The Brooks Group

NOVEMBER 18, 2019

This blog – the Sales Leader blog – is designed to provide resources for anyone charged with leading a sales team or improving its performance. To round out the year we’ve compiled a list of our top 10 most-viewed blog posts of 2019. Most-Viewed Blog Posts of 2019. 4 Step Action Plan for Sales Target Achievement.

Incentives 40

Incentives Incentive Negotiation Groups 40

Xactly

JUNE 27, 2018

Those who work to create a plan for their company must develop a compensation process and incentive plan that will motivate the right sales behaviors to achieve goals, all while driving growth. At Xactly, we want to provide an integrated incentive compensation planning process. Meet The Expert – Randall Lee – Allergan.

Compensation 45

Compensation Incentives Incentive Pharmaceuticals 45

No More Cold Calling

DECEMBER 2, 2014

Now it’s up to the sales manager to coach, motivate, and incent everyone else—the average performers. But new research shows we might have been doing it wrong all along. Opportunities to grow, learn, and advance are much better incentives. Your story might even show up in a future No More Cold Calling blog post.

Cold Calling 289

Cold Calling Incentives Incentive Face-to-face 289

Zoominfo

JULY 1, 2018

74% of today’s B2B buyers conduct more than half their research online before making a purchase ( source ). TrustRadius: Authenticates each reviewer and validates every review through its research team prior to publishing. Check out our recent blog post for a more comprehensive guide to social listening.

Buyer 190

Buyer Social Media Social Selling Incentives 190

OpenSymmetry

FEBRUARY 10, 2016

In the second scenario, the organisation has a strong HR or Sales leader driving the project who wants to look at a simplified process or wants a simplified incentives landscape before they start automating. Finally, 70-80% of companies will have no or at best inflexible technology to support incentives. Cost Impact.

Incentives 40

Incentives Incentive Compensation Territories 40

OpenSymmetry

JUNE 30, 2015

Evaluate Omnichannel Customer Experience with Continuous Business Services from Forrester Research breaks this down from a customer perspective – which is undoubtedly the most important perspective. With the help of incentive compensation management solutions, retailers are able to increase market share and drive the desired sales behavior.

Retail 40

Retail Incentives Incentive Compensation 40

Partners in Excellence

AUGUST 1, 2022

We try to develop compensation plans that incent people to achieve those goals. Recently, I’ve seen other areas, for example a discussion looking at comp for pre-call research, even for keeping CRM updated. One of the problems is too many managers believe their only tool to manage and incent performance is comp.

Compensation 104

Compensation Incentives Incentive Hiring 104

Zoominfo

JUNE 10, 2018

Yet, as we explained in a recent blog post , there are many tips and tricks sales reps can use to bypass common objections during the sales cycle. Research shows price objections are the number one objection sales rep face—but half of all price objections are phony ( source ). Schedule a product demo.

Objections 239

Objections Case Study Face-to-face Study 239

SalesFuel

MARCH 4, 2024

According to a previous SalesFuel blog based on data from Bazaarvoice, user-generated content (UGC) boosts: Conversion rates by 145% Revenue per visitor by 190% Average order value by 22% UGC also inspires trust among potential customers. Offer incentives for consumers to take customer surveys for other potential customers to reference.

Ideal Customer Profile 53

Ideal Customer Profile Marketing Hiring Consumer 53

The Spiff Blog

SEPTEMBER 1, 2022

90% of top-performing companies utilize incentive programs to reward their sales associates ( source ). Properly structured incentive programs can increase employee performance by 44% ( source ). Here’s our take: Salaries, commission structures , and sales incentives vary based on industry. So glad you asked! About Spiff.

Compensation 81

Compensation Salary Incentives Incentive 81

Selling Essentials RapidLearning Center

NOVEMBER 22, 2023

Reciprocity kicks in In one study , researchers looked at the prescribing patterns of several thousand American doctors who had accepted modest lunches from pharmaceutical reps. The researchers said that “the customer sees the gift as a token of thanks and an indication that the relationship is appreciated.”

Pharmaceuticals 52

Pharmaceuticals Customer Study Incentives 52

Pipeliner

MARCH 1, 2023

Different suppliers offer different packages and discounts, so it pays to do your research before committing to a long-term contract. In this blog post, we will discuss how you can reduce your water bills by investing in water-saving equipment, implementing conservation measures, and taking advantage of available rebates and incentives.

Strategy 52

Strategy Incentives Incentive Scale 52

Partners in Excellence

JULY 14, 2022

I’ve seen numerous discussions around, “our people aren’t doing the prospecting needed to fill their pipelines, but if we compensate them on their prospecting efforts, we can incent them to do the work… ” Huughh???? And some are considering comp to do the research. Isn’t that part of the job?

Incentives 77

Incentives Incentive Commission Compensation 77

Sales and Marketing Management

OCTOBER 29, 2018

Creators can include a lot of information beneath each video, but it’s important to put a compelling incentive and/or promotional link first since YouTube cuts off the majority of this text. Blog Posts and Articles. Ryan Gould is vice president of strategy and marketing services at Elevation Marketing.

Top of Funnel 237

Top of Funnel B2B Webinar Metrics Marketing 237

The Spiff Blog

APRIL 11, 2023

Through research, conversations with women in sales roles, and analysis of commission data , we’re committed to shining a light on this complex and nuanced issue. In the coming weeks and months we will continue to discuss matters of pay inequity in sales roles and release our official research report on the topic later this year.

Commission 83

Commission Hiring Face-to-face Incentives 83

Partners in Excellence

FEBRUARY 8, 2022

Some have to be nurtured for some time, we try to incent as many as we can to change, qualifying them, helping them navigate their buying journey, ultimately making a decision. We have to constantly be creating value in every interchange, so that includes researching, learning, planning.

Survey 102

Survey Hiring Territories Incentives 102

No More Cold Calling

MARCH 13, 2014

You can (and should) spend money on training, CRM systems, incentives, off-site meetings, and developing better sales processes. Consider this: If you have a positive belief about someone sitting at his computer, you might think he’s doing research. Let’s say the person is doing research on a big client or building his network.

Small Business 240

Small Business Small Business Sales Outsourcing Face-to-face 240

Zoominfo

SEPTEMBER 26, 2018

If you’re new to employer branding, today’s blog post is for you. The modern candidate will spend time researching jobs and employers to identify which roles and companies are most appealing. Consider these statistics: Over 72% of candidates spend more than 1 hour researching a job before applying ( source ). Let’s get into it!

Hiring 250

Hiring Social Media Face-to-face Channels 250

Zoominfo

JANUARY 27, 2019

Check out our recent blog post to learn more: The Definitive Guide to Addressing Negative Business Reviews. Encourage your customers to create UGC by offering an incentive. An effective influencer marketing strategy requires substantial preparation and research. Leverage user-generated content. Establish a referral program.

Social Media 210

Social Media Marketing Referrals Influencer 210

Pipeline

OCTOBER 16, 2023

This blog will answer this question along with some other topics about CRM ROI, namely how to calculate the ROI, some basic sales and marketing KPIs to consider, and three effective ways to maximize your CRM return. If you aren’t sure what your CRM type is, this blog will help you decide- what are the types of CRM? Learn more.

Maximizer 52

Maximizer CRM ROI How To 52

The Spiff Blog

MAY 26, 2022

So, you’ve realized commission spreadsheets are actually evil, and that sales incentive software will vastly improve transparency, efficiency, and your personal sanity. After all, the last thing you want is to sink time and resources into a brand new sales incentive software, only to find yourself struggling to use it. Problem solved.

Incentives 77

Incentives Incentive Software Software 77

PandaDoc

OCTOBER 30, 2023

Research has shown that there are huge benefits to gamifying your sales process, including better worker productivity and retention when it comes to learning new things. Employee engagement increases when the incentives are worth the effort required to do well. Offer a buy-in option for a chance to win prizes via a drawing or a raffle.

Sales Process 52

Sales Process Incentives Incentive Hiring 52

The Spiff Blog

SEPTEMBER 28, 2023

Refer to this checklist whenever you’re researching, evaluating, or speaking with a commission software vendor. Of course, you can never fully know how a piece of software will turn out— but if you ask the right questions, you can separate the comprehensive and reliable from the risky and inadequate.

Commission 81

Commission Software Software Scale 81

Smooth Sale

MARCH 14, 2023

Research how your prices compare to your competitors and consider raising your fees by a small percentage. You can also try upselling or cross-selling to existing customers or offering referral incentives to encourage customers to refer their friends and family. Continually research new ideas to attract a robust audience.

Outsourcing Services 78

Outsourcing Services Hiring Loyalty Discount 78

The Accidental Negotiator

MAY 27, 2022

In a new study, researchers took a closer look bargaining in bad faith, at what they term “false negotiations” – those times when a party engages in a negotiation process with no desire to reach agreement (or with no intention of implementing any agreement reached). Bad Faith Negotiations. Learn what you need to know to do the job.

Negotiation 98

Negotiation Incentives Incentive Intent 98

Xactly

JANUARY 17, 2019

What incentives and sales commission structures will you use to motivate sales reps? Research has also shown that territory design can have a big impact on sales team morale and performance. Incentives Should Drive the Right Behavior. with different incentives. Processes: Are your sales territories balanced ?

Hiring 70

Hiring Territories Incentives Incentive 70

The Spiff Blog

JANUARY 26, 2023

In fact, research shows, it takes an average of three months for a new seller to be ready to interact with buyers, nine months for them to be competent to perform, and 15 months for them to become a top performer ( source ). Just as Olympic athletes train to reach peak performance, so do sales teams.

Commission 75

Commission Compensation Incentives Incentive 75

No More Cold Calling

FEBRUARY 29, 2016

But while technology may power sales research, people still power the close. . For more on the power of a referral program, check out this month’s blog posts from No More Cold Calling: How Getting Referrals Got Me to the Protected C-Suite. B2C incentives work like magic. Think sales has changed a lot? You can listen here.

Referrals 120

Referrals Incentives Incentive Cold Calling 120

Score More Sales

JUNE 2, 2014

These might include downloading a white paper, clicking to an offer from your blog, or getting research and e-books from your site. You can increase sales just in this one area alone – being motivated enough with great contacts to make and incentive to do so. Offers are on your website and have calls to action.

InsideSales 221

InsideSales Lead Rank Lead Scoring Ideal Customer Profile 221

The Spiff Blog

MARCH 8, 2023

Despite the challenges women face securing, maintaining, and growing in a sales career, research shows that, when given the opportunity, women regularly outperform men. Spiff’s sales commission software enables finance and sales operations teams to self-manage complex incentive compensation plans and provides transparency for sales teams.

Face-to-face 76

Face-to-face Incentives Incentive Commission 76

Smooth Sale

FEBRUARY 2, 2023

When selecting potential investments, research the local market and understand what kind of rental rates you can expect for different properties. Make sure you research the best interest rates and the length of loan that you need. Related Blog Stories: What Does A Real Estate Agent Do To Sell Effectively?

Real Estate 78

Real Estate Hiring Education Trends 78

Smooth Sale

JUNE 9, 2023

Our guest blog post explores how weather affects small businesses and discusses strategies to mitigate these challenges. Take advantage of government-provided energy-efficiency incentives and tax rebates to help offset costs. Research the better insurance available to protect the financial stability of your business.

Small Business 78

Small Business Small Business Energy Insurance 78

Zoominfo

AUGUST 4, 2021

Or, you can offer an incentive in exchange for more information: 3. They want to read your blog posts, watch your videos, and engage with your webinars before they take any further steps. If they’ve been doing some research, they are more likely to speak to a person right away versus a bot. The Content Binger.

Top of Funnel 130

Top of Funnel B2B Sales Qualified Lead Penetration 130

Zoominfo

JULY 25, 2023

Content Marketing Your content marketing strategy can include many formats: On-site blogs Guest blogs White papers Original research Webinars Press releases Social media No matter the format, content marketing can only live up to its fullest potential if it’s pertinent to your target demographic — and if they can find it.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Selling Essentials RapidLearning Center

FEBRUARY 15, 2024

Unfortunately, they’re both likely to fail – because neither a financial incentive nor a disincentive is the right tool for what you’re trying to accomplish here. Fines didn’t work To see why, let’s look at a study from the University of Chicago involving the use of financial incentives. Market or social interaction?

Incentives 52

Incentives Incentive Journal Salary 52

Selling Essentials RapidLearning Center

FEBRUARY 15, 2024

Unfortunately, they’re both likely to fail – because neither a financial incentive nor a disincentive is the right tool for what you’re trying to accomplish here. Fines didn’t work To see why, let’s look at a study from the University of Chicago involving the use of financial incentives. Market or social interaction?

Incentives 52

Incentives Incentive Journal Salary 52

Pipeliner

MARCH 18, 2021

1 Start with basic keyword research. All good research starts at the keyword level. Once you have an idea of who you’re going to be talking to, consider conducting in-depth SEO research. Your keyword research should’ve highlighted the more prominent websites. There are a few questions you’ll need to ask yourself here —.

Promotion 98

Promotion Social Media eBook Comparison 98