SBI Growth
DECEMBER 12, 2012
SBI’s CEO Greg Alexander, was recently quoted in Hubspot’s “ 20 Marketing Trends & Predictions for 2013 & Beyond ”. Greg tells CMO’s that “The pressure is on”. “CEO’s are paying more attention to marketing’s contribution and are holding them accountable for revenue generation.”. Marketing leaders need to drive a strong impact to show a return on investment.
MTD Sales Training
DECEMBER 6, 2012
With the year-end fast approaching and 2013 looming on the horizon I wanted to share with you my top tips for increasing your sales in the new year. There are certain things you should be focusing on. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
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Jeffrey Gitomer
APRIL 30, 2012
Tweet Here are the TOP 6.5 referral EARNING strategies: 1. Deliver memorable service. It’s simple. Be friendly and helpful, and give positive response. 2. Be available. Make it easy to do business with you and anyone else in your company 24/7/365. 3. Be a consistent value provider. Create an email magazine and blog with content that helps customers, and a business Facebook page where you post positive and helpful information and good news, and allow for customer interactions. 4.
SBI Growth
OCTOBER 30, 2012
“Executives owe it to the organization and to their fellow workers not to tolerate nonperforming individuals in important jobs.” – Peter Drucker. If you run a $5B company, you need a strategic presence in your marketing organization. However, if you think you need a highly experienced marketing strategist to take your company from $50M to $100M, think again.
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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.
SBI Growth
DECEMBER 8, 2012
If you believe buyer behavior would stand pat for a short while, you better let go of this belief. Technology interruption, good and bad, continues to alter buyer behavior and disrupt marketing. For CMO’s today, staying abreast of shifts in behaviors associated with content consumption and purchase decisions is becoming job one. Without this understanding, leveraging marketing spend can turn into a wild guess.
SBI Growth
DECEMBER 24, 2012
“With every mistake and failure, not only mine, but of those around me, I learned what not to do.” – Mark Cuban. As we conduct research across 19 different industries, patterns emerge. Over time, we see trends - some good, some unfortunate. Think of this article as a holiday gift. Use it to compare your thought process to that of other executives. Are you ahead of the curve?
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
SBI Growth
DECEMBER 27, 2012
Fear is preventing you from reaching your goals. As a VP of Sales, your fear of failure is holding you back. You have sales productivity problems that are causing you to miss the number. Will you get a leg up on your peers if you solve the problem? Yes. Will you expose yourself to undue scrutiny if your solution is wrong? Maybe; so you avoid the risk.
SBI Growth
DECEMBER 25, 2012
This post is written for the head of sales. We will discuss 3 leading indicators to spot looming sales turnover. 1. Your front-line Sales Managers don’t add sufficient value. 2. Your Reps are underpaid in the market. 3. Your hiring process isn't executed consistently. Before we get into leading indicators, let's explore exit interviews. Exit interviews help determine why turnover happened after the fact.
SBI Growth
NOVEMBER 26, 2012
In 2012 our consultants attended 438 live sales calls. Two weeks ago, we participated in the worst sales call of the year. I thought I would share this story with you. I hope to help you avoid some mistakes. The story begins with the EVP of Sales of a large technology company. He hired our firm. The purpose of the engagement was to understand why The Challenger Sale was not working.
SBI Growth
NOVEMBER 11, 2012
The biggest impact to acquiring new customers in 2013 will be Direct Content Marketing. This is the adoption of Content Marketing principles into outbound direct marketing. Direct Content Marketing is born. Content Marketing works. B2B Marketing teams are seeing fruit from their investment in content marketing to fuel Lead Generation efforts; 2-3x increase in the quantity of inbound leads.
2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.
SBI Growth
OCTOBER 28, 2012
This post is for the marketing leader trying to bootstrap their department. Your CEO wants one thing from you: leads that result in more business. Your sales team wants one thing from you: leads that are ready to buy. To satisfy both you need to produce not just more leads, but quality leads. To generate quality leads, focus on these four essential elements: Process, Technology, People and Content.
SBI Growth
OCTOBER 15, 2012
Just 38% of companies have a content marketing strategy. This headline gave me pause as I was catching up on my reading! Econsultancy, the London-based community of digital marketing and ecommerce professionals, recently produced their first ever Content Marketing Report. The report is based on a survey of more than 1,300 digital marketing professionals.
SBI Growth
OCTOBER 19, 2012
Over the last few months, marketers have witnessed one of the biggest changes to LinkedIn’s professional social network since its inception. The purpose of this blog post is to provide marketing leaders with a five minute executive summary explaining the new offering and what it means to your business. LinkedIn currently at 175 million members continues to grow by 170,000 profiles a day.
MTD Sales Training
OCTOBER 23, 2012
Setting good sales goals and performance targets is a crucial step in sales success. We all know that setting goals too low can cause some serious problems. However, setting your sales targets too. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
Advertiser: ZoomInfo
Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr
MTD Sales Training
OCTOBER 18, 2012
Question 1: A sales person closed 25 sales for the month when the average is only 20 sales per month. Did that sales person have a good month? Question 2: One sales person closed 20 contracts for the. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
DECEMBER 26, 2012
One thing is abundantly clear. The pace of technology and buyer behavior transformation continues unabated. Assessing their impact on marketing strategies makes for tough annual planning on the right formula to connect with buyers. (Download this Marketing Plan Assessment Tool to rank your planning ideas across Impact & Ease of Execution.). From my point of view, three big trends will affect marketing planning in 2013.
SBI Growth
DECEMBER 23, 2012
Here is a great tool to help CEOs ensure your sales team is forecasting revenues correctly. Nothing upsets the board more than an inaccurate forecast. Projecting $10M in revenues for next quarter and landing a $7M result is painful. The challenge is knowing whether or not your forecast is real. The Issue. Most CEOs I talk to feel their pipeline forecasts are about 50% accurate.
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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.
SBI Growth
OCTOBER 22, 2012
You’re called in for a meeting with the CEO. What’s it about? You run some numbers in your head as some quick prep on your way. You enter. He asks you to sit. You sit. He asks you to give a self-evaluation of your year. “In what regard?” you ask. “Three questions” he says. “They can tell a lot.” You listen. Be sure to answer honestly. Question 1: Have you upgraded your team?
SBI Growth
AUGUST 6, 2012
Are your sales resources properly aligned with growth opportunity ? The Sales Leader is about to receive the 2013 Revenue Number. He will rely on you, the Head of Sales Operations, for sales strategy advice. Have you conducted growth opportunity analyses in your market? Are you confident the sales team’s people, money and time are accurately allocated for the upcoming year?
MTD Sales Training
NOVEMBER 19, 2012
I have spoken many times on this blog about how the sales process has changed, and that the modern day buyer now makes their purchasing decisions in a completely different way to their predecessors. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].
SBI Growth
DECEMBER 14, 2012
Here are the 5 sales metrics CEOs nominated for Sales Metric of the Year. 209 CEO survey responses. 41 CEO in-person interviews were used to capture 36 sales metrics that CEOs feel “reveal the truth”. These 36 metrics were submitted to an expert panel ( Mark , Tony , Dan , and John ). The panel was asked to rank these metrics on a usefulness scale. The top 5 were submitted to a group of successful CEOs.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
SBI Growth
NOVEMBER 20, 2012
In the Future of Content Marketing survey, 39% of nearly 60 respondents indicated they did not have a defined content marketing strategy. If you have read my past three articles on content marketing ( article 1 , article 2 , and article 3 ), then this percentage number is strikingly similar. This percentage further validates the findings of a recent survey by eConsultancy , which found 38% of 1,300 businesses, did not have a defined content marketing strategy.
SBI Growth
OCTOBER 19, 2012
Over the last few months, marketers have witnessed one of the biggest changes to LinkedIn’s professional social network since its inception. The purpose of this blog post is to provide marketing leaders with a five minute executive summary explaining the new offering and what it means to your business. LinkedIn currently at 175 million members continues to grow by 170,000 profiles a day.
SBI Growth
OCTOBER 21, 2012
This post is written for CEO’s who need to increase demand for their products. Demand generation is the science of stimulating latent demand. A definition of latent demand is a prospect is unaware of a problem. When the prospect becomes aware of the problem, you win a sale. Why? Because this problem is one you can solve better than anyone else. The cost of solving the problem is less than the benefit of doing so.
MTD Sales Training
MAY 21, 2012
Successful sales management requires a plethora of skills, techniques, leadership abilities, motivational cleverness and teaching expertise. Indeed, to be a good sales manager you must do a lot of things right. However, to be unsuccessful in the role of leading a sales team, you need only do a few things wrong. Quick and to the point, here are three sales management DON’Ts you need to avoid. #1 – Fail to Recognise Work Ethic and Effort.
Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst
Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.
MTD Sales Training
MAY 24, 2012
Having the right mindset during the close is far more important than any super-sales technique, closing gimmick or pricing strategy. You can have all of the best words and closes, but if your potential commission is at the forefront of your thoughts, you are dead. Your Mind is on the Money. Once the prospect feels that your interest in the buying decision rest largely on the fact that you NEED the sale, it is all over.
MTD Sales Training
MARCH 8, 2012
While setting appointments on the telephone seems to be becoming increasingly difficult, the need and importance of being able to pick up the phone and set quality appointments remains high. Yes, there are now many alternative prospecting avenues available to the astute sales person. However, in most sales processes, cold or warm, you still have to make a call.
SBI Growth
SEPTEMBER 14, 2012
For HR leaders, a recent Harvard Business Review blog post provides a stark reminder of the difficult challenge of supporting Sales leaders in recruiting top talent. These uniquely qualified men and women are in high demand and scarce. Q4 is "hunting season" when they are most likely to make a change. The most common mistake is failing to look at the job opportunity through the eyes of the candidate.
MTD Sales Training
AUGUST 1, 2012
Often during a sales interaction, the sales person will attack and downgrade their competition. While this is never a good thing for many reasons, it is even worse when the prospect starts bashing your competition. Many sales people love it when the prospect starts to downgrade their rivals as the two “tag-team” the competition. The sales person believes that this will make the relationship between the sales person and the prospect stronger and increase the chances for making the sale.
Speaker: Michelle Vazzana
Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools?
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