SBI

DECEMBER 18, 2013

In all, there were 16 categories that honored thought-leaders; books, blogs and articles; software tools; and useful resources. For me personally, I was honored to get a Silver award for best Sales Blog Post of 2013. Why Your Focus on Quota is Killing Revenue Growth (Silver medal winner for best Sales Blog Post of 2013).

CRM 54

CRM Construction Internet Decision-making 54

SBI

DECEMBER 18, 2012

We’ve been very fortunate this year to work with many wonderful sales software clients who are each striving in their own way to improve the way sales organizations operate and the success they experience. Those are the sorts of topics I chose to write about most often in this blog. And we have big plans for 2013.

Decision-making 51

Decision-making CRM Software Software 51

SBI

DECEMBER 11, 2012

Do you want to accomplish more in 2013? If you want 2013 to be better–in whatever way you define that to be–you will need to take charge of change. I guarantee you’ll walk away with one or more tools you can implement immediately to start you down the path toward higher achievement in 2013. Do you want to do more?

B2B 50

B2B Software Software Organization 50

Red Star Kim

AUGUST 11, 2022

Terms and definitions are listed, including change management: “ The practice of applying a structured approach to the transition of an organization from a current state to a future state to achieve expected benefits”. Assess organization culture(s) related to the change. Project Management in Marketing – Kim Tasso May 2013.

Management 130

Management Stakeholders Digital Transformation e-Learning 130

SBI Growth

NOVEMBER 20, 2012

Q: Do you and your organization currently have a defined content marketing strategy? My guess is that the percentage number of 39% will shrink in 2013. Of those who did not have a defined content strategy, nearly 75% are planning to have one in 2013. CMO’s today need to help their organizations understand their customers better.

Marketing 125

Marketing B2C B2B Organization 125

SBI Growth

NOVEMBER 4, 2013

Less than 60 days remain in 2013. Over these remaining weeks, conversations with SVP-Sales have focused on 3 areas: What can I still do to Make the Number in 2013 ? Last week, Matt Sharrers wrote a great blog that addresses questions 1 and 2. As 2013 winds down, 2014 naturally ramps up. It will help you balance Q4.

Decision-making 118

Decision-making Organization Sales 118

SBI Growth

MARCH 15, 2013

In two weeks, 25% of 2013 will be behind you. Solving it will help you make your 2013 number. At the end of 2013, you’ll need to take ownership of the year. “I At this stage in the game, one thing has already been decided: You need to solve whatever problem is between you and your 2013 number. What can this do for you?

Marketing 97

Marketing Organization Sales Management 97

Red Star Kim

NOVEMBER 2, 2023

He drafts messages to his connections in those organizations and proposes that they meet to discuss the implications. The article What Today’s Rainmakers Do Differently (hbr.org) was published in Nov-Dec 2023. Rainmaking best practice in professional services firms (Selling behaviours).

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

SBI Growth

MARCH 17, 2013

Social media feeds and blogs. Marketing processes are monitored closely by CMO’s of world class organizations. To hit your number for 2013 you may need to evolve. A fantastic blog post on this topic of process automation: Is Your Lead Generation Program an Automated Idiot? Crush Your Number in 2013. Measurement.

Marketing 125

Marketing Media Innovation Decision-making 125

Janek Performance Group: Account Planning

OCTOBER 25, 2023

Altify notes account planning has increased from 36 percent of companies in 2013 to 50 percent today. Clearly, sales organizations need to improve account planning. Here, let’s examine some tips to build better relationships in account planning: Know Your Clients All sales organizations qualify prospects. Enlist their support.

Account Planning 52

Account Planning Decision-making Communication B2B 52

SBI Growth

FEBRUARY 12, 2013

Stefan Captijn with Genesys Labs approached SBI this week with a blog topic. We thought a Q & A blog would add value to quota-carrying sales reps. However, sometimes it has to be done (whether in the best interest of the account, the customer, or your own organization). This topic centered on the sales rep’s dilemma.

Decision-making 125

Decision-making B2B Organization Sales 125

Insightly

JANUARY 26, 2024

Then, Insightly came along in 2013 and learned from the debuts of each. Salesforce’s strength lies in its scalability, making it an ideal choice for large organizations with complex processes and diverse teams. In 2015, HubSpot added a CRM component. All for free forever.

CRM 52

CRM Artificial Intelligence Decision-making Management 52

Strategic Communications

NOVEMBER 11, 2021

There is often tension between marketing and sales in many organizations. Shouldn’t these two functions be closely aligned to most effectively achieve the revenue and ROI goals of the organization? In a 2013 Harvard Business Review article , “Why Sales and Marketing Don’t Get Along,” authors Andris A.

Marketing 52

Marketing Co-Creation e-Learning Sales 52

SBI Growth

DECEMBER 6, 2012

It is written for the top sales executive in the organization. It can be located within your Sales or Marketing organizations. This is the actual tool SBI’s blog teams use as a template. Could this problem impact me making the number in 2013 and beyond? The way they find you is through content. What does it do?

Marketing 107

Marketing Sales Internet Facilitation 107

SBI Growth

APRIL 2, 2013

SKO got your team fired up for 2013 and a new start. Greg Alexander’s blog post yesterday provides some compelling statistics. This blog will cover 4 ways to help you make the number this quarter. This knowledge will impact how you allocate your time and the organizations. Your 2012 finish was below average.

Sales Leadership 127

Sales Leadership Leadership B2B Meetings 127

SBI Growth

AUGUST 8, 2012

Sign up for our Make the Number Tour if you would like to see how your peers are allocating people, money and time in 2013. Reviewed over 5,000 documents from with some the world’s best B2B sales organizations. Over the last 12 months we: Surveyed over 10,000 sales representatives. Surveyed over 4,500 sales managers.

Marketing 110

Marketing Sales B2B Sales Management 110

SBI Growth

MAY 5, 2013

The rest of our conversation discussed the top insights most notable for B2b marketers supporting sales organizations. In 2013, it’s not just that “the customer is always right”; according to inbound marketing principles, the customer is the beginning and the end of the equation. Top Insights. Customer-Centric Companies are Emerging.

Marketing 129

Marketing B2B Software Software 129

SBI Growth

AUGUST 29, 2012

This blog is NOT about the capabilities of our HR brethren. A compensation plan that misses the mark will impact your ability to Make the Number in 2013. Conduct Benchmarking Analysis to determine how the compensation plan benchmarks to not only similar organizations, but also the organizations you recruit from and lose talent to.

Decision-making 102

Decision-making Sales Stakeholders Organization 102

SBI Growth

DECEMBER 4, 2012

A post for Sales and HR leaders to ensure success of 2013’s Sales compensation plan. Fast forward to April of 2013. This could be via an open forum-like discussion or responding to a blog post. Lean on us for the rollout, too, as many successful Sales organizations do. This portal has been set up, correct? Use a survey.

Sales 117

Sales Prioritization Communication Construction 117

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. HR can help the Sales leader to improve recruiting results and play a vital role in making the sales number in 2013. Avoid a Myopic Focus. Hot product. Attainable quota.

Value Proposition 125

Value Proposition Sales Leadership B2B 125

SBI Growth

JULY 23, 2013

You can then show how Social Selling adds value around the organization. By participating, you will get our Social Selling Cheat Sheet to handle 2013’s Top Misconceptions of Social Selling. As the following BMW case study illustrates, Social Selling impacts the entire organization. SBI’s 7th annual research tour has begun.

Value Proposition 129

Value Proposition Finance Leadership Communication 129

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. There are some ‘B’ Players who have already tapped out and won’t contribute more than they did in 2013. 2) Immediately conduct assessments of your entire sales organization using the scorecard you’ve created (Competencies & Accountabilities). Stay tuned.

Sales 120

Sales Decision-making Meetings Organization 120

SBI Growth

NOVEMBER 19, 2012

This blog is for Sales Leaders running rapidly growing sales forces. You are preparing for 2013. Will you have any chance of hitting the number in 2013? Adding heads is inevitable in a growing organization. We will discuss a systematic approach to annual quota planning. You are hiring new reps. Yet, quotas are increasing.

Sales 110

Sales Decision-making Communication Organization 110

Red Star Kim

FEBRUARY 15, 2024

Persuasion is presenting a case in such a way as to sway the opinion of others, make people believe certain information, or motivate a decision.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

SBI Growth

NOVEMBER 9, 2012

The 2013 Number came back from the Board for the VP of Sales. Is he bringing value to your organization? 3) Understands Big Data and how to leverage it for insights and organization advancement. Engages and influences Senior Leaders across the organization. They expect a 20% increase over your “best case” 2012 finish.

Sales 121

Sales CRM Organization Management 121

SBI Growth

NOVEMBER 15, 2012

In my last blog post , we covered the P rocess that captures leads & nurtures them until sales ready - Lead Management (Get the Lead Management Best Practices Assessment tool at this event ). We were discussing her goals & challenges heading into 2013. An LDR plays a strategic role in the organization. ROI came up.

Marketing 115

Marketing Organization Management Sales 115

SBI Growth

NOVEMBER 11, 2013

As well, emerging practices from top sales organizations are discussed for 3 key tasks. This no-cost tour presents findings from SBI’s research in 2013. It is the executive in charge of sales at your organization. My colleague Andrew Urteaga blogged about the top 25 competencies for a sales leader.

Onboarding 112

Onboarding Sales Decision-making Organization 112

SBI Growth

AUGUST 30, 2013

Yet most organizations struggle to generate truly sales-ready leads. In my last blog post , I walked you through the mechanics of account segmentation. In 2013, the number has grown to 65%. See this blog post for Campaign Planning best practices. Leads fuel the revenue engine. Step #1 – Define Your Prospect Universe.

Decision-making 122

Decision-making Publishing Marketing B2B 122

SBI Growth

OCTOBER 22, 2012

If you aren’t able to answer YES to all 3 questions then sign up today for our Q3 Tour Research: How your Peers are allocating People, Time and Money in 2013. By upgrading the team, you have improved his organization. If your having a problem with this, be sure to check out this blog by Ryan Tognazzini. Where do You Stand?

Decision-making 126

Decision-making Meetings Sales Management Management 126

ReviewTrackers

DECEMBER 10, 2019

Digital Assent, 2013 ). Vitals, 2013 ). Vitals, 2013 ). By claiming a listing on major healthcare review sites, healthcare organizations can increase their online visibility, review volume, and patient acquisition. Institute for Healthcare Policy, 2014 ). American Osteopathic Association, 2014 ). Wellness.com.

Healthcare 53

Healthcare Insurance Government Internet 53

SBI Growth

JULY 8, 2013

Social selling is a technique being adopted by many B2B sales organizations. The Sales Force Effectiveness blog has many posts on this topic. My colleague took his own informal poll on the floor of SHRM 2013. This technique is an emerging best practice that helps Reps make their number.

Suppliers 128

Suppliers Media Government B2B 128

SBI Growth

OCTOBER 22, 2013

This no-cost tour presents findings from SBI’s market research in 2013. Pursuing opportunities at outside organizations (if necessary). If you determine a move is warranted, read Dan Bernoske’s blog How Top Sales Reps Interview the Interviewer. To assist you further, download the Sales Rep Value Calculator. About Joel McCabe.

Sales 120

Sales Decision-making Marketing Organization 120

SBI Growth

SEPTEMBER 13, 2012

Marketing inside-out versus Marketing outside-in should be common terms and concepts for B2B marketing and sales organizations. They have a blog that talks about all of their great offerings. This will be a major contributing factor in achieving the results that you are looking for in 2013. Author: Terry Stidham.

Marketing 113

Marketing B2B Decision-making Advertising 113

SBI Growth

NOVEMBER 23, 2012

It’s about creating a strong start in 2013. Step 1: Print this blog and bring it to your Marketing team. When properly nurtured, Buyers spend more: “Organizations that nurture their leads experience a 45% lift in lead generation ROI. Organizations can effectively encourage the right Buyers to engage with Sales at the right time.”

Marketing 120

Marketing Sales B2B Meetings 120

Aepiphanni

JANUARY 5, 2021

A 2013 PwC study supports this finding after conducting a survey among 700 executives. This is the part where open communication can lead to success because being receptive and open to input will help the organization be on the same page. Did you know that only 8% of leaders can be good at both strategy and implementation?

Leadership 40

Leadership Decision-making Stakeholders Communication 40

SBI Growth

AUGUST 9, 2012

Among all organizations I support, Sales is the most resistant. The 3 reps were not expected to contribute much in 2012, but recovering from this catastrophe will negatively impact 2013 results. Subscribe to blogs and read books about selling. How are your peers contributing to the success of their sales organizations?

Sales Leadership 115

Sales Leadership Leadership Sales Sales Management 115

SBI Growth

SEPTEMBER 15, 2013

The organizations that have adopted early have seen 3 main benefits: They’re engaging with customers and prospects earlier in their buying process. Let’s look at a few examples of how the BPM has been used in 2013. We could write an entire blog on persuading the CSO. It may serve as inspiration for your 2014 strategic planning.

Sales 120

Sales Facilitation Manufacturing Media 120