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Mark Synek

Mark Synek
Mark Synek serves as a Principal at Sales Benchmark Index (SBI), a sales and marketing consultancy focused exclusively on helping B2B companies make the number. Mark is an industry thought leader, with deep experience as an executive. He has served in multiple positions as both a sales and operations leader, with a track record of outstanding performance in both capacities.

Marketing Strategy: Where Does Marketing Operations Fit?

We recently spoke with Scott Brinker, the author of chiefmartec.com. Scott examines the intersection of marketing, technology and management. We talked to Scott about...

The Important Questions Every Marketing Leader Should Be Able to Answer

Too often marketing leaders struggle to develop and then execute their marketing strategy. They do not have a clearly defined operation plan, resulting in...

Tearing Down Walls: How Kelley Tate Built An Era Of Trust Between Finance And Sales

The day the head of a sales unit at Cummins Power Systems came to Kelley Tate to ask if he could hire away a...

Sales Leaders: Wisdom From the Other Side of the Table

Recently, I spent a few hours meeting with Amy Slater.  Amy is the SVP of World Wide Sales Operations for Rovi Corporation.  Before Rovi,...

Insights From Experts: Sales Compensation

If there is a universal truth in business it's this:  companies want more revenue.  Or more of the “right” revenue.  For the Sales Leader,...

Strategy: A Tale of Two Presentations

“It was the best of times, it was the worst of times…”  Today I’ll tell you a story of two presentations, one engaging and one...

How to Ruin LinkedIn for Everyone

Almost daily, you get this e-mail: “I’d like to add you to my professional network on LinkedIn.” -Some Guy You’ve Never Heard Of  So you…

Are Your Comp Plans Increasing Your Turnover?

Successful sales compensation plans are specifically designed to drive desired behavior.  One form of desired behavior is that your top sales reps don’t quit. ...

Should You Buy Premium LinkedIn Accounts For Your Team?

You are a progressive Sales VP in a medium size company.  You know how hard it is for your reps to prospect today.  Targets...

New Sales VP: How to Work With Your CEO

You were recently promoted to head of sales.  The main reason for your promotion?  You are, without a doubt, the best salesperson in the...

How to Perfectly Execute Your Next Sales Project

As sales leader in a small or medium-size company, your resources are limited.  Many times there’s not a process to get stuff done.  You...

The Worst Sales Call of 2013

In 2013 our consultants attended 463 live sales calls. We always compare notes with each other, singling out especially successful or poor appointments....

How to Assess and Sequence Your Sales Initiatives

A few weeks ago, I was talking to an SVP of sales. The topic was his number. The company's revenue is in...

The Sales SVP Guide to Finishing the Fiscal Year

For most of us, the fiscal year ends just 29 days from today. This December has 22 business days. But depending on...

8 Tips to Help the CSO Prep for the New Year

Sales Leaders hate Q4. Why? They have to get ready for the new fiscal year. And they have to do it...

Do You Have the Right Number of Reps?

From here you can see over the horizon. You have a pretty good idea if you're going to make the number. It...

How To “Discover” the True State of Your Sales Organization

This article is about how to cut through the noise and evaluate your organization. It focuses on the forms of Discovery you need...

How One Marketer Forged a Relationship With a New Sales SVP

Organizations that have achieved real sales and marketing alignment are as rare as unicorns. Changes in leadership offer new chances to achieve this...

6 Top Reasons Sales Leaders are Scared of Social Selling

Trust is the name of the game in sales. 84% of B2B decision makers begin their buying process with a referral. You...

Win The Battle For Your Team’s Attention

Most Sales Vice Presidents are practical people. Experience has taught them to view new, hot strategies with skepticism. Sales VPs need a...

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