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

Red Star Kim

MAY 22, 2023

Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of a relationship building or sales conversations. C-IQ has been adapted for sales professionals, educators and for couples. And a suggestion to call a break to disengage for a short while to restore warm feelings in a meeting.

e-Learning 130

e-Learning Emotional Intelligence Communication Leadership 130

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. Don’t miss it.

Sales 123

Sales Finance Decision-making Meetings 123

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

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

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. Every sales manager is time starved. INTERNAL MEETINGS. The greatest part of admin is spent on internal meetings.

Sales Management 124

Sales Management Management Prioritization Decision-making 124

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

JANUARY 4, 2014

Sales leaders have their goals for 2014. Some leaders wonder how they’ll ever meet this fearsome challenge. Reaction alone is a poison that slowly kills sales leaders. This post is for Sales Leaders to plan for success in 2014 and beyond. The Sales Leader 2014 Planner helps with the “first 4 hours”.

Sales 112

Sales Meetings Marketing 112

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

SEPTEMBER 20, 2013

The top sales executive in every organization faces the same problem: spin. Learning the truth is critical for your sales strategy. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Sales Rep Survey. Sales Management Survey. Customer Interviews.

Organization 124

Organization Sales Sales Management Meetings 124

SBI Growth

NOVEMBER 28, 2013

It looks like Sales is going to miss the number this year. This post is for all who are involved in Sales making the number. Especially, it is for HR Business Partners to Sales. Ask Herb who was the HR Business Partner to Sales at a large technology firm. He provided no value to Sales leadership. Possible faults?

Facilitation 110

Facilitation Sales Leadership Sales Leadership 110

Hubspot Sales

OCTOBER 19, 2017

The most recent report by the Bureau of Labor Statistics divulges the top five most highly paid sales jobs of the year -- along with projected industry growth over the next decade, and qualifications for employment. Highest Paying Sales Jobs. Sales engineers - $100,000 average salary. Sales engineers - $100,000 average salary.

Insurance 111

Insurance Telecommunications Advertising Manufacturing 111

SBI Growth

SEPTEMBER 27, 2013

Entering 2014, Sales and HR leaders face new trends causing turnover with top talent. This post offers solutions to Sales and HR leaders who ask this question: “How do we respond to demographic trends and retain top sales talent?” It’s especially true for sales roles where the timing to change jobs is predictable.

Sales 120

Sales Financial Services Publishing Communication 120

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

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

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 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. Modified the sales compensation and quotas.

Transportation 124

Transportation Sales Suppliers Decision-making 124

SBI Growth

JULY 30, 2013

This is the time of year when Marketing leaders start mapping out 2014 changes. Making the Number in 2014 starts now. How are you supporting the new “A” players in sales? Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Background. Here are five.

Value Proposition 130

Value Proposition Information Technology Stakeholders Organization 130

SBI Growth

DECEMBER 19, 2013

A few weeks ago, I was talking to an SVP of sales. He had been given an aggressive goal for 2014. I completely lost the battle on the 2014 revenue number” he said. “My The SBI Sales Initiative Assessment Tool has answers. Next, have someone in sales ops aggregate the responses. The topic was his number.

Sales 121

Sales Negotiation Organization Meetings 121

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

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. Ability to meet timelines.

Sales 117

Sales Decision-making Leadership Prioritization 117

SBI Growth

JANUARY 10, 2014

Top sales leaders know how to communicate and roll out a sales plan. Get your sales managers involved early in the process. The sales management team needs to have a clear understanding of the new quota. Once you have your managers onboard it is time to meet with the team. Sales can’t rely on marketing alone.

Sales 126

Sales Communication Onboarding Sales Management 126

Hubspot Sales

APRIL 9, 2020

Similarly, your business's inside sales team needs the right technology to be as productive and impactful as possible. Not to mention, just because the tools and tech you have in place for your outside sales team work well for their needs, doesn't necessarily mean they'll be an ideal fit for your inside sales reps, too.

Sales Technology 132

Sales Technology CRM Sales Software 132

SBI Growth

NOVEMBER 20, 2013

A few years ago, I interviewed Brent for a B2B sales rep job. This post is for HR and Sales Leaders who are seeking to hire the next Brent. It’s also for those who aspire to become top sales reps. This post includes a link to a valuable tool – the Top Sales Rep''s Satisfaction Index. Brent was clearly an “A” player.

Sales 125

Sales Media Stakeholders B2B 125

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. Why would they meet with me?

Sales 120

Sales Meetings Decision-making Sales Management 120

SBI Growth

SEPTEMBER 2, 2013

We write frequently about aligning your sales process to your ideal customer''s buying process. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn why your team ignores your sales process and how to fix it. Team meetings are run by sales managers.

e-Learning 123

e-Learning Sales Leadership Decision-making 123

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

AUGUST 19, 2013

As a Sales Operations leader, your success depends on getting change initiatives to stick. Register for SBI’s 7 th Annual Research Study “How to Make Your Number in 2014” and find out. Our research shows you the essential changes needed to make the number in 2014. Change initiatives in Sales Operations take many forms.

Sales 103

Sales Construction Innovation Leadership 103

SBI Growth

JUNE 30, 2013

In B2B sales, activity leads to results. The correct time to add sales people is when business is soft. More sales people means more sales calls. This means your sales force will be in more deals. You reduce the number of sales reps to cut costs. Call to Action: Prospects are taking meetings again.

Onboarding 123

Onboarding Sales Publishing B2B 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

OCTOBER 18, 2013

The VP of Sales is pulled in a thousand different directions. Sign-up here to get the Sales VP Allocation Time Tracker and Sales Stage Checklist. Sign-up here to get the Sales VP Allocation Time Tracker and Sales Stage Checklist. The typical sales VP looks at late-stage opportunities. Super Closer indeed.

Management 121

Management Negotiation Sales Meetings 121

SBI Growth

OCTOBER 28, 2013

Meet Doug Kuiper. They constantly prepare to meet tomorrow’s buyer behavior and marketing demands. How do I enable the sales force to sell the new product or solutions? How am I going to generate enough new leads to support 30% of the sales number? This post gives an inside view to this pressure-packed situation.

Value Proposition 120

Value Proposition Digitalization Media Marketing 120

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. B2B organizations with tightly aligned sales and marketing operations achieved 24% faster three- year revenue growth and 27% faster three-year profit growth.”. Marketing typically does not.

Profitability 113

Profitability B2B Decision-making Marketing 113

Account Manager Tips

JULY 13, 2022

You win some, you lose some Why do we lose sales opportunities? But, it's also why we need to keep a close eye on our sales process to identify where we might be falling short and to keep doing what works. Let's take a look at why you might be losing sales opportunities and what to do about it. Table of Contents.

Key Account Management 130

Key Account Management Sales Account Management B2B 130

SBI Growth

DECEMBER 30, 2013

Requests from sales leadership will alter the plan. Proactively embrace sales kick-off to validate and generate momentum for the plan. For most B2B companies the annual sales kick-off occurs in January. This is the first major interaction between sales and marketing. The Top 3 Mistakes for Marketing at Sales Kick-off.

Sales 120

Sales Leadership Sales Leadership Marketing 120

Hubspot Sales

SEPTEMBER 4, 2024

If a sales rep calls in sick, their replacement can quickly catch up on an opportunity and continue the sales process seamlessly. Automatically assign leads based on predefined criteria to sales representatives. You sell faster because your sales reps spend more time speaking to prospects and less on admin work.

CRM 105

CRM Software Software Marketing 105

SBI Growth

AUGUST 18, 2013

As a VP of Sales, you keep asking yourself “how do I get more leads for my team?” As a sales leader, you need a richer pipeline. Forward thinking companies decided that they needed a sales methodology. Those that were early adopters of sales methodologies enjoyed significant gains. You are frustrated. The methodology is.

Meetings 123

Meetings Decision-making Software Software 123