Sales and Marketing Management

JUNE 29, 2020

omnichannel selling, inside sales, tech-enabled selling and e-commerce. Optimize your e-commerce channel to give buyers ease and convenience, and make sure all your sales channels are integrated and incented to collaborate with each other. Click on any of the articles below to read more from our special report.

Face-to-face 156

Face-to-face Lead Rank Decision Maker Pivotal 156

The Spiff Blog

OCTOBER 19, 2023

Meanwhile, the portion of ARR derived from expansion (upsells, cross-sells, etc.) Make sure you define what retention, up-selling, and cross-selling look like for your organization in specific and measurable terms. Personalizing sales incentives is a difficult task for a number of reasons.

Compensation 83

Compensation Incentives Incentive Commission 83

The Spiff Blog

SEPTEMBER 7, 2023

It’s about creating a systematic approach to selling at scale. These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement. Properly structured incentive programs can increase employee performance by 44% ( source ).

Incentives 83

Incentives Incentive Scale Compensation 83

Smooth Sale

MAY 15, 2024

Get merch right, and you might even find that it’s as much of an incentive for your niche to buy from you as your products, individually and collectively. Improving Brand Recall As mentioned, up to 75% of your consumers are more likely to repurchase after receiving merch. Verify that all deliveries are timely. Celebrate Success!

Consumer 91

Consumer Trade Show Hiring Licensing 91

Understanding the Sales Force

JULY 22, 2014

Understanding the Sales Force by Dave Kurlan The Harvard Business Review finally published a relevant article that I agreed with! Much too frequently, their articles on selling are written by out-of-touch researchers with little field experience and lots of theories. Make-up is nice to have. Yes, potential.

Hiring 236

Hiring Decision Maker Construction Incentives 236

Sales Hacker

AUGUST 26, 2021

Sales compensation was set up to ensure that reps are suitably rewarded for their performance. Don’t be hard on RevOps and finance folks for putting guardrails up. The OTE is of very little use if your comp plan is messed up. You’re usually given guaranteed draws so that you get paid the incentive. hit your numbers ?

Commission 97

Commission Compensation Incentives Incentive 97

Understanding the Sales Force

MARCH 14, 2014

The Huffington Post and the Hubspot Blog both published an article, by Dan Lyons about OMG and Kurlan and what it takes to succeed in sales. This article was named Top Sales Article for last week and this article was named a Top 10 Sales Article for last week, both over at Top Sales World. Not really.

Consultative Selling 253

Consultative Selling Training Conference Coaching 253

OpenSymmetry

JUNE 30, 2015

One Wall Street Journal article reports that in 2014, the average turnover for part-time sales associates was 66%, while full-time was less at 27%, with the availability of benefits as the contributing factor to why full-time employees tend to stay. The second transformation relates to driving performance.

Retail 40

Retail Incentives Incentive Compensation 40

Vengreso

JULY 5, 2023

In this comprehensive guide, you will gain insights into the transition from traditional to modern selling techniques and understand the impact COVID-19 has had on sales strategies. Subscribe to Modern Selling on the app of your choice! Sales pros had to level up their digital game to keep up with the times.

Referrals 89

Referrals Maximizer Ideal Customer Profile Social Media 89

Customer Centric Selling

MARCH 5, 2014

Sales Training Article: Trouble Closing or Selling? By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company Image courtesy of Pakorn at FreeDigitalPhotos.net Unlike other B2B selling skills, closing gets a disproportionate amount of attention.

Closing 61

Closing Training Buying Cycle Incentives 61

Understanding the Sales Force

MAY 30, 2013

Understanding the Sales Force by Dave Kurlan I have to question Geoffrey James for an article he recently posted on Inc. He opens the article by saying that for most companies " the ability to find potential customers is the difference between growth and bankruptcy." That makes the article all the more disappointing.

Prospecting 239

Prospecting Telemarketing Sales Qualified Lead Cold Calling 239

Zoominfo

SEPTEMBER 1, 2019

Create engaging content of all kinds, strictly for your customers — articles, videos, webinars, and any other type of content your customers enjoy. “If Website content: Your website is what represents your brand and services to the world— so why not highlight the real people you sell to? Personalize Your Incentives.

Loyalty 130

Loyalty Customer Incentives Incentive 130

Hubspot Sales

MAY 18, 2018

If your reps only have one goal -- meeting their quota -- they’re selling themselves short (literally). Once that target is defined, calculate how much your department, teams, and individual reps need to sell to meet that goal. Budget for ramp-up time when you’re implementing new goals and onboarding reps. Waterfall goals.

Sales Goal 145

Sales Goal Incentives Incentive Quota 145

Sales and Marketing Management

JUNE 22, 2020

We can queue up new processes and new metrics with less pushback and take the business in new directions. Try measuring new things and offer rewards (as incentives) for processes and learning. Click on any of the articles below to read more from our special report. Now is the time to begin something new,” she told me.

Margin 156

Margin Incentives Incentive Trends 156

Act!

APRIL 16, 2024

That said, developing and managing successful remote teams comes with several challenges and resolving them before setting up virtual sales teams is critical for success. In this article, we’ll discuss some of the main challenges in running remote sales teams and strategies for effectively handling them.

Strategy 52

Strategy Hiring Top of Funnel Face-to-face 52

Hubspot Sales

OCTOBER 25, 2023

I prompted ChatGPT, “Have a debate with me about whether the commission-based compensation structure is an effective incentive compensation system for salespeople. That‘s especially true if sales orgs find ways to set ethical guardrails and encourage their teams to sell with integrity — and it serves them to do that.

Commission 96

Commission Compensation Retention Salary 96

Customer Centric Selling

MAY 22, 2013

Sales Training Article: Premature Closes. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company In creating and evolving CustomerCentric Selling®, a cornerstone of our methodology has been trying to provide superior buying experiences. The business outcomes and value in achieving them 3.

Closing 45

Closing Training Buying Cycle Incentives 45

Nutshell

MARCH 19, 2024

This article puts the spotlight on what sales productivity means, why it’s crucial, and strategies you can employ to take your team’s productivity from 0 to 100 fast. Improved morale: Productive strategies help streamline sales team tasks , giving reps more time to focus on selling, which sales team members prefer.

How To 71

How To Sales Qualified Lead CRM Face-to-face 71

Crunchbase

JUNE 17, 2022

This article is part of the Crunchbase Community Contributor Series. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. Consider the ramp-up period for new representatives.

Compensation 98

Compensation Competition Salary Commission 98

The Spiff Blog

MARCH 8, 2023

When higher-ups reached out to Sharpe to do damage control, they inadvertently confirmed an internal culture fraught with gender bias– going so far as to decline her request to work with a female rep moving forward claiming none of their female reps were “skilled” enough. So, What Does it Mean to Sell Like a Girl? You run like a girl.

Face-to-face 76

Face-to-face Incentives Incentive Commission 76

Janek Performance Group

JUNE 13, 2022

We barely pull it off, and then we can take a deep breath, catch up on our paperwork, and repeat the process next month. 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.

Discount 62

Discount Pipeline Incentives Incentive 62

Pipeliner

DECEMBER 12, 2022

Choose the right location, and you can benefit from advantageous laws, tax incentives, and access to a large talent pool. On the other hand, the wrong state could end up costing you a lot of money, time, and effort. This article will discuss the perks and cons of incorporating your business in Delaware and California.

Incentives 52

Incentives Incentive Hiring Banking 52

Sales Hacker

AUGUST 20, 2020

If you’re managing a remote team, now is not the time to sell your sales contests short. Instead, they’re haphazardly thrown together to get energy up on a slow day, a slow week, or a slow quarter in a last-ditch effort. Nail Down Incentives. Thinking outside the box does wonders when it comes to getting your reps fired up.

Incentives 105

Incentives Incentive Competition Distribution 105

Smooth Sale

MARCH 21, 2024

Not only can this attract followers willing to listen to what drops of wisdom you offer, but you can also sell products and services such as eBooks, offering more detailed and comprehensive guides on topics for those trying to follow in your footsteps. Vunela Provides a unique opportunity to view Videos and read articles by World Leaders.

Influencer 110

Influencer Licensing Hiring Media 110

Crunchbase

JANUARY 13, 2022

This article is part of the Crunchbase Community Contributor Series. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. Otherwise, you lose valuable time getting the employee up to speed.

Compensation 98

Compensation Insurance Insurance Sales Methodology 98

Smooth Sale

MARCH 14, 2023

You can also try upselling or cross-selling to existing customers or offering referral incentives to encourage customers to refer their friends and family. If you run a gym, you could sell complementary products such as protein powders and athletic wearables. Helped many to secure the job they desired.

Outsourcing Services 78

Outsourcing Services Hiring Loyalty Discount 78

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. Rebate automation not only frees up valuable time, it also brings precision, reduces human error, and unlocks profits.

Margin 52

Margin Distribution Face-to-face Incentives 52

Vengreso

JUNE 6, 2023

In this Modern Selling Podcast episode will examine best approaches needed to become a 1% earner. He is the creator of the Top 1% Academy, where he trains on how to sell to buyers, whether they be CEOs, business owners, or entrepreneurs, and how to be in the top 1% of sales earners doing so.

Hiring 90

Hiring Strategy Referrals Sales Qualified Lead 90

Crunchbase

JUNE 28, 2021

This article is part of the Crunchbase Community Contributor Series. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. . You can also offer incentives in the form of bonuses, gifts, etc., Image Source.

Webinar Metrics 111

Webinar Metrics Training Strategy Software 111

PandaDoc

OCTOBER 30, 2023

In this article, we’ll take a closer look at sales gamification, why it works, and what you can do to gamify your sales process and increase your revenue. Employee engagement increases when the incentives are worth the effort required to do well. Incentive programs What better way to celebrate than with great incentives and prizes?

Sales Process 52

Sales Process Incentives Incentive Hiring 52

Bigtincan

SEPTEMBER 15, 2021

Sales territories and incentives restructuring. Check out our article comparing Zoom, Microsoft Teams, and the Bigtincan Engagement Hub and how each support sellers do their job. For example, you may be a rep selling knee replacement implants. New product launches from competitors, and much more. Never Stop Learning.

Hiring 105

Hiring Territories Networking Microsoft 105

Braveheart Sales

OCTOBER 22, 2020

Can sales training be embedded into a repeatable selling system and process within your CRM? By integrating them into the qualifying process, the opportunity stages, and the selling process within the CRM, it will lessen the time it takes to make the newly trained elements second-nature. Is the compensation plan workable?

Maximizer 52

Maximizer ROI Training Incentives 52

Adaptive Business Services

SEPTEMBER 20, 2017

It’s not very often when an article gets me so agitated that I feel that I have to respond but, this one did … No Commissions, No Quota: the Future Model for Sales? Looking at the article comments … it seems that I’m not alone in my disappointment. Salespeople need and want incentives and a company needs salespeople.

Commission 48

Commission Quota Salary Hiring 48

Sales Hacker

JUNE 14, 2019

In an ideal world, 100% of your data ends up in Salesforce (or your CRM of choice). Sales reps want to sell. What’s the #1 incentive you can use with your reps? Give them that, and they’ll go out of their way to keep the CRM up to date. Align incentives. Align Incentives. Let’s take a step back.

Data 69

Data Closing Prospecting Incentives 69

Janek Performance Group

OCTOBER 5, 2022

In this article, we will explore how sales leaders can create sales contests that excite the sales team and deliver the bursting enthusiasm envisioned. Spiffs, incentives, or contests, whatever you call them–salespeople love them–when done right. Then they wait to see how much more the sales team can sell.

Promotion 62

Promotion Incentives Incentive Motivation 62

Salesmate

SEPTEMBER 29, 2021

It’s better to find what works for you considering your preferences and unique selling proposition. It’s possible to display a targeted ad to someone who’s already shown interest in bikini swimwear, along with an additional incentive that could persuade them to rethink their opinion, like a “20% off” discount.

Demographics 132

Demographics Advertising Advertising Campaigns 132

SBI Growth

FEBRUARY 19, 2014

The question was a result of declining sales, and the need to refocus selling efforts. This article isn’t meant to prescribe fault. With indirect selling channels, it’s tempting to leave the partners to their own devices. Heck, you’ve got warm bodies selling your products or services. Don’t sell them (or yourself) short.

How To 219

How To Analysis Objections Incentives 219