Understanding the Sales Force

MARCH 13, 2013

Understanding the Sales Force by Dave Kurlan Last week I posted an article that linked to two additional articles I wrote for EcSell Institute and Top Sales World. Apparently there were issues with those links last week because I got dozens of emails letting me know that you couldn't get to those two articles. Coaching – Step 1.

Coaching 264

Coaching Sales Management Decision Maker Competition 264

SBI Growth

MARCH 29, 2013

When you give, others are more inclined to give back. Making time for a sales call takes away from an already limited schedule. Incentive Structure. Even when their virtual team has no monetary or organizational incentive to do so. Share articles and market insights you gain from the field.

B2B 293

B2B Incentives Incentive Commission 293

Zoominfo

JULY 13, 2022

In an effort to promote transparency, we’re pulling back the curtain here to share our rigorous approach and commitment to privacy. ZoomInfo sends out tens of millions of notification emails annually, as part of a process that we put in place back in 2017. Call (833) 901-0859 and request removal. Answer: No. loyalty programs).

Data 130

Data Ideal Customer Profile Call-back Hiring 130

Hubspot Sales

OCTOBER 20, 2020

That could mean something like trying new messaging on sales calls or transitioning to a more customer-centric sales methodology. If an exceptional rep drops the ball on a deal or botches a call, they don't sulk or get demoralized. Prizes can be valuable incentives to motivate your sales rainmakers.

Commission 106

Commission Incentives Incentive How To 106

Zoominfo

JANUARY 27, 2019

In today’s article, we explain word-of-mouth marketing, its unique benefits, and we offer several specific tips to get people talking about your products. Rather than sit back and hope for positive reviews, marketers can take certain steps to increase the number of reviews their business receives online. Keep reading!

Social Media 210

Social Media Marketing Referrals Influencer 210

Zoominfo

JANUARY 14, 2019

In other words, if you don’t attempt to win back inactive subscribers, you’re leaving a lot of revenue on the table. Offer a unique discount code, an exclusive free trial, early access to a new product, or some other promising incentive. followed by a call-to-action. 6 Tips for Better Email Re-Engagement Campaigns.

Campaigns 166

Campaigns Discount Segment Email Marketing 166

Sales Hacker

AUGUST 20, 2020

Nail Down Incentives. A lot of sales orgs set aside budget for incentives, but they offer the same prizes week after week, quarter after quarter. One of our best sales incentives that we come back to year after year is our billboard incentive. If your incentive funds got slashed, you’ve still got options.

Incentives 103

Incentives Incentive Competition Distribution 103

Distribution Pricing Journal

OCTOBER 2, 2023

Pass-through promotions – sometimes called push promotions – are a sales promotion strategy that manufacturers and suppliers use to incentivize their distributor partners to sell more of a particular product or line. A common example involves your approach to pass-through promotions. That is just a race to the bottom.

Margin 52

Margin Distribution Face-to-face Incentives 52

Hubspot Sales

NOVEMBER 13, 2017

It’s a simple request -- and easier than, say, “ Give me a call back, I’d love to find out when we can write up our contract. ”. You probably touched on this at the end of your last conversation, but if you haven’t heard from your prospect in a while, this can be a useful strategy for getting back on their radar. The reasoning?

Conversion 98

Conversion Call-back Follow-up Incentives 98

Sales Hacker

JUNE 14, 2019

Let’s take a step back. What’s the #1 incentive you can use with your reps? Align incentives. Rather than asking reps to fill out the pain field in the CRM, start having them ask a prospect a specific question that relates back to the field you want answered. Align Incentives. Sales reps want to sell.

Data 68

Data Closing Prospecting Incentives 68

Janek Performance Group

APRIL 18, 2023

However, outsourcing this business-critical sales function to a third-party business development agency is much different than outsourcing your website development to a marketing agency or any other back-office business functions. In this article, we take a look at the growing trend of business development outsourcing.

Outsourcing Services 62

Outsourcing Services Ideal Customer Profile Scale Hiring 62

Janek Performance Group

JUNE 13, 2022

If this sounds too familiar and you want to break the end-of-the-month fire drill, this article is for you. In March I wrote an article on time management and how much selling we actually do as salespeople. Worse, they likely offered discounts or crazy incentives to squeeze every deal out of their sales funnel.

Discount 62

Discount Pipeline Incentives Incentive 62

BrainShark

JUNE 28, 2023

Why sales coaching matters — a few key points Knowledge retention Sales coaching activities add an interactive element to learning and are an excellent way to ensure knowledge retention and evaluate whether reps can “play back” what they learned in their training. The rules and rewards can be as varied as any other sales incentive.

Sales Coaching 62

Sales Coaching Coaching Scale Hiring 62

Sales Hacker

SEPTEMBER 24, 2022

In this article, I’ll walk you through: What a sales funnel is, The elements of a high-performing sales funnel, And finally, strategies to create sales funnels that get results. There’s a place for cold and warm calls , depending on your specific approach to outreach and how that outreach feeds your funnel. What is a sales funnel?

Paid Content 118

Paid Content Top of Funnel Funnel Ideal Customer Profile 118

Hubspot Sales

JULY 25, 2023

83% of sales professionals say that AI tools that analyze or simulate sales calls for training/coaching purposes are effective. Examples of research that AI can do for you are performing market and prospect research, finding datasets, and summarizing articles. Transcribing Sales Calls. Automating Admin Work. Sales Forecasting.

Top of Funnel 84

Top of Funnel Forecasting Sales Qualified Lead Lead Rank 84

The Spiff Blog

MARCH 16, 2023

Alexine Mudawar, CEO of Women in Sales “If I could go back in time to my first sales job, I would tell myself to keep pushing forward! Erica Bukowski, Inside Sales at Evolve Vacation Rentals “Make the phone call. If only I had picked up the phone and made a personal connection back then, it would have made a difference in my sale.

Negotiation 69

Negotiation Face-to-face Hiring Lead Rank 69

No More Cold Calling

MARCH 17, 2016

People even write back and tell me how much my messages resonate with them. It was like we were back in high school, vying for acceptance and popularity, and any invite was a good invite. To me, a “pay to play” approach is akin to offering incentives for clients who provide referrals. Connect with No More Cold Calling.

Social Selling 120

Social Selling Lead Rank Lead Scoring Social Media 120

Vengreso

JUNE 6, 2023

Consistently Prospect for New Opportunities Use social media, industry events, email campaigns, cold calling, and referrals to find new prospects. Resilience: Bounce back from setbacks Top salespeople don’t let rejection get them down; they learn from it and use it as fuel for future success.

Hiring 90

Hiring Strategy Referrals Sales Qualified Lead 90

Hubspot Sales

JANUARY 23, 2020

In your search, you may find that something called a spiff might just be the answer to your problem. In this article, you’ll get some perspective on what spiffs are, an understanding of the risks that come with them, and a better picture of how to use them effectively. Determine the incentives themselves. What is a Spiff?

Incentives 49

Incentives Incentive How To Exact 49

Partners in Excellence

JUNE 5, 2019

Recently, I reread an article by Brian Halligan, Replacing The Sales Funnel With The Sales Flywheel. It appeared in HBR in November, 2018, I keep coming back to it–something about it is disturbing to me. Let me dive in, with the disclaimer, much of what Brian addresses is B2C, though at the end of the article he bridges B2B.

Top of Funnel 92

Top of Funnel Funnel Lead Rank Commission 92

Janek Performance Group

NOVEMBER 14, 2022

This article explores how financial professionals and their organizations can continue to drive new business forward and deliver on their targets. Back to the Basics. ” In a downturn, this is how it typically unfolds: Leadership creates a new plan to (1) grow core deposits, (2) cross-sell, and (3) create a new incentive program.

Pipeline 62

Pipeline Lead Rank Lead Scoring Margin 62

Zoominfo

JANUARY 27, 2019

In today’s article, we explain word-of-mouth marketing, its unique benefits, and we offer several specific tips to get people talking about your products. Rather than sit back and hope for positive reviews, marketers can take certain steps to increase the number of reviews their business receives online. Keep reading!

Social Media 100

Social Media Referrals Marketing Influencer 100

Sales Hacker

JUNE 17, 2019

How to excite your team (and incentive them along the way). Outreach has your back. She contributes regularly to thought leadership, participating in 20 to 30 speaking engagements annually and publishing lots and lots of articles. ??Kathleen, Rocketrip is actually a rewards platform incenting travelers to spend less on travel.

Hiring 63

Hiring Incentives Incentive Travel 63

Xactly

SEPTEMBER 19, 2018

For the days that are more the latter than the former, we’ve put together a list of a handful of motivational sales success stories to bring you some inspiration, along with a list of additional motivational sales articles at the end. Back in the 90s, he was a struggling 20-something with a dream. The Incentive of Getting Fired.

Motivation 97

Motivation Compensation Enterprise Enterprise 97

Sales Hacker

AUGUST 22, 2019

Now, looking back, it’s important to understand why these salespeople were willing to implement such dishonest tactics. That’s especially true when incentives are based on things that don’t necessarily affect the bottom line — they’re just easy to manage without a lot of care. At the end of the day, though, the results matter.

Incentives 68

Incentives Incentive Banking Call-back 68

Bigtincan

OCTOBER 11, 2021

Traditional product training for enterprise sales organizations and retail employees often includes hour-long training videos, reviewing lengthy recorded calls, reading through documentation, and a bunch of other time-intensive training processes that require your sales reps to absorb and, hopefully, retain product information.

Fashion 105

Fashion Software Software Training 105

Nutshell

APRIL 28, 2020

If you’re a salesperson, this working arrangement has probably been a tough transition—making sales calls from your kitchen table while the kids fight over the remote in the living room isn’t what we’d call an ideal work environment. Or use Nutshell’s click-to-call to make unlimited sales calls on the job.).

Skype 121

Skype Webinar Metrics How To Call-back 121

LeadFuze

JANUARY 1, 2022

The article states that when drafting a team, it is best to build your roster with the following three rules in mind:1. This article discusses how to apply the “Pyramid Principle” in order to be successful when pitching an idea. You should always back up your points with evidence and facts. The Iceberg Principle.

Government 52

Government Lead Rank How To Lead Scoring 52

Sales Hacker

FEBRUARY 17, 2022

But leaders knew that manually listening to calls wasn’t feasible; that wouldn’t be an efficient or cost-effective way to get the information they needed. With it, the company could convert call recordings into phonetic text files, which could then be queried by keywords. Where to pull back. The results?

Top of Funnel 89

Top of Funnel Lead Rank Lead Scoring Forecasting 89

PandaDoc

FEBRUARY 3, 2020

In this article, I’ve tried to organize the wisdom, experiences, and sales pitching tactics from some of our top sales minds into a handy listicle that you can comb over in less than 5 minutes. Pitch Tactic #4 – Don’t over-prepare for your calls. This is a cold call. A Cold Call Transcript From Max Sakiewicz.

Video 52

Video Marketing Face-to-face Cold Calling 52

Hubspot Sales

AUGUST 21, 2023

If no one else in the space does it like you, say so and provide social proof to back it up. Would you be open to setting up a call to discuss this further? Thank you for your time, and I look forward to hearing back from you soon. I tried to call you but was unable to connect. Push your value proposition.

Case Study 98

Case Study Proposal Lead Rank Follow-up 98

Sales Hacker

MARCH 6, 2018

This article takes you through 5 crucial tips to efficiently manage your sales pipeline. For instance if you only have 50% of opportunities in negotiation, and the rest in discovery and demo booked, it’s obvious your reps need more training on the discovery call process since the opportunities aren’t progressing to a demo or quote.

Pipeline 90

Pipeline Inside Sales Top of Funnel Sales Management 90

Lessonly

AUGUST 4, 2021

A recent article in Forbes reported that companies with highly engaged employees outperform their competitors by a staggering 147%. . And while bonuses and other short-term incentives can produce blips of better performance, money isn’t generally a motivating factor long-term. Ready for a truth bomb? And if that’s you, you’re awesome.

Training 49

Training Coaching Sports Incentives 49

Crunchbase

JULY 7, 2020

This also goes back to the implementation of the User Manuals I mentioned earlier. We recently installed an app called a “Gong Bot” too, which basically posts a big virtual congratulations when a deal is closed. Sales people care about incentives in everything they do. Pay attention. Allocate responsibility among team members.

Scale 76

Scale SalesForce Incentives Incentive 76

Hubspot Sales

FEBRUARY 14, 2024

She explains, “[A Schmoozing Session] is basically hopping on calls with your best subscribers. Give a few slots every month or every quarter, and maybe an incentive like a gift card.” A form on an email is low effort for you, but a call with your best subscribers will be more in-depth, though a little more effort, very worthwhile.

Data 94

Data Segment Email Marketing Webinar Metrics 94

SalesLoft

SEPTEMBER 7, 2022

Incorporate a call-to-action (CTA) about how to move forward. Unanswered follow-up: Not every prospect will get back to you after the first email. What’s a good time to set up a quick call? Subject Line: I just tried to give you a call. Hi [First Name], I just gave you a call, but it seems like you’re busy.

Follow-up 52

Follow-up Proposal Scale Call-back 52

BrainShark

JULY 9, 2022

In this article, we’ll show you how Brainshark — our sales enablement solution and a Bigtincan company — delivers these five features in detail. When agents are on a sales call, they may find it difficult to answer questions about your products if they have to search for the information in different tools. Locked quiz navigation.

Channels 62

Channels Software Software Training 62