SBI Growth

JANUARY 2, 2013

Talent Assessment of Sales Leadership and Sales Reps. Organization talent and people is often an emotionally charged area. It’s easy to make talent decisions based more on gut reaction than facts. Build specific competency and accountability based scorecards for Sales Leadership and Sales Reps.

Sales Leadership 107

Sales Leadership Decision-making Sales Leadership 107

Hubspot Sales

MAY 7, 2020

At the same time, your sales time is not feeling the effects of their efforts and are spending more time prospecting when they should be closing. In many organizations, a disconnect happens between marketing and sales: The sales team says that leads coming in are unqualified. What Is Sales Development? Researching.

Sales 107

Sales Decision-making CRM Sales Analytics 107

SBI Growth

JULY 21, 2013

Sales field alignment with the modern day buyer requires more than lip service. This blog is focused on the transformation of Sales to incorporate buyer-centered tools. CMO’s can help sales make the number in 2014. Download 8 Strategic Imperatives of Buyer-Centric Selling. The sales field is suffering.

Marketing 134

Marketing Decision-making Sales Facilitation 134

Miller Heiman Group

JULY 18, 2018

In our 2018 Sales Operations Optimization Study, we also asked respondents to share which areas needed the most improvement over next 24 months. The top three responses were better sales enablement, improved forecast accuracy and more decision-making data for executives. To learn more, download the full report here.

CRM 81

CRM Sales Sales Leadership Decision-making 81

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

FEBRUARY 23, 2013

HR leaders ask themselves, “How can I make an impact with Sales?” At the same time, Sales leaders ask, “Who can help me to make The Number?”. They have the unique opportunity to share this expertise with Sales. This is a chance to build credibility and earn a seat at the sales leadership table.

Advertising 118

Advertising Sales Leadership Media Suppliers 118

Brooks Group

JUNE 26, 2023

The challenge is that there are no one-size-fits-all solutions for sales training. Every organization offers distinct products and/or services, has a specific go-to-market (GTM) strategy, and faces different competitors. What is Sales Training? The goal of sales training is to improve sales performance.

Sales Training 52

Sales Training Sales Onboarding Profitability 52

SBI Growth

JULY 3, 2013

World class B2B marketing organizations actively engage in Quarterly Business Review (QBR) meetings. For many marketing leaders the sales team’s QBR is an afterthought. Marketing typically provides updates to the sales team with a rear-view mirror approach. World Class CMO’s pursue involvement in sales QBRs.

Construction 120

Construction Sales B2B Decision-making 120

SBI Growth

SEPTEMBER 2, 2013

Meanwhile, nobody makes a purchase decision. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” Learn why your team ignores your sales process and how to fix it. Get details on what best-in-class organizations are doing differently next year.

e-Learning 123

e-Learning Leadership Sales Decision-making 123

SBI Growth

DECEMBER 18, 2013

Effective ways to enable your sales reps to make the number. Today’s post focuses on the missing link: Enabling your front-line sales managers. They are the connective tissue that makes sure the field executes your strategy. Without strong front-line sales managers, your chances of making the number are low.

Sales 122

Sales Sales Leadership Leadership Sales Management 122

Miller Heiman Group

JULY 22, 2019

In “All That Glitters Is Not Gold: 2019 World-Class Sales Practices Study,” CSO Insights, the research division of Miller Heiman Group, shared the top 12 best practices that are aligned with world-class sales performance (download it here if you haven’t read it yet). How effective is your sales team’s sales strategy?

Sales 49

Sales Sales Analytics Sales Leadership Decision-making 49

Nutshell

MAY 16, 2019

In this article, we’ll explore the differences between sales associate and management positions, and what it takes to transition from one to the other. Then we’ll give you eight actionable tips to make your sales management dreams a reality. Are you Sure You Want to Become a Sales Manager? Download it today!

Sales Management 96

Sales Management Management Leadership Sales 96

Miller Heiman Group

JULY 18, 2018

In our 2018 Sales Operations Optimization Study, we also asked respondents to share which areas needed the most improvement over next 24 months. The top three responses were better sales enablement, improved forecast accuracy and more decision-making data for executives. To learn more, download the full report here.

CRM 51

CRM Sales Sales Leadership Decision-making 51

ClearPoint Strategy

JANUARY 20, 2021

Strategic analysis is paramount in any organization because it provides the context and backbone upon which the strategy and overall position of the business is formulated. Why isn’t it enough to simply refer to quantitative data and charts to make a plan for the future? Looking both backward and forward.

Decision-making 40

Decision-making Software Software Government 40

SBI Growth

DECEMBER 5, 2013

The sales organization is into the final run for the year. You know if the company will make or miss the number. How has Sales Operations done this year? Did you directly enable the sales organization to close more business? Did you help keep sales expenses in check? Bite off what you can chew.

Sales 118

Sales Government Finance Decision-making 118

SBI Growth

APRIL 24, 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. That new VP will have certain expectations of his Sales Ops leadership. Systems Management.

Leadership 103

Leadership Sales Acquisition Sales Leadership 103

SBI Growth

MARCH 9, 2013

You have decided to hire a sales consulting firm to help you make the number. Recovering from hiring the wrong sales consulting firm can take between 1 and 2 quarters. The disruption of your sales force is something you can’t afford. Typically, each stakeholder has a couple key objectives in a sales consulting project.

Stakeholders 118

Stakeholders Decision-making Sales Leadership Sales Management 118

Hubspot Sales

JULY 13, 2023

Likewise, incorporating AI into your workflow can be much more than downloading software or signing up for a tool. 6 Tips for Addressing AI Fears So, how does sales leadership address raised concerns and promote AI adoption across their revenue teams? Help your sales team understand the potential benefits of AI.

Leadership 79

Leadership Sales Cybersecurity Government 79

SalesGlobe

JULY 13, 2022

Download a copy of the presentation. First sales. Look, we are a problem solving firm for sales and we solve the toughest sales challenges in areas like sales strategy, sales organization, design, sales compensation. When I’m making purchases. Mark Donnolo. Michelle Seger.

Acquisition 52

Acquisition Sales Account Management Financial Services 52

Hubspot Sales

MARCH 27, 2019

In sales, a quota is the financial goal individual or team sellers must reach by the end of a specific time period, usually one month or one quarter. Quotas are set by sales leadership and attainment of quota generally results in a performance bonus. The difference between sales quotas and sales goals.

Profitability 128

Profitability Sales Sales Management Meetings 128

SBI Growth

JANUARY 18, 2013

Talent management is a top priority for HR leaders who support sales organizations. But a recent interview with a HR leader revealed another level of sales leader support. At first, it may not seem like an HR leader would be involved in shaping sales force structure. The sales organization must continually adapt.

Decision-making 117

Decision-making Sales Leadership Sales Leadership 117