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How Top Sellers Keep Winning

Great sellers repeatedly grill themselves with two questions: How much more time does this opportunity merit? How can I be more certain of my judgment? Use the Buyer Alignment Guideto create razor-sharp execution for your entire team. Protect your B-Players from hope, the...

4 Mistakes to Avoid When Increasing Revenue Growth through Resellers

Many sales leaders will make or miss their revenue objectives based on the performance of their reseller channel. How much revenue growth will they generate? This requires sales leaders to constantly recruit, onboard, enable and nurture reseller partners, both old...

The Rules to Revenue Growth When Managing Resellers

When taking a new product to market, how should you recruit and manage resellers? We recently interviewed Ted Grulikowksi, the Vice President of the B2B business unit at MarketSource. MarketSource is the world’s leading outsourcing company. And the topic of...

How B2B Social Sellers Align With Their Buyers

This article is for B2B Sales Reps who work in complex sales environments. I discuss how these Reps align themselves with the Buyer’s process to be successful. Then I provide a Buyer Alignment Tool to enable success in these environments. ...

How Social Sellers Write Effective LinkedIn Profiles

In this article I outline 4 principles of an effective LinkedIn profile. Then I provide a LinkedIn Profile Writing Guide to help perfect your own profile. The Value of the Sales Rep It is rare to have products that simply “sell themselves.”...

How Social Sellers Build Their Pipeline with LinkedIn

HowSocial SellersSucceed with LinkedIn A few weeks ago I had dinner with my friend, Jim. He’s a salesrep at Oracle. He described the widespread misuse of LinkedIn like this: “Reps use their profile like a resume. They simply repackage a dead...

How Amazon Won in the Last Recession – and Why CEOs Should Care

Many are predicting that the U.S. will enter a recession in the next year. To prepare, we believe the most important thing a business leader can do is study and learn from the past. Here, we take a look at...

Delivering on Customer Experience—Your Technology Is Only as Good as the Strategy It’s Supporting

For some time now here at SBI, we’ve been describing the measurable benefits of taking a more holistic approach to customer experience. Taking a broader view of your customer’s experience usually requires an expanded line of sight for marketing –...

Best Practices in Account Planning for Sales Operations

How do you leverage data to inform strategy and measure success? Our KPI Builder tool can help guide you through the process of establishing a set of KPIs for your organization that is built around clean data and automation. Through our...

The Definitive Guide to Developing Sales Playbooks

The job of a sales enablement leader continues to get more and more difficult. You are constantly expected to do more with less and have the added job of making Sales and Marketing play nice with each other. You’re probably...
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