Xactly

OCTOBER 18, 2018

Few leading indicators are more predictive of a company’s future sales performance than its incentive compensation plans. As former Reliance Electric CEO Chuck Ames once said according to General Electric CEO Jack Welch, “Show me a company’s various compensation plans, and I’ll show you how its employees behave.”. While multiple factors influence the effectiveness of your sales incentive compensation plans, 5 tips stand out: 1.

Incentives 78

Incentives Incentive Compensation Webinar Metrics 78

Connect2Sell

OCTOBER 17, 2018

Misunderstandings in the workplace cause productivity losses, hurt feelings, and unnecessary conflict. Communicating with clarity can prevent misunderstandings and keep things running smoothly and peaceably. Ensuring clarity in communication is the responsibility of each individual, particularly since our performance is so frequently appraised based on our ability to effectively communicate.

Research 142

Research Buyer Sales Customer 142

Mr. Inside Sales

OCTOBER 15, 2018

What do you say when you get this objection while prospecting? If you’re like many sales reps, you accept this stall and become a willing participant in the follow up drama that ensues. And you know how frustrating that is. Let’s face it: This blow off is just a variation that prospects have been using for years. It used to be: “Can you send me something in the mail?

Sales Qualified Lead 139

Sales Qualified Lead Face-to-face Follow-up Objections 139

Understanding the Sales Force

OCTOBER 16, 2018

A lot of the salespeople I coach have a weakness in their Sales DNA - their need to be liked. Approximately 58% of all salespeople have this weakness and on average, salespeople score 76% in that competency. Elite salespeople have an average score of 87% and weak salespeople have an average score of 69%. What would it look like if we were to pivot this data and look only at the group who have it as a weakness?

Decision Maker 263

Decision Maker Pivotal Groups Data 263

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SalesForce

MTD Sales Training

OCTOBER 17, 2018

Years ago, when the first bartering started (thought to be in the Middle East), metals were used as symbols to represent value stored in the form of commodities. Currency became recognised as stores of value, and traded between market traders and, eventually, nations. This idea of value was built on the concept of the importance, worth or usefulness of something.

Salary 244

Salary Lead Rank Lead Scoring Banking 244

The Pipeline

OCTOBER 16, 2018

By Tibor Shanto. Questions, specifically in sales, are like burgers, some are surprisingly satisfying, exceeding expectations, others leave underwhelmed, asking yourself why you bothered, again? In both, it’s down to how much strategy, planning, preparation, we do in advance; then the quality of execution, followed by review, and then over again.

SME 225

SME Objections Buyer ROI 225

The Sales Heretic

OCTOBER 16, 2018

You have an amazing product or service. It’s awesome. It’s the best on the market. It’s unique. It has the most features and benefits. It has the longest and most comprehensive warranty. And it’s the best value. Naturally, you love your product or service. You’re proud to sell it. And you’re excited to extol its [.].

Benefit 211

Benefit Marketing Closing Prospecting 211

SBI Growth

OCTOBER 14, 2018

Joining us on the is Andrea Brody, the Chief Marketing Officer for Bravo Solution, which has sinced merged with JAGGAER to create the world’s largest independent spend management company. Andrea is one of the top B2B revenue generating marketers.

Marketing 201

Marketing B2B Revenue Company 201

Sales and Marketing Management

OCTOBER 15, 2018

Author: Lewis Robinson Great marketing involves catching the eyes of consumers. Once a viewer is hooked with an initial come on, he/she looks a little closer at what the seller is actually selling. Whether a buy is made or not remains to be seen. Without the initial hook, a lot of would-be consumers won't take a second out of their day to check out something for sale.

Outsourcing Services 232

Outsourcing Services Marketing Consumer Hiring 232

Speaker: Jay Black, Senior Account Executive

Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an

Retail

Zoominfo

OCTOBER 14, 2018

With the rise of sales enablement technology and the variety of available communication methods, one might expect phone calls to become a thing of the past. Yet, cold calling is still a key component of B2B sales. In fact, 78% of decision-makers polled have taken an appointment or attended an event that came from a cold call ( source ). The Problem with B2B Cold Calling.

Cold Calling 198

Cold Calling B2B Decision Maker Data 198

Sales 2.0

OCTOBER 13, 2018

We sales people have evolved. We don’t always pitch our product or service, sometimes we’re helpful enough to send over a white paper or blog post that may be of interest. But as it goes with good ideas, content is getting overused. I mean how many blog posts or white papers can a buyer read in a week? We’re all “frazzled” these days. If we’re not stuck in a meeting, we’re frantically working on some project that we hope will help us keep our job.

Webinar Metrics 170

Webinar Metrics Face-to-face Call-back Buyer 170

SBI Growth

OCTOBER 19, 2018

Customer Success has become one of the hottest trends and sources of growth in Revenue Management. In fact, if you are managing Customer Support, Renewals, and/or Upsell you are keenly aware how much impact a Customer Success Strategy can have.

Customer 200

Customer Trends Revenue Strategy 200

Babette Ten Haken

OCTOBER 15, 2018

Current and potential customers can tell us overstated stories. To attract our attention, negotiate business with us. And lead us on and on and on. So, why do we continue to believe them? Until we don’t, anymore? First of all, we are flattered that these customers contacted us. At this point, we accept their overstated stories as completely truthful.

Ideal Customer Profile 147

Ideal Customer Profile Customer SME Sales Qualified Lead 147

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Zoominfo

OCTOBER 18, 2018

Event marketers have always been at the forefront of cutting-edge technology, as they strive to grab and keep attendee interest long after each event is over. So, it should come as no surprise that AI has become a staple at industry events. In fact—88% of event professionals said they plan to use artificial intelligence in 2018, a 107% increase from the previous year ( source ).

Lead Rank 196

Lead Rank Lead Scoring How To Promotion 196

Sales 2.0

OCTOBER 13, 2018

We sales people have evolved. We don’t always pitch our product or service, sometimes we’re helpful enough to send over a white paper or blog post that may be of interest. But as it goes with good ideas, content is getting overused. I mean how many blog posts or white papers can a buyer read in a week? We’re all “frazzled” these days. If we’re not stuck in a meeting, we’re frantically working on some project that we hope will help us keep our job.

Webinar Metrics 150

Webinar Metrics Face-to-face Call-back Buyer 150

SBI Growth

OCTOBER 19, 2018

Joining us on the is Mark Lister, he is the Chief Digital Officer for Ness, a digital engineering company that designs and builds digital platforms and software that helps organizations engage customers, differentiate their brands, and drive revenue growth.

Customer 191

Customer Data Engineering Software 191

Hubspot Sales

OCTOBER 19, 2018

As a real estate professional, you want to grow your business, and marketing plays a large role in capturing the attention of potential clients. A 2018 study by the National Association of Realtors (NAR) found 87% of home buyers purchase their home through a real estate agent. It’s evident there’s a market for real estate agents. But how can you reach prospects?

Real Estate 145

Real Estate Ideal Customer Profile Marketing Promotion 145

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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

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Zoominfo

OCTOBER 16, 2018

Reddit —the self-proclaimed front page of the internet—is a social networking site with more than 330 million monthly active users. These users—referred to as Redditors—use the platform to share, interact with, and consume the latest news and trending topics. Reddit is more than just a social networking site. The platform offers a unique and untapped goldmine of market research.

Research 159

Research Marketing GoldMine Social Media 159

Anthony Cole Training

OCTOBER 18, 2018

Watch Sales Guy Unplugged: Are Your Sales Questions Courageous Enough?

How To 182

How To Sales Leads Marketing Qualified Lead 182

SBI Growth

OCTOBER 17, 2018

Dallas, TX – Oct 17, 2018 Sales Benchmark Index (SBI), a management consultancy specializing in revenue growth, today announced that Jacqueline (“Jacqui”) Davis has joined the firm as its global Pricing Practice leader. Jacqui has over 20 years of experience developing.

Hiring 191

Hiring Revenue Sales 191

SBI

OCTOBER 17, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. This week I interview Mark Kopcha , Founder & CEO of Revegy. NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION? Mark: Revegy’s mission is to help companies secure and grow revenue in their most important accounts by: Providing easy to use visual tools to understand the many stakeholde

Account 139

Account ROI Distribution eBook 139

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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

Data

Babette Ten Haken

OCTOBER 18, 2018

Why do initiatives on retaining customers still feel like a bunch of isolated actions? Provided by people in separate departments. With different functions. All throwing their professional efforts at the customer. Instead of in partnership with the customer. That is such an outdated customer retention model. For starters, this outdated concept of retaining customers is linear.

Ideal Customer Profile 114

Ideal Customer Profile Customer Retention SME 114

Zoominfo

OCTOBER 16, 2018

Reddit —the self-proclaimed front page of the internet—is a social networking site with more than 330 million monthly active users. These users—referred to as Redditors—use the platform to share, interact with, and consume the latest news and trending topics. Reddit is more than just a social networking site. The platform offers a unique and untapped goldmine of market research.

Research 100

Research Marketing GoldMine Social Media 100

SBI Growth

OCTOBER 15, 2018

Your Design Thinking Needs Analysis and Abstract Reasoning to Align with the Customer.

Customer 208

Customer Analysis Competition Industry 208

Close.io

OCTOBER 15, 2018

When you send a sales email, you could have the most compelling subject line. The most enticing content. The most exciting CTA. But if I don’t know you and your company, I’m always going to be left with one question: Why should I trust you? If you want to get a better response rate for your sales emails you need to answer that question. And one of the best ways to do that is with social proof.

Ideal Customer Profile 110

Ideal Customer Profile Scale Lead Rank Lead Scoring 110

Speaker: Ryan Bryers, SVP of Global Engineering

In a rapidly evolving industry, the shift from traditional on-premise systems to cloud-based solutions has become crucial for retail success. While many businesses still rely on store-level infrastructure, it's time to embrace the unlimited potential of the cloud! With technology giants like Google, AWS, and Azure leading the charge, the true value of the cloud extends far beyond cost savings.

Retail

Openview

OCTOBER 15, 2018

Imagine you’re part of a Grand Prix race through the winding streets of Monaco. You’ve got the fastest, most exotic car. The best crew. Powerful fuel. And you’ve been training for years. But, while your rivals zip along the harbor like electric slot cars, you sputter along at a crawl. It turns out, your wheels aren’t perfectly aligned. They’re each set in slightly different directions, creating tremendous friction.

Quota 104

Quota Segment Cancellation Margin 104

Zoominfo

OCTOBER 14, 2018

With the rise of sales enablement technology and the variety of available communication methods, one might expect phone calls to become a thing of the past. Yet, cold calling is still a key component of B2B sales. In fact, 78% of decision-makers polled have taken an appointment or attended an event that came from a cold call ( source ). The Problem with B2B Cold Calling But the reality is—whether you’re a seasoned veteran or it’s your first day on the job—you probably don’t enjoy making cold cal

Cold Calling 100

Cold Calling B2B Decision Maker Data 100

SBI Growth

OCTOBER 16, 2018

Competitive Intelligence at the Field Level – the Untapped ‘X’ Factor for Sales Enablement Teams.

Competition 168

Competition Sales Enablement Sales Analysis 168