SBI Growth

SEPTEMBER 27, 2013

Entering 2014, Sales and HR leaders face new trends causing turnover with top talent. It’s especially true for sales roles where the timing to change jobs is predictable. For most sales organizations, that happens on January 1 - only 95 days away! The challenge for sales is unique. But it isn’t.

Sales 120

Sales Financial Services Publishing Communication 120

SBI Growth

AUGUST 4, 2013

Converting to Agile Performance Reviews will help you Make the Number in 2014. Unfortunately, none of these apply to a modern sales organization. Meanwhile, Agile is spreading everywhere in Sales - to onboarding , sales management, and sales training. Who Killed the Annual Review? Author: John Kenney.

Performance Review 113

Performance Review Leadership Onboarding Sales Training 113

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. Today’s sales leader should be generating about 70% of revenue through sales prospecting.

Sales 126

Sales Communication Onboarding Sales Management 126

SBI Growth

AUGUST 10, 2013

Her sales manager knew her potential and sent her to a weeklong sales training. To survive in B2B selling in 2014 a new set of skills is required. Chances are your top sales talent is already engaging in some of these activities. They understand how to qualify a lead and convert it to a sales opportunity.

Sales Training 117

Sales Training CRM B2B Organization 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. You spend time with one of your ‘A’ player managers and say “if only everybody executed like that?” No Coaching—If you don’t have sales management coaching and reinforcing the process, execution fails.

Sales 123

Sales Decision-making Publishing Prioritization 123

SBI Growth

JANUARY 1, 2014

Every year, a Sales Enablement leader is faced with the same problem. Ramping new sales reps. Make a change in 2014. Identify what resonates and drives adoption within your organization. Teach your new sales reps who these individuals are and what’s important to them. Step 4: Sales Manager Accountability.

Sales Management 113

Sales Management CRM Onboarding Sales Training 113

SBI Growth

AUGUST 31, 2013

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. Sales Turnover - A Symptom of a Low Performing Sales Culture. Revised sales territories.

Transportation 124

Transportation Sales Suppliers Decision-making 124

SBI Growth

SEPTEMBER 2, 2013

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. Get details on what best-in-class organizations are doing differently next year. Team meetings are run by sales managers.

e-Learning 123

e-Learning Sales Leadership Decision-making 123

Flevy

DECEMBER 23, 2022

Frederic Laloux, in 2014, started analyzing emerging organizations that were setting themselves apart from the established organizations in their style of management. Laloux examined a large number of organizations and then concentrated on 10. The focus of the organization is extremely reactive and immediate.

Management 105

Management Shareholders Digital Transformation Innovation 105

SBI Growth

JUNE 30, 2013

Training organized in “sprints”. The sales manager owns the process and is paid on average ramp time. Your 2014 quota is going up. You are going to need to hire new sales reps. No waiting for the “next available class”. Metrics based on capabilities demonstrated. Learning activities completed is useless.

Onboarding 123

Onboarding Sales Publishing B2B 123

Hubspot Sales

FEBRUARY 9, 2021

According to HubSpot Sales Manager Korina Ortiz , sales professionals need to avoid holding onto outdated positioning statements in 2021. By her account, "These last 12 months have dramatically changed the challenges (and goals) that organizations are prioritizing.". Calling only when a renewal is due is so 2014.

Sales 135

Sales Decision-making Prioritization Account Management 135

SBI Growth

SEPTEMBER 14, 2013

We find numerous obstacles Sales VPs and Sales Managers face. It wastes time and costs sales. Every year we compile research for our Sales & Marketing Research Review. Conducting over 5400 Sales Management surveys and interviewing 600+ executives gave us new insight. Author: Dan Perry.

Finance 120

Finance Sales Management CRM Marketing 120

Hubspot Sales

APRIL 9, 2020

This improves organization-wide collaboration, alignment between Sales and Marketing (and Customer Support), communication among sales personnel, and engagement with prospects and leads. Plus, CRMs like HubSpot, often automatically provide access to a multitude of other sales tools, many of which we'll touch on below.

Sales Technology 132

Sales Technology CRM Sales Software 132

SBI Growth

AUGUST 8, 2013

CMO’s can borrow brilliance from top sales best practices. The crown jewel of sales excellence is the Field Ride-along. World Class sales organizations emphasize manager & rep ride-alongs. Sales Managers go into the field for 1-2 days with their reps and ‘ride-along’ to observe and coach.

Marketing 113

Marketing Facilitation Meetings Innovation 113

Hubspot Sales

JULY 22, 2020

In reality, sales professionals and managers need to have access to the best available sales planning tools to help them boost sales productivity and close more and bigger deals. Sales Productivity Tools. HubSpot Sales Platform. This tool allows sales managers to analyze the email productivity of their reps.

Account Planning 131

Account Planning Sales CRM Prioritization 131

QYMATIX

MAY 25, 2021

In the last three years, the same amount of reps and sales managers need 8 % more sales controllers; 14 % in the USA. Sales Controlling in B2B: From data to wisdom. As a consequence, in the last three years, the same amount of key account managers, sales reps and sales managers needed 8 % more sales controllers.

Artificial Intelligence 98

Artificial Intelligence B2B e-Learning Sales 98

Account Manager Tips

JULY 13, 2022

It’s from 2014 but the findings are just as relevant today. The researchers conducted 35 interviews between sales people, sales managers and buying decision makers following failed key account sales proposals. It’s qualitative research and not without bias, but hey, it’s a place to start!

Key Account Management 130

Key Account Management Sales Account Management B2B 130

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. What cold calling was in 1997 referrals will be in 2014. The pressure is on to consistently perform.

Sales 120

Sales Meetings Decision-making Sales Management 120

SalesPop

MARCH 25, 2021

Sales most definitely have two sides, and this is also true of account management. In his 2014 book Zero to One , Peter Thiel wrote, “In the 1990s, the focus was on the product, and not on sales. Once the sales manager has spent these hours every week, they must come back the following week and do it all over again.

Account Management 98

Account Management Management B2B Advertising 98

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. Work ethic.

Sales 144

Sales Decision-making CRM Value Proposition 144

QYMATIX

NOVEMBER 2, 2021

Adopting an optimal sales growth strategy will depend on different factors, such as the strategic objectives of the company and the resources available. It starts by answering the question: “How do we grow sales?”. This analysis will give sales management a good starting point. What can a sales manager do?

B2B 103

B2B Sales Profitability Sales Analytics 103

Miller Heiman Group

JANUARY 21, 2020

The latest Sales Operations & Technology Study from Miller Heiman Group found that roughly two-thirds of sales organizations have a dedicated sales operations team, indicating that this function continues to mature and play an increasingly integral role in a company’s sales success. Own Sales Support.

Sales Technology 75

Sales Technology Sales CRM Organization 75

SBI

SEPTEMBER 24, 2014

According to Gartner Group, Total Worldwide CRM Software revenue in 2014 is predicted to hit nearly $24 Billion. That means that $12 Billion worth of CRM investments in 2014 alone will face a questionable return. And they can form their own fantasy sales teams. Shocking… yes.

CRM 52

CRM Decision-making Sales Management Software 52

SBI

APRIL 9, 2014

As it goes for business, so it goes for Sales. Do you employ leverage to get the most from your sales organization? One way to accomplish that is to deploy sales tools. Back in 2010 when I first wrote about the topic of leverage in Sales, I talked specifically about DiscoverOrg. Can you get it yourself?

Decision-making 55

Decision-making Sales Banking Software 55

Hubspot Sales

JULY 14, 2020

Between 2014 and 2019, the increase in influencer marketing spend mirrored the decrease in print advertising spend. Sales has changed fundamentally, especially in the last couple of years. Dan Tyre , Sales Director, HubSpot. "I With this in mind, it’s no secret internet influence has been on the rise for years.

Sales 118

Sales Media Publishing Internet 118

SBI

JUNE 4, 2014

What problem/s are you solving for sales and/or marketing organizations? As their manager, do you know what they know? Today, organizations invest tons of money in sales meetings, where reps suffer through death by PowerPoint only to forget nearly 80% of what they learned days later. Nancy: What does Qstream do?

Financial Services 55

Financial Services Onboarding Marketing CRM 55

SBI

JULY 29, 2014

What problem/s are you solving for sales and/or marketing organizations? Darren: Perenso has created a cloud based Field Sales Solution that helps companies with reps on the road sell more products whilst saving them money. Nancy: What do you think is the biggest underlying theme or trend for sellers and/or marketers in 2014?

Internet 54

Internet CRM Decision-making Software 54

SBI

OCTOBER 1, 2014

They’ll all be participating in this year’s Dreamforce 2014 event at the Mosconi Center in San Francisco. Sales managers love ClearSlide for the insight it offers into their team’s activities, and sales people love the automatic activity logging. That’s me with Sassy. Bloomfire ToolSkool. CallidusCloud.

Marketing 55

Marketing CRM Sales Decision-making 55

Hubspot Sales

JUNE 8, 2020

Being there for the buyer at the right time, with the right information, advising the sale, and looking at the pipeline in its entirety should be the top priority. Both of these metrics originate and have roots in the sales process. When sales and marketing teams work together like this, companies see a 38% higher sales win rate.

B2B 120

B2B Sales Decision-making Marketing 120

Nutshell

APRIL 10, 2020

Customer relationship management (CRM) software makes it easier to handle your sales processes from beginning to end. While true for any business, small sales teams can reap the optimal benefits from the resources available in CRM software. Effectively prioritize sales tasks. As of 2014, the U.S.

CRM 71

CRM Profitability Sales Prioritization 71

Nutshell

APRIL 10, 2020

Customer relationship management (CRM) software makes it easier to handle your sales processes from beginning to end. While true for any business, small sales teams can reap the optimal benefits from the resources available in CRM software. Effectively prioritize sales tasks. As of 2014, the U.S.

CRM 71

CRM Profitability Sales Prioritization 71

Miller Heiman Group

OCTOBER 17, 2019

While this approach can generate net-new business, its approach contradicts a key concept that research has proven: in uncertain economic times , the best way to grow your sales organization is to invest in deepening customer relationships. Consultative selling is not dead, as Challenger argues. It’s evolved.

Sales 51

Sales Decision-making Facilitation Prioritization 51

SBI

JANUARY 13, 2015

This week I interview Adam Hollander, CEO of Fantasy Sales Team. What problem/s are you solving for sales and/or marketing organizations? Adam: FantasySalesTeam helps sales managers run more engaging and higher performing sales contests with their reps. Most traditional sales contests have three problems.

Investors 47

Investors CRM Publishing Decision-making 47

Nutshell

OCTOBER 21, 2019

Brian Carroll is the founder of the B2B Lead Blog , author of the best-selling Lead Generation for the Complex Sale , and the Founder and CEO of Markempa , which helps organizations improve their demand generation and sales results through empathy. How do I help this organization to achieve what they need?”

Marketing 90

Marketing Sales B2B Decision-making 90

Help Scout

JULY 6, 2021

Though they’ve been around since 2014, they’ve seen significant growth over the last few years. Front helps teams of all types — support, marketing, and sales — manage communications. Front: Advantages and disadvantages. If you’ve ever wished your shared inbox functioned like a kanban board, then Drag is the tool for you.

Decision-making 66

Decision-making Media Software Software 66

SBI

MAY 6, 2014

Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. Announcing the Top 40 Sales Tools of 2014 - a multi-media guide that brings you up to speed on the best tools to increase sale productivity. You can’t expect different results by doing the same thing.

Account Planning 22

Account Planning Value Selling Sales Media 22

Tenfold

NOVEMBER 29, 2017

Lately, however, middle management has taken the rein. Have an organization-wide quality control process in place : An organization will have several data entry points, across its various departments. This makes an organization-wide data quality process even more important. Sales Data, Big Data and Forecasting.

Decision-making 47

Decision-making Sales Leadership Communication 47