SBI Growth

DECEMBER 1, 2012

Hey, Sales Operations leaders. Do you want to increase sales and meet your 2013 goals? Encourage sales and marketing to build personas and build a plan to operationalize them immediately. Sales is frustrated because of a lack of proficiency in using the persona. Integrate the Persona into the Sales Process.

Meetings 115

Meetings Facilitation Construction Decision-making 115

SBI Growth

SEPTEMBER 2, 2012

Sales Operations Leaders aren’t making data meaningful today. In fact, when asking Sales Operations Leaders what qualitative data they had gathered, here are their responses: Conducted internal win/loss debrief on large opportunities. Look for how the customer is engaging with the sales rep.

Decision-making 107

Decision-making Sales CRM Software 107

Janek Performance Group: Account Planning

OCTOBER 25, 2023

This makes account planning essential. It’s putting their needs ahead of the sale to form long-term relationships. Altify notes account planning has increased from 36 percent of companies in 2013 to 50 percent today. However, according to Gartner , 51 percent of sales leaders agree account management channels fall short.

Account Planning 52

Account Planning Decision-making Communication B2B 52

SBI Growth

NOVEMBER 22, 2012

Today’s post is the first of three directed to Sales Operations leaders. Resource allocation is critical to success for sales. Customer/prospect segmentation is a key first step in making wise allocation decisions. The meeting was just about over and there’s still little common ground. Make it Pay Off.

Decision-making 115

Decision-making Sales Management Prioritization Meetings 115

SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” Now you must make the number with less than a full team. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." It also allows you to coach and develop the sales rep further.

Decision-making 130

Decision-making Sales Management Management Sales 130

SBI Growth

NOVEMBER 7, 2013

Last year you got your 2013 quota in mid-February. This caused mass confusion, frustration and demotivation on your sales team. This guide will help you: Understand what it takes to make up the gap. Flexibility is the key to making the number: 1. Flexibility is the key to making the number: 1. Don’t Panic.

Negotiation 118

Negotiation Brainstorming Decision-making Sales Management 118

SBI Growth

OCTOBER 22, 2012

You’re called in for a meeting with the CEO. Question 2: Is your team’s ability to execute on the plan meeting or surpassing targets? Question 3: Are you making your number? He’s not necessarily ready to make decisions about your future with the company. Question 3: Are you making your number? You listen.

Decision-making 126

Decision-making Meetings Sales Management Management 126