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

JANUARY 2, 2013

Another year has gone by, and you fell short on your sales number. But you can excel in 2013 because of your shortcomings in 2012. And with these answers come chances for improvement in 2013. Talent Assessment of Sales Leadership and Sales Reps. Talent Assessment of Sales Leadership and Sales Reps.

Sales Leadership 107

Sales Leadership Decision-making Sales Leadership 107

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

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

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. If your organization isn’t at or above revenue plan, what will you do? Today’s post is about a simple approach to improve efficiency with current sales resources. Reduce your cost of sales. Strategic Fit.

Prioritization 127

Prioritization Brainstorming Sales Profitability 127

SBI Growth

OCTOBER 31, 2012

In Business Services companies, Operations executives usually have more power than Sales executives. Operations leaders often have a disproportionate amount of influence over Sales functions. In these organizations, Ops controls most of the employees, expenses, and data. Ops says Sales doesn't understand the business.

Negotiation 113

Negotiation Shareholders Business Services Decision-making 113

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

Showpad

APRIL 28, 2020

Run-of-the-mill sales strategies no longer cut it. That’s why companies are increasingly turning to sales enablement to empower sellers to have more meaningful, value-driven and consultative conversations with buyers. Increase sales productivity and active selling time. CSO Insights revealed that while only 19.3%

Onboarding 52

Onboarding Sales Decision-making Marketing 52

SBI

DECEMBER 18, 2013

Top Sales World just held their annual ceremony for the Top Sales and Marketing Awards. It’s truly an exciting time for those in the marketing and sales profession. And Jonathan and Gerhart’s Top Sales and Marketing Awards ceremony is a good place to start. Most organizations live and die by quota.

CRM 54

CRM Construction Internet Decision-making 54

Insightly

JANUARY 26, 2024

Then, Insightly came along in 2013 and learned from the debuts of each. Insightly to help businesses make informed decisions based on their specific requirements. The platform provides a comprehensive suite of tools designed to manage sales, marketing, customer service, and more. In 2015, HubSpot added a CRM component.

CRM 52

CRM Artificial Intelligence Decision-making Management 52

SBI Growth

DECEMBER 13, 2012

B2B Sales organizations are rapidly transforming to compete in the world of Sales 2.0. But will the sales talent keep pace? HR leaders will play a major role in success of the Sales 2.0 But what about new HR metrics for sales organizations? Contrast "revenue performance" with " sales pipeline."

Sales 113

Sales Sales Leadership Decision-making Organization 113

SBI Growth

JULY 19, 2013

This question comes as a natural follow up to most decisions. Whenever you make change, risk is sure to follow. This is the life you lead as VP of Sales. Why Change in Your Sales Strategy is Necessary. Each year, as VP of Sales you begin the process of evaluation. Either way, your 2014 number will outpace 2013.

Brainstorming 118

Brainstorming Decision-making Organization Sales 118

SBI Growth

NOVEMBER 14, 2012

66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. You’re at a point in the year where you are discussing 2013. Now is the perfect time to approach the subject when you’re in discussions regarding quota, compensation and 2013 goals.

Interpersonal Skills 120

Interpersonal Skills Negotiation Sales Decision-making 120

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

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. Sellers experience difficulty getting in front of prospects and keeping their attention through-out the sales cycle.

Decision-making 51

Decision-making CRM Software Software 51

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. This post will address what Marketing can do to promote, enable and optimize social selling within the organization.

Marketing 128

Marketing B2C Publishing Decision-making 128

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

APRIL 24, 2013

SBI recently accepted nominations for the Top Sales Operations Leaders to Watch in 2013. Each one of these individuals has been identified as an outstanding Sales Ops leader. This post provides a strategy for making the list in 2014. There''s a good chance you''ll have a new VP of Sales within the next year.

Leadership 103

Leadership Sales Acquisition Sales Leadership 103

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 ? How should I be preparing to Make the Number in 2014 ? Sales Kick-Off is right around the corner – what am I going to do? SKO is on the horizon.

Decision-making 118

Decision-making Organization Sales 118

SBI Growth

OCTOBER 22, 2013

As a sales rep, are you wondering if your compensation fair? In this article I cover the basics of calculating your sales value. To assist you further, download the Sales Rep Value Calculator. You can access the calculator when you sign-up for SBI’s Sales & Marketing Research Review here. Are you making your quota?

Sales 120

Sales Decision-making Marketing Organization 120

SBI Growth

NOVEMBER 19, 2012

This blog is for Sales Leaders running rapidly growing sales forces. You are preparing for 2013. What if they make a hasty decision and go to greener pastures? Will you have any chance of hitting the number in 2013? You will be focused on making the number. You are hiring new reps. Top-Down. 'A'

Sales 110

Sales Decision-making Communication Organization 110

QYMATIX

JULY 13, 2021

B2B sales intelligence – should you make or buy your tool? With the cost of sales sky-rocketing and customers changing their buying behaviour, sales intelligence has become critical to the success of any company. Business Intelligence (BI) was always critical in B2B sales. Now it has become essential.

B2B 52

B2B Artificial Intelligence Sales e-Learning 52

SBI Growth

AUGUST 17, 2012

” That was a direct quote from one of our clients, referring to how sales looks at the leads his marketing department was generating. This is the classic battle between marketing and sales: Marketing generates leads of dubious quality and sales cherry picks only those leads they deem "qualified." Sound familiar? Defining a Lead.

Decision-making 97

Decision-making Marketing Media B2B 97

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. Answers ranged from 20% to 70%.

Marketing 107

Marketing Sales Internet Facilitation 107

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

NOVEMBER 3, 2013

In a 2013 study by IBM, 33% of CEO’s are out of touch with customers. The internet has forever changed how organizations engage with customers. Sales – The Sales Force suffers as well. The additional pitfall is the disruption to the sale force. If you do not equip sales, they will get frustrated.

Decision-making 122

Decision-making Internet Facilitation Organization 122

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

NOVEMBER 11, 2013

Your Chief Sales Officer (CSO) left. Instead, top HR and Sales leaders follow a detailed checklist of tasks. As well, emerging practices from top sales organizations are discussed for 3 key tasks. You can access it when you sign up for SBI’s Sales & Marketing Research Review here. The CSO Search Checklist.

Onboarding 112

Onboarding Sales Decision-making Organization 112

SBI Growth

OCTOBER 20, 2012

HR leaders, get ready for the 2013 Sales Kickoff by fixing the flaws in your compensation plan today. Do you run the risk of making a costly mistake? Be sure before you make an investment with the wrong firm. Technology Company: More than 60% of the sales force are on a trajectory to miss their number.

Decision-making 107

Decision-making Software Software Communication 107

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

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. Phase 1 – Research.

Meetings 117

Meetings Sales Decision-making Organization 117

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

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

AUGUST 30, 2013

I have never spoken to a sales leader who didn’t ask for more qualified leads. Yet most organizations struggle to generate truly sales-ready leads. Register here for SBI’s 7 th Annual Research Project and find out how your World Class peers plan to make the 2014 number. Make sure you account for these variances.

Decision-making 122

Decision-making Publishing Marketing B2B 122

SBI Growth

AUGUST 21, 2012

As a Sales Leader of a growing organization, do you struggle to scale your sales force? The board and CEO expect you to create a sales force capable of growing to match market demand, with no drop off in quality. Entering a new organization without a proper process in place is a trial and error learning experience.

Sales 110

Sales Construction Decision-making Leadership 110

Tenfold

NOVEMBER 29, 2017

If your sales data is causing inaccurate forecasting, then a review of your data input methodologies, sources, and management is necessary. 54 percent say that it guides them in the implementation of performance milestones, such as sales targets and quotas. Once you observe compromised sales data, you need to take action.

Decision-making 47

Decision-making Sales Leadership Communication 47

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