Miller Heiman Group

JANUARY 21, 2020

The latest Sales Operations & Technology Study from Miller Heiman Group found that roughly two-thirds of sales organizations have a dedicated sales operations team, indicating that this function continues to mature and play an increasingly integral role in a company’s sales success. Sales Support.

Sales Technology 75

Sales Technology Sales CRM Organization 75

Red Star Kim

FEBRUARY 21, 2024

What management systems are required? Most sales frameworks are based on evidence that shows the right order in which we ask questions. SPIN selling Neil Rackman, a research psychologist at Huthwaite Research, analysed more than 35,000 sales calls over a period of 12 years. – Kim Tasso March 2010 How do you close a sale?

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Hubspot Sales

MARCH 21, 2018

Inside vs. Outside Sales. Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. 47% of all salespeople work in inside sales, with 53% representing outside sales. Outside or inside sales? are inside sales professionals. Out of the 5.7

Sales 131

Sales Decision-making Digitalization Organization 131

SBI Growth

JANUARY 5, 2014

In this post I want to recommend three ideas to raise your game in 2014. Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. Every sales manager is time starved. POST-SALES SUPPORT. Lack of quality leads. INTERNAL MEETINGS.

Sales Management 124

Sales Management Management Prioritization Decision-making 124

SBI Growth

JULY 21, 2013

The sales field is suffering. Sales forces lack buyer-centered tools for success. When will Sales catch up with Marketing? 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. Customers are suffering.

Marketing 134

Marketing Decision-making Sales Facilitation 134

SBI Growth

AUGUST 9, 2013

The Senior Sales VP gives you a call. Two of your eight sales managers have high turnover. You reach out to the head of sales operations. You wonder if it is time to move on. However, removing a sales manager causes sales disruption. Having an open sales manager forces you fill in for the team.

Sales Management 115

Sales Management Management Sales 115

SBI Growth

SEPTEMBER 27, 2013

Entering 2014, Sales and HR leaders face new trends causing turnover with top talent. This post offers solutions to Sales and HR leaders who ask this question: “How do we respond to demographic trends and retain top sales talent?” It’s especially true for sales roles where the timing to change jobs is predictable.

Sales 120

Sales Financial Services Publishing Communication 120

Red Star Kim

MAY 15, 2023

Whether it’s for confident or commercial conversations as part of the networking skills toolkit or part of relationship building or sales conversations. But there are helpful ideas too – many of them based on managing your own and reading others’ body language (NVC) and simple psychology principles.

e-Learning 130

e-Learning Communication Meetings Digitalization 130

Hubspot Sales

JANUARY 17, 2018

Best Sales Podcasts. Sales Gravy. Linking Into Sales Podcast. The Sales Evangelist. Bowery Capital Startup Sales Podcast. Get in the Door: Sales Prospecting Strategies & Tactics. The Sales Babble Podcast. Sales Pipeline Radio. Make It Happen Mondays -- B2B Sales with John Barrows.

Sales 145

Sales B2B Artificial Intelligence Value Proposition 145

SBI Growth

JANUARY 10, 2014

Now you need to roll it out to your management team. Top sales leaders know how to communicate and roll out a sales plan. As soon as the new quota is approved- it’s time to get moving. Get your sales managers involved early in the process. Get your sales managers involved early in the process.

Sales 126

Sales Communication Onboarding Sales Management 126

SBI Growth

DECEMBER 3, 2013

A year ago at this time, you decided what sales improvement projects to pursue. Download the Sales Leaders’ Execution Guide here. Accelerate the behavior change in your sales leaders. A detailed plan to drive sales rep adoption. You are lacking evidence that the sales team adopted the new behavior.

Sales 118

Sales Communication Leadership Management 118

SBI Growth

OCTOBER 19, 2013

This is a major weakness heading into 2014. The specialist roles involved in executing world class B2B marketing in 2014 is complex. Moving into 2014 with a vacuum in this capability is Death. Corporate Hideout – Don’t see value in spending time in the field with the sales force. CMO Success in 2014.

B2C 128

B2C B2B Marketing Leadership 128

Miller Heiman Group

OCTOBER 17, 2019

The Challenger Sale—popularized in 2011 by the book of the same name—posits that consultative selling is dead. That evolution is what will strengthen relationships between buyers and sellers and bring success to sales organizations as we face an increasingly challenging global economy. It’s evolved. Why Perspective Matters.

Decision-making 51

Decision-making Sales Facilitation Prioritization 51

SBI Growth

OCTOBER 21, 2013

As you plan for 2014, are you investing enough in both? Sales Operations is responsible for creating that winning environment. Performance culture is studied in depth in our 2014 Research Tour. It will help your management and field team to find a common vision. 80% of its sales team was outside sales reps.

Manufacturing 117

Manufacturing Profitability Onboarding Media 117

SBI Growth

NOVEMBER 20, 2013

A few years ago, I interviewed Brent for a B2B sales rep job. This post is for HR and Sales Leaders who are seeking to hire the next Brent. It’s also for those who aspire to become top sales reps. This post includes a link to a valuable tool – the Top Sales Rep''s Satisfaction Index. Brent was clearly an “A” player.

Sales 125

Sales Media Stakeholders B2B 125

Openview

MAY 22, 2018

The world of sales is full of dangerous villains – time-consuming administrative tasks , inefficient internal processes, lack of proper tools and resources, etc. And to top it all off, there is an even greater foe – the leaking of your valuable sales knowledge. Sales Knowledge Management to the rescue! Efficiency.

Management 71

Management Sales Brainstorming Organization 71

Hubspot Sales

JUNE 8, 2020

It's never been more difficult to be a B2B sales rep. You have to manage heightened expectations, battle against a multitude of competitors and make sure you have time to meet the needs of everyone in your pipeline. How To Fix: Let the prospect make the next move. Relationships are everything in B2B sales.

B2B 88

B2B Sales Decision-making Marketing 88

SalesPop

MARCH 25, 2021

Sales most definitely have two sides, and this is also true of account management. In his 2014 book Zero to One , Peter Thiel wrote, “In the 1990s, the focus was on the product, and not on sales. Following the dot-com bubble burst, people learned that sales mattered just as much as the product.

Account Management 98

Account Management Management B2B Advertising 98

Zendesk

SEPTEMBER 23, 2021

According to ProfitWell, CAC for businesses increased by approximately 60 percent between 2014 and 2019. McKinsey & Company reports that the shift to digital sales led to 30 percent higher acquisition efficiency for businesses. Say Company X spent $150K on marketing efforts and $100K on sales initiatives over the last quarter.

Acquisition 97

Acquisition Supply Chain Advertising Digitalization 97

Hubspot Sales

MARCH 2, 2018

So, you think you want to be a sales manager? If you’re an individual top-performing contributor in your sales organization and you’re thinking of applying for a sales manager role, let me give you a bit of a reality check first. Check out my book on running a human-centric sales process that'll win more customers.

Sales Management 108

Sales Management Management Sales Leadership 108

SBI Growth

JULY 14, 2013

There’s no denying that in sales, talent is a key differentiator. Today’s post is about how Sales Ops can create conditions that enable success. Today’s post is about how Sales Ops can create conditions that enable success. How well have you created conditions for sales success? Huddle Around A Sales Process.

Sales 131

Sales Marketing Management 131

QYMATIX

AUGUST 8, 2022

The Wollschläger Group now had 12 branches throughout Germany and employed over 600 people, including 130 sales field experts. On the 1st of June of the same year, the Wollschläger Group granted Frank Haberstock power of attorney and appointed him to the management team. In this new function, he was responsible for national sales.

Logistics 40

Logistics e-Learning Telecommunications B2B 40

SBI Growth

JULY 22, 2013

You have to make the rest of 2013 with the sales heads you have.” Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." In the guide you will learn: Make the number with the remaining sales people you have. Sales people like to be included in a team environment.

Decision-making 130

Decision-making Sales Management Management Sales 130

SBI

MAY 7, 2014

You’ll need a new fuel source if you want to blast sales into the next stratosphere. Today’s best-in-class sales organizations implement a variety of sales tools to impact their revenue. See which tools we chose for: Contract Management and eSigning. Pipeline Management & Deal Flow. InsideSales.

Account Planning 55

Account Planning Value Selling Sales Media 55

SBI Growth

SEPTEMBER 29, 2013

Follow these tips and you’ll be swimming in referrals for 2014. Individuals in your accounts are naturally going to move around. This article is exploring one more way to get your sales team engaged in social selling. How to Make Your Number in 2014: A Sales Strategy you can execute. Author: Tony Albachiara.

Leadership 120

Leadership Digitalization Meetings Management 120

QYMATIX

MARCH 14, 2023

Praktiker was one of Germany’s most recognizable sales divisions, generating around three billion euros in sales annually and employing about 20,000 people. The company was the third largest in the market, accounting for 12% of total sales. It’s crucial to understand the root causes to address them and move forward.

B2B 40

B2B Investors Retail Manufacturing 40

Blue Canyon Partners

SEPTEMBER 11, 2020

We have 8 new product lines to move to market in the next 3 years and a bunch of additional early stage ideas coming from product engineering. Sales Domination – New product ideas regularly come into the company from the sales team. How does product strategy and product management fit into these strategic goals?

Management 52

Management Supply Chain Value Proposition Suppliers 52

Blue Canyon Partners

SEPTEMBER 11, 2020

We have 8 new product lines to move to market in the next 3 years and a bunch of additional early stage ideas coming from product engineering. Sales Domination – New product ideas regularly come into the company from the sales team. How does product strategy and product management fit into these strategic goals?

Management 52

Management Supply Chain Value Proposition Suppliers 52

SBI

MARCH 1, 2015

Get to know your sales tools in just 2 minutes a week. This week, Nancy profiles Membrain, a smart selling tool that helps your sales team execute with perfection in complex B2B sales. . It’s not what you sell that matters as much as how effectively you can execute throughout the sales process. That’s right.

B2B 48

B2B Sales CRM Decision-making 48

SBI Growth

AUGUST 27, 2013

Sales VPs are asking a similar question this time of year: " What can we do with my reps to get a quick revenue lift? Register now for our How to Make Your Number in 2014 : A Sales Strategy You Execute. Register now for our How to Make Your Number in 2014 : A Sales Strategy You Execute.

Decision-making 122

Decision-making Negotiation Prioritization Meetings 122

SBI Growth

JULY 29, 2013

The worst question a sales leader can ask a rep. The problem is that most sales leaders aren’t doing this. They are managing at the forecasting and pipeline level. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." “When is this deal going to close?”

Sales 121

Sales Organization Management 121

Nutshell

OCTOBER 21, 2019

The ability to see things from your customer’s perspective is a huge advantage in B2B sales and marketing. That’s why I see empathy as a superpower in marketing and sales. BRIAN CARROLL: Right now, we’re entering the fourth quarter and there’s always this bit of anxiety being a marketer or being in sales.

Marketing 90

Marketing Sales B2B Decision-making 90

SBI Growth

DECEMBER 22, 2013

This is a flawed way to measure winning and losing as a sales leader. This post will discuss a new way sales leaders should measure performance. For you, your managers and your reps. As a VP of Sales, you own capability building. When you view sales improvement projects, you ask yourself “Is this really that hard?”

Acquisition 113

Acquisition Sales Leadership Prioritization Leadership 113

QYMATIX

AUGUST 16, 2022

Regardless of the authenticity or doubts about the claim, in 2013, Frank Wollschläger appointed a management “dream-team”. He hired Walter Göttinger as Head of E-Commerce Sales; Stephan Wild as Sales Director Europe; Patrick Saigal as Purchasing and Product Manager; Siegfried Hakelberg as a general manager.

Investors 40

Investors Logistics e-Learning Profitability 40

SBI Growth

SEPTEMBER 14, 2013

We find numerous obstacles Sales VPs and Sales Managers face. This is called sales hiring gymnastics. It wastes time and costs sales. Every year we compile research for our Sales & Marketing Research Review. It told us all sales leaders have faced this challenge.

Finance 120

Finance Sales Management CRM Marketing 120

Deep Insight

NOVEMBER 14, 2019

Shay Walsh is the Managing Director of BT Ireland and was our guest speaker at a recent breakfast seminar at the Irish Management Institute. By 2011, BT had not only exited the ‘Danger Zone’ but had managed to get into the ‘Performing Zone’ BUILDING AN EXECUTION CAPABILITY. One by one, they fixed them.

Telecommunications 52

Telecommunications Leadership Government B2B 52

SBI Growth

JULY 10, 2013

Most Sales Vice Presidents are practical people. Sales VPs need a way to separate real management developments from hype. This article provides an overview of Sales Gamification. Is Sales Gamification just a new term for a sales contest? Download the Sales Gamification FAQ Guide here.

e-Learning 127

e-Learning Onboarding CRM Sales Training 127