John Kearney
John Kearney
John Kearney serves as Senior Consultant at Sales Benchmark Index (SBI), a sales and marketing consultancy focused exclusively on helping B2B companies exceed their revenue targets. John has helped organizations implement Talent Development and Sales Process programs that have led to revenue growth of 20% and increased efficiencies within the sales team.
How Sales Ops Makes the Number Next Year
Sales Operations has evolved considerably this year. Strategic leaders have identified 6 key shifts that will impact the next year. Making these adjustments in...
Finding the Next Great Sales Ops Position
It begins before a Sales Ops leader goes hunting for a new position. They typically are taking 3 actions to keep the pulse of...
Proving Results Early in a Sales Initiative
Tom’s VP of Sales is preparing to sit down with the CEO and Board. Last quarter the message was clear: “Revenue growth, now.” Every...
Why Sales Ops Should Own Customer Engagement
As products and services mature, they become commodities. Price pressure kills margins. A sales executive recently told me, “There’s margin in the mystery.” When...
What Should Your Sales Data Strategy Look Like?
When it comes to data, a Sales Ops leader typically asks 3 questions: How do we gather all the data? How to do we draw…
How Do Sales Ops Leaders Position Themselves for Success?
The function of a Sales Ops team varies from one organization to the next. Many Sales Ops groups were created in reaction to one,...
Never be Outsold Again
In my last post, we went looking for your personas. For many, they were not where they should be: everywhere. According to loss calls,...
Where are your Buyer Personas?
Here, there and everywhere you’ve heard about buyer personas. Advances in marketing automation makes accurately identifying buyer habits and preferences simple. Knowing these customer...
A Valentine for Sales Operations
Consider the largest problem that is hurting your sales organization. It’s so big that, with it festering, the organization will never hit its number. ...
How Social Prospecting Helps Forecasting
It’s a topic that won’t go away. Marketing is not driving the quality sales leads the field needs. It is causing your pipeline to...
A Sales Process Worth Following
This much is clear. Last year you missed the number. What's not clear is why. At the end of Q2 your pipeline...
A Year’s Worth of Sales Insights
At the beginning of the year you were warned. Sales Operations leaders were experiencing Diminishing Authority. Sales VPs did not know exactly...
Owning the Strategic Sales Shift
It's one thing to plan a strategic sales shift. It's another to implement that shift. As a Sales Operations leader, it is your...
Measuring Execution To Deliver The Number
"Every Friday I get on the call with my sales directors. It's the same every week. They're just reporting the news." Many...
Five Sales Metrics You’re Not Tracking
Planning for 2014 requires a fresh look at the metrics that will determine success. As noted by my colleague Vince Koehler, Marketing has...
5 Takeaways from a Sales Management Training
I spent last week at a Sales Management training event with a client. The conference was unlike any I'd attended before. Both...
When the Training Wheels Come Off
I was lucky enough to be introduced to a sales team's top performer for 2013. Julie's Sales Operations leader thought I could learn...
How BMW Would Have Benefited from Social Selling
Sales Operations leaders have seen the power of Social Selling. The top of the funnel is filling with highly qualified prospects. Leads...
More Sales Leads by Tomorrow
The top of your funnel is weak. The VP of Sales realizes this but won't act. Creating a high volume of qualified...
Make it a True Daily Double
Over the weekend, I was watching a DVR'd Jeopardy episode. In Double Jeopardy a contestant hit the Daily Double. When asked his...