
Blog
What are the Traits of a Great Sales Rep?
Last week I had the pleasure of speaking at SalesHacker Midwest, here in Chicago. It was a dynamic mix of sales people and sales leaders - B2B sellers in a ...
Filter by Content Type
Filter by Category
Last week I had the pleasure of speaking at SalesHacker Midwest, here in Chicago. It was a dynamic mix of sales people and sales leaders - B2B sellers in a ...
You know that Clark Griswold-esque house in the neighborhood? The one that's got a few blow-up snowmen in the front yard. Hundreds, if not thousands, of ...
Tatum LLC Case Study Problem: Tatum, a Randstad company, is a leading management consulting firm that helps companies navigate critical points throughout ...
When it comes time to find your next great sales all-star, one of the most frequent questions I hear on the street is, “What traits should I be looking for ...
The evolution of sales continues to be everchanging; however, one thing stays very consistent: how do you fill the frontend of the sales funnel with leads? ...
If you follow Gary Vaynerchuk ("GaryVee") on LinkedIn, you might have seen him use the following concept. The idea is to start with one big piece of ...
Out of sight, out of mind — be it with clients or prospects, it’s a dangerous position for companies and their sales team to be in. Prospects may not ...
Dave Moore, Senior VP of North American Sales for Businessolver on accelerating revenue growth.
Problem: Client wanted to increase their profile beyond being a provider of carpentry services to a total solutions construction partner in the high-margin ...
Every sales professional strives to build great relationships. The ultimate level is that of a Trusted Advisor. So, how do you get there?
This is an ongoing series about building a BDR team and overcoming some of the common challenges that arise—especially if it’s your first time building one ...
One of our BDRs, Natalie, will be hired away this month after being on her account for less than two months. The exciting and unique twist is that the ...
Background - Corporate Concepts is a corporate furniture dealership that does space planning, specifications, delivery, and installation. For over 35 ...
Background on K-Ratio: K-Ratio provides market research, dynamic pricing, and risk management services in conjunction with its award-winning Freight ...
Autumn is here, but it’s not too late to impact 2018 results with these easy-to-implement marketing campaigns.
When building your BDR team, especially if you’re hiring right out of college, it’s common for a few new hires to come in and be reluctant - or downright ...
Brant InStore Case Study Problem: Brant InStore is a Canadian based large-format print provider servicing major North American retailers such as Ulta ...
Imagine a hierarchy of content marketing efforts (in terms of how much time and resources are needed to create). Personally, I'd rank blog and social media ...
Gatekeeper Case Study Problem: Gatekeeper Systems had the leading market share in a category that wasn’t growing. Their loss prevention technologies were ...
Background Livongo is a chronic condition management application for businesses to provide their employees. Livongo’s goal is to drive behavioral changes ...
Imagine you’re watching Sunday Night Football. It’s overtime, and your favorite team is down to one last play. In the huddle, they call the only one that ...
SBI and SEG partnership: SBI is a management consulting firm that specializes in improving the Go-to-Market of enterprise B2B companies to enable them to ...
Problem: After several attempts, and a seven-figure investment, of bringing on experiences healthcare sales leaders to hire, train, and develop a sales ...
Do you know the number one reason CRM system fail? User adoption. In fact, Forrester Research says “lack of user adoption is responsible for 70% of failed ...
VP of Sales trying to launch a BDR team in a matter of months. He almost gives up until he meets a sales expert who introduces him to SEG.
Background Parker Dewey offers the largest network of highly motivated college students and recent graduates who are excited to complete short-term, paid, ...
Problem: S-CUBE is a company specializing in supplying product fixtures and hardware to major retailers across the country. Over the last decade, they ...
You're a VP of Sales / Chief Revenue Officer and you're building a Revenue Team from scratch. Here's our Draft Kit for the "Fantasy Revenue Team Draft."
ProAct Case Study Problem: ProAct Services is a Michigan based provider of industrial air and water treatment services. The company and their Private ...
Everybody talks about leads and everyone wants leads. Executive teams measure marketing teams based on how many leads they generate. Lead management is a ...
Which comes first, the plan or the KPIs?
Background Founded in 2019, Seminary Now is a subscription-based, streaming video platform that delivers exclusive biblical, theological, and practical ...
Employees within great SaaS companies adore their own technology; so much so that they seldom ask prospective clients what outcomes they need in order to ...
Azimuth Case Study Problem: For the modern-day business to grow there is a need for a strong, reliable staffing partner. Enter Azimuth LLC, a ...
Background Xirgo and SEG partnership: Xirgo Technologies, LLC is a leading provider of innovative, full-featured, application-specific wireless IoT ...
Over the past few years, there has been a big shift in the Sales Management and VP of Sales role for small- to medium-size organizations.
No two BDR/SDRs have the exact same path at Sales Empowerment Group (SEG). But the ideal career "journey" for our sales professionals looks something like ...
I was watching an episode of Ted Lasso when it hit me: Is this secretly an Apple commercial?
Every organization wants to set more meetings and grow their new business pipeline. But what's the best way to accelerate growth while simultaneously ...
As the demographics of the American workforce continue to change, we can expect to see a number of cultural shifts in the workplace. Corporate cultures ...
As every salesperson knows, there are “easy” sales and there are “tough” sales. When a sales prospect becomes a buying customer, all’s right with the world ...
Regardless of the company or industry, every salesperson has competitors. It’s up to you to leverage your knowledge and sales expertise in order to set ...
Background – PANOS Brands ® is a consumer products foods company that manages a unique portfolio of shelf stable and perishable specialty food and beverage ...
Artificial intelligence (AI) is perforating every industry in one way or another. When it comes to sales, AI has significantly changed how sales teams ...
Marketing is about improving your odds of success and successfully branding your product or service is a powerful way of doing just that. Here are some ...
Background Optimum Safety Management is a full-service safety management firm located in the Chicago region, serving clients both regionally and ...
Ups and downs, strikes and gutters—it's the world of sales. All reps struggle with the opposite poles of trying to find new clients while trying to take ...
Marketing Engine 2.0, or The Growth Engine, paints a picture of all the parts and pieces required to achieve revenue acceleration. Download our eBook, The ...
While visiting a new client recently this subject came up… “How can we do a better job of converting suspects and prospects into customers? What kind of ...
Recently I had the pleasure of speaking at SalesHacker Midwest here in Chicago. It was a dynamic mix of salespeople and sales leaders – B2B sellers in a ...
Identifying and Preparing Your CRM Super Users
If you've seen some of our LinkedIn posts/blog posts/eBooks, you know we love a good sports analogy. Today is no exception! And, since the playoffs are ...
Outsourcing sales and marketing is a significant growth driver when scaling your business. Virtual sales teams allow companies to acquire new customers ...
Background DeCurtis is the leader in transformational experience technology focused on cruise but applicable to restaurants, theme parks, and the extended ...
Is your sales team ready for the BDR/SDR games? Do you have future gold medal winners on your team? This ebook shows how to recruit, train, and manage top ...
Every organization wants to set more meetings and grow their new business pipeline. But what's the best way to accelerate growth while simultaneously ...
Situation Cultivate works with small business owners to create a custom plan for their business. Every owner has unique challenges, experience and goals. ...
After being fortunate enough to be in positions of leadership for over 30 years, my experience taught me the truth of why leaders fail and succeed. Many ...
We were thrilled to have Josh Fosburg (VP of Enterprise Sales - WordPress VIP) join us for a webinar focused entirely on building BDR/SDR teams from ...
Last week, we hosted a webinar with special guest Brian Bourke, Chief Growth Officer at SEKO Logistics. During this (virtual) fireside chat, we asked Brian ...
I don't want this post to come across as anti-ad agency.
Vintage Tech Recyclers Case Study Problem: Vintage Tech Recyclers leads the electronic recycling industry in marketplace ethics by providing industry ...
I’m writing this as the nation and particularly Chicago is fervently watching “The Last Dance,” the compelling documentary of the 6th championship season ...
Team Dynamix is Here! Thrilled to announce our new sales assessment software. Team Dynamix helps B2B companies better structure their sales teams, decide ...
Recent studies have found that in the world of sales, outside sales are still the dominant style, but inside sales are growing at a faster rate.
Sales and marketing efforts rarely grow at the exact same pace. In some instances, marketing comes first and the sales team figures out, "Alright, what do ...
At least 90 percent of our blog's content focuses on new business sales, BDR teams, and/or content marketing. Even our name itself, Sales Empowerment ...
Navigating your social media sales strategy during an unpredictable and highly reactive news cycle can feel like a high-stakes tightrope walk, 20 stories ...
Over the past decade, SEG has worked alongside hundreds of sales and marketing leaders. The number one issue we see is misalignment between marketing and ...
Depending on the source, either Ben Franklin or prominent, 1970s author, Alan Lakein, famously said that failure to plan was planning to fail. They were ...
Every organization wants to set more meetings and grow their new business pipeline. But what's the best way to accelerate growth while simultaneously ...
LinkedIn is among the most effective resources for networking available to sales consulting professionals and sales teams. Here are tips for leveraging the ...
Businesses that lack a consistent, efficient sales operation are likely to find themselves challenged by competitors better equipped for sales enablement, ...
Patrick Mahomes was the 10th pick in the 2017 NFL Draft. Second quarterback taken.
Clarity Insights, and SEG partnership: Clarity Insights mission is to deliver high-value, industry-focused solutions that encompass otherwise siloed ...
Level X consultants execute complex finance and accounting projects and serve as interim management team members in a range of corporate environments. Our ...
Find out how we helped a consulting firm with lead generation, enabling its sales team spend more time closing sales HILLARD HEINTZE Case Study Problem: ...
Problem: Businessolver is a leader in the SaaS-based benefits administration technology services space and private equity backed by Warburg Pincus. In ...
Have you been considering a new growth partner to solve your current problems? In this eBook, we’ll share why you should be working with a growth partner ...
Companies have problems. All sorts, shapes, and sizes. Sales solves a lot of those problems. Because of that, companies attempt to grow revenue in all ...
Background – The crew at Indigo Wild is a conglomeration of delightfully wacky plant lovers with a passion for natural bliss and soul-tingling good vibes. ...
Background Vivante Health is an innovative digital health company reinventing the way chronic conditions are managed, gut first. Their program brings ...
Problem: True Partners Consulting, a Waud Capital portfolio company, is a dynamic tax and business advisory firm. The firm and its private equity ...
Problem: Meeting Tomorrow is an industry leader in providing audiovisual and technology equipment rentals and services to organizations and events ...
Historically, when a B2B company built their BDR/SDR team, they would handle all the recruiting, hiring, training, and managing. This was true when ...
We all know that if you tend to a garden by preparing the soil, are diligent in watering, pull out weeds, and give the plants the necessary nutrients, they ...
Background Antunes is a leading custom foodservice equipment manufacturer, specializing in cooking, water treatment, automation and digital solutions for ...
Back in 2011, Aaron Ross released his bestselling book Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of ...
We are excited to release the Fall issue of Sales Empowerment Group’s Magazine Accelerating Growth. Read how marketing and sales leaders can focus on ...
Developing your people and working through a learning and development plan is often a coaching experience that requires time, energy, and deep thought.
Shoutout to Molly Chesna who was hired away by our client. Molly was at SEG for 7 months and since then set over 240 meetings. Our client has created a ...
What are the best indicators of fitness? Turns out, it depends on who you ask. Experts like those in the U.S. Army or heading the YMCA, stick with four ...
At Sales Empowerment Group, we love using a good sports metaphor in our blog posts. So, when we heard Tom Thibodeau, the current New York Knicks coach and ...
There are many compelling reasons to consider sales outsourcing for startups, family owned-businesses, investment-backed businesses and established ...
In this edition we will focus on best practices we have implemented alongside Private Equity Firms. We have learned a lot from our Private Equity partners ...
There is a lot that has been written lately by Gartner (Buyer seller journey) and others like CSO insights (2018 Buyer Seller gap) that highlights how ...
Monologues vs Dialogues:
This is a “How-To” on what NOT to do. A showcase of where things can go terribly wrong in those first 60 days of building a BDR team.
Since Microsoft bought LinkedIn in 2016 for $26.2 billion, the platform has undergone countless changes. With those changes implemented, LinkedIn is still ...
Problem: BigMachines, acquired by cloud solutions company, Oracle, is a leading cloud-based configure, price, and quote solution provider. By combining ...
Over the last 10 years, we've hired, trained, and managed over 1,000 BDR/SDRs. During this time, we've developed our own version of Cooperstown with our ...
There is no ignoring the fact that the pandemic changed how B2B companies communicate with clients. Everything from prospecting to closing deals. ...
This is the ultimate level of establishing a relationship with a client. How do you get there?
Background CIVIX delivers software and services to transform the public sector -- including elections, ethics, business services, grants, disaster ...