Bill, a CEO, had recently hired a new VP of Sales, Steve. After only 60 days, Bill fired Steve as he was not meeting the key performance metrics that Bill had outlined. Bill established "pre-ramp accountabilities", which were 10 key deliverables that a new sales hire needed to achieve in their first 30-60 days. This allowed Bill to quickly determine if a new sales leader would be successful. By setting clear early expectations, Bill avoided wasting 9 months, as he previously had, on a sales hire that was not performing.
Learn how to make the number, become a better messenger, and defeat the status quo with Greg Alexander (CEO of Sales Benchmark Index) and Tim Riesterer (CMO of Corporate Visions)
Are your sales calls as productive as you'd like them to be? Ever wonder why you make so many calls with nothing to show for it? Here are the top 10 mistakes reps make that will kill your sales calls
It's inevitable, customer's will object. How you handle them and how effectively you tie them to the Buying Process Map is key to your success. Learn how here.
SMS remains an important mobile channel as 70% of feature phone owners do not plan to upgrade to a smartphone soon. Additionally, 78% of smartphone users send text messages daily and 33% do so constantly throughout the day, highlighting how central SMS is to mobile strategy and experience.
The document discusses strategies for creative agencies to pursue long-term growth. It suggests agencies integrate three core lines of business: services, product/service innovation, and digital infrastructure development. Agencies are currently responding to challenges by adding new services and expanding existing offerings, but are slower to tackle future-facing growth. The role of strategy is to spur growth by focusing on innovation, connection, industry leadership, and inspiring creativity. Specifically, strategy can innovate new experiences/models, connect brands/ideas, lead industry conversations, and use design thinking to enrich creative work.
Why Should The Best Sales Reps Work For You? This is the question top sales talent asks themselves when you try to recruit them to your team. Do you have a compelling answer? You’d better. This year, the demand for sales talent will outstrip the supply.
Bill, a CEO, had recently hired a new VP of Sales, Steve. After only 60 days, Bill fired Steve as he was not meeting the key performance metrics that Bill had outlined. Bill established "pre-ramp accountabilities", which were 10 key deliverables that a new sales hire needed to achieve in their first 30-60 days. This allowed Bill to quickly determine if a new sales leader would be successful. By setting clear early expectations, Bill avoided wasting 9 months, as he previously had, on a sales hire that was not performing.
Learn how to make the number, become a better messenger, and defeat the status quo with Greg Alexander (CEO of Sales Benchmark Index) and Tim Riesterer (CMO of Corporate Visions)
Are your sales calls as productive as you'd like them to be? Ever wonder why you make so many calls with nothing to show for it? Here are the top 10 mistakes reps make that will kill your sales calls
It's inevitable, customer's will object. How you handle them and how effectively you tie them to the Buying Process Map is key to your success. Learn how here.
SMS remains an important mobile channel as 70% of feature phone owners do not plan to upgrade to a smartphone soon. Additionally, 78% of smartphone users send text messages daily and 33% do so constantly throughout the day, highlighting how central SMS is to mobile strategy and experience.
The document discusses strategies for creative agencies to pursue long-term growth. It suggests agencies integrate three core lines of business: services, product/service innovation, and digital infrastructure development. Agencies are currently responding to challenges by adding new services and expanding existing offerings, but are slower to tackle future-facing growth. The role of strategy is to spur growth by focusing on innovation, connection, industry leadership, and inspiring creativity. Specifically, strategy can innovate new experiences/models, connect brands/ideas, lead industry conversations, and use design thinking to enrich creative work.
Why Should The Best Sales Reps Work For You? This is the question top sales talent asks themselves when you try to recruit them to your team. Do you have a compelling answer? You’d better. This year, the demand for sales talent will outstrip the supply.
Are you still cold-calling? Do you still swear that it's a numbers game? Do you feel like a dinosaur yet? Learn the modern method of prospecting and increase face time with potential clients. Free job aids available throughout the presentation.
Has hiring been put on hold? Are you being forced to finish the year with less than a budgeted for team? How will you make the number with so few people?
Part 1 of a 2-part series on how a new Sales Operations Leader navigates their first 12 months on the job. Learn the steps needed for success and also the tools to help along the way. Free job aids are available to download as well as a free copy of the ebook on the last slide.
This webinar provides a sneak peek into the Sales Benchmark Index 6th annual study “Make the Number: How Your Peers are Allocating People, Time, and Money in 2013.
The document provides a case study on a company called ACME Corp. that implemented a Talent Management program. The program identified gaps in their sales talent, hired top performers, and developed new onboarding and training programs. As a result, the percentage of top "A" players in their sales force increased from 63% to 91%. This helped reps become productive faster and increased ACME's sales attainment. The document recommends coaching managers, formalizing training programs, upgrading low performers, and implementing ongoing talent reviews.
Recorded webinar from Sales Benchmark Index: Designing organizational models for inside sales. Links, downloads and registration for future presentations are included.
Set your company on a path to lead generation success. Learn how to generate more cross sell leads from your top accounts, run effective marketing campaign inside the base and grow wallet share. These slides are from the Sales Benchmark Index webinar presentation by Vince Koehler.
This presentation provides the basic 5 steps that are used to build a formal sales process that can double your Sales Reps revenue. The key to success lies in the adoption of the designed process. A presentation by Sales Benchmark Index, A Sales Consulting Firm.
This presentation will provide excerpts from the new ebook “Promoted to VP of Sales: The Year 1 Toolkit”. The ebook is free and provides symptoms, causes, and cures for why the average Chief Sales Officer only lasts 19 months in their role. Authored by Matt Sharrers and Greg Alexander of Sales Benchmark Index.
This Lead Generation slide deck by Sales Benchmark Index gives information on setting up Lead Management – approaches, roles, compensation, pros & cons...
Sales Benchmark Index's Bryce Record webinar on how best-in-class sales forces are segmenting their accounts to determine the real potential. Learn how to find hidden revenue opportunities, rank your accounts based on potential and balance territories.
Sales Benchmark Index suggests custom exit interviews for sales. When an "A" player leaves, the standard HR exit interview does not get to the core issue of why they left. Exit interviews should drive action to stop future A player loss.
Sales Territory Design should support your sales strategy. In this presentation by Sales benchmark Index, you will learn the 3 goals of territory design and how to choose the one that best supports your strategy.
Learn about the key steps to a world class lead generation program in this previously recorded webinar by Sales Benchmark Index. A presentation by Sales Benchmark Index.
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Are you still cold-calling? Do you still swear that it's a numbers game? Do you feel like a dinosaur yet? Learn the modern method of prospecting and increase face time with potential clients. Free job aids available throughout the presentation.
Has hiring been put on hold? Are you being forced to finish the year with less than a budgeted for team? How will you make the number with so few people?
Part 1 of a 2-part series on how a new Sales Operations Leader navigates their first 12 months on the job. Learn the steps needed for success and also the tools to help along the way. Free job aids are available to download as well as a free copy of the ebook on the last slide.
This webinar provides a sneak peek into the Sales Benchmark Index 6th annual study “Make the Number: How Your Peers are Allocating People, Time, and Money in 2013.
The document provides a case study on a company called ACME Corp. that implemented a Talent Management program. The program identified gaps in their sales talent, hired top performers, and developed new onboarding and training programs. As a result, the percentage of top "A" players in their sales force increased from 63% to 91%. This helped reps become productive faster and increased ACME's sales attainment. The document recommends coaching managers, formalizing training programs, upgrading low performers, and implementing ongoing talent reviews.
Recorded webinar from Sales Benchmark Index: Designing organizational models for inside sales. Links, downloads and registration for future presentations are included.
Set your company on a path to lead generation success. Learn how to generate more cross sell leads from your top accounts, run effective marketing campaign inside the base and grow wallet share. These slides are from the Sales Benchmark Index webinar presentation by Vince Koehler.
This presentation provides the basic 5 steps that are used to build a formal sales process that can double your Sales Reps revenue. The key to success lies in the adoption of the designed process. A presentation by Sales Benchmark Index, A Sales Consulting Firm.
This presentation will provide excerpts from the new ebook “Promoted to VP of Sales: The Year 1 Toolkit”. The ebook is free and provides symptoms, causes, and cures for why the average Chief Sales Officer only lasts 19 months in their role. Authored by Matt Sharrers and Greg Alexander of Sales Benchmark Index.
This Lead Generation slide deck by Sales Benchmark Index gives information on setting up Lead Management – approaches, roles, compensation, pros & cons...
Sales Benchmark Index's Bryce Record webinar on how best-in-class sales forces are segmenting their accounts to determine the real potential. Learn how to find hidden revenue opportunities, rank your accounts based on potential and balance territories.
Sales Benchmark Index suggests custom exit interviews for sales. When an "A" player leaves, the standard HR exit interview does not get to the core issue of why they left. Exit interviews should drive action to stop future A player loss.
Sales Territory Design should support your sales strategy. In this presentation by Sales benchmark Index, you will learn the 3 goals of territory design and how to choose the one that best supports your strategy.
Learn about the key steps to a world class lead generation program in this previously recorded webinar by Sales Benchmark Index. A presentation by Sales Benchmark Index.
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Tired of chasing down expiring contracts and drowning in paperwork? Mastering contract management can significantly enhance your business efficiency and productivity. This guide unveils expert secrets to streamline your contract management process. Learn how to save time, minimize risk, and achieve effortless contract management.
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Unlock the full potential of the MECE (Mutually Exclusive, Collectively Exhaustive) Principle with this comprehensive PowerPoint deck. Designed to enhance your analytical skills and strategic decision-making, this presentation guides you through the fundamental concepts, advanced techniques, and practical applications of the MECE framework, ensuring you can apply it effectively in various business contexts.
The MECE Principle, developed by Barbara Minto, an ex-consultant at McKinsey, is a foundational tool for structured thinking. Minto is also renowned for the Minto Pyramid Principle, which emphasizes the importance of logical structuring in writing and presenting ideas. This presentation includes a clear explanation of the MECE principle and its significance. It offers a detailed exploration of MECE concepts and categories, highlighting how to create mutually exclusive and collectively exhaustive segments. You will learn to combine MECE with other powerful business frameworks like SWOT, Porter's Five Forces, and BCG Matrix. Discover sophisticated methods for applying MECE in complex scenarios and enhancing your problem-solving abilities. The deck also provides a step-by-step guide to performing thorough and structured MECE analyses, ensuring no aspect is overlooked. Insider tips are included to help you avoid common mistakes and optimize your MECE applications.
The presentation features illustrative examples from various industries to show MECE in action, providing practical insights and inspiration. It includes engaging group activities designed for the practice of the MECE principle, fostering collaborative learning and application. Key takeaways and success factors for mastering the MECE principle and applying it in your professional work are also covered.
The MECE Principle presentation is meticulously designed to provide you with all the tools and knowledge you need to master the MECE principle. Whether you're a business analyst, manager, or strategist, this presentation will empower you to deliver insightful and actionable analysis, drive better decision-making, and achieve outstanding results.
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1. Understand the MECE Principle
2. Improve Analytical Skills
3. Apply MECE Framework
4. Enhance Decision-Making
5. Optimize Resource Allocation
6. Facilitate Strategic Planning
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How the Best Marketers are Creating Great Content Quickly (part 2 of 2)
1. How the Best Marketers are
Producing Great Content Quickly
(Part 2 of 2)
1
2. As part of a sales and marketing project, I recently
performed a content audit for a B2B technology
company.
Here are the results:
14 categories of content
(i.e. eBooks, Podcasts, Case Studies, etc.)
154 individual pieces of content
Buying Process Stage Content Distribution Conversion Rates
(by stage) (by stage)
Attention (A) 50% 2 - average
Interest (I) 25% 1 – below average
Desire (D) 5% 3 – ABOVE AVERAGE
Action (A) 20% 1 – below average
3. THE PAIN
Middle funnel content is
the most effective
content in moving a
prospect towards
becoming a customer
“Desire” content scored
ABOVE AVERAGE, but
only had a 5% distribution
rate and 8 pieces of
content in bucket!!
These 8 will eventually
grow stale and cause a
leaky funnel
Leaky funnel = missed revenue targets
3
4. The study showed it was
not the quality of the
content causing the
conversion problem, but the
COMMUNICATION VEHICLE
used to distribute it!!
(i.e. blog, email, newsletters, etc.)
5. Key Points
1. Benchmark your content to see which is
converting prospects to customers and at
what rate.
2. Perform a content audit to determine if you
have enough pieces, up and down the
funnel, to make the number.
3. Pay attention to the communication
vehicle used to get the content in
the hands of the prospect.
5
6. 4 Easy Steps to
Benchmark your
Demand Generation
Content
7. Step #1 – Perform a Content Audit
EXAMPLE
• Key Points
1. Specific content types can serve across
2. Content types can be tailored to a need at the specific stage in the
buying process
Make
decisions
7
8. Step #2 – Audit your Competitors
EXAMPLE
WEBSITE CONTENT
9. Step #3 – Mystery Shop your Competition
Pose as a prospect.
Learn how your
competition
uses their demand
generation
content to sell.
9
10. Here is an example comparing
two competitors:
ScriptPro vs. Kirby Lester
10
11. Step #4 – Interpret the Differences
Both vendors responded inside of 90 mins
indicating the presence of a lead development
We filled out the team. A LDT sits between sales and marketing
form on each site. and their job is to turn leads into opps. This
suggests both marketing departments are skilled
at capturing interest and following up.
The ScriptPro rep qualified us and asked for a
We called into each sales appt. The Kirby Lester rep did not qualify us
888 line. and did not secure the next sales call.
ADVANTAGE ScriptPro
The ScriptPro rep sold the way we wanted to buy.
We asked each for Kirby Lester refused to give us a price. He put his
pricing needs ahead of ours. No intention of engaging KL
information. further. Too difficult to deal with.
11 ADVANTAGE ScriptPro
12. A summary of key points…
Prospects decide if they are going to buy from you
before they meet you.
Your demand generation content needs to outsell
your competitor’s content.
Mystery shopping allows you to benchmark your
content vs. your competition.
What do you do now?
12
13. Learn More
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Sign up for our Sales Force Effectiveness blog by clicking here
For access to our February ebook – ‘How the Best Marketers are Producing
Great Content Quickly’; click here
If you don’t have a content management process or need help
optimizing your current one,
Contact us to hear the rest of the story...
Email - info@salesbenchmarkindex.com
Phone - 1-888-556-7338
Web: http://www.salesbenchmarkindex.com
13
Editor's Notes
Contact us if you would like to understand how you can leverage benchmarking best practices for talent management.Email - info@salesbenchmarkindex.comPhone - 1-888-556-7338Web: http://www.salesbenchmarkindex.com