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

Hubspot Sales

AUGUST 20, 2024

Helping Customers Overcome Choice Fatigue With the previous concepts in mind, let’s turn them toward your customers to help boost conversions and close sales. Train your sales reps. Thanks to used car salesmen and the guy from Wolf of Wall Street, sales has a … not-so-great reputation for the average buyer.

Decision-making 111

Decision-making B2C B2B Software 111

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 16, 2013

As CEO, you have developed a strong corporate strategy for 2014. Your corporate strategy has to align with your sales strategy. It is also the greatest cost to the organization. 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 ".

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Sales Internet Media Decision-making 126

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 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

AUGUST 5, 2013

The board is not happy with the results of your last strategic sales initiatives. Cost of sales is rising and no revenue lifts to show. In addition, you made sure you built the proper consensus between sales and marketing. We will then help prioritize sales initiatives your leadership team will execute.

Sales 127

Sales Leadership Stakeholders Construction 127

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. Sales Managers should be spending 75% of their time coaching their team.

Sales Management 124

Sales Management Management Prioritization Decision-making 124

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. I’m often asked to provide training in conversation skills.

e-Learning 130

e-Learning Emotional Intelligence Communication Leadership 130

SBI Growth

JULY 30, 2013

Changes in marketing organizations today are accelerating at a greater pace than ever before. 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? Collaboration and alignment with sales is critical.

Value Proposition 130

Value Proposition Information Technology Stakeholders Organization 130

ClearPoint Strategy

DECEMBER 10, 2021

Every organization must make a big strategy shift at some point or another to stay at the forefront of its industry. organization can receive. In 2012, Best Buy had plummeting profits, sales, and stock prices. Learn how to make your organization’s transformational strategy a reality in this step-by-step guide.

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Organization Computers and Electronics Banking Government 98

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

SEPTEMBER 28, 2013

As a leader of the organization why not live where your buyers live? 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 ". Another argument that CEO’s cling on is that they are busy running the organization. Lack of Presence.

Decision-making 131

Decision-making Media Leadership B2B 131

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. They set the organization up to hit their objectives now. Demand Sales Force Automation adoption.

Sales Management 120

Sales Management Management Sales CRM 120

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. To understand how sales forces have prioritized this initiative, click here. You will receive the Sales Leaders Listening Tool. As a VP of Sales, lack of execution drives you crazy. It isn’t effective.

Sales 123

Sales Decision-making Publishing Prioritization 123

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. But given the current state of your organization, how hard will it be? The Three Dimensions.

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

AUGUST 13, 2013

Remaining effective as a sales force means continuous improvement. This might be a new buyer-aligned sales process. Or sales recruiting to staff a new go-to-market channel. Whatever the Sales Force Effectiveness (SFE) improvement, it will require funds to get it implemented. If it is sales process improvement, Sales pays.

Sales 115

Sales Sales Management Onboarding Marketing 115

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

JULY 19, 2013

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. In terms of budgeting you have one thing to look forward to: “How much will the number grow for 2014?”. Either way, your 2014 number will outpace 2013.

Brainstorming 118

Brainstorming Decision-making Organization Sales 118

SBI Growth

DECEMBER 26, 2013

Top sales performers share a common trait – relentless time management. This is the story of my day last week with the #1 sales rep for a B2B technology firm. This post will also help HR and Sales leaders answer a vexing question: “What do we need to do to retain and empower our top sales talent?” It started at 6:15 a.m.

Sales 112

Sales Publishing Healthcare Finance 112

SBI Growth

SEPTEMBER 4, 2013

Great CMO’s set a strategy to make the number in 2014 and beyond. You now have the support of the CEO to modernize the marketing organization. Like many marketing organizations, the sales organization doesn’t give you the time of day. Sales Qualified Lead (SQL) numbers were so low, they didn’t bother measuring it.

Value Proposition 121

Value Proposition Marketing Organization Sales 121

SBI Growth

AUGUST 17, 2013

The need for transformational change is the reason they brought you into the organization. The CEO realized it was time to reinvent the Marketing organization. The key to marketing transformation is creating a measurable, customer-centric, market-driven organization. Background. Here are five.

Marketing 131

Marketing Organization Leadership B2B 131

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

SBI Growth

AUGUST 15, 2013

Organizations that have achieved real sales and marketing alignment are as rare as unicorns. This is the time of year when leaders start mapping out 2014. Below is the true story of how one organization dealt with this challenge. Below is the true story of how one organization dealt with this challenge.

Marketing 113

Marketing e-Learning Sales Onboarding 113

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

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

AUGUST 1, 2013

This time of year, Sales Ops leaders are often faced with a pressing question. If your organization isn’t at or above revenue plan, what will you do? Today’s post is about a simple approach to improve efficiency with current sales resources. Deliver better results with the same sales resources. Reduce your cost of sales.

Prioritization 127

Prioritization Brainstorming Sales Profitability 127

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

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. Sales can’t rely on marketing alone. Today’s marketing organizations are generating 25+% of the sales funnel.

Sales 126

Sales Communication Onboarding Sales Management 126

SBI Growth

JULY 23, 2013

Sales Operations leaders have seen the power of Social Selling. Sales cycles that begin with an online referral are closing more rapidly. Corporate Communications sees inherent risk in mobilizing a social sales force. You can then show how Social Selling adds value around the organization. BMW Electric Uproar.

Value Proposition 129

Value Proposition Finance Leadership Communication 129

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

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.

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Leadership Sales Acquisition Sales Leadership 103

SBI Growth

DECEMBER 9, 2013

A critical issue you face as CEO is how to increase sales productivity. As you head into 2014, you have identified or hired your key sales players. The unknown factor is the crop of new sales reps. Two-thirds of organizations say ramp takes 15 to 18 months at the very least. History of the Organization.

Sales 120

Sales Sales Training CRM Organization 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

JUNE 4, 2013

Forward to specific managers within your organization. For example, how long is your sales cycle? For many of our clients, the average sales cycle exceeds 6 months. In this situation, the sales leader better be evaluating net new leads NOW. Your 2014 revenue number is already on the line. Compensation Planning.

Sales 123

Sales Leadership Decision-making Sales Training 123

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. According to the Aberdeen Group, “Highly aligned organizations achieved an average of 32% annual revenue growth - while less well-aligned companies reported an average 7% decline in revenue.”.

Profitability 113

Profitability B2B Decision-making Marketing 113