The Center for Sales Strategy

JUNE 5, 2020

Engaging people is about meeting their needs, not yours.". It’s clearer than ever that sales enablement, which we define as “the process of providing the people in your sales organization with information and tools they need to sell more effectively,” is becoming a vital component in any B2B sales strategy. - MOTIVATION -.

B2B 79

B2B Sales Meetings Organization 79

Red Star Kim

NOVEMBER 2, 2023

He drafts messages to his connections in those organizations and proposes that they meet to discuss the implications. 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

Showpad

AUGUST 27, 2018

In 2013, at my previous company, my sales team approached me to say they needed an additional solution for the iPad. I want Showpad to become the organization that companies go to when they want to learn how to better align sales and marketing. What did you do before you joined Showpad? I’m a mechanical engineer by training.

Meetings 40

Meetings Marketing Sales Organization 40

Showpad

AUGUST 27, 2018

In 2013, at my previous company, my sales team approached me to say they needed an additional solution for the iPad. I want Showpad to become the organization that companies go to when they want to learn how to better align sales and marketing. What did you do before you joined Showpad? I’m a mechanical engineer by training.

Meetings 40

Meetings Marketing Sales Organization 40

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? As organizations expand, new demands are introduced. Ask Yourself Two Questions.

Investors 112

Investors Prioritization Meetings Leadership 112

Janek Performance Group: Account Planning

OCTOBER 25, 2023

Altify notes account planning has increased from 36 percent of companies in 2013 to 50 percent today. They do not meet cross-selling and account growth targets. This leaves only 28 percent who say they meet their targets. Clearly, sales organizations need to improve account planning.

Account Planning 52

Account Planning Decision-making Communication B2B 52

SBI Growth

AUGUST 1, 2013

We’re nearly 60% through 2013. If your organization isn’t at or above revenue plan, what will you do? This easy-to-use scorecard will enable your sales organization to: Improve how your sales reps prioritize their time with existing customers. Product and service offerings have to evolve to meet changing demand.

Prioritization 127

Prioritization Brainstorming Sales Profitability 127

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

MAY 12, 2013

At a sales meeting, Manny the Manager posed this question to his team: “How is our average Opportunity Close Ratio 80%? Download the Top of Funnel Metrics for 2013. Wasted investment in SFA resource – These platforms can cost an organization a lot of money. The "Top of Funnel Metrics for 2013" is intended for sales leaders.

Brainstorming 117

Brainstorming Decision-making Sales Management 117

SBI Growth

JANUARY 30, 2013

You just received your quota for 2013. Excellence in 2013 starts with you. Work smarter by learning from unbiased resources outside your organization. Read on to better understand HOW to leverage resources to Make the 2013 number. The most successful sales organizations use customer feedback to improve. It went up.

Sales 128

Sales Organization Meetings Marketing 128

SBI Growth

AUGUST 10, 2012

Your sales team needs this from you to make your product launch in 2013 successful. On their June 28 th earnings call, the CEO announced the delayed release (again) of the Blackberry 10 until January, 2013. 2013 is around the corner. Plan – Develop a plan to bridge the gap between product, marketing and sales in 2013.

Sales 107

Sales Manufacturing Marketing Management 107

SBI Growth

OCTOBER 12, 2012

What does utter and complete professional success look like from your perspective in 2013? A big challenge keeping many CEOs of growth companies from achieving these goals is their involvement in the sales organization. You are acting as another “pair of hands” in the sales organization rather than working in complimentary roles.

Decision-making 113

Decision-making Facilitation Meetings Organization 113

Red Star Kim

FEBRUARY 15, 2024

Persuasion is presenting a case in such a way as to sway the opinion of others, make people believe certain information, or motivate a decision.

Facilitation 130

Facilitation Decision-making Emotional Intelligence Acquisition 130

SBI Growth

AUGUST 6, 2012

The Sales Leader is about to receive the 2013 Revenue Number. If you value the above data points, then you know the impact of accurately allocating people, money and time to making the number in 2013. Is the above what you can expect for your 2013 goals? Are your sales resources properly aligned with growth opportunity ?

Banking 126

Banking Sales Financial Services Profitability 126

Hubspot Sales

JULY 11, 2018

They’ve also disrupted the eyewear industry and spawned countless copycat organizations. Their mission: over 70% of their food, wine, and spirits are locally sourced, and every item must meet a strict list of sourcing standards. In 2013, they also become the world’s first Fair Trade Certified™ footwear manufacturing factory.

Investors 142

Investors Manufacturing Profitability Suppliers 142

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. Visiting other Sales team meetings to explain the new plan. Included are 5 actions that HR must take to help rollout.

Sales 117

Sales Prioritization Communication Construction 117

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. The survey additionally found that 61 percent of surveyed organizations had a dedicated sales enablement person, program, or function in 2018, compared to only 19.3 percent in 2013. Of that number, 95.6

Sales 77

Sales Decision-making Organization Media 77

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. Do I have the right talent on my team to meet these initiatives? There are some ‘B’ Players who have already tapped out and won’t contribute more than they did in 2013. The real ‘A’ Players will meet both the Competency and Accountability criteria.

Sales 120

Sales Decision-making Meetings Organization 120

SBI Growth

NOVEMBER 22, 2012

The meeting was just about over and there’s still little common ground. The third of four regional stops to nail down 2013 budgets for the Sales EVP and the CFO. As a sales operations leader, how often have you had similar meetings? How do you balance this all and make the right decisions for the organization?

Decision-making 115

Decision-making Sales Management Prioritization Meetings 115

SBI Growth

AUGUST 8, 2012

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. Reviewed over 5,000 documents from with some the world’s best B2B sales organizations. Over the last 12 months we: Surveyed over 10,000 sales representatives. Surveyed over 4,500 sales managers.

Marketing 110

Marketing Sales B2B Sales Management 110

SBI Growth

FEBRUARY 12, 2013

However, sometimes it has to be done (whether in the best interest of the account, the customer, or your own organization). The sales process forced us to clearly understand if we were meeting the “exit criteria” to go to the next stage and submit the bid. 4) How will the loss of this deal affect you making your number in 2013?

Decision-making 125

Decision-making B2B Organization Sales 125

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. Your goal in this case is “speed to a result” that’s why you hired them. You know this project is a key to your success.

Sales 107

Sales Meetings Management Communication 107

SBI Growth

AUGUST 29, 2012

A compensation plan that misses the mark will impact your ability to Make the Number in 2013. Perform DILO (Day in the Life of) meetings with sales reps. Conduct Benchmarking Analysis to determine how the compensation plan benchmarks to not only similar organizations, but also the organizations you recruit from and lose talent to.

Decision-making 102

Decision-making Sales Stakeholders Organization 102

SBI Growth

DECEMBER 6, 2012

It is written for the top sales executive in the organization. It can be located within your Sales or Marketing organizations. It produces content of sufficient quantity and quality to meet the needs of the Marketing and Sales departments. Could this problem impact me making the number in 2013 and beyond? What does it do?

Marketing 107

Marketing Sales Internet Facilitation 107

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

APRIL 2, 2013

SKO got your team fired up for 2013 and a new start. This knowledge will impact how you allocate your time and the organizations. You need to find key meetings to participate in. Develop a weekly meeting cadence that improves productivity. It’s been a rough couple of quarters for the VP-Sales.

Sales Leadership 127

Sales Leadership Leadership B2B Meetings 127

SBI Growth

DECEMBER 16, 2012

And Sales Leaders are handed their 2013 goals by the CEO. Finally, prior to the quota conversation , the CSO schedules a meeting with the CEO to clarify expectations. After all, sales is the division is where rubber meets road. Download our top down, bottoms up metric sheet here to see how top organizations adjust quota.

Meetings 113

Meetings Software Software Marketing 113

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? If you aren’t able to answer YES to all 3 questions then sign up today for our Q3 Tour Research: How your Peers are allocating People, Time and Money in 2013. What’s it about? He asks you to sit.

Decision-making 126

Decision-making Meetings Sales Management Management 126

Corporate Visions

OCTOBER 8, 2018

Well, Inside salespeople have the word “inside” in their title, so of course all of their meetings with prospects and customers are remote. For the non-math majors, that means that 75% of all sales meetings are now handled remotely. This shows you just how widespread virtual meetings, conducted by phone or web conference, have become.

Meetings 51

Meetings Virtual Selling Profitability Organization 51

SBI Growth

NOVEMBER 23, 2012

This is how I will meet your goals. This article isn’t about quick fixes to meet your December number. It’s about creating a strong start in 2013. When properly nurtured, Buyers spend more: “Organizations that nurture their leads experience a 45% lift in lead generation ROI. This is the return on investment for you.

Marketing 120

Marketing Sales B2B Meetings 120

SBI Growth

AUGUST 10, 2013

I was lucky enough to be introduced to a sales team’s top performer for 2013. The top reps in her industry were meeting and networking online. To see the best results, the entire organization must be trained on these new competencies. The top sales reps in your organization 3 years ago did not possess these skills.

Sales Training 117

Sales Training CRM B2B Organization 117

SBI Growth

APRIL 30, 2013

Here’s an example of why it should be applied to Sales Leadership: Meet ''Just Getting by'' Jeff. Your organization probably has a few Jeffs roaming around. Meet ''Agile'' Anthony. Anthony''s Key Activities for 2013. Broadcast & Share – use Chatter, social media, email, weekly meetings, tracking board, etc.

Sales 123

Sales Sales Management Sales Leadership Meetings 123

SBI Growth

OCTOBER 31, 2013

There is now an updated 2013 SBI Research Review which you can sign up for here. Before you attend, research and identify the people you want to meet. Dedicate time on Friday, Saturday, or Sunday to organize the approaching week. Without getting too deep into the weeds, below are 5 steps to sell smarter. Then find them.

Construction 129

Construction Decision-making B2B Marketing 129

SBI Growth

SEPTEMBER 13, 2012

Marketing inside-out versus Marketing outside-in should be common terms and concepts for B2B marketing and sales organizations. The value is expressed in terms of how your solution creates value for buyers by meeting their real needs within their context. Change your marketing focus from “ inside-out ” to “ outside-in ”.

Marketing 113

Marketing B2B Decision-making Advertising 113

SBI Growth

AUGUST 29, 2013

Further, he has a division of 120+ sales reps in his immediate organization. In 2013 it was 65%. To engage buyers early you have to meet them where they are. Grow your network organically. After the interview I found him on LinkedIn and sent a personalized invite. That alone should account for at least 120 connections.

Media 120

Media B2C B2B Internet 120

SBI Growth

AUGUST 31, 2013

Agile - Agile cultures look to get results quickly through fast changes – changes that may not be perfect, but cause tangible, positive effects in alignment with the organization''s appetite for change. Accountable - The culture is built on accountability to meet targets and expectations from the top on down. Share it with everyone.

Transportation 124

Transportation Sales Suppliers Decision-making 124

SBI Growth

SEPTEMBER 27, 2012

In a preview of the 2013 Content Marketing Benchmark Report by Joe Pulizzi of the Content Marketing Institute , only 36% of businesses believed their content marketing is effective. If you are still operating from the premise the marketing and selling organization knows more than the buyer – it is time to change. What is this number?

Marketing 107

Marketing Decision-making Internet Organization 107