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HOW TO ORGANIZE YOUR SALES FORCE TO GENERATE MORE REVENUESEE MORE ON SALESBENCHMARKINDEX.COM 7 KPIS TO EVALUATE GO-TO-MARKET EFFECTIVENESS Evaluating the effectiveness of a Go-to-Market (GTM) strategy, and the team driving it, is a challenge. How do you know if you have the right GTM strategy? Here are 7 KPIs a CFO can use to assess their GTM plan to determine the probability of success 3 CRITICAL STEPS TO SELECT THE RIGHT KEY ACCOUNTS There are 3 critical steps in selecting Key Accounts: Conduct a Portfolio Analysis. Tie your company’s overall strategy to the selection analysis. Start with a pilot (2-3 accounts) then expand. Begin identify if the organization needs to take action on their account management practice with SBI’s Account Management Tool. HOW MUCH DOES EACH SALES REP REALLY NEED TO SELL TO BREAK OTE (On Target Earnings): This bucket includes compensation and benefits — salary plus commission plus benefits. This generally captures between 60 to 80% of the total cost of sale. Office Overhead: This is often referred to as the “load.”. This percentage fluctuates between 10% and 40%, depending on the environment. KEY ACCOUNT MANAGEMENT: AVOIDING THE “BOW-TIE” RESOURCE The following are just 6 reasons the traditional bow-tie approach fails or does not yield the value planned for from the Key Account: No penetration of the account beyond the initial contact or no depth & breadth. Limited account or client business understanding. Limited solution selling opportunities (both sides: customer doesn’t knowyou
REVENUE GROWTH CONSULTING Yet, many CEOs struggle to differentiate the two concepts and draw a hard line from either a CX initiative or a CS initiative to revenue growth. Often, companies are doing many of the right things but quantifying impact with the wrong key performance indicators (KPIs). Measure what matters to monetize the Customer Experience. SALES COMPENSATION ROI BENCHMARK CALCULATOR This Sales Compensation ROI Benchmark tool will help you calculate your return on investment for both sales reps and sales managers. The results will recommend one of three implications to consider for sales reps: Replace. Improve. Retain. 6 KEYS TO DEVELOPING THE ULTIMATE SALES MANAGER There are 6 keys to making them World Class. Focusing on these six will also position you for Sales VP greatness. Ultimate Sales Managers are exceptional doing these things: Building a Virtual Bench: Even the best Sales Managers lose sales people. In CHANNEL MANAGEMENT STRATEGY To define your selection criteria, follow these steps: Review the corporate and sales strategy – these are the high level objectives you want to support. Consider your current market position by maturity, vertical, geography, etc. Define your priorities in terms of where to focus channel efforts. HOW TO TAKE OVER A NEW SALES TERRITORY The client opportunity stage in the sales process is incredibly important intelligence you should acquire as you start the selling process to the clients in your new territory. Make no mistake about it – the #1 key to success when taking over a new territory is information. Whether you are utilizing hunters or farmers, all salesreps must
HOW TO ORGANIZE YOUR SALES FORCE TO GENERATE MORE REVENUESEE MORE ON SALESBENCHMARKINDEX.COM 7 KPIS TO EVALUATE GO-TO-MARKET EFFECTIVENESS Evaluating the effectiveness of a Go-to-Market (GTM) strategy, and the team driving it, is a challenge. How do you know if you have the right GTM strategy? Here are 7 KPIs a CFO can use to assess their GTM plan to determine the probability of success 3 CRITICAL STEPS TO SELECT THE RIGHT KEY ACCOUNTS There are 3 critical steps in selecting Key Accounts: Conduct a Portfolio Analysis. Tie your company’s overall strategy to the selection analysis. Start with a pilot (2-3 accounts) then expand. Begin identify if the organization needs to take action on their account management practice with SBI’s Account Management Tool. HOW MUCH DOES EACH SALES REP REALLY NEED TO SELL TO BREAK OTE (On Target Earnings): This bucket includes compensation and benefits — salary plus commission plus benefits. This generally captures between 60 to 80% of the total cost of sale. Office Overhead: This is often referred to as the “load.”. This percentage fluctuates between 10% and 40%, depending on the environment. KEY ACCOUNT MANAGEMENT: AVOIDING THE “BOW-TIE” RESOURCE The following are just 6 reasons the traditional bow-tie approach fails or does not yield the value planned for from the Key Account: No penetration of the account beyond the initial contact or no depth & breadth. Limited account or client business understanding. Limited solution selling opportunities (both sides: customer doesn’t knowyou
WHERE DO REVENUE OPERATIONS AND REVENUE ENABLEMENT SIT IN Revenue Operations drives efficiency across the customer lifecycle and keeps all teams focused on revenue growth. As a result, Revenue Operations should be on par with the rest of your organization. Revenue Operations is a parallel group to Sales, Marketing, and Customer Success. The VP Revenue Operations is a peer to your VPSales, VP
5 WAYS SALES LEADERS CREATE A WINNING CULTURE Gone are the days of mercenary sales professionals looking to simply maximize their income. In today’s world, employees across all roles and verticals are looking for much more from their employers. Sales teams are no exception to this trend. As a sales leader, your #1 mandate is to drive continuous growth for your organization. Market trends, Board mandates, and budget cuts make this A NEW SALES ORGANIZATION MODEL THAT HAS BUSINESS BOOMING A New Sales Organization Model that has Business Booming. Vice President of Sales demonstrates how to determine the types of reps you need and the best organizational chart for you. Joining us for today’s show is Chris Stoddard, a Vice President of Sales who knows a thing or two about generating revenue growth. FOUR STEPS TO EFFECTIVE SALES MANAGEMENT COMMUNICATION Four Steps to Effective Sales Management Communication. Define and develop a cadence for the fundamental methods of communication. The way you communicate is just as important as the how. Make sure you are using the appropriate methods and preforming these in a regular cadence. Adhere to the Best Practices in the way you communicate. 6 PRICING KPI’S FOR YOUR GROWTH STRATEGY 6 Pricing KPI’s for Your Growth Strategy. By: SBI. There’s not one-size fits all solution to understanding your pricing situation. You must align to your strategy and your needs to your situation. Tracking KPIs that do not fit your strategic goals can lead to as much as a 9% decline on top-line revenue through price leakage and value HOW MUCH DOES EACH SALES REP REALLY NEED TO SELL TO BREAK OTE (On Target Earnings): This bucket includes compensation and benefits — salary plus commission plus benefits. This generally captures between 60 to 80% of the total cost of sale. Office Overhead: This is often referred to as the “load.”. This percentage fluctuates between 10% and 40%, depending on the environment. A POWERFUL TOOL TO REFERENCE CHECK CONSULTING FIRMS A Powerful Tool To Reference Check Consulting Firms. 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. Having your boss question your judgment is even worse. This best practice will help you avoid hiring the wrong firm. HOW AMAZON WON IN THE LAST RECESSION Using that measure, Amazon Web Services grew from generating less than $100 million in revenue in 2006 to $3.1 billion just 7 years later in 2013. Fast forward to today. The second quarter of 2019, AWS generated cloud computing and hosting revenues of $8.4 billion. It’s 3 KEYS TO AN UNMATCHED ACCOUNT SEGMENTATION STRATEGY Malorie Feidner, Senior Consultant at SBI, joins us to share how market leaders execute a best-in-class account segmentation. KEY ACCOUNT MANAGEMENT: AVOIDING THE “BOW-TIE” RESOURCE The following are just 6 reasons the traditional bow-tie approach fails or does not yield the value planned for from the Key Account: No penetration of the account beyond the initial contact or no depth & breadth. Limited account or client business understanding. Limited solution selling opportunities (both sides: customer doesn’t knowyou
REVENUE GROWTH CONSULTING Yet, many CEOs struggle to differentiate the two concepts and draw a hard line from either a CX initiative or a CS initiative to revenue growth. Often, companies are doing many of the right things but quantifying impact with the wrong key performance indicators (KPIs). Measure what matters to monetize the Customer Experience. ABOUT SBI | SALES BENCHMARK INDEX For the fifth consecutive year, SBI has been named one of America’s Best Management Consulting Firms — ranking in the top 0.03%. We owe it all to the unwavering loyalty of our community. Thank you. SBI is a firm comprised of former Sales and Marketing leaders and Management Consultants. We are a firm that is drawn to companies with WHERE DO REVENUE OPERATIONS AND REVENUE ENABLEMENT SIT IN Revenue Operations drives efficiency across the customer lifecycle and keeps all teams focused on revenue growth. As a result, Revenue Operations should be on par with the rest of your organization. Revenue Operations is a parallel group to Sales, Marketing, and Customer Success. The VP Revenue Operations is a peer to your VPSales, VP
SALES COMPENSATION ROI BENCHMARK CALCULATOR This Sales Compensation ROI Benchmark tool will help you calculate your return on investment for both sales reps and sales managers. The results will recommend one of three implications to consider for sales reps: Replace. Improve. Retain. 6 KEYS TO DEVELOPING THE ULTIMATE SALES MANAGER There are 6 keys to making them World Class. Focusing on these six will also position you for Sales VP greatness. Ultimate Sales Managers are exceptional doing these things: Building a Virtual Bench: Even the best Sales Managers lose sales people. In CHANNEL MANAGEMENT STRATEGY To define your selection criteria, follow these steps: Review the corporate and sales strategy – these are the high level objectives you want to support. Consider your current market position by maturity, vertical, geography, etc. Define your priorities in terms of where to focus channel efforts. HOW TO TAKE OVER A NEW SALES TERRITORY The client opportunity stage in the sales process is incredibly important intelligence you should acquire as you start the selling process to the clients in your new territory. Make no mistake about it – the #1 key to success when taking over a new territory is information. Whether you are utilizing hunters or farmers, all salesreps must
7 KPIS TO EVALUATE GO-TO-MARKET EFFECTIVENESS Evaluating the effectiveness of a Go-to-Market (GTM) strategy, and the team driving it, is a challenge. How do you know if you have the right GTM strategy? Here are 7 KPIs a CFO can use to assess their GTM plan to determine the probability of success 6 PRICING KPI’S FOR YOUR GROWTH STRATEGY 6 Pricing KPI’s for Your Growth Strategy. By: SBI. There’s not one-size fits all solution to understanding your pricing situation. You must align to your strategy and your needs to your situation. Tracking KPIs that do not fit your strategic goals can lead to as much as a 9% decline on top-line revenue through price leakage and value SALES MANAGEMENT: FOUR WAYS TO ‘PULL THE PLUG’ ON A SALES REP Knowing the costs of mis-hiring and firing someone cements the golden rule: Hire Slow, Fire Fast and use a Talent Management Process to ensure you avoid mis-hires and eventual terminations from your company. Follow these four basic steps when ‘pulling the plug’: Choose the right reason to fire them. Talent Reviews allow you tojudge your
REVENUE GROWTH CONSULTING Yet, many CEOs struggle to differentiate the two concepts and draw a hard line from either a CX initiative or a CS initiative to revenue growth. Often, companies are doing many of the right things but quantifying impact with the wrong key performance indicators (KPIs). Measure what matters to monetize the Customer Experience. ABOUT SBI | SALES BENCHMARK INDEX For the fifth consecutive year, SBI has been named one of America’s Best Management Consulting Firms — ranking in the top 0.03%. We owe it all to the unwavering loyalty of our community. Thank you. SBI is a firm comprised of former Sales and Marketing leaders and Management Consultants. We are a firm that is drawn to companies with WHERE DO REVENUE OPERATIONS AND REVENUE ENABLEMENT SIT IN Revenue Operations drives efficiency across the customer lifecycle and keeps all teams focused on revenue growth. As a result, Revenue Operations should be on par with the rest of your organization. Revenue Operations is a parallel group to Sales, Marketing, and Customer Success. The VP Revenue Operations is a peer to your VPSales, VP
SALES COMPENSATION ROI BENCHMARK CALCULATOR This Sales Compensation ROI Benchmark tool will help you calculate your return on investment for both sales reps and sales managers. The results will recommend one of three implications to consider for sales reps: Replace. Improve. Retain. 6 KEYS TO DEVELOPING THE ULTIMATE SALES MANAGER There are 6 keys to making them World Class. Focusing on these six will also position you for Sales VP greatness. Ultimate Sales Managers are exceptional doing these things: Building a Virtual Bench: Even the best Sales Managers lose sales people. In CHANNEL MANAGEMENT STRATEGY To define your selection criteria, follow these steps: Review the corporate and sales strategy – these are the high level objectives you want to support. Consider your current market position by maturity, vertical, geography, etc. Define your priorities in terms of where to focus channel efforts. HOW TO TAKE OVER A NEW SALES TERRITORY The client opportunity stage in the sales process is incredibly important intelligence you should acquire as you start the selling process to the clients in your new territory. Make no mistake about it – the #1 key to success when taking over a new territory is information. Whether you are utilizing hunters or farmers, all salesreps must
7 KPIS TO EVALUATE GO-TO-MARKET EFFECTIVENESS Evaluating the effectiveness of a Go-to-Market (GTM) strategy, and the team driving it, is a challenge. How do you know if you have the right GTM strategy? Here are 7 KPIs a CFO can use to assess their GTM plan to determine the probability of success 6 PRICING KPI’S FOR YOUR GROWTH STRATEGY 6 Pricing KPI’s for Your Growth Strategy. By: SBI. There’s not one-size fits all solution to understanding your pricing situation. You must align to your strategy and your needs to your situation. Tracking KPIs that do not fit your strategic goals can lead to as much as a 9% decline on top-line revenue through price leakage and value SALES MANAGEMENT: FOUR WAYS TO ‘PULL THE PLUG’ ON A SALES REP Knowing the costs of mis-hiring and firing someone cements the golden rule: Hire Slow, Fire Fast and use a Talent Management Process to ensure you avoid mis-hires and eventual terminations from your company. Follow these four basic steps when ‘pulling the plug’: Choose the right reason to fire them. Talent Reviews allow you tojudge your
SALES COMPENSATION ROI BENCHMARK CALCULATOR This Sales Compensation ROI Benchmark tool will help you calculate your return on investment for both sales reps and sales managers. The results will recommend one of three implications to consider for sales reps: Replace. Improve. Retain.OUR PEOPLE | SBI
Our People. SBI is a firm comprised of former sales and marketing leaders who spend every minute of every day thinking about one thing: Making Your Number. We staff our projects with senior-level executives and former heads of sales and marketing with real-world experience, who use our Revenue Growth Methodology to create tailored, practical 5 WAYS SALES LEADERS CREATE A WINNING CULTURE Gone are the days of mercenary sales professionals looking to simply maximize their income. In today’s world, employees across all roles and verticals are looking for much more from their employers. Sales teams are no exception to this trend. As a sales leader, your #1 mandate is to drive continuous growth for your organization. Market trends, Board mandates, and budget cuts make this TOP PRIORITIES FOR CEOS IN 2021 Regardless of how CEOs were prepped and ready to take on 2020, nobody had a crystal ball to see the chain of events and impact that occurred. In 2021, companies and employees rely more on leadership than ever before, especially from the CEO. The relationship is reciprocal, though, and CEOs are reliant on their teams to execute. SBI spent quality time with market-leading CEOs in the fall to HOW FAST-GROWING COMPANIES BUILD REVENUE PLANS With 2021 officially underway and your Revenue Planning cycle in the rear-view mirror, it is a great time for CEOs to reflect and capture learnings for next time. Aside from “starting earlier next year,” what are the biggest takeaways from your Revenue Planning process? SBI has seen a dramatic difference in how market-leading companies build their revenue plans vs. market laggards. HOW MUCH DOES EACH SALES REP REALLY NEED TO SELL TO BREAK OTE (On Target Earnings): This bucket includes compensation and benefits — salary plus commission plus benefits. This generally captures between 60 to 80% of the total cost of sale. Office Overhead: This is often referred to as the “load.”. This percentage fluctuates between 10% and 40%, depending on the environment. A POWERFUL TOOL TO REFERENCE CHECK CONSULTING FIRMS A Powerful Tool To Reference Check Consulting Firms. 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. Having your boss question your judgment is even worse. This best practice will help you avoid hiring the wrong firm. A NEW SALES ORGANIZATION MODEL THAT HAS BUSINESS BOOMING A New Sales Organization Model that has Business Booming. Vice President of Sales demonstrates how to determine the types of reps you need and the best organizational chart for you. Joining us for today’s show is Chris Stoddard, a Vice President of Sales who knows a thing or two about generating revenue growth. 3 CRITICAL STEPS TO SELECT THE RIGHT KEY ACCOUNTS There are 3 critical steps in selecting Key Accounts: Conduct a Portfolio Analysis. Tie your company’s overall strategy to the selection analysis. Start with a pilot (2-3 accounts) then expand. Begin identify if the organization needs to take action on their account management practice with SBI’s Account Management Tool. KEY ACCOUNT MANAGEMENT: AVOIDING THE “BOW-TIE” RESOURCE The following are just 6 reasons the traditional bow-tie approach fails or does not yield the value planned for from the Key Account: No penetration of the account beyond the initial contact or no depth & breadth. Limited account or client business understanding. Limited solution selling opportunities (both sides: customer doesn’t knowyou
REVENUE GROWTH CONSULTING Yet, many CEOs struggle to differentiate the two concepts and draw a hard line from either a CX initiative or a CS initiative to revenue growth. Often, companies are doing many of the right things but quantifying impact with the wrong key performance indicators (KPIs). Measure what matters to monetize the Customer Experience. ABOUT SBI | SALES BENCHMARK INDEX For the fifth consecutive year, SBI has been named one of America’s Best Management Consulting Firms — ranking in the top 0.03%. We owe it all to the unwavering loyalty of our community. Thank you. SBI is a firm comprised of former Sales and Marketing leaders and Management Consultants. We are a firm that is drawn to companies with WHERE DO REVENUE OPERATIONS AND REVENUE ENABLEMENT SIT IN Revenue Operations drives efficiency across the customer lifecycle and keeps all teams focused on revenue growth. As a result, Revenue Operations should be on par with the rest of your organization. Revenue Operations is a parallel group to Sales, Marketing, and Customer Success. The VP Revenue Operations is a peer to your VPSales, VP
6 KEYS TO DEVELOPING THE ULTIMATE SALES MANAGER There are 6 keys to making them World Class. Focusing on these six will also position you for Sales VP greatness. Ultimate Sales Managers are exceptional doing these things: Building a Virtual Bench: Even the best Sales Managers lose sales people. In SALES COMPENSATION ROI BENCHMARK CALCULATOR This Sales Compensation ROI Benchmark tool will help you calculate your return on investment for both sales reps and sales managers. The results will recommend one of three implications to consider for sales reps: Replace. Improve. Retain. TOP PRIORITIES FOR CEOS IN 2021 Regardless of how CEOs were prepped and ready to take on 2020, nobody had a crystal ball to see the chain of events and impact that occurred. In 2021, companies and employees rely more on leadership than ever before, especially from the CEO. The relationship is reciprocal, though, and CEOs are reliant on their teams to execute. SBI spent quality time with market-leading CEOs in the fall to HOW TO TAKE OVER A NEW SALES TERRITORY The client opportunity stage in the sales process is incredibly important intelligence you should acquire as you start the selling process to the clients in your new territory. Make no mistake about it – the #1 key to success when taking over a new territory is information. Whether you are utilizing hunters or farmers, all salesreps must
7 KPIS TO EVALUATE GO-TO-MARKET EFFECTIVENESS Evaluating the effectiveness of a Go-to-Market (GTM) strategy, and the team driving it, is a challenge. How do you know if you have the right GTM strategy? Here are 7 KPIs a CFO can use to assess their GTM plan to determine the probability of success HOW MUCH DOES EACH SALES REP REALLY NEED TO SELL TO BREAK OTE (On Target Earnings): This bucket includes compensation and benefits — salary plus commission plus benefits. This generally captures between 60 to 80% of the total cost of sale. Office Overhead: This is often referred to as the “load.”. This percentage fluctuates between 10% and 40%, depending on the environment. KEY ACCOUNT MANAGEMENT: AVOIDING THE “BOW-TIE” RESOURCE The following are just 6 reasons the traditional bow-tie approach fails or does not yield the value planned for from the Key Account: No penetration of the account beyond the initial contact or no depth & breadth. Limited account or client business understanding. Limited solution selling opportunities (both sides: customer doesn’t knowyou
REVENUE GROWTH CONSULTING Yet, many CEOs struggle to differentiate the two concepts and draw a hard line from either a CX initiative or a CS initiative to revenue growth. Often, companies are doing many of the right things but quantifying impact with the wrong key performance indicators (KPIs). Measure what matters to monetize the Customer Experience. ABOUT SBI | SALES BENCHMARK INDEX For the fifth consecutive year, SBI has been named one of America’s Best Management Consulting Firms — ranking in the top 0.03%. We owe it all to the unwavering loyalty of our community. Thank you. SBI is a firm comprised of former Sales and Marketing leaders and Management Consultants. We are a firm that is drawn to companies with WHERE DO REVENUE OPERATIONS AND REVENUE ENABLEMENT SIT IN Revenue Operations drives efficiency across the customer lifecycle and keeps all teams focused on revenue growth. As a result, Revenue Operations should be on par with the rest of your organization. Revenue Operations is a parallel group to Sales, Marketing, and Customer Success. The VP Revenue Operations is a peer to your VPSales, VP
6 KEYS TO DEVELOPING THE ULTIMATE SALES MANAGER There are 6 keys to making them World Class. Focusing on these six will also position you for Sales VP greatness. Ultimate Sales Managers are exceptional doing these things: Building a Virtual Bench: Even the best Sales Managers lose sales people. In SALES COMPENSATION ROI BENCHMARK CALCULATOR This Sales Compensation ROI Benchmark tool will help you calculate your return on investment for both sales reps and sales managers. The results will recommend one of three implications to consider for sales reps: Replace. Improve. Retain. TOP PRIORITIES FOR CEOS IN 2021 Regardless of how CEOs were prepped and ready to take on 2020, nobody had a crystal ball to see the chain of events and impact that occurred. In 2021, companies and employees rely more on leadership than ever before, especially from the CEO. The relationship is reciprocal, though, and CEOs are reliant on their teams to execute. SBI spent quality time with market-leading CEOs in the fall to HOW TO TAKE OVER A NEW SALES TERRITORY The client opportunity stage in the sales process is incredibly important intelligence you should acquire as you start the selling process to the clients in your new territory. Make no mistake about it – the #1 key to success when taking over a new territory is information. Whether you are utilizing hunters or farmers, all salesreps must
7 KPIS TO EVALUATE GO-TO-MARKET EFFECTIVENESS Evaluating the effectiveness of a Go-to-Market (GTM) strategy, and the team driving it, is a challenge. How do you know if you have the right GTM strategy? Here are 7 KPIs a CFO can use to assess their GTM plan to determine the probability of success HOW MUCH DOES EACH SALES REP REALLY NEED TO SELL TO BREAK OTE (On Target Earnings): This bucket includes compensation and benefits — salary plus commission plus benefits. This generally captures between 60 to 80% of the total cost of sale. Office Overhead: This is often referred to as the “load.”. This percentage fluctuates between 10% and 40%, depending on the environment. KEY ACCOUNT MANAGEMENT: AVOIDING THE “BOW-TIE” RESOURCE The following are just 6 reasons the traditional bow-tie approach fails or does not yield the value planned for from the Key Account: No penetration of the account beyond the initial contact or no depth & breadth. Limited account or client business understanding. Limited solution selling opportunities (both sides: customer doesn’t knowyou
OUR PEOPLE | SBI
Our People. SBI is a firm comprised of former sales and marketing leaders who spend every minute of every day thinking about one thing: Making Your Number. We staff our projects with senior-level executives and former heads of sales and marketing with real-world experience, who use our Revenue Growth Methodology to create tailored, practical SALES COMPENSATION ROI BENCHMARK CALCULATOR This Sales Compensation ROI Benchmark tool will help you calculate your return on investment for both sales reps and sales managers. The results will recommend one of three implications to consider for sales reps: Replace. Improve. Retain. 5 WAYS SALES LEADERS CREATE A WINNING CULTURE Gone are the days of mercenary sales professionals looking to simply maximize their income. In today’s world, employees across all roles and verticals are looking for much more from their employers. Sales teams are no exception to this trend. As a sales leader, your #1 mandate is to drive continuous growth for your organization. Market trends, Board mandates, and budget cuts make this HOW MUCH DOES EACH SALES REP REALLY NEED TO SELL TO BREAK OTE (On Target Earnings): This bucket includes compensation and benefits — salary plus commission plus benefits. This generally captures between 60 to 80% of the total cost of sale. Office Overhead: This is often referred to as the “load.”. This percentage fluctuates between 10% and 40%, depending on the environment. WIN THEMES – WHERE YOUR OFFERINGS MEET CUSTOMER WANTS It is an efficient and memorable way to convey your offerings. The value in win themes is that they can become a powerful mantra. Effective mantras can span sales opportunities and resonate with the customers’ buying criteria. Connecting with customer priorities is what will make win themes the most successful. Aligning win themes to customer priorities sounds easy enough. : A QUICK GUIDE TO IMPLEMENTING A SALES OPERATIONS Organizations must have a strategic sales operations team in order to hit their revenue growth objectives. Ultimately, the sales ops strategy must increase the sales team’s ability to do their jobs well. We recently spoke with Steve Rutledge, the SVP of global sales ops and enablement at Genesys. Genesys is the leader in customerservice and
A POWERFUL TOOL TO REFERENCE CHECK CONSULTING FIRMS A Powerful Tool To Reference Check Consulting Firms. 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. Having your boss question your judgment is even worse. This best practice will help you avoid hiring the wrong firm. A NEW SALES ORGANIZATION MODEL THAT HAS BUSINESS BOOMING A New Sales Organization Model that has Business Booming. Vice President of Sales demonstrates how to determine the types of reps you need and the best organizational chart for you. Joining us for today’s show is Chris Stoddard, a Vice President of Sales who knows a thing or two about generating revenue growth. LINKING YOUR MARKETING STRATEGY TO REVENUE GROWTH Ultimately, the key takeaway to a successful marketing strategy is functional alignment. In order to increase your chances of your marketing plan working, you must have strategic alignment across the organization. It will increase your chances of making your number. And it gives the marketing team the best chance to effectively driverevenue.
KEY ACCOUNT MANAGEMENT: AVOIDING THE “BOW-TIE” RESOURCE The following are just 6 reasons the traditional bow-tie approach fails or does not yield the value planned for from the Key Account: No penetration of the account beyond the initial contact or no depth & breadth. Limited account or client business understanding. Limited solution selling opportunities (both sides: customer doesn’t knowyou
REVENUE GROWTH CONSULTING Yet, many CEOs struggle to differentiate the two concepts and draw a hard line from either a CX initiative or a CS initiative to revenue growth. Often, companies are doing many of the right things but quantifying impact with the wrong key performance indicators (KPIs). Measure what matters to monetize the Customer Experience. ABOUT SBI | SALES BENCHMARK INDEX For the fifth consecutive year, SBI has been named one of America’s Best Management Consulting Firms — ranking in the top 0.03%. We owe it all to the unwavering loyalty of our community. Thank you. SBI is a firm comprised of former Sales and Marketing leaders and Management Consultants. We are a firm that is drawn to companies with WHERE DO REVENUE OPERATIONS AND REVENUE ENABLEMENT SIT IN Revenue Operations drives efficiency across the customer lifecycle and keeps all teams focused on revenue growth. As a result, Revenue Operations should be on par with the rest of your organization. Revenue Operations is a parallel group to Sales, Marketing, and Customer Success. The VP Revenue Operations is a peer to your VPSales, VP
6 KEYS TO DEVELOPING THE ULTIMATE SALES MANAGER There are 6 keys to making them World Class. Focusing on these six will also position you for Sales VP greatness. Ultimate Sales Managers are exceptional doing these things: Building a Virtual Bench: Even the best Sales Managers lose sales people. In SALES COMPENSATION ROI BENCHMARK CALCULATOR This Sales Compensation ROI Benchmark tool will help you calculate your return on investment for both sales reps and sales managers. The results will recommend one of three implications to consider for sales reps: Replace. Improve. Retain. TOP PRIORITIES FOR CEOS IN 2021 Regardless of how CEOs were prepped and ready to take on 2020, nobody had a crystal ball to see the chain of events and impact that occurred. In 2021, companies and employees rely more on leadership than ever before, especially from the CEO. The relationship is reciprocal, though, and CEOs are reliant on their teams to execute. SBI spent quality time with market-leading CEOs in the fall to HOW TO TAKE OVER A NEW SALES TERRITORY The client opportunity stage in the sales process is incredibly important intelligence you should acquire as you start the selling process to the clients in your new territory. Make no mistake about it – the #1 key to success when taking over a new territory is information. Whether you are utilizing hunters or farmers, all salesreps must
7 KPIS TO EVALUATE GO-TO-MARKET EFFECTIVENESS Evaluating the effectiveness of a Go-to-Market (GTM) strategy, and the team driving it, is a challenge. How do you know if you have the right GTM strategy? Here are 7 KPIs a CFO can use to assess their GTM plan to determine the probability of success HOW MUCH DOES EACH SALES REP REALLY NEED TO SELL TO BREAK OTE (On Target Earnings): This bucket includes compensation and benefits — salary plus commission plus benefits. This generally captures between 60 to 80% of the total cost of sale. Office Overhead: This is often referred to as the “load.”. This percentage fluctuates between 10% and 40%, depending on the environment. KEY ACCOUNT MANAGEMENT: AVOIDING THE “BOW-TIE” RESOURCE The following are just 6 reasons the traditional bow-tie approach fails or does not yield the value planned for from the Key Account: No penetration of the account beyond the initial contact or no depth & breadth. Limited account or client business understanding. Limited solution selling opportunities (both sides: customer doesn’t knowyou
REVENUE GROWTH CONSULTING Yet, many CEOs struggle to differentiate the two concepts and draw a hard line from either a CX initiative or a CS initiative to revenue growth. Often, companies are doing many of the right things but quantifying impact with the wrong key performance indicators (KPIs). Measure what matters to monetize the Customer Experience. ABOUT SBI | SALES BENCHMARK INDEX For the fifth consecutive year, SBI has been named one of America’s Best Management Consulting Firms — ranking in the top 0.03%. We owe it all to the unwavering loyalty of our community. Thank you. SBI is a firm comprised of former Sales and Marketing leaders and Management Consultants. We are a firm that is drawn to companies with WHERE DO REVENUE OPERATIONS AND REVENUE ENABLEMENT SIT IN Revenue Operations drives efficiency across the customer lifecycle and keeps all teams focused on revenue growth. As a result, Revenue Operations should be on par with the rest of your organization. Revenue Operations is a parallel group to Sales, Marketing, and Customer Success. The VP Revenue Operations is a peer to your VPSales, VP
6 KEYS TO DEVELOPING THE ULTIMATE SALES MANAGER There are 6 keys to making them World Class. Focusing on these six will also position you for Sales VP greatness. Ultimate Sales Managers are exceptional doing these things: Building a Virtual Bench: Even the best Sales Managers lose sales people. In SALES COMPENSATION ROI BENCHMARK CALCULATOR This Sales Compensation ROI Benchmark tool will help you calculate your return on investment for both sales reps and sales managers. The results will recommend one of three implications to consider for sales reps: Replace. Improve. Retain. TOP PRIORITIES FOR CEOS IN 2021 Regardless of how CEOs were prepped and ready to take on 2020, nobody had a crystal ball to see the chain of events and impact that occurred. In 2021, companies and employees rely more on leadership than ever before, especially from the CEO. The relationship is reciprocal, though, and CEOs are reliant on their teams to execute. SBI spent quality time with market-leading CEOs in the fall to HOW TO TAKE OVER A NEW SALES TERRITORY The client opportunity stage in the sales process is incredibly important intelligence you should acquire as you start the selling process to the clients in your new territory. Make no mistake about it – the #1 key to success when taking over a new territory is information. Whether you are utilizing hunters or farmers, all salesreps must
7 KPIS TO EVALUATE GO-TO-MARKET EFFECTIVENESS Evaluating the effectiveness of a Go-to-Market (GTM) strategy, and the team driving it, is a challenge. How do you know if you have the right GTM strategy? Here are 7 KPIs a CFO can use to assess their GTM plan to determine the probability of success HOW MUCH DOES EACH SALES REP REALLY NEED TO SELL TO BREAK OTE (On Target Earnings): This bucket includes compensation and benefits — salary plus commission plus benefits. This generally captures between 60 to 80% of the total cost of sale. Office Overhead: This is often referred to as the “load.”. This percentage fluctuates between 10% and 40%, depending on the environment. KEY ACCOUNT MANAGEMENT: AVOIDING THE “BOW-TIE” RESOURCE The following are just 6 reasons the traditional bow-tie approach fails or does not yield the value planned for from the Key Account: No penetration of the account beyond the initial contact or no depth & breadth. Limited account or client business understanding. Limited solution selling opportunities (both sides: customer doesn’t knowyou
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Our People. SBI is a firm comprised of former sales and marketing leaders who spend every minute of every day thinking about one thing: Making Your Number. We staff our projects with senior-level executives and former heads of sales and marketing with real-world experience, who use our Revenue Growth Methodology to create tailored, practical SALES COMPENSATION ROI BENCHMARK CALCULATOR This Sales Compensation ROI Benchmark tool will help you calculate your return on investment for both sales reps and sales managers. The results will recommend one of three implications to consider for sales reps: Replace. Improve. Retain. 5 WAYS SALES LEADERS CREATE A WINNING CULTURE Gone are the days of mercenary sales professionals looking to simply maximize their income. In today’s world, employees across all roles and verticals are looking for much more from their employers. Sales teams are no exception to this trend. As a sales leader, your #1 mandate is to drive continuous growth for your organization. Market trends, Board mandates, and budget cuts make this HOW MUCH DOES EACH SALES REP REALLY NEED TO SELL TO BREAK OTE (On Target Earnings): This bucket includes compensation and benefits — salary plus commission plus benefits. This generally captures between 60 to 80% of the total cost of sale. Office Overhead: This is often referred to as the “load.”. This percentage fluctuates between 10% and 40%, depending on the environment. WIN THEMES – WHERE YOUR OFFERINGS MEET CUSTOMER WANTS It is an efficient and memorable way to convey your offerings. The value in win themes is that they can become a powerful mantra. Effective mantras can span sales opportunities and resonate with the customers’ buying criteria. Connecting with customer priorities is what will make win themes the most successful. Aligning win themes to customer priorities sounds easy enough. : A QUICK GUIDE TO IMPLEMENTING A SALES OPERATIONS Organizations must have a strategic sales operations team in order to hit their revenue growth objectives. Ultimately, the sales ops strategy must increase the sales team’s ability to do their jobs well. We recently spoke with Steve Rutledge, the SVP of global sales ops and enablement at Genesys. Genesys is the leader in customerservice and
A POWERFUL TOOL TO REFERENCE CHECK CONSULTING FIRMS A Powerful Tool To Reference Check Consulting Firms. 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. Having your boss question your judgment is even worse. This best practice will help you avoid hiring the wrong firm. A NEW SALES ORGANIZATION MODEL THAT HAS BUSINESS BOOMING A New Sales Organization Model that has Business Booming. Vice President of Sales demonstrates how to determine the types of reps you need and the best organizational chart for you. Joining us for today’s show is Chris Stoddard, a Vice President of Sales who knows a thing or two about generating revenue growth. LINKING YOUR MARKETING STRATEGY TO REVENUE GROWTH Ultimately, the key takeaway to a successful marketing strategy is functional alignment. In order to increase your chances of your marketing plan working, you must have strategic alignment across the organization. It will increase your chances of making your number. And it gives the marketing team the best chance to effectively driverevenue.
KEY ACCOUNT MANAGEMENT: AVOIDING THE “BOW-TIE” RESOURCE The following are just 6 reasons the traditional bow-tie approach fails or does not yield the value planned for from the Key Account: No penetration of the account beyond the initial contact or no depth & breadth. Limited account or client business understanding. Limited solution selling opportunities (both sides: customer doesn’t knowyou
REVENUE GROWTH CONSULTING Yet, many CEOs struggle to differentiate the two concepts and draw a hard line from either a CX initiative or a CS initiative to revenue growth. Often, companies are doing many of the right things but quantifying impact with the wrong key performance indicators (KPIs). Measure what matters to monetize the Customer Experience. WHERE DO REVENUE OPERATIONS AND REVENUE ENABLEMENT SIT INWHAT IS A REVENUE ACCOUNTWHAT IS ANNUAL BUSINESS REVENUEWHAT IS ANNUAL REVENUEWHAT IS ANNUAL REVENUE MEANSWHAT IS BUSINESS REVENUEWHATREVENUE MEAN
Revenue Operations drives efficiency across the customer lifecycle and keeps all teams focused on revenue growth. As a result, Revenue Operations should be on par with the rest of your organization. Revenue Operations is a parallel group to Sales, Marketing, and Customer Success. The VP Revenue Operations is a peer to your VPSales, VP
SALES COMPENSATION ROI BENCHMARK CALCULATOR This Sales Compensation ROI Benchmark tool will help you calculate your return on investment for both sales reps and sales managers. The results will recommend one of three implications to consider for sales reps: Replace. Improve. Retain. A NEW SALES ORGANIZATION MODEL THAT HAS BUSINESS BOOMING A New Sales Organization Model that has Business Booming. Vice President of Sales demonstrates how to determine the types of reps you need and the best organizational chart for you. Joining us for today’s show is Chris Stoddard, a Vice President of Sales who knows a thing or two about generating revenue growth. LINKING YOUR MARKETING STRATEGY TO REVENUE GROWTH Ultimately, the key takeaway to a successful marketing strategy is functional alignment. In order to increase your chances of your marketing plan working, you must have strategic alignment across the organization. It will increase your chances of making your number. And it gives the marketing team the best chance to effectively driverevenue.
HOW TO TAKE OVER A NEW SALES TERRITORY The client opportunity stage in the sales process is incredibly important intelligence you should acquire as you start the selling process to the clients in your new territory. Make no mistake about it – the #1 key to success when taking over a new territory is information. Whether you are utilizing hunters or farmers, all salesreps must
FOUR STEPS TO EFFECTIVE SALES MANAGEMENT COMMUNICATION Four Steps to Effective Sales Management Communication. Define and develop a cadence for the fundamental methods of communication. The way you communicate is just as important as the how. Make sure you are using the appropriate methods and preforming these in a regular cadence. Adhere to the Best Practices in the way you communicate. 6 PRICING KPI’S FOR YOUR GROWTH STRATEGYCALIFORNIA NEGATIVE GROWTHECONOMIC GROWTH IS NEGATIVEGDP NEGATIVE GROWTHNEGATIVE REVENUE GROWTHNEGATIVE SALES GROWTH 6 Pricing KPI’s for Your Growth Strategy. By: SBI. There’s not one-size fits all solution to understanding your pricing situation. You must align to your strategy and your needs to your situation. Tracking KPIs that do not fit your strategic goals can lead to as much as a 9% decline on top-line revenue through price leakage and value 7 KPIS TO EVALUATE GO-TO-MARKET EFFECTIVENESS Evaluating the effectiveness of a Go-to-Market (GTM) strategy, and the team driving it, is a challenge. How do you know if you have the right GTM strategy? Here are 7 KPIs a CFO can use to assess their GTM plan to determine the probability of success HOW MUCH DOES EACH SALES REP REALLY NEED TO SELL TO BREAK OTE (On Target Earnings): This bucket includes compensation and benefits — salary plus commission plus benefits. This generally captures between 60 to 80% of the total cost of sale. Office Overhead: This is often referred to as the “load.”. This percentage fluctuates between 10% and 40%, depending on the environment. REVENUE GROWTH CONSULTING Yet, many CEOs struggle to differentiate the two concepts and draw a hard line from either a CX initiative or a CS initiative to revenue growth. Often, companies are doing many of the right things but quantifying impact with the wrong key performance indicators (KPIs). Measure what matters to monetize the Customer Experience. WHERE DO REVENUE OPERATIONS AND REVENUE ENABLEMENT SIT INWHAT IS A REVENUE ACCOUNTWHAT IS ANNUAL BUSINESS REVENUEWHAT IS ANNUAL REVENUEWHAT IS ANNUAL REVENUE MEANSWHAT IS BUSINESS REVENUEWHATREVENUE MEAN
Revenue Operations drives efficiency across the customer lifecycle and keeps all teams focused on revenue growth. As a result, Revenue Operations should be on par with the rest of your organization. Revenue Operations is a parallel group to Sales, Marketing, and Customer Success. The VP Revenue Operations is a peer to your VPSales, VP
SALES COMPENSATION ROI BENCHMARK CALCULATOR This Sales Compensation ROI Benchmark tool will help you calculate your return on investment for both sales reps and sales managers. The results will recommend one of three implications to consider for sales reps: Replace. Improve. Retain. A NEW SALES ORGANIZATION MODEL THAT HAS BUSINESS BOOMING A New Sales Organization Model that has Business Booming. Vice President of Sales demonstrates how to determine the types of reps you need and the best organizational chart for you. Joining us for today’s show is Chris Stoddard, a Vice President of Sales who knows a thing or two about generating revenue growth. LINKING YOUR MARKETING STRATEGY TO REVENUE GROWTH Ultimately, the key takeaway to a successful marketing strategy is functional alignment. In order to increase your chances of your marketing plan working, you must have strategic alignment across the organization. It will increase your chances of making your number. And it gives the marketing team the best chance to effectively driverevenue.
HOW TO TAKE OVER A NEW SALES TERRITORY The client opportunity stage in the sales process is incredibly important intelligence you should acquire as you start the selling process to the clients in your new territory. Make no mistake about it – the #1 key to success when taking over a new territory is information. Whether you are utilizing hunters or farmers, all salesreps must
FOUR STEPS TO EFFECTIVE SALES MANAGEMENT COMMUNICATION Four Steps to Effective Sales Management Communication. Define and develop a cadence for the fundamental methods of communication. The way you communicate is just as important as the how. Make sure you are using the appropriate methods and preforming these in a regular cadence. Adhere to the Best Practices in the way you communicate. 6 PRICING KPI’S FOR YOUR GROWTH STRATEGYCALIFORNIA NEGATIVE GROWTHECONOMIC GROWTH IS NEGATIVEGDP NEGATIVE GROWTHNEGATIVE REVENUE GROWTHNEGATIVE SALES GROWTH 6 Pricing KPI’s for Your Growth Strategy. By: SBI. There’s not one-size fits all solution to understanding your pricing situation. You must align to your strategy and your needs to your situation. Tracking KPIs that do not fit your strategic goals can lead to as much as a 9% decline on top-line revenue through price leakage and value 7 KPIS TO EVALUATE GO-TO-MARKET EFFECTIVENESS Evaluating the effectiveness of a Go-to-Market (GTM) strategy, and the team driving it, is a challenge. How do you know if you have the right GTM strategy? Here are 7 KPIs a CFO can use to assess their GTM plan to determine the probability of success HOW MUCH DOES EACH SALES REP REALLY NEED TO SELL TO BREAK OTE (On Target Earnings): This bucket includes compensation and benefits — salary plus commission plus benefits. This generally captures between 60 to 80% of the total cost of sale. Office Overhead: This is often referred to as the “load.”. This percentage fluctuates between 10% and 40%, depending on the environment. ABOUT SBI | SALES BENCHMARK INDEX For the fifth consecutive year, SBI has been named one of America’s Best Management Consulting Firms — ranking in the top 0.03%. We owe it all to the unwavering loyalty of our community. Thank you. SBI is a firm comprised of former Sales and Marketing leaders and Management Consultants. We are a firm that is drawn to companies withOUR PEOPLE | SBI
Our People. SBI is a firm comprised of former sales and marketing leaders who spend every minute of every day thinking about one thing: Making Your Number. We staff our projects with senior-level executives and former heads of sales and marketing with real-world experience, who use our Revenue Growth Methodology to create tailored, practical 6 KEYS TO DEVELOPING THE ULTIMATE SALES MANAGER There are 6 keys to making them World Class. Focusing on these six will also position you for Sales VP greatness. Ultimate Sales Managers are exceptional doing these things: Building a Virtual Bench: Even the best Sales Managers lose sales people. In CASE STUDY: SALES CHANNEL OPTIMIZATION This podcast is an interview with Brandon Tolany, Chief Sales and Marketing Officer at Freescale, a technology company that does $5 billion a year in sales and employs 17,000 people. By listening to this podcast, you will learn Brandon’s perspective on: Understanding which channels buyers prefer to buy from. Selecting the right mix of SALES STRATEGY: 6 STEPS TO CREATING YOUR IDEAL CUSTOMER Confirm the sales footprint for your current customer base. Confirm the buyer of your product or service (this is the Economic Buyer who has the authority to sign a contract) Fill out the worksheet for your organization. Example: Profile Element. Industry #1. A POWERFUL TOOL TO REFERENCE CHECK CONSULTING FIRMS A Powerful Tool To Reference Check Consulting Firms. 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. Having your boss question your judgment is even worse. This best practice will help you avoid hiring the wrong firm. 3 CRITICAL STEPS TO SELECT THE RIGHT KEY ACCOUNTS There are 3 critical steps in selecting Key Accounts: Conduct a Portfolio Analysis. Tie your company’s overall strategy to the selection analysis. Start with a pilot (2-3 accounts) then expand. Begin identify if the organization needs to take action on their account management practice with SBI’s Account Management Tool. BUILDING THE MODERN FIELD MARKETING ORGANIZATION Field marketing is about driving revenue growth by connecting corporate marketing with the sales field. The outcome of that partnership is more leads closed faster with the highest customer satisfaction. While large marketing initiatives are driven from headquarters, the field marketing team works hand in hand with localsales.
HOW TO LAUNCH A GLOBAL ACCOUNT MANAGEMENT PROGRAM WITHOUT Your largest customers are geographically dispersed and require a different level of service. Launching a Global Account Management program to support these customers may be the answer, but it can come at a cost. It might be time to evaluate how you are approaching your Global Account Management strategy to ensure success and a win-win for you and the customer. 7 QUESTIONS TO ASK WHEN YOUR PRODUCT ISN'T SELLING Product leaders who help their companies grow revenues faster than their industry and competitors have a different mindset than their peers. They approach this from the perspective of “what can I sell” instead of “what can I build.” Product strategy defines the direction for the company's products. The point of the product is that it has to be something that sells, and wins, in the*
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WEBINAR REPLAY
REVISING YOUR SALES COVERAGE STRATEGY Adjusting to new selling motions in a COVID-19 world has been far from seamless. As sales leaders begin to go on the offensive, they must be well equipped to nurture accounts and determine how to best reallocate resources to drive revenue growth and productivity. Access the Recording and FrameworkNEW TOOL
COVID-19 ACTION PLAN FOR EXECUTIVE TEAMS SBI has created a 7-step framework to best position your company to weather the storm and mitigate revenue impact. Download the Action PlanWEBINAR REPLAY
RETENTION IS THE NEW GROWTH: PROTECTING YOUR REVENUE BASE In today’s shifting economy, the path to making your number is through your existing customer base. This focus on customer retention creates opportunity but is a danger if not properly executed. Watch the Video ReplayARTICLE
WHY A CHIEF CUSTOMER OFFICER IS THE CEO’S KEY TO CUSTOMER RETENTION Market-leading companies will ultimately shift their 2020 revenue plan to make a larger portion of the number from their existing accounts. To execute this effectively, they have to reprioritize their accounts, adjust their Go-To-Market coverage, and enable their teams to execute.Read More
THE REVENUE GROWTH HELP DESK Submit a question and an expert will get back with you directly within24 hours.
CONNECT WITH YOUR COMMUNITY Continuing to run business day to day is the best thing we can all do to support our economy, each other, and the employees that work for our respective companies. In the spirit of that mission, we launched a LinkedIn Group to facilitate THE EXCHANGE OF IDEAS ON HOW TO KEEP A REVENUE ORGANIZATION RUNNING in light of the drastic changes that need to be made under the prevailing circumstances. Join the LinkedIn Group Sales Strategy Accelerating Revenue by Improving the Sales Team’sAgility
In the world of a sales enablement leader, the primary goal is to keep the sales team efficient and effective. How that goal gets accomplished occurs with consistent resegmenting of the customer base, cleansing the pipeline, and accurately forecasting changes... ReadMore
Go-To-Market Strategy Leveraging Data to Revise GTM Strategy andCoverage
These are truly challenging times. To adapt to this new normal, COVID-19, you are likely rethinking your go-to-market strategy. Companies need to reallocate go-to-market resources (people, money, and time) in order to capture opportunities in the short-term, as wellas... Read More
Sales Strategy How a Global Sales Executive Effectively Manages a Disrupted Partner Ecosystem Well-established tech companies have typically developed a large, multi-layer partner ecosystem that they rely on. For a sales leader in this environment, problem-solving, and having shared responsibilities with these channel partners is the only way to succeed in movingthe... Read More
Sales Strategy The Deal Desk Is Not Enough – Why a Commercial Management Cadence is Critical Your Q2 plan has been impacted by the most significant economic disruption that any of us have ever seen. Everything changed in what was seemingly the blink of an eye. New deal flow has dried up, and the velocity of... Read MoreView All Insights
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SBI TV EPISODE LIBRARY SBI TV episodes bring you Sales and Marketing insights from B2B industry thought leaders and growth experts, on topics like product, pricing, customer experience and success, and go to market. Catch up on new and previous episodeshere .
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