9 Tips for Building an Inside Sales Force that Works

Posted by Ryan Tognazzini

January 29, 2014 at 7:00 AM

In a recent post, I discussed 5 reasons sales leaders should consider inside sales. This post is for sales leaders looking for further education on inside sales. 

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Topics: Sales Force Structure, Sales Leader, VP of Sales Resources, CSO, Inside Sales

How to Assess and Sequence Your Sales Initiatives

Posted by Mark Synek

December 19, 2013 at 7:00 AM

A few weeks ago, I was talking to an SVP of sales.  The topic was his number.  The company’s revenue is in the $700M range.  He had been given an aggressive goal for 2014.  To say he was concerned about hitting the number would be a huge understatement.  He was practically in a panic.

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Topics: Sales Leader, VP of Sales Resources, CSO, 2014 planning, Chief Sales Officer

The Sales SVP Guide to Finishing the Fiscal Year

Posted by Mark Synek

December 1, 2013 at 7:00 AM

For most of us, the fiscal year ends just 29 days from today.  This December has 22 business days.  But depending on your company’s holiday policy, you may have as few as 15.  How should the top sales leader in the company utilize this limited time?  

Download the SBI Sales SVP New Year’s Guide here.  It’s a concise guide to our best articles about managing this time of year.     

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Topics: Sales Leader, VP of Sales Resources, CSO, Chief Sales Officer, management thinking, Q4, sales planning

8 Tips to Help the CSO Prep for the New Year

Posted by Mark Synek

November 13, 2013 at 7:00 AM

Sales Leaders hate Q4.  Why?  They have to get ready for the new fiscal year.  And they have to do it while trying to end the current year strong. 

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Topics: Sales Leader, VP of Sales Resources, CSO, 2014 planning, Chief Sales Officer, sales planning

The 4 Common Mistakes of LinkedIn Social Selling Initiatives

Posted by Mark Synek

October 26, 2013 at 7:00 AM

The correct implementation of Social Selling gets your team appointments inside target prospects.  These meetings are net new sales opportunities you wouldn’t have otherwise had.  This drives an increased number of qualified buyers of your product into the funnel.  Your team sells more.  Revenue increases. 

The incorrect implementation of Social Selling drives no new revenue.  Worse, your sales teams’ newly updated LinkedIn profiles attract recruiters.  There’s no revenue lift, and your team is being recruited away.  What went wrong? 

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Topics: Social Selling, Sales Leader, VP of Sales Resources, LinkedIn, CSO, Social Prospecting

Do You Have the Right Number of Reps?

Posted by Mark Synek

October 8, 2013 at 7:00 AM

From here you can see over the horizon.  You have a pretty good idea if you’re going to make the number.  It might not look promising.  About 75% of U.S.-based corporations operate on a calendar fiscal year.  Now is the time to plan for 2014.  Do you have the right number of reps? Proper headcount is critical to making your number.

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Topics: Quota Setting, Sales Leader, VP of Sales Resources, CSO, Quotas, 2014 planning, planning

How To "Discover" the True State of Your Sales Organization

Posted by Mark Synek

September 20, 2013 at 7:00 AM

This article is about how to cut through the noise and evaluate your organization.  It focuses on the forms of Discovery you need to get a true picture.  The top sales executive in every organization faces the same problem: spin.  Everyone in your org chart wants you to interpret the results a certain way.  How can you find out what’s really going on?  Learning the truth is critical for your sales strategy.

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Topics: sales strategy, Sales Leader, VP of Sales Resources, CSO, Chief Sales Officer, management thinking

Why Your Reps Don’t Use Your Sales Process

Posted by Mark Synek

September 2, 2013 at 7:00 AM

Your reps don’t use the process because it was never fully adopted by the field.  

We write frequently about aligning your sales process to your ideal customer's buying process.  Here is a great recent post from my colleague Matt Sharrers on the topic.  If you don’t do this, you’re mis-aligned with your buyers.  Frustration results.  The reps don’t use it because it doesn’t work.  You miss the number.

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Topics: Sales Process, Sales Leader, VP of Sales Resources, CSO, reinforcement

How One Marketer Forged a Relationship With a New Sales SVP

Posted by Mark Synek

August 15, 2013 at 7:00 AM

Organizations that have achieved real sales and marketing alignment are as rare as unicorns.  Changes in leadership offer new chances to achieve this mythical goal.  This is the time of year when leaders start mapping out 2014.  A new peer can be an obstacle or a force multiplier.  Below is the true story of how one organization dealt with this challenge. 
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Topics: Sales Leader, Marketing, CSO, Sales Leadership, sales or marketing

3 Steps on How to Create an Effective LinkedIn Profile

Posted by Tony Albachiara

August 6, 2013 at 7:00 AM

Are you relying largely on Marketing to fill the funnel? If you are, you’re going to miss the number. Sure, today’s marketing machine produces new opportunities.  However, the tremendous hype on what marketing can do for sales is falling short.  Best in class marketing organizations contribute only 30% to the funnel.

Where is the other 70% coming from? The answer is your sales team.

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Topics: Social Selling, Sales Leader, VP of Sales Resources, LinkedIn, CSO

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