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. Every VP of Sales heads into this annual meeting with his CEO/CFO full of anticipation. Learn how to allocate your budget properly and use it to launch you to a successful 2013.

Decision-making 107

Decision-making Prioritization Sales Technology Marketing 107

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

NOVEMBER 16, 2012

Teams of Lead Development Reps (LDRs) are being built in Marketing to help fill the Sales pipeline with qualified leads. 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. Where to turn?

Marketing 107

Marketing Sales Management Organization 107

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. Organizations doing these things aren’t poor performers.

Decision-making 107

Decision-making Sales CRM Software 107

Flevy

DECEMBER 8, 2022

PwC began a research project on Megatrends and their effects for companies and government leaders in 2013. The Megatrends Framework can aid any private or public sector leader contemplate multifaceted outside shifts more lucidly, and can assist in evolving a well-organized, practical, and pre-emptive Strategy for tackling these changes.

Energy and Utilities 111

Energy and Utilities Digital Transformation Government Internet 111

Red Star Kim

NOVEMBER 2, 2023

As an fan of Challenger sales (and the variant Insight Selling Insight selling – building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services. Rainmaking best practice in professional services firms (Selling behaviours).

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

SBI Growth

JANUARY 25, 2013

5 Traits You Need to Be an ‘A’ Player in 2013. As a sales rep, every so often you must ask yourself the question: Are you aiming for the bull’s-eye…or wearing it? Life as a sales rep is no exception. Improve your ‘A’ Player characteristics to: Increase sales. Reduce sales effort. Don’t wait. Don’t hesitate.

Digitalization 127

Digitalization Sales Organization Management 127

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

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

SBI Growth

JANUARY 6, 2013

How many changes do you have lined up for your sales organization to start 2013? Are you changing the sales process ? As a Sales Operations leader part of your role is enabling field sales to adopt change. As a Sales Operations leader part of your role is enabling field sales to adopt change.

Management 127

Management Sales Organization 127

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. As Sales Ops leaders, you need to trust your data in order to make crucial decisions. Or her manager simply prefers to focus on these opportunities. Sales executives need new logos now.

Brainstorming 117

Brainstorming Decision-making Sales Management 117

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

Insightly

JANUARY 26, 2024

Salesforce, HubSpot, and Insightly are three prominent customer relationship management (CRM) platforms, each offering unique features and functionalities tailored to diverse business needs. Then, Insightly came along in 2013 and learned from the debuts of each. Salesforce vs. HubSpot vs. Insightly – the eternal question.

CRM 52

CRM Artificial Intelligence Decision-making Management 52

SBI Growth

AUGUST 10, 2012

Trained the sales force and channel partners on the new product. Did you forget about enabling the sales force ? Where in your plan is getting your sales force ready to sell your new product? Who is responsible for Sales Enablement ? It might be appropriate for product management to own this. They’ve never had to.

Sales 107

Sales Manufacturing Marketing Management 107

SBI Growth

NOVEMBER 14, 2012

66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. Don’t wait for your manager to come to you. You’re at a point in the year where you are discussing 2013. Your manager obviously wants you to succeed and hit these numbers.

Interpersonal Skills 120

Interpersonal Skills Negotiation Sales Decision-making 120

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. There are lots of sales tools to help you. There are lots of sales tools! We’ll each be recommending 6 sales tools for B2B sellers. Shorten the sales cycle.

B2B 50

B2B Software Software Organization 50

Strategic Communications

NOVEMBER 11, 2021

There is often tension between marketing and sales in many organizations. Shouldn’t these two functions be closely aligned to most effectively achieve the revenue and ROI goals of the organization? In a 2013 Harvard Business Review article , “Why Sales and Marketing Don’t Get Along,” authors Andris A.

Marketing 52

Marketing Co-Creation e-Learning Sales 52

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. Organizing and scheduling product training sessions.

Account Management 97

Account Management Sales Organization CRM 97

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

AUGUST 6, 2012

Are your sales resources properly aligned with growth opportunity ? The Sales Leader is about to receive the 2013 Revenue Number. He will rely on you, the Head of Sales Operations, for sales strategy advice. Find out if your sales resources are aligned with growth opportunity by using the Sales Growth Pin Pointer.

Banking 126

Banking Sales Financial Services Profitability 126

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. There''s a good chance you''ll have a new VP of Sales within the next year. That new VP will have certain expectations of his Sales Ops leadership.

Leadership 103

Leadership Sales Acquisition Sales Leadership 103

SBI Growth

DECEMBER 4, 2012

A post for Sales and HR leaders to ensure success of 2013’s Sales compensation plan. Fast forward to April of 2013. A Chief Sales Officer is meeting with Sales VPs and the VP of Sales Operations. They are trying to decide between keeping and scrapping the recently-implemented Sales Comp Plans.

Sales 117

Sales Prioritization Communication Construction 117

SBI Growth

NOVEMBER 20, 2012

Q: Do you and your organization currently have a defined content marketing strategy? My guess is that the percentage number of 39% will shrink in 2013. Of those who did not have a defined content strategy, nearly 75% are planning to have one in 2013. 24% came from senior levels – ranging from VP marketing or Sales to CEO’s.

Marketing 125

Marketing B2C B2B Organization 125

SBI Growth

DECEMBER 11, 2012

Has 2013 planning kept you from selling? Are Sales Support experts unavailable now when you need them most? These are common, end-of-year problems for top Sales performers. A Sales Rep friend of mine, Kevin, described it best. Every Sales Engineer is stretched thin and unavailable. I lose a week to the holidays.

Sales 122

Sales Software Software Management 122

SBI Growth

AUGUST 8, 2012

Marketing, do you have a sales quota tied to Lead Generation ? Sign up for our Make the Number Tour if you would like to see how your peers are allocating people, money and time in 2013. Over the last 12 months we: Surveyed over 10,000 sales representatives. Surveyed over 4,500 sales managers. Why should you care?”

Marketing 110

Marketing Sales B2B Sales Management 110

SBI Growth

SEPTEMBER 14, 2012

For HR leaders, a recent Harvard Business Review blog post provides a stark reminder of the difficult challenge of supporting Sales leaders in recruiting top talent. HR can help the Sales leader to improve recruiting results and play a vital role in making the sales number in 2013. Avoid a Myopic Focus. Hot product.

Value Proposition 125

Value Proposition Sales Leadership B2B 125

Janek Performance Group: Account Planning

OCTOBER 25, 2023

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

Account Planning 52

Account Planning Decision-making Communication B2B 52

SBI Growth

DECEMBER 2, 2012

Five weeks ago I shadowed a sales rep on a series of calls during a typical day. I asked this sales rep what the estimated potential value of the account was. This is a recurring theme with sales reps. How will you be different in 2013 with your selling efforts? This should be the first step in your sales strategy.

Prioritization 124

Prioritization Organization Sales Management 124

SBI Growth

JANUARY 7, 2014

Leading a large sales organization is becoming more challenging each year. With all of these changes, it complicates how you organize your sales resources. Maybe it’s time to re-think how you’re organized. You’re wondering if your competitors are re-organizing to respond to these changes. In what way?

Investors 115

Investors Sales Acquisition B2B 115

SBI Growth

JANUARY 17, 2014

According the “Year-End CEO Report” conducted by Challenger, Grey & Christmas, CEO turnover rose in 2013. There were “1,246 CEO changes in 2013, 2.6 Are my Sales & Marketing organizations prepared to meet my growth objective? If not, what are the Sales & Marketing leaders doing to get us prepared?

Investors 112

Investors Prioritization Meetings Leadership 112

SBI Growth

NOVEMBER 9, 2012

The 2013 Number came back from the Board for the VP of Sales. Regional Sales Leaders? VP of Sales Operations? If you answered anything other than #4 , revisit the value your Sales Operations Leader is providing. If you have a world class Sales Ops Leader, you’ll know that this is your first and best resource.

Sales 121

Sales CRM Organization Management 121

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?

Decision-making 97

Decision-making Marketing Media B2B 97

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.” Have a conversation with other managers if need be to get a handle on it. Assessing Your Sales Team. Your thoughts should now turn to 2014.

Sales 120

Sales Decision-making Meetings Organization 120

SBI Growth

SEPTEMBER 28, 2012

You’ve hired a sales consulting firm to assist with a gap in the sales organization. This project will help you hit the number in 2013 and give you the recognition you deserve when competing against your peers. Focus on 3 engagement requirements around time when managing the risk with your sales consulting firm.

Sales 107

Sales Meetings Management Communication 107

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry. in 2013 on hiring sales training companies, one of the top five outsourced training expenditures, according to Training Industry.

Sales Training 112

Sales Training Sales Publishing Co-Creation 112

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. Share new ideas. Sound familiar?

Sales 123

Sales Sales Management Sales Leadership Meetings 123

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. Make or buy BI for sales – How to decide?

B2B 52

B2B Artificial Intelligence Sales e-Learning 52