SBI Growth

JANUARY 2, 2013

Talent Assessment of Sales Leadership and Sales Reps. 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. Invest in the ones that can make the jump to “A” players.

Sales Leadership 107

Sales Leadership Decision-making Sales Leadership 107

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

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

Hubspot Sales

MAY 7, 2020

The first step toward rectifying your marketing and sales alignment is implementing sales development into your existing process. What Is Sales Development? Sales development is the process of warming up leads or prospects and readying them for the eventual buying decision. Sales Analytics. Researching.

Sales 108

Sales Decision-making CRM Sales Analytics 108

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 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

SBI Growth

DECEMBER 13, 2012

They only report history and offer little predictive insight to make course corrections. For example, the sales metric of "revenue performance" is a lagging indicator. Every sales organization needs a mix of leading and lagging indicators for human capital. These are essential to navigate the journey to Sales 2.0.

Sales 113

Sales Sales Leadership Decision-making Organization 113

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. Team meetings are run by sales managers. Leadership reviews metrics.

e-Learning 123

e-Learning Leadership Sales Decision-making 123

SBI Growth

JULY 3, 2013

World Class CMO’s pursue involvement in sales QBRs. Download the World-Class Marketing QBR Engagement Checklist. In some cases the sales team uses the QBR as an open forum to ambush marketing. Marketing becomes the human piñata for all sales complaints. Download the World-Class Marketing QBR Engagement Checklist.

Construction 120

Construction Sales B2B Decision-making 120

SBI Growth

JULY 13, 2013

Download this quiz. You will learn if you possess the relevant skills of an “A” player sales leader. You will get a view to what others are doing to make the number. Assessed his sales leadership team and realized he needed to upgrade 3 of his sales directors. Result - Americas didn’t make the number.

Decision-making 124

Decision-making B2B Sales Leadership Sales Management 124

SBI Growth

DECEMBER 2, 2013

Download the 2014 B2B Demand Generation Planning template here to get started. You’re constantly analyzing feedback from campaigns and making the necessary adjustments to campaigns. When you apply this approach to affiliates, partners or your sales channel the same concepts apply. B2B Demand Generation – Building a Base Plan.

Marketing 124

Marketing B2B Decision-making Acquisition 124

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

Brooks Group

JUNE 26, 2023

Master Sales Methodology Your sales methodology is the process that your sales team uses to identify and qualify potential customers, build relationships, nurture prospects, overcome objections, and close deals. Overcome Objections One of the biggest challenges sales professionals face is handling prospect objections.

Sales Training 52

Sales Training Sales Onboarding Profitability 52

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

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? Download our Sales-Ops Planning Guide here.

Sales 118

Sales Government Finance Decision-making 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 80

Leadership Sales Cybersecurity Government 80

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. Is this going to be something they can use to make next quarter’s number?

Stakeholders 118

Stakeholders Decision-making Sales Leadership Sales Management 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

DECEMBER 10, 2012

Limited resources and lukewarm support from sales leadership can make the job thankless. You have a full plate and the tasks you carry out are crucial to sales’ success. Make All You Do Buyer-Centric. Put the buyer perspective at the core of all that you do and you’ll make a difference. Fix Your Training.

Sales 109

Sales Decision-making Sales Training Sales Leadership 109

ClearPoint Strategy

JANUARY 20, 2021

Why isn’t it enough to simply refer to quantitative data and charts to make a plan for the future? Junior analysts may assemble the information, but the leadership team needs to make decisions and take action based on the information. Download this guide to learn how to give it a refresh.

Decision-making 40

Decision-making Software Software Government 40

SBI

JANUARY 28, 2015

They asked 800 sales executives, managers and front-line sales reps a whole lot of questions—42 of them to be exact—to get at the answer. The results of their study, which can be downloaded here , should be of interest to any sales leader. How soon is a sales person terminated for poor performance?

Organization 54

Organization Sales Sales Leadership Decision-making 54

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 129

Profitability Sales Meetings Sales Management 129

SBI Growth

JANUARY 18, 2013

This B2B technology provider already has world-class sales talent. They practice Topgrading ; they rigorously develop their sales teams. Their challenge is the evolution of how their customers make buying decisions. The sales organization must continually adapt. How did they arrive at this decision?

Decision-making 117

Decision-making Sales Leadership Sales Leadership 117

SBI Growth

AUGUST 28, 2012

In your next board meeting, they will ask what you will do differently to make the number in 2013. If replacing your sales leader is on top of the list, question #2 will be: How do you know the new one will be better? To hire a top-performing sales leader, you have to remove legacy aspects of your recruiting strategy.

Decision-making 107

Decision-making Leadership Publishing Sales Leadership 107

SalesGlobe

JULY 13, 2022

Download a copy of the presentation. Please feel free to leave any questions you have in the chat and we will make materials available to you after the session. So let’s get into what those expectations are when people or companies are deciding to make a deal, they’re looking at what we call synergies. Mark Donnolo.

Acquisition 52

Acquisition Sales Account Management Financial Services 52