SBI Podcast

Today on the SBI Sales and Marketing Podcast we’re getting into the nitty-gritty of sales management, specifically, sizing your sales force for success. We’re not tackling this topic alone though, Lee Kirkpatrick joins us today to help us through the weeds. Through his experience as CFO working for Twilio and a variety of other fast growing tech companies, Lee has become an expert in sales forecasting and sales management.

In our conversation, we tackle the key topics such as measuring the return on investment from a sales team, diagnosing when misses are due to a lack sales force, stacking the size of your sales team against the distance of your goals, auditing customer acquisition cost, dividing a sales territory without losing talent and the three most urgent things you can do right now to start sizing your sales force up to the new fiscal year.

Understanding sales management is just one small part of hitting your number year after year. Want more weekly sales and marketing insights like this to help you make your number? Subscribe and leave us a review! Your feedback will help us improve our show and continue to bring you content that keeps you at the top of your game.

Direct download: SBI_Podcast-Lee_Kirkpatrick-05272015.m4a
Category:Sales Strategy -- posted at: 6:34pm EST

We’re on the verge of a new fiscal year, which means it’s time to get that sales enablement strategy ironed-out. To help, we’ve invited Lisa Redekop to the SBI Sales and Marketing Podcast to discuss how she develops her sales enablement strategies for Gartner Group, where she acts as a CIO specialist.

Using SBI’s sales enablement framework to guide our conversation, we start with looking at the first step of strategy development: determining your department’s goals and getting them into strategic alignment with the rest of your organization. Next, we look at developing a sales training program designed specific to your goals. From there, we discuss sales coaching tactics for keeping your team focused on their goals and the value of having a sales playbook to lead your sales enablement strategy. We also look at piecing together a sales enablement technology toolkit to drive efficiencies and add value. We also look at sales coaching tactics for ensuring your team continues to learn, practice and deploy new skills. We wrap up by looking at metrics for putting together a sales enablement scorecard so you can stay on track of your year-to-year goals.

Understanding sales enablement is just one small part of hitting your number year after year. Want more weekly sales and marketing insights like this to help you make your number? Subscribe and leave us a review! Your feedback will help us improve our show and continue to bring you content that keeps you at the top of your game.

Direct download: SBI_Podcast-Lisa_Redekop-05272015.mp3
Category:Marketing Strategy -- posted at: 12:06pm EST

How to Develop a Lead Generation Strategy in 10 steps

Today on the SBI Sales and Marketing Podcast we’re joined by Cory Jones, the Vice President of Frontier Communications, to discuss lead generation strategy. With 11 billion in annual sales under his belt, Cory is a bit of an expert when it comes to lead generation and today he shares some of his secrets.

We start by discussing the first step to any successful marketing campaign: buyer segmentation. We go through how to disseminate the buyer’s journey so you can see how their purchasing decisions are made. From there, we move on to planning a marketing campaign, designing programs, selecting activities and developing offers designed to hit your specific audience in the sweet spot. We also dive into evaluating channels for lead generation and creating content to nurture leads into opportunities. On the sales process side, we look at sales rep prospecting, matching the right talent to the right leads and the idea of looking at sales reps as individual marketing channels. We conclude by looking at measurement, from understanding acceptable customer acquisition costs to following the numbers to the right sales channels.

Understanding lead generation strategy is just one small part of hitting your number year after year. Want more weekly sales and marketing insights like this to help you make your number? Subscribe and leave us a review! Your feedback will help us improve our show and continue to bring you content that keeps you at the top of your game.

Direct download: SBI_Podcast-Cory_Jones-05272015.mp3
Category:Marketing Strategy -- posted at: 11:25am EST

Sure-fire Sales Channel Optimization for Revenue Growth

This week on the SBI Sales and Marketing podcast, we spoke with Brandon Tolany, the chief sales officer & CMO at Freescale Semiconductor, about how they hit their sales quota year after year. In this podcast, we explore how to ramp your revenue growth strategy by using market research to seize opportunities as they appear.

In our first segment, we start by looking at market segmentation, the first pillar of market research. We talk about size vs. revenue growth potential and relative market per share.

Next, we discuss the second activity of market research, account segmentation, from ideal customer profiles and scoring accounts to determining revenue potential across segments and allocating resources.

In our last segment, we discuss the last activity of market research: segmenting the decision makers within an account. We look at the big questions: Who do you have to convince to keep your company headed toward healthy revenue growth and how does their influence ripple through one’s growth strategy?

Understanding revenue growth is just one small part of hitting your number year after year. Want more weekly sales and marketing insights like this to help you make your number? Subscribe and leave us a review! Your feedback will help us improve our show and continue to bring you content that keeps you at the top of your game.

Direct download: SBI_Podcast-Brandon_Tolany-05272015.mp3
Category:Market Research -- posted at: 9:47am EST

Territory Management: Principles of Designing Sales Territories

This week on the SBI Sales and Marketing podcast, we spoke with Tim Robertson, US Vice President of Sales and Marketing at DHL, about territory management and, more specifically, designing sales territories.

In our first segment, Tim starts us off by sharing what he believe is the most fundamental part of territory management in terms of territory design, which is analyzing the performance of sales territories at DHL. This beginning stage sets us up to plan both the sales strategy and market segmentation process of designing your plan.  By looking at these two channels you understand their performance metrics and can ultimately drill down to the territory level.

Next, Tim discusses how he predicts the available spend of each market segment, how to acquire a specific type of customer to and how to reach a point where you can calculate how much it would cost to acquire that said customer. Tim then shares what his primary design principle is when designing sales territories.

In our last segment, we wrap our territory management discussion with Tim by talking about how to balance your newfound sales territories and Tim gives us a breakdown of his team’s monthly management system that they run, and also how they rebalance and spot-check the goals and quotas for each of the sales territories at DHL.

Understanding territory management is just one small part of hitting your number year after year. Want more weekly sales and marketing insights like this to help you make your number? Subscribe and leave us a review! Your feedback will help us improve our show and continue to bring you content that keeps you at the top of your game.

Direct download: SBI_Podcast-Tim_Robertson.mp3
Category:Sales Strategy -- posted at: 8:00am EST

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