Sales Benchmarking Index

Everything from Sales Benchmarking Index

  • Is Your Sales Enablement Making a Difference?

    Is Your Sales Enablement Making a Difference?

    Where does the time go? Q1 is in the books and Q2 is nearly one third complete. More than a quarter of the year already down. Summer’s upon us and you may have a mid-year sales training event...

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  • For Your Next Lead Generation Campaign, Give Them an Offer They Can’t Refuse.

    For Your Next Lead Generation Campaign, Give Them an Offer They Can’t Refuse.

    You can have a great list of prospects. You can have the perfect product.   But your campaign will fail without an offer your prospect can’t refuse. We call this the Godfather Offer. It’s a...

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  • Build a Championship Customer Success Team

    Build a Championship Customer Success Team

    Individuals don’t win championships, teams do. Assembling the best roster of individuals is not the winning formula. Look to the Super Bowl LI Champions, the New England Patriots depicted in this...

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  • What Marketing Should Bring to the CRO’s Table

    What Marketing Should Bring to the CRO’s Table

    You know how to make your numbers in sales. You had a lot of success there. You climbed the ladder and got promoted. Now you’re not only in charge of sales, you’re also in charge of...

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    3 Biggest Challenges Salespeople Face

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  • Track the Right Metric to Increase Enterprise Value

    Track the Right Metric to Increase Enterprise Value

    CEOs can guide the decision-making required to increase enterprise value by comparing customer acquisition cost (CAC) to customer lifetime value (CLTV). Focusing on the CAC:CLTV ratio enables you...

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  • 7 Barriers to High Employee Engagement for Sales

    7 Barriers to High Employee Engagement for Sales

    The annual employee engagement survey (EES) scores are out. It’s no surprise that Sales ranks at the bottom – as always. Sales leaders and their HR business partners have come to expect it. But it...

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  • The Ultimate Coaching Guide

    The Ultimate Coaching Guide

    You just wrapped up your first quarter review of the sales teams results. 80% of the number came from 20% of your reps. A select few are carrying the team trying to make the number. This type of...

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  • Proven Steps to Earn Brand Preference with Content Marketing

    Proven Steps to Earn Brand Preference with Content Marketing

    Joining us for today’s show is Mary Clark, a Chief Marketing Officer who knows a thing or two about building brand preference. Today’s topic is focused on content marketing. Mary and I leveraged...

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  • Product Launch: Ready to Shake Up the Status Quo?

    Product Launch: Ready to Shake Up the Status Quo?

    Today’s article is focused on how to launch new products successfully. I spoke with a Chief Product and Strategy Officer who knows a thing or two about successfully launching products.  To access...

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  • 8 Activities Outstanding Sales Managers Prioritize

    8 Activities Outstanding Sales Managers Prioritize

    As a sales leader the challenge you have is scaling your strategy and vision.  Everyone in the sales organization needs to be focused on the same goals.  This doesn’t mean micro managing them to...

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  • How Top Sales Leaders Work with Sales Operations

    How Top Sales Leaders Work with Sales Operations

    Today we are going to demonstrate how the relationship between the head of sales and the head of sales operations should work. Joining us for today’s show is a sales leadership team who know a...

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  • How Successful CEOs Manage Their Marketing and Sales Leaders

    How Successful CEOs Manage Their Marketing and Sales Leaders

    A year has passed and a new product is ready to launch. As the Chief Executive Officer, you feel proud of the accomplishment. Your company has potential to emerge as a market leader. You share the...

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  • The Right Sales Channels for the Omni-Channel Era

    The Right Sales Channels for the Omni-Channel Era

    Joining us for today’s show is John Kedzierski, a Corporate Vice President of Marketing who knows a thing or two about going to market with the right channels. Today’s topic is focused on...

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  • 3 Simple Ways Marketing Can Attract Better Leads

    3 Simple Ways Marketing Can Attract Better Leads

    What’s the sales team’s biggest complaint when it comes to their relationship with Marketing?   Too few or low-quality leads.   When the quality and frequency of leads is improved…   A...

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  • Are Your Market Advantages Strong Enough?

    Are Your Market Advantages Strong Enough?

    A strong corporate strategy identifies how your team is going to beat the competitors in markets you are competing. If you don’t decide on which competitive advantages you’ll use to reach new...

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  • 10 Tips To Identifying Your Key Markets

    10 Tips To Identifying Your Key Markets

    Perhaps the most crucial step in your entire corporate strategy is determining the right markets to compete. As a resource, follow along starting on page 60 of SBI’s annual workbook.   Why is...

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  • Customer Experience: Move Beyond the Competitive Deadlock

    Customer Experience: Move Beyond the Competitive Deadlock

    Our guest today is a Vice President of Global Product Strategy who knows a thing or two about creating a customer experience advantage. This is a must-hear podcast for not just product leaders....

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  • How One Marketing Leader Partners with Sales to Generate Results

    How One Marketing Leader Partners with Sales to Generate Results

    Every sales leader needs their marketing leader to act as their wing man.  At Lionbridge, Vice President of Marketing, Clint Poole is responsible for driving demand for the company’s new solution...

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  • Stop Checking the Box with Wasted Sales Training

    Stop Checking the Box with Wasted Sales Training

    Joining us for today’s show is Skip Miller, an executive who knows a thing or two about sales training. Today’s topic is focused on ending continued investment in sales training that doesn’t...

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  • A Sales Process Worth Following

    A Sales Process Worth Following

    Chuck Yeager’s claim to fame is breaking the sound barrier. He’s the ultimate early adopter having served courageously as a test pilot. Think of how many Yeager-like early adopters you have in the...

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