SBI Growth

SEPTEMBER 16, 2012

This year is no different than years prior in that every VP of Sales is getting ready for the annual 2013 sales planning season. Your CMO will love you for it, and furthermore, you can now hold him accountable for delivering the number of opportunities down the funnel that you need to make your 2013 number. Management Cost (People).

Decision-making 107

Decision-making Prioritization Sales Technology Marketing 107

SBI Growth

DECEMBER 31, 2012

By now, HR and Sales leaders have solidified their common 2013 goals. A comprehensive talent management plan is essential. The insights offered by Thomas DeLong and Vineeta Vijayaraghavan may be 10 years old, but they are especially relevant for 2013. Go-to managers. Welcome to the final SBI blog post of the year!

Sales 113

Sales Publishing Organization Management 113

SBI Growth

SEPTEMBER 23, 2012

Can you count on your current Sales Rep behaviors to “Make the Number” in 2013? Sign up for our Make the Number tour to learn more about how top performing companies will change Sales in 2013. These are the behaviors to change among Sales Reps for 2013 followed by actions HR should take to help make this happen.

Sales 121

Sales Profitability CRM Marketing 121

SBI Growth

DECEMBER 28, 2012

Make a New Year’s resolution to build territories that are market-centric in 2013. It builds credibility with sales management. We talked about his priorities for 2013. It focuses management on things they can manage to. Without the customer, nothing happens. This will make life easier for you and your sales VP’s.

Marketing 121

Marketing Sales Sales Management B2B 121

SBI Growth

JANUARY 9, 2013

Our 2012 sales leader research finds it is still a big fear for 2013. Here are five steps for HR to build a sales leadership pipeline in 2013: 1. If your company uses channel partners, Channel Management is a needed skill. Managing multi-generational sales forces. The average tenure of a Sales VP is 19 months!

Sales Leadership 124

Sales Leadership Onboarding Leadership Sales 124

SBI Growth

OCTOBER 29, 2012

Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. That would make 2013 worse than this year! The sales force did not have the right culture of hunter reps and aggressive sales managers. Managers do what it takes to get as many people into the club as possible. What can be done?

Sales 101

Sales Sales Management Account Management Media 101

SBI Growth

OCTOBER 11, 2012

Sales teams are getting their 2013 numbers. 2013 results will uncover some long-hidden flaws in the sales force. This is known as Talent Management. Guide the Sales Managers on how to effectively coach C players. For one thing, coaching of C players should NOT be more than 10% of a Sales Manager’s time.

Sales 102

Sales Sales Leadership Onboarding Leadership 102

SBI Growth

DECEMBER 15, 2012

At this point in the year, you are prepping for SKO 2013. The New 2013 sales strategies are presented. How do you Get your AEs to Stop Grumbling about 2013? The best way to do this is to undertake a comprehensive time management / time optimization plan. Achieving world class AE time management is a process.

Sales 97

Sales Meetings Organization Management 97

SBI Growth

AUGUST 15, 2012

He validates his findings with quick 5-min calls to sales managers and reps. Brutus can then build a financial model to determine the most efficient and effective way to cover the marketplace and make the number in 2013. This is taking information and driving insight that the VP of Sales needs to effectively make the number in 2013.

Transportation 97

Transportation Sales Marketing Organization 97

Jeffrey Gitomer

JUNE 11, 2013

The post Jeffrey Gitomer – Named one of the Top Sales & Marketing Influencers for 2013 appeared first on Jeffrey Gitomer’s Sales Blog. Sales Sales Management Success Jeffrey Gitomer Sales Training sales sales blog sales training sales training program top sales trainer'

Marketing 78

Marketing Sales Training Sales Sales Management 78

QYMATIX

APRIL 18, 2024

Karlsruhe, Germany – Lucas Pedretti, Managing Director of Qymatix Solutions GmbH, has been booked as an external speaker for eight events organized by the German Association of Technical Wholesalers (VTH). Since 2013, we have been helping B2B companies to become truly data-driven in sales to enable profitable growth.

Artificial Intelligence 52

Artificial Intelligence Sales Analytics B2B Retail 52

SBI Growth

JANUARY 25, 2013

5 Traits You Need to Be an ‘A’ Player in 2013. Somehow they’ve managed to exist, oftentimes for years, without hitting the number. As a sales rep, every so often you must ask yourself the question: Are you aiming for the bull’s-eye…or wearing it? This article will help you figure this out, as well as identify next steps.

Digitalization 127

Digitalization Sales Organization Management 127

Flevy

DECEMBER 8, 2022

PwC began a research project on Megatrends and their effects for companies and government leaders in 2013. FlevyPro is trusted and utilized by 1000s of management consultants and corporate executives. Modern times have seen experts such as the Tofflers, Naisbitt, and Drucker trying to decipher change in large-scale trends.

Energy and Utilities 111

Energy and Utilities Digital Transformation Government Internet 111

SBI Growth

NOVEMBER 16, 2012

Best-in-class Lead Management programs provide sales with more than 50% of all leads. A post by my colleague Vince Koehler explores ownership of the Lead Management function. For Lead Management , there are not so many choices, but Marketing consulting firms do exist. Be involved with the 2013 sales compensation planning.

Marketing 107

Marketing Sales Management Organization 107

Brightbridge Consulting

OCTOBER 12, 2019

Defining key account management. After much discussion The Association for Key Account Management (AKAM), of which Alistair Taylor, Managing Partner of Brightbridge is a main Board Member, agreed on the following definition of key Account management. What is Key Account Management? Formal definitions.

Key Account Management 52

Key Account Management Account Management Suppliers Management 52

SBI Growth

SEPTEMBER 2, 2012

Interviewed VP of Sales, Product Leaders, and Sales Manager to understand what they were seeing in the market. Also make sure you sign up for our Make The Number Tour: How Your Peers Are Allocating People, Money and Time in 2013. Analyzed win/loss reason our reps fill out in CRM. Organizations doing these things aren’t poor performers.

Decision-making 107

Decision-making Sales CRM Software 107

Red Star Kim

NOVEMBER 1, 2023

Data – CRM (Client Relationship Management) and CDP (Client Data Platforms) are often lacking. Processes and skills for managing opportunities and pipelines can be lacking. Time and capacity – Many fee-earners are stretched and compelled to manage large amounts of client work under heavy time pressures.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

FEBRUARY 15, 2024

MBD executives, advisors, managers, client services executives and BDMs from law firms, economics and management consultancies joined a PM Forum workshop on “Coaching and Consulting Skills for Marketing and Business Development”. But coaches resist the temptation to tell.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

ReviewTrackers

JULY 5, 2018

Tips to Manage Seamless, Eat24, and Grubhub Reviews. Grubhub and Seamless merged in 2013 to serve individual diners and corporate businesses. Because all of these sites are affiliated with Grubhub and specific to delivery, restaurants should manage these reviews in the same way. Click on the top left icon, then click management.

Management 60

Management Customer Experience Marketing 60

Zendesk

DECEMBER 15, 2021

.” Nieto joins Zendesk from Xilinx, a multibillion-dollar semiconductor company, where she has held a variety of people-centered executive roles since 2013. Prior to Xilinx, she worked at Cisco for 18 years in a variety of senior human resources roles.

Acquisition 98

Acquisition Communication Organization Management 98

Force Management

JUNE 22, 2023

In 2013, a venture capitalist coined the term “Unicorn” to refer to privately owned firms valued at over $1B. Back then, only 39 companies fit the criteria. Legislation had cleared the path for private companies to pursue funding and Unicorns became less mythical. By 2020, there were over 600.

Investors 62

Investors Marketing Sales Sales Leadership 62

SBI Growth

OCTOBER 31, 2012

Then, as sales manager, he turned around a struggling team. Ops managers insisted on “helping” interview prospective sales reps. Ops managers thought sales reps were overpaid. In reality, field managers use “policy” to obstruct deals they don’t agree with. At 34, Robert was younger than most of his counterparts.

Negotiation 113

Negotiation Shareholders Business Services Decision-making 113

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

Mercuri International

JUNE 30, 2021

Intriguingly, the reduction in holiday days was not something mandated by management, but more commonly a voluntary decision by the employees themselves. A 2017 survey, also by Project Time: Off, found that 54% of Americans didn’t take all their vacation days, up from 42% in 2013. And the reason for this? More than just time off.

Construction 98

Construction Publishing Business Growth Decision-making 98

Red Star Kim

NOVEMBER 2, 2023

McDermott Will & Emery has a unique approach to business development, a key component of which is a global training program for partners on managing their networks. 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

APRIL 3, 2013

You are counting on your product marketing manager for a successful launch. Is your product manager creating content the same way they did back in the 80’s. The new product launch is around the corner. Are they up to the task by using a Buyer’s Process Map as their content guide? The cornerstone is a Buyer’s Process Map.

Prioritization 120

Prioritization Marketing Communication Management 120

QYMATIX

NOVEMBER 24, 2022

Qymatix Solutions GmbH has been helping manufacturers and wholesalers to increase customer lifetime value using artificial intelligence and predictive sales analytics since 2013. Sales management can now consume targeted AI-generated insights using specific customers’ segments and their selected predictive cases. Karlsruhe, 24.11.2022.

Artificial Intelligence 40

Artificial Intelligence Software Software Sales Analytics 40

Aepiphanni

JANUARY 5, 2021

A 2013 PwC study supports this finding after conducting a survey among 700 executives. Did you know that only 8% of leaders can be good at both strategy and implementation? However, what are the strategic leadership skills one.

Leadership 64

Leadership Management 64

QYMATIX

JUNE 8, 2023

This course is particularly suitable for – B2B sales specialists: strategic and operational sales managers, field and office sales representatives, key account managers and sales managers. – Managing directors or managers of medium-sized B2B companies. Qymatix Solutions GmbH is a pioneer in its field.

B2B 40

B2B Key Account Management Sales Analytics Sales 40

QYMATIX

JULY 5, 2023

This Course is particularly suitable for – B2B sales specialists: strategic and operational sales managers, field and office sales representatives, key account managers and sales managers. – Managing directors or managers of medium-sized B2B companies. Qymatix Solutions GmbH is a pioneer in its field.

B2B 40

B2B Artificial Intelligence Sales Analytics Key Account Management 40

QYMATIX

JUNE 1, 2023

This course is particularly suitable for – B2B sales specialists: strategic and operational sales managers, field and office sales representatives, key account managers and sales managers. – Managing directors or managers of medium-sized B2B companies. – Predicting and preventing customer churn.

B2B 40

B2B Suppliers Key Account Management Sales Analytics 40

QYMATIX

MARCH 14, 2023

One of the most notable examples is the Praktiker umbrella company , which filed for insolvency in 2013. On 14 February 2019, the managing directors filed for insolvency with the Stuttgart District Court following failed negotiations with an investor. The company was the third largest in the market, accounting for 12% of total sales.

B2B 40

B2B Investors Retail Manufacturing 40

QYMATIX

MAY 18, 2023

This course is particularly suitable for: – B2B sales specialists: strategic and operational sales managers, field and office sales representatives, key account managers and sales managers. – Managing directors or managers of medium-sized B2B companies.

B2B 40

B2B Artificial Intelligence Sales Analytics Sales 40

QYMATIX

JUNE 28, 2023

This course is particularly suitable for – B2B sales specialists: strategic and operational sales managers, field and office sales representatives, key account managers and sales managers. – Managing directors or managers of medium-sized B2B companies. Qymatix Solutions GmbH is a pioneer in its field.

B2B 40

B2B Sales Analytics Key Account Management Manufacturing 40

SBI Growth

MAY 12, 2013

Your managers and reps focus on them and you track progress weekly. Time starved managers give crucial hours to these opportunities. At a sales meeting, Manny the Manager posed this question to his team: “How is our average Opportunity Close Ratio 80%? Or her manager simply prefers to focus on these opportunities.

Brainstorming 117

Brainstorming Decision-making Sales Management 117

SBI Growth

NOVEMBER 3, 2012

Prioritization through 3 lenses: What sales productivity problems should you fix in 2013? Your peers told us what they are doing during this event and how they are prioritizing for the 2013 sales strategy inside their regions. Question : What Sales Productivity Problem should you Fix in 2013? H ow to Sequence.

Prioritization 113

Prioritization Sales Training Management Sales Management 113

QYMATIX

MAY 4, 2023

This Course is particularly suitable for – B2B sales specialists: strategic and operational sales managers, field and office sales representatives, key account managers and sales managers. – Managing directors or managers of medium-sized B2B companies. I WANT PREDICTIVE ANALYTICS FOR B2B SALES.

Artificial Intelligence 40

Artificial Intelligence B2B Key Account Management Sales 40