CloserIQ

APRIL 30, 2019

As founder and CEO of a B2B SaaS startup , I realized fairly early the importance of a team-driven approach to sales. More specifically, their failure to apply a more comprehensive approach to their sales strategies. Marketing and sales teams dedicate a considerable amount of time and energy into developing outreach campaigns.

B2B 101

B2B B2C Buyer Persona Lead Rank 101

Your Sales Management Guru

NOVEMBER 16, 2012

This guest post is written by Derek Singleton of Software Advice , an online resource that report on technologies, topics and trends in B2B sales and marketing. Let me know your reactions? Anyone involved in Sales or Marketing today, however, knows that the volume game is over. Compensate with a Sales-like Pay Structure.

Sales Qualified Lead 83

Sales Qualified Lead Lead Rank Lead Qualification Leads 83

Your Sales Management Guru

MAY 23, 2016

Building a Culture of High Performance: Sales Games. At this time of year sales management must be looking at pipeline levels and goals for the 4th quarter and determining if there is the necessary level of activity to ensure targets will be exceeded. Periodically survey your entire customer base.

Lead Rank 52

Lead Rank Lead Scoring Face-to-face Incentives 52

Your Sales Management Guru

AUGUST 20, 2013

At this time of year sales management must be looking at pipeline levels and goals for the 4th quarter and determining if there is the necessary level of activity to ensure targets will be exceeded. In both books I share ideas for sales contests/games as well as how to properly roll them out and manage them.

Face-to-face 82

Face-to-face Incentives Incentive Objections 82

Zendesk Sell

FEBRUARY 28, 2019

Motivating a company sales team is an inherently difficult task. You can’t depend on what motivated you as a sales rep to also motivate your team. In fact, motivating your team starts with you, not them. What are you saying to yourself in your head?

Motivation 71

Motivation How To Survey Incentives 71

Close.io

DECEMBER 10, 2018

When I first began selling, nervous doesn’t even begin to describe how I felt about sales prospecting. Picking up the phone to call leads that didn’t know who I was, to pitch them on why they should hand over their hard-earned money in exchange for my product, was enough to make my stomach turn in my early days of sales prospecting.

Lead Rank 131

Lead Rank Lead Scoring Sales Qualified Lead Prospecting 131

LevelEleven

JANUARY 9, 2019

Get a head start on your competitors. Get ahead of your competitors by starting the new year just as strong as you finished the previous. This also offers the opportunity to approach your prospect with a new technique. Ask your prospect what their plans and goals are for 2019. It’s time to get started!

Prospecting 54

Prospecting Trade Show Social Media Collateral 54

Your Sales Management Guru

MAY 30, 2012

Sales Compensation and Having a Fun Summer. Sales Leadership Ideas. At this time of year sales management must be looking at pipeline levels and goals for July/August and determining if there is the necessary level of activity to ensure targets will be exceeded. Periodically survey your entire customer base.

Compensation 67

Compensation Sales Leadership Face-to-face Incentives 67

CloserIQ

APRIL 30, 2019

As founder and CEO of a B2B SaaS startup , I realized fairly early the importance of a team-driven approach to sales. More specifically, their failure to apply a more comprehensive approach to their sales strategies. Marketing and sales teams dedicate a considerable amount of time and energy into developing outreach campaigns.

B2B 52

B2B B2C Buyer Persona Lead Rank 52

Close.io

DECEMBER 3, 2019

Most successful sales reps have a wealth of experience with cold calling. Occasionally though, you need to go back to the drawing board and find out the gaps in your selling process. Reading books is one of the cheapest ways to acquire knowledge, improve your thinking skills, and as a result, sell more. Let’s get started.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

LeadFuze

AUGUST 12, 2021

The Best Sales Podcasts for You This 2021. The ability to listen to an almost inexhaustible supply of training, case studies, and applicable tips via sales podcasts shouldn’t be taken for granted. From individual sales reps to Founders, there are so many great “shows” to help you become better at your job.

Top of Funnel 98

Top of Funnel Lead Rank Twitter Lead Scoring 98

The Spiff Blog

MARCH 31, 2023

Welcome back to our Sell Like a Girl series– where we’ve spent recent weeks unpacking gender bias in sales. Today we’re continuing this conversation by sharing a preview of our latest research on sales commission. The Current State of Gender Bias in Sales Before we take a look at our newest findings, let’s level-set.

Commission 52

Commission Data Salary Face-to-face 52

The Spiff Blog

APRIL 7, 2022

However, even though you’re referencing the same map as everyone else, your speed, efficiency, and ease of travel will vary greatly, depending on which vehicle you’ve chosen. Gone are the days when commission, bonuses, and incentive pay were accounted for as direct expenses. The ability to adjust your forecasted estimates.

Commission 79

Commission Software Software Vendor 79

PandaDoc

NOVEMBER 15, 2021

The term “sales culture” is a bit of a fuzzy concept. Its quality can’t be measured the same way your team’s monthly revenue, email activity, average tenure, or quota achievement can, but that doesn’t mean it’s irrelevant. How to build a winning sales culture. Conclusion.

Hiring 52

Hiring Scale How To Incentives 52

Close.io

DECEMBER 10, 2018

When I first began selling, nervous doesn’t even begin to describe how I felt about sales prospecting. Picking up the phone to call leads that didn’t know who I was, to pitch them on why they should hand over their hard-earned money in exchange for my product, was enough to make my stomach turn in my early days of sales prospecting.

Lead Rank 80

Lead Rank Lead Scoring Sales Qualified Lead Prospecting 80

Your Sales Management Guru

APRIL 23, 2015

Frankly it is a common phase I have often heard from CFO’s, Presidents and VP of Sales-but what’s the resolution? Beyond your current monthly pipeline values future pipeline dollar values are not listed. First, as the sales leader there are some obvious actions to take place and some not so obvious.

Forecasting 40

Forecasting Margin Top of Funnel Sales Management 40

LeadFuze

JULY 5, 2023

Understanding how to motivate your sales team is crucial for any business aiming to increase market share and achieve its sales goals. A motivated sales team can drive revenue, foster customer relationships, and contribute significantly towards the company’s mission.

Motivation 52

Motivation Strategy Incentives Incentive 52

Sales Hacker

SEPTEMBER 6, 2022

When setting sales goals for your retail employees — or for any employee, really — there are usually two things to keep in mind: Those goals need to be realistic and clearly defined. But I urge you to think of a third aspect — motivation. What drives your retail employees to achieve the goals you set for them?

Retail 108

Retail Motivation Training Incentives 108

Zoominfo

SEPTEMBER 26, 2019

When the members of your team are in-sync and giving their best effort, they’re not too difficult to manage. If you’ve been leading a team for a while, though, then you know that this type of harmony isn’t always so easy to come by. The question is: how can leaders inspire their employees to work to their full potential?

Motivation 147

Motivation Hiring Construction Positioning 147

LeveragePoint

SEPTEMBER 21, 2018

Part 1 of this blog series focused on Value Propositions as the most important piece of content for B2B Account-Based Selling. This blog focuses on stakeholders within an account and how sales teams can address them as audiences using Value Propositions as central content for ABM and ABS.

Account Based Marketing 20

Account Based Marketing Account Lead Rank Lead Scoring 20

Zoominfo

SEPTEMBER 26, 2019

When the members of your team are in-sync and giving their best effort, they’re not too difficult to manage. If you’ve been leading a team for a while, though, then you know that this type of harmony isn’t always so easy to come by. The question is: how can leaders inspire their employees to work to their full potential?

Motivation 100

Motivation Hiring Construction Positioning 100

The Spiff Blog

JULY 14, 2022

How many co-workers know your salary? This is a big problem— not just for individual employees and teams, but organizations as a whole. It also tanks motivation, enables low performers, and drives top employees out the door. Here’s how: Pay secrecy leads to poor motivation and morale among employees.

Salary 73

Salary Compensation Hiring Commission 73

The Spiff Blog

JULY 20, 2023

Most organizations recognize that their sales commission process isn’t perfect. Companies aren’t ignorant of this problem– many are trying to improve their commission process, as evident by the recent surge of businesses hiring sales compensation managers ( source ). You focus on tedious but incredibly detail-oriented manual tasks.

Commission 80

Commission Compensation Scale Report 80

LeadFuze

MAY 17, 2021

What is a Sales Manager. A sales manager is a person that’s responsible for building, leading, and managing a sales team within an organization. . A sales manager will work closely with managers of other departments, as well as communicate with prospects and customers on a regular or semi-regular basis.

Paid Content 98

Paid Content Sales Management Hiring Lead Rank 98

Act!

JANUARY 30, 2024

It could be finding skilled and passionate professionals for your company or ensuring regular cash flow with limited funds. But the single greatest challenge that can stifle your SMB or startup is getting clients. How do you ensure your company doesn’t join the other 50 percent of SMBs that fail?

Ideal Customer Profile 52

Ideal Customer Profile Closing Lead Rank Lead Scoring 52

Zoominfo

JULY 10, 2019

In today’s blog post, we offer a comprehensive guide to social listening. Keep reading to find out what it is, how it benefits modern marketers, and what you need to keep in mind to create a successful social listening strategy! However, not all conversations relevant to your brand will appear in your notifications.

Social Media 180

Social Media Media Ideal Customer Profile Lead Generation 180

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Have been recommended by sales professionals. Here’s how you can find the sales books that are most relevant to you. Sales Models and Fundamentals.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

The Spiff Blog

MARCH 14, 2023

As a sales professional, staying up-to-date on industry trends and best practices is crucial to becoming a better salesperson. One of the most effective ways to do so is to listen to sales podcasts. That’s why we’ve compiled a list of the best sales podcasts of 2023.

Hiring 73

Hiring Scale Pivotal Lead Rank 73

Close.io

FEBRUARY 24, 2020

First off, let’s make one thing very clear: sales enablement isn’t just another fun trend that’s here today and gone tomorrow. Just five years ago, CSO Insights ran a study about sales enablement and only 25% of the companies they surveyed had developed sales enablement for their teams. 9 sales enablement best practices.

Sales Enablement 85

Sales Enablement Top of Funnel Hiring Face-to-face 85

Appbuddy

FEBRUARY 8, 2022

The sales team is a vital part of any company. Its members play a big role in driving revenue, building customer relationships, and establishing your company’s reputation. Therefore, it’s crucial to attract the right talent to your company and hold on to the top performers—especially in the current job market.

Sales Talent 52

Sales Talent Coaching Hiring Compensation 52

Xvoyant

MAY 1, 2019

This presents a challenge for sales managers. Good sales habits mainly arise from focused onboarding and training programs. And as any sales professional knows, this line of work generates competition, confrontation, and rejection in ways you can’t experience anywhere else. Scott Leese | SVP Sales: Qualia, Bestselling Author.

Ideal Customer Profile 63

Ideal Customer Profile Top of Funnel Buyer Persona Hiring 63

Hubspot Sales

DECEMBER 12, 2017

It can be accessed online, easily customized, and is serviced and supported by the provider’s own product engineers and customer success team. If you identify SaaS as something your mother told you never to give her -- think again. This guide will teach you the basics of SaaS sales. What is SaaS Sales? SaaS Sales Salary.

Lead Rank 112

Lead Rank Sales Qualified Lead Lead Scoring Salary 112

Close.io

SEPTEMBER 4, 2019

Sales data can be a double-edged sword. On the one hand, data can help you make smart decisions, uncover new opportunities, and crush sales targets. So how do you separate the signal from the noise, and only deal with the sales data that matters most? The answer: with a sales dashboard. What is a sales dashboard?

Examples 82

Examples Top of Funnel Forecasting Lead Rank 82

Xvoyant

MAY 1, 2019

This presents a challenge for sales managers. Good sales habits mainly arise from focused onboarding and training programs. And as any sales professional knows, this line of work generates competition, confrontation, and rejection in ways you can’t experience anywhere else. Scott Leese | SVP Sales: Qualia, Bestselling Author.

Ideal Customer Profile 48

Ideal Customer Profile Top of Funnel Buyer Persona Hiring 48

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started.

Lead Rank 99

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 99

SalesHandy

AUGUST 22, 2022

Most businesses dedicate a large sum of their resources toward lead generation rightfully so as it can help boost sales and increase ROI. If you go after prospects that are still early on their buyer’s journey, and not at the decision-making stage then it will be difficult to make a sale. What Is Lead Generation?

Lead Rank 52

Lead Rank Lead Generation Lead Scoring Sales Qualified Lead 52

The Spiff Blog

OCTOBER 12, 2023

How well can you explain (or defend) the way your company compensates sales employees? In today’s world, where pay transparency and compensation fairness are increasingly in the spotlight, sales employees and high-quality job candidates want to know more than just “how” your sales reps are paid.

Compensation 84

Compensation Commission How To Incentives 84