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Strategy
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How your Peers are Getting Results from Social Prospecting

This is a true story of how Social Prospecting is helping one Sales Leader. The Situation This post is about how one Sales Leader has implemented social prospecting. He works for a major American manufacturer of office furniture, equipment and home...

What Sales VPs can Learn about Field Adoption from Salesforce.com

There are many ways to get more from your sales force. Sales VPs constantly have ideas on new initiatives to implement. When implementing new initiatives, a big risk is adoption. Will your team adopt your new initiative? SBI’s CEO, Greg Alexander,...

Don’t Let a Change in Strategy Disrupt Q1 Sales

The CEO has made a recent change to the corporate strategy. It has major ramifications for your sales organization. You need your sales team to implement the change quickly without losing focus. This post is about making your sales force...

How a CEO Rebuilds a World-Class Sales Force

You missed the number. Now you have to address this issue at an upcoming board meeting. The board wants to know how you will solve the problem. How will youcommunicate to the board and shareholders that you have an answer?...

A Year’s Worth of Sales Insights

The greatest insights come from VPs of Sales. We will ask them, “Is your Sales Ops leader helping you set sales strategy?” For those who answer affirmatively, a second question is typically posed. “What strategic value is your Sales Ops...

Sales Strategy: From Vision to Execution

You may be wondering how prepared your sales team is heading into next year. It’s likely the board has increased your number. This year felt like a stretch for you. Next year’s number feels impossible. You’re beginning to ask yourself...

The CEO’s Hiring Guide for Sales Leaders

Implementing the strategy is where the pain lies. It is also the greatest cost to the organization. You need leaders that can help you execute the strategy. Unfortunately, top executives do a poor job of selecting the right talent. You are...

A Sales Leader’s Blueprint for Next Year

You know you need to begin planning for next yearnow. VPs of Sales are asking the question “What have I done before?”. You start building from that point. This is flawed. Why? Market conditions 12 months ago were very different....

What Your ‘A’ Players Want From You in 2014

Losing one of them causes significant pain and disruption for you. As a VP of Sales, you pride yourself on taking care of your best. During the research for this event, SBI heard from over 2,200 ‘A’ Player Sales Reps....

Top 10 CMO Transformational Best Practices

Whether it’s a newly hired CMO or the annual planning process, this is the time when transformational change is mapped out. The key to marketing transformation is creating a measurable, customer-centric, market-driven organization. Are you contributing 30% of the revenue via marketing...
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