SBI Growth

NOVEMBER 22, 2012

The third of four regional stops to nail down 2013 budgets for the Sales EVP and the CFO. Then you have to design a plan that reps, managers, directors all follow to maximize the up-side. Execute the Plan – Build a consensus with Sales management on how they can execute on the plan. Make it Pay Off.

Decision-making 115

Decision-making Sales Management Prioritization Meetings 115

SBI Growth

SEPTEMBER 20, 2012

Congratulations, your organization is launching a new product in 2013! As the leader of sales operations, I am sure you are working on: Updating CRM systems with new product information. Revising or building a new sales process to enable sales reps. Average Sales Cycle. Call to Action. Role of the Product.

Account Management 97

Account Management Sales Organization CRM 97

SBI Growth

APRIL 30, 2013

Yet many front-line sales managers are slow to respond. Because speed requires more time and effort from a sales manager. The average sales manager will avoid these requirements. This post will explore ideas sales managers can implement to increase their speed. Or at least a few of them.

Sales 123

Sales Sales Management Sales Leadership Meetings 123

SBI Growth

SEPTEMBER 22, 2013

You’re completing 2013 and building your marketing strategy for 2014. Maybe you are supporting sales with a CRM implementation, linking your marketing collateral into each phase. Gartner and Meta Group statistics point to a 50-80% range of CRM implementation failure. User buyer examples: Sales reps by vertical.

Decision-making 126

Decision-making Key Account Management Leadership Communication 126

Jeffrey Gitomer

MAY 16, 2013

Tweet REALITY QUESTION FOR SALES MANAGERS: Why would you, as a leader, take an improving salesperson who is having the best year of their career, and tell him or her they’re “not making enough calls”? You’re using CRM as an accountability tool, rather than a sales tool. Successful sales leaders….

Leadership 104

Leadership Sales Leadership Sales e-Learning 104

SBI Growth

AUGUST 10, 2013

I was lucky enough to be introduced to a sales team’s top performer for 2013. Julie’s Sales Operations leader thought I could learn a lot from her. Her sales manager knew her potential and sent her to a weeklong sales training. Your CRM supports the sales process. Does this ring a bell?

Sales Training 117

Sales Training CRM B2B Organization 117

SBI Growth

SEPTEMBER 1, 2012

It’s not buyer centric, can’t help the rep anticipate what the customer is thinking and not used by the Sales VP. Are the job aids attached to opportunities in the CRM? Have the Sales Managers train the reps. Have L&D sit in the back of the room and get your manager up on stage. Look at your process.

Sales 107

Sales Construction Negotiation Decision-making 107

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

Tenfold

NOVEMBER 29, 2017

The same survey says that the executives observe a lack in the quality of their sales data. A 2013 study by business services company Experian has found that 91 percent of businesses suffer from data errors. Bad Data = Inaccurate Forecasting. Bad data tips the advantages of massive data towards massive possibilities for errors.

Decision-making 47

Decision-making Sales Leadership Communication 47