SBI Growth

SEPTEMBER 5, 2013

‘A’ player sales reps are a unique breed. To clarify an ''A'' player is a sales rep who consistently performs in the top 10% of production and exhibits model behavior. As a VP of Sales, you pride yourself on taking care of your best. During the research for this event , SBI heard from over 2,200 ‘A’ Player Sales Reps.

Sales Environment 120

Sales Environment Decision-making Acquisition Stakeholders 120

SBI Growth

JANUARY 24, 2014

Chances are you have just returned from your annual Sales Kickoff (SKO). SKO’s are great to re-energize and learn about sales direction for the upcoming year. But what about that sales training you received? How will you use them to top the Leader Board in 2014? You want to maximize your competitive edge going into 2014.

Sales Training 119

Sales Training Prioritization Management Meetings 119

SBI Growth

DECEMBER 16, 2013

Are you ready for 2014? To maximize your chances at a successful 2014, you need a good strategy. Additionally, there must be 100% synergy between the sales and marketing strategies. Too often, the sales and marketing leaders work in siloes. Sit down with your sales counterpart and talk through each other’s 2014 goals.

Marketing 112

Marketing Prioritization Decision-making Facilitation 112

SBI Growth

JULY 1, 2013

You see visions of making your 2013 and 2014 sales number. If you’re like most VP-Sales, this is money you most likely don’t have. If you’re like most VP-Sales, this is money you most likely don’t have. If you want to survive as VP-Sales, these projects must get off the ground. 2) Rethink Sales Team Head Count.

Brainstorming 107

Brainstorming Marketing Organization Sales 107

SBI Growth

DECEMBER 2, 2013

Download the 2014 B2B Demand Generation Planning template here to get started. When you apply this approach to affiliates, partners or your sales channel the same concepts apply. Key Components of Agile Execution: Pilot Plan – A small segment of the market is selected by working with sales leadership. Greater campaign execution.

Marketing 124

Marketing B2B Decision-making Acquisition 124

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

JANUARY 3, 2014

2014 is upon us! With it comes a new sales number and a new opportunity for success. As a sales representative you are faced with many time commitments. How will you balance your sales efforts with creating the Ideal Life for yourself? Top sales reps spend over 45 hours per week focusing on their patch.

Prioritization 118

Prioritization Management Sales 118

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 Meetings 128

SBI Growth

OCTOBER 14, 2013

It utilizes personnel from Sales, Marketing, Product Development and other parts of the organization. The clients we have helped told us, “ Content Marketing is now our best Sales Rep.” The sales team will be expecting more leads from you and sales enablement content. Sales will be enabled to close deals faster.

Marketing 126

Marketing Sales B2B Media 126

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

Engage Selling

AUGUST 15, 2014

It’s an honor to be added to the Top 50 Sales & Marketing Blogs 2014 list! Thanks to readers and followers just like you, Engage Selling Solutions is once again among the most trusted sources for salespeople all around the world! Thank YOU for your ongoing support as we continue to bring you the cutting-edge in […].

Marketing 59

Marketing Sales 59

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

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. The Love and Hate of Q4.

Sales 123

Sales Finance Decision-making Meetings 123

SBI Growth

JANUARY 4, 2014

Sales leaders have their goals for 2014. Reaction alone is a poison that slowly kills sales leaders. This post is for Sales Leaders to plan for success in 2014 and beyond. HR and Sales Ops leaders are called on to help enact the plan – and remind Sales leaders of the plan. It has to start with a plan.

Sales 112

Sales Meetings Marketing 112

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

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

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

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

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. Every sales manager is time starved. POST-SALES SUPPORT. Most don’t.

Sales Management 124

Sales Management Management Prioritization Decision-making 124

SBI Growth

JUNE 15, 2014

More than three-in-four companies have a 5% or higher growth goal for 2014. Sales Operations Strategy sales operations sales planning' Contrast that to the fact that 47% of CSO''s are not confident they will make their revenue goal. With real economic growth at approximately 3%, something’s got to give.

Sales 118

Sales B2B 118

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

SBI Growth

OCTOBER 25, 2013

When you assess the performance of your sales leader, perhaps you’re feeling let down. As you plan for next year, you have two options: Pull the Plug – Fire your sales leader and find someone else. As you plan for next year, you have two options: Pull the Plug – Fire your sales leader and find someone else. He works hard.

Sales 121

Sales Prioritization Sales Management Management 121

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

AUGUST 12, 2014

Take Deloitte''s " Global Human Capital Trends 2014 " survey. Talent Management Human Resources Sales Leadership Sales Development Leadership Development'

Sales Leadership 118

Sales Leadership Leadership Sales Management 118

SBI Growth

AUGUST 5, 2014

“The average Sales Enablement budget doubled between 2012 and 2014 from $1.2M Sales Operations Strategy Sales Budget Sales Enablement Director of Sales Enablement' ” 1 Did yours?

Sales 115

Sales 115

SBI Growth

OCTOBER 6, 2013

This post is for Sales and HR Leaders planning 2014 Sales Compensation. It provides a number of common Sales Compensation complaints. Knowing these complaints, you can build your 2014 plan to avoid them. Something you’ll need to go with this post is the Sales Compensation Complaint Checker.

Sales 117

Sales Acquisition B2B Marketing 117

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

AUGUST 26, 2014

2014 was a big year for Sales Enablement. The role became prominent in the sales community. sales strategy Sales Operations Strategy Sales Enablement Director of Sales Enablement' Conferences were dedicated to the function. Departments and teams were created in companies across all industries.

Sales 110

Sales 110

SBI Growth

AUGUST 19, 2014

Hubspot’s INBOUND 2014 Conference is one of the better conferences of the year. What causes you (CEO) to lose confidence in your sales leader? Why do CEOs give unrealistic revenue targets to their head of sales over half the time? Why do CEOs give unrealistic revenue targets to their head of sales over half the time?

Leadership 120

Leadership Sales 120

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

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

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

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

OCTOBER 19, 2013

This is a major weakness heading into 2014. The specialist roles involved in executing world class B2B marketing in 2014 is complex. Moving into 2014 with a vacuum in this capability is Death. Corporate Hideout – Don’t see value in spending time in the field with the sales force. CMO Success in 2014.

B2C 128

B2C B2B Marketing Leadership 128

SBI Growth

JUNE 1, 2014

“I should have been a stenographer,” the sales rep told me. He was punching in results from a sales call. Sales Process Sales Leader 2014 planning Small Company Sales Leader Resources' “How long does this typically take you?” ” I asked.

Sales 117

Sales 117

SBI Growth

NOVEMBER 1, 2013

Top sales reps share a common trait. Why Top Sales Reps Will Be Unemployed in 2 Years set an SBI record for most views in one day. The post offered advice for top sales reps to avoid becoming obsolete. What can sales and HR leaders learn from this massive response? What separates top sales reps from the rest?

Sales 123

Sales Media Innovation CRM 123