Red Star Kim

JUNE 15, 2023

no-data-entry CRM; relationship intelligence (ERM); revenue operations system; automatic capture of emails, meetings and referrals). Some firms provide templates of different types of KAM meeting types. My KAM/relationship management experience (0=low, 10=expert): 0% 18% 18% 9% 9% 9% 18% 18% 0% 0% Have you had formal sales training?

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

SBI Growth

OCTOBER 26, 2012

How are you, the sales operations leader, going to measure the effectiveness of your 2013 Sales Kickoff Meeting ? Over the last three years the traditional sales kickoff meeting has drastically changed. Measuring the effectiveness of sales kickoff is challenging for most organizations.

Meetings 117

Meetings Sales Decision-making Organization 117

SBI Growth

AUGUST 23, 2012

Here it comes, the 2013 budgeting process. On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. Can you live on or keep your job meeting only 63% of your goals? 2013 Potential analysis for each initiative.

Sales 117

Sales Decision-making Prioritization Sales Training 117

Red Star Kim

FEBRUARY 15, 2024

It’s worth touching on some related skills : Facilitating Essentially, facilitation is about making communication, interaction, collaboration or learning easier. Facilitation skills provide opportunities and resources to a group of people that enable them to make progress and succeed. Coaches and consultants use facilitation skills.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

SBI Growth

MAY 12, 2013

As Sales Ops leaders, you need to trust your data in order to make crucial decisions. At a sales meeting, Manny the Manager posed this question to his team: “How is our average Opportunity Close Ratio 80%? I’ll change the expected close date because the decision maker needs two more weeks. We made it easy.

Brainstorming 117

Brainstorming Decision-making Sales Management 117

Janek Performance Group: Account Planning

OCTOBER 25, 2023

However, according to Altify: Companies receive 60 percent of their sales revenue from existing customers. 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.

Account Planning 52

Account Planning Decision-making Communication B2B 52

QYMATIX

MARCH 14, 2023

In Germany, specialist wholesalers and industrial distributors who can no longer meet their payment obligations due to current or foreseeable overindebtedness must, by law, file for insolvency protection. If you will not be able to meet your obligations, insolvency is cast. Forget your revenue, your brand, your years in the market.

B2B 40

B2B Investors Retail Manufacturing 40

SBI Growth

AUGUST 1, 2013

This time of year, Sales Ops leaders are often faced with a pressing question. We’re nearly 60% through 2013. Today’s post is about a simple approach to improve efficiency with current sales resources. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014 : A Sales Strategy You Can Execute."

Prioritization 127

Prioritization Brainstorming Sales Profitability 127

Miller Heiman Group

JANUARY 25, 2019

Without an effective sales enablement strategy , your sales team can say goodbye to meeting quota at the end of the year. That’s because sales enablement is a framework for predictably increasing sales productivity by providing content, training, and coaching to sales professionals. percent in 2013.

Sales 77

Sales Decision-making Organization Media 77

SBI Growth

NOVEMBER 24, 2012

The purpose of every incentive compensation plan is to influence the actions of sales reps. You still have time before 2013 to fix any blatant disconnects. The post offers tools to make longer-lasting corrections, too. Sales incentives can be like square pegs. Making the Connection. This destroys trust.

Decision-making 107

Decision-making Sales Customer Value Value Selling 107

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. I speak with many VP Sales who say the same thing every year: “We have some underperformers that are killing us.” Before you really make any decisions, start with these questions: What are my key strategic initiatives for 2014? Assessing Your Sales Team.

Sales 120

Sales Decision-making Meetings Organization 120

SBI Growth

SEPTEMBER 17, 2013

2013 is the year Social Selling became Mission Critical. Yet many reps struggle to get that critical first meeting with a decision maker. Social Selling training budgets increased 48% in 2013. The best sales & marketing leaders are leveraging social selling to make the number. Make it easier for them.

Marketing 128

Marketing B2C Publishing Decision-making 128

SBI Growth

AUGUST 29, 2012

If you’re allowing the HR team to drive Sales Compensation strategy and design you could be making a serious mistake. This is about making sure your sales goals are clearly represented. The VP of Sales must own the decision on who will be determining sales compensation. Sales Compensation Assessment.

Decision-making 102

Decision-making Sales Stakeholders Organization 102

SBI Growth

NOVEMBER 13, 2013

Sales Leaders hate Q4. Meet Jim Welch. Jim is the Senior Vice President of North American Sales and Field Operations at Motorola Solutions. For the complete list of Jim Welch’s New Year Preparation Tips, register for SBI’s Sales & Marketing Research Review. Watch the rep work – is he using your sales process?

Communication 121

Communication Decision-making Marketing Meetings 121

Zendesk

JUNE 3, 2022

Make customer success a cornerstone of your go-to-market (GTM) strategy. That first customer signed on for $27 a month, but it wasn’t about the money, it was what that first sale represented: validation from a customer of the value Auth0 was driving for them. Make customer success a cornerstone of your go-to-market (GTM) strategy.

Small Business 52

Small Business Customer Success Decision-making Acquisition 52

SBI Growth

AUGUST 31, 2013

How do you know if your sales force is a high-performing one? 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. Modified the sales compensation and quotas.

Transportation 124

Transportation Sales Suppliers Decision-making 124

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 word has come down - sales costs need to remain flat next year. How it Begins.

Decision-making 115

Decision-making Sales Management Prioritization Meetings 115

SBI Growth

DECEMBER 6, 2012

It is written for the top sales executive in the organization. According to the Sales Executive Council, 57% of a buyer’s purchase decision is made without a sales rep being present. In the last four months I have asked eleven Sales SVPs what the number is for their company. Sell when a sales rep is not present.

Marketing 107

Marketing Sales Internet Facilitation 107

SBI Growth

OCTOBER 12, 2012

What does utter and complete professional success look like from your perspective in 2013? When we posed this question to CEOs, many answered with one of the following: Make the revenue goal. Complete a successful exit (sale, IPO, etc.). This is a common challenge that is likely frustrating both you and your VP of Sales.

Decision-making 113

Decision-making Facilitation Meetings Organization 113

SBI Growth

FEBRUARY 12, 2013

This topic centered on the sales rep’s dilemma. We thought a Q & A blog would add value to quota-carrying sales reps. Genesys recently implemented a new Sales Process which is aligned to buyer’s journey. Regarding the sales rep’s dilemma, the new Sales Process was utilized differently than you’d expect.

Decision-making 125

Decision-making B2B Organization Sales 125

SBI Growth

SEPTEMBER 4, 2012

Answer: Partner with Sales. Here are two ways marketing leaders with limited resources and small budgets can partner with sales to generate results. Engage the Sales Force to Understand the Buyer. Vet your Content with the Sales Force. What goals and objectives did you meet that earned a new customer?

Marketing 115

Marketing Sales Media Decision-making 115

SBI Growth

SEPTEMBER 7, 2012

This article is aimed squarely at the CEO or SVP of Sales who has tried (or considered) Inside Sales in the past. 18 days ago, I wrote another article on Inside Sales. Because if you don’t have an Inside Sales force, you are losing revenue every day. How can I make such a bold statement? Not anymore.

Sales 97

Sales e-Learning Decision-making CRM 97

Red Star Kim

MAY 11, 2023

Brands have attributes, values and personality – customers will perceive or make associations with a brand that can be positive or negative. Google ZMOT (Zero Moment of Truth) describes this less as a journey and more as a flight map: Zero moment of truth (ZMOT) decision-making moment – Think with Google.

Management 130

Management Co-Creation Publishing Leadership 130

SBI Growth

SEPTEMBER 26, 2012

You need to close a few of the big ones in the late stages of your sales process to hit your number this year. Click here to get free advice on how your peers are planning for a busy Q4 and 2013. Early stage sales activity won’t get you to the number. The deals you care about are the ones in latter half of the sales cycle.

Stakeholders 121

Stakeholders Sales Decision-making Account Management 121

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." Sales VPs consistently have hiring freezes placed on them.

Decision-making 130

Decision-making Sales Management Management Sales 130

QYMATIX

OCTOBER 16, 2023

One of the most striking examples of this phenomenon is the collapse of the Praktiker umbrella company in 2013. Companies, self-employed individuals, and private citizens who can no longer meet their payment obligations due to current or impending overindebtedness are required to file for insolvency protection. Time is running out.

B2B 40

B2B Retail Artificial Intelligence Manufacturing 40

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

SBI Growth

OCTOBER 31, 2013

A field Sales Rep should be spending around 64% of those available hours selling. The statistics I share below are from SBI’s 2012 Sales & Marketing Research. The statistics I share below are from SBI’s 2012 Sales & Marketing Research. There is now an updated 2013 SBI Research Review which you can sign up for here.

Construction 129

Construction Decision-making B2B Marketing 129

SBI Growth

SEPTEMBER 1, 2012

75% of most sales processes fail. Think about this: You just invested a huge amount of time, energy and money in developing and training a buyer centric sales process. Our Making the Number research tells us that your peers feel the toughest part of a new sales process is having the team actually use it. Process Design.

Sales 107

Sales Construction Negotiation Decision-making 107

SBI

JANUARY 29, 2014

One of the Oldest Tenets in Sales is Just Plain Wrong ” debunking the myth (or at least disputing it) that people decide with emotion and justify with logic. The reason it’s wrong is that both are equally involved in making the decision even while they’re often at odds with one another. Myth #1: Sales is a Numbers Game.

Manufacturing 55

Manufacturing Digitalization Decision-making Sales 55

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. Sales leaders want to start strong in the first quarter. Yet most companies actually ‘issue’ their sales quota sometime in the first quarter. Flexibility is the key to making the number: 1.

Negotiation 118

Negotiation Brainstorming Decision-making Sales Management 118

Hubspot Sales

MAY 11, 2018

In this guide, we’ll define what grit is, how it will help you in sales, and how to develop it. Maybe you stay in sales despite having a hard first year, or go to school so you can become a sales engineer. To give you an idea, suppose you commit to making 150% of your number. Skip to a specific section: What Is Grit?

Decision-making 107

Decision-making Meetings Sales 107

SBI Growth

SEPTEMBER 13, 2012

Marketing inside-out versus Marketing outside-in should be common terms and concepts for B2B marketing and sales organizations. Your B2B buyers are individuals and you must know what they are trying to achieve, what goals drive their behavior, how they buy, and why they make decisions. What ever happened to the buyers?

Marketing 113

Marketing B2B Decision-making Advertising 113

Tenfold

DECEMBER 11, 2017

Barely a month before the year ends, the pressure is on to reach targets and make quotas. The reality is that any effort to boost sales team morale at this point is going to be short-term. Sales gamification is a tried-and-tested strategy towards achieving an immediate boost in employee engagement, however short run.

Sales 61

Sales Decision-making Publishing Communication 61

SalesGlobe

JUNE 29, 2022

Mark Donnolo Welcome to the SalesGlobe Rethink Sales Podcast, I’m Mark Donnolo. Because if a CEO of a company come to him in business meeting, they don’t want to be in the middle of everything. So if you stand on the side you meet them. So how who are the people you want to give, and make sure they know about it.

Sales 52

Sales Meetings Decision-making e-Learning 52

The Congruity Group

APRIL 6, 2023

Meet Mark Ross-Smith , CEO and Co-Founder of StatusMatch.com. Building on the business success, the business was acquired through a trade sale in 2013, with over 800,000 registered members. Without further ado, let’s meet Mark Ross-Smith from Status Match. Mark joins Betsy and Tony on the podcast from Malaysia.

Government 52

Government Retail Banking Logistics 52

ReviewTrackers

JULY 5, 2019

In 2013, the auto industry had one of its best years ever, with a little less than 16 million new vehicles sold. The sales trends for 2014 appear to be slightly less aggressive, with results likely to be slower than the year prior. How Can This Tool Benefit a Dealer Attempting to Increase Sales? What Is the TMV Tool?

Manufacturing 20

Manufacturing Decision-making Profitability Internet 20