales VP wants to sell. What was the difference?

Sales 120

Sales Meetings Decision-making Sales Management 120

SBI Growth

AUGUST 23, 2013

Competition got more aggressive; funnels are filled with more “no decisions” than ever before. There is a better way to differentiate your sales force from the competition. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Has your sales process?

e-Learning 110

e-Learning Internet Decision-making Leadership 110

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. Sales Compensation Assessment.

Decision-making 102

Decision-making Sales Stakeholders Organization 102

SBI Growth

AUGUST 14, 2013

It’s getting harder for your sales reps to get at bats these days. As a result, your sales team is missing out on revenue opportunities. Competitors are beating your sales team consistently. Think about the last 3 meetings you took with a sales rep. Your sales team needs the ability to sell this way.

B2B 132

B2B Decision-making Meetings Organization 132