Sales Benchmarking Index

Everything from Sales Benchmarking Index

  • The Right Executive Talent to Put Autonomous Driving on the Map

    The Right Executive Talent to Put Autonomous Driving on the Map

      Today’s topic is focused on how to match the capabilities of the executive team to the objectives in the requirements in the corporate strategy. Our guest is Kelley Steven-Waiss, the Chief...

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  • How Top Sellers Keep Winning

    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 Guide to create...

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  • Selecting Your Growth Strategies to Achieve the Highest Return on Capital

    Selecting Your Growth Strategies to Achieve the Highest Return on Capital

    Different types of revenue growth earn different returns on capital, so not all growth is equally value creating. Today’s topic is focused on demonstrating how to think through and communicate...

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  • How Account Segmentation Enables Sales to Make the Number

    How Account Segmentation Enables Sales to Make the Number

    Recently, over 300 individuals were surveyed and asked to define sales enablement. Over half responded that sales enablement consists of developing sales productivity materials. That’s part of it...

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    3 Biggest Challenges Salespeople Face

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  • How to Transition Channel Partners from Selling Perpetual Licenses to SaaS

    How to Transition Channel Partners from Selling Perpetual Licenses to SaaS

    Today’s topic is focused on how to transition channel partners from perpetual license to cloud-based offerings. Our guest is Steve Blum, an executive sales leader who knows how to Make the Number...

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  • How to Determine Which Sales Problem is Worth Solving?

    How to Determine Which Sales Problem is Worth Solving?

    Your team brings sales problems to you every month, quarter, and year. Why? They want you to give them money and people to solve these problems. You could spend all of your time reacting to your...

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  • Buy or Build? How Your Customers Decide

    Buy or Build? How Your Customers Decide

    A common hurdle your sales team faces is overconfident customers. They think they can solve their problem on their own. The customer asks their team, “Can we do it ourselves?”  To go deeper in...

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  • Who Will Own the CEO’s Improvement Plan?

    Who Will Own the CEO’s Improvement Plan?

    You missed the number. Fortunately you have a plan, and you quantified its impact. As CEO you need to ask: who will own the roll-out of the plan? Who on my executive team will manage my...

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  • 3 Big Forecasting Blunders

    3 Big Forecasting Blunders

    Nothing enrages a CEO more than completely missing the number last quarter and looking at a mid-quarter forecast they don’t believe.  One VP of Sales summed it up nicely: “After the miss last...

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  • Sales Compensation: How to Overpay Your Top Performers

    Sales Compensation: How to Overpay Your Top Performers

    Today’s post focuses on how to approach a commission-based plan to reward your best people. To go deeper, download our workbook, How to Make Your Number in 2017. Turn to the sales strategy section...

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  • Why Sales Reps Won’t Fight for a Higher Sales Price

    Why Sales Reps Won’t Fight for a Higher Sales Price

    “Why won’t my sales reps fight for an extra 1% on price? They’re paid on revenue!” Heads of Sales across industries ask the same exasperated question.  It certainly seems that interests are...

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  • Accelerate Your “Time-to-Fill” Open Territories

    Accelerate Your “Time-to-Fill” Open Territories

    If you’re like most Sales Leaders, you diligently track “Time-to-Fill” openings. Every day a territory is open, it delivers zero performance. Zeroes add up quickly and do irreparable damage. It’s...

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  • Is Your Sales Channel Team Running Plays for Yesterday’s Buyers?

    Is Your Sales Channel Team Running Plays for Yesterday’s Buyers?

    Today’s show is focused on choosing the right channels to go to market. Business to business buyers are rapidly changing as their preferences to engage their vendors are evolving. Buyer...

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  • 5 Secrets to Great Sales Coaching

    5 Secrets to Great Sales Coaching

    Your Sales Leaders talk to their reps on a regular basis. They hold forecasting calls every other week. Pipeline reviews.  One-on-ones. But something’s missing. Why are good sales people leaving? ...

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  • How to Navigate the Branding Decisions of an Acquisition

    How to Navigate the Branding Decisions of an Acquisition

    Joining us for today’s show is Michael Speranza, a marketing leader who knows how to build brand preference with a strong B2B brand. Today’s topic is Brand Strategy and Planning. On Friday, IPC...

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  • CMO: How Good is Your Team?

    CMO: How Good is Your Team?

    A couple of friends have taken over executive marketing roles recently. Shortly after starting, they both asked me the same question. “How do I determine whether I have the right talent on the...

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  • Avoid the Bull Fighting – How Top CEOs Interlock with Sales Leaders

    Avoid the Bull Fighting – How Top CEOs Interlock with Sales Leaders

    Enjoy this rare opportunity to hear a CEO articulate his growth goals followed by his sales leadership team describing how they are going to accomplish those goals. Too often sales leaders feel...

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  • New Sales VP: A Survival Guide

    New Sales VP: A Survival Guide

    Congratulations!  You got the promotion to VP of Sales.  You may be returning from Sales Kickoff.  Maybe you are getting settled from the President’s Club trip.  Very soon you will ask yourself,...

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  • Content Marketing that Generates Pipeline

    Content Marketing that Generates Pipeline

    Joining us for today’s show is Mary Clark, a Chief Marketing Officer who knows how to build brand preference to generate sales pipeline. Today’s topic is focused on B2B content marketing. Mary and...

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  • How to Fast-Track New Rep Productivity

    How to Fast-Track New Rep Productivity

    It’s every sales leader’s struggle.  Your open headcount is eroding your ability to make the number. Getting quality candidates through the interview process has been slow going. You finally...

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