SBI Growth

SEPTEMBER 20, 2013

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.” Learn what SBI’s Discovery says about what top organizations will do differently in 2014. Sales Rep Survey. Sales Management Survey.

Organization 124

Organization Sales Sales Management Meetings 124

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. Start Early.

Sales 126

Sales Communication Onboarding Sales Management 126

SBI Growth

SEPTEMBER 27, 2013

Entering 2014, Sales and HR leaders face new trends causing turnover with top talent. For most sales organizations, that happens on January 1 - only 95 days away! The solution lies in meeting the needs of Millennials head-on. The challenge for sales is unique. The impact of generational differences can be profound.

Sales 120

Sales Financial Services Publishing Communication 120

SBI Growth

JULY 22, 2013

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." There are 10 best practices Sales VPs have taken to ensure this doesn’t happen. When an executive meets early in the buying process, win rates can improve up to 80%. But what you do about it is not.

Decision-making 130

Decision-making Sales Management Management Sales 130

SBI Growth

AUGUST 10, 2013

Her sales manager knew her potential and sent her to a weeklong sales training. The top reps in her industry were meeting and networking online. Buyers had decided on the benefits they wanted before a sales call. To survive in B2B selling in 2014 a new set of skills is required. While there it dawned on her.

Sales Training 117

Sales Training CRM B2B Organization 117

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

Hubspot Sales

APRIL 6, 2020

Developing a list of criteria and attributes for sales managers to screen for when interviewing candidates is essential to recruiting and retaining top talent. This should span everything from the sales presentation to closing techniques. Sales presentation. With an IPO in 2014, HubSpot is now valued at over $6.5

Sales 118

Sales Decision-making CRM Value Proposition 118

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. Be present when the new rep’s Sales Manager is not available. Process Coaching: Teach the new sales rep how to use the CRM. Lead management, opportunity management, forecasting, chatter, etc.

Sales Management 113

Sales Management CRM Onboarding Media 113

KAMCast

JUNE 10, 2021

How are you and the team achieving the 4 C’s of: Cooperation Collaboration Coordination and Communication Perhaps a truly engaged team is where a Quality of Life meets Quality of Work. Today, he is their Sales Director and looks after a group of UK-based Account Executives, Sales Managers, SDRs, Researchers and the global Bid Team.

Shareholders 52

Shareholders Account Management Key Account Management Information Technology 52

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. Team meetings are run by sales managers. Then there’s a board meeting to prepare for. Leadership reviews metrics.

e-Learning 123

e-Learning Leadership Sales Decision-making 123

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

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. We recently attended a Sales and Marketing Event with two of our customers. The first Sales VP, Evan, did not meet one new significant contact from the event. Why would they meet with me?

Sales 120

Sales Meetings Decision-making Sales Management 120

SBI Growth

AUGUST 27, 2013

Register now for our How to Make Your Number in 2014 : A Sales Strategy You Execute. Major Interaction Preparation : Major interactions are those buyer meetings that are critical to advancing deals. Using Pipeline Strategy requires repeatable, rhythmic meetings. There are certain trainings that can produce these results.

Decision-making 122

Decision-making Negotiation Prioritization Meetings 122

SBI Growth

AUGUST 22, 2013

Sales can learn a lesson here. Sign up here to receive a copy of the Sales Job Tryout Toolkit. Read on and you''ll be ready to Make the Number in 2014. Here''s a 7-step overview of a tryout for a sales rep. (To The candidate is challenged to handle objections and maintain control of the meeting. The Proving Ground.

Onboarding 120

Onboarding Decision-making Construction Internet 120

SBI Growth

JUNE 30, 2013

The sales manager owns the process and is paid on average ramp time. Call to Action: Prospects are taking meetings again. Your 2014 quota is going up. You are going to need to hire new sales reps. Learning activities completed is useless. Training organized in “sprints”. Start to finish in 13 weeks.

Onboarding 123

Onboarding Sales Publishing B2B 123

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

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. Increase efficiency among your sales team.

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. Increase efficiency among your sales team.

CRM 71

CRM Profitability Sales Prioritization 71

QYMATIX

AUGUST 16, 2022

He hired Walter Göttinger as Head of E-Commerce Sales; Stephan Wild as Sales Director Europe; Patrick Saigal as Purchasing and Product Manager; Siegfried Hakelberg as a general manager. Hakelberg, a trained mechanical engineer, became the national sales manager. KPMG had to look abroad.

Investors 40

Investors Logistics e-Learning Profitability 40

SBI

JUNE 4, 2014

The problem is the methods we use to equip those reps today to be successful (like sales meetings, eLearning and WebEx) don’t actually work very well and also don’t suit the mobile, fast-paced world of today’s rep. This helps sales management to proactively manage and measure team strengths.

Financial Services 55

Financial Services Onboarding Marketing CRM 55

SBI

APRIL 8, 2015

They perform tasks imposed on them internally, like expense reports, product training and internal meetings. As managers, the way we determine whether reps are on target with time and task management, is to check whether they’re on target with percentage of quota to-date. Salespeople do other things besides selling.

Decision-making 53

Decision-making B2B Sales Management Management 53

Hubspot Sales

JUNE 8, 2020

It's never been more difficult to be a B2B sales rep. You have to manage heightened expectations, battle against a multitude of competitors and make sure you have time to meet the needs of everyone in your pipeline. Both of these metrics originate and have roots in the sales process. Aim to make the prospect look good.

B2B 90

B2B Sales Decision-making Marketing 90

Nutshell

OCTOBER 21, 2019

My Jerry Maguire moment came in 2014, when I was running inside sales and marketing for a consulting firm that also did a lot of research, ironically, on how people make decisions and how they buy. I interviewed Dave Brock , who works a ton with sales leaders and sales managers.

Marketing 90

Marketing Sales B2B Decision-making 90

Arpedio

JANUARY 26, 2022

Meet the unspoken and unmet needs of your existing customers, or even uncover opportunities, like new target audiences or new ways to improve your existing products or services. It has allowed for our Sales Managers to dive into specific product portfolios to estimate and predict future sales opportunities. Claus Hansen.

Account Management 52

Account Management B2B Key Account Management Co-Creation 52

Arpedio

JANUARY 26, 2022

Meet the unspoken and unmet needs of your existing customers, or even uncover opportunities, like new target audiences or new ways to improve your existing products or services. It has allowed for our Sales Managers to dive into specific product portfolios to estimate and predict future sales opportunities. Claus Hansen.

Account Management 52

Account Management B2B Key Account Management Co-Creation 52

SBI

JUNE 3, 2014

The problem is the methods we use to equip those reps today to be successful (like sales meetings, eLearning and WebEx) don’t actually work very well and also don’t suit the mobile, fast-paced world of today’s rep. This helps sales management to proactively manage and measure team strengths.

Financial Services 22

Financial Services Onboarding Marketing CRM 22

Tenfold

OCTOBER 10, 2017

Back in 2014, gamification as a strategy for improving sales productivity was the trend – not that it was a new breakthrough idea then. The Case for Sales Gamification. The concept of winning as a reward in itself is not new to many sales managers. Consistent Motivation. Easy Progress Monitoring.

Energy and Utilities 40

Energy and Utilities CRM Sales Software 40

Hubspot Sales

APRIL 9, 2020

Sales automation removes various tasks from the sales cycle to free up valuable time for reps. It also simplifies complex tasks for reps such as prospecting (which we'll touch on next), lead enrichment, contact and deal creation, email, meeting scheduling, and proposal creation. Sales Calling and Tracking Tools.

Sales Technology 103

Sales Technology CRM Sales Software 103

Hubspot Sales

JULY 14, 2020

Between 2014 and 2019, the increase in influencer marketing spend mirrored the decrease in print advertising spend. Dan Tyre , Sales Director, HubSpot. "I I had 35 years of experience in sales, sales management, and executive sales before I started publishing content in 2010.

Sales 86

Sales Media Publishing Internet 86