The Pipeline

JULY 16, 2012

Last week I was working with a group, we were looking at more effective prospecting, when we got around to discussing referrals, I got back some familiar comments. The specific comment was that the rep was reluctant to ask prospects/clients for referrals “because what if the person or company they refer are out of my territory?”

Referrals 324

Referrals Lead Rank Lead Scoring Territories 324

Nutshell

AUGUST 27, 2018

There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. Prospecting. What is prospecting? What is prospecting? Prospecting is the process of finding and reaching out to potential customers for your business. Scour Yelp for potential prospects.

Sales Qualified Lead 126

Sales Qualified Lead Closing Lead Rank Lead Scoring 126

Sales and Marketing Management

AUGUST 3, 2020

From many years of experience in customer-facing roles with large software companies, I’ve learned there are many factors that can break a customer relationship after the sale. This hasn’t changed, even with software as a service (SaaS) and cloud-based technology. Managing the technology, however, is just the first hurdle.

B2B 177

B2B Customer Vendor Enterprise 177

Salesmate

MAY 29, 2020

When faced with a challenge, look for a way, not a way out – David Weatherford. Here are the most common challenges that most of the sales reps’ face and the solutions to tackle them. Most of the sales reps go blank when they face such questions or take some impulsive decision that sabotages their profits.

Face-to-face 93

Face-to-face Ideal Customer Profile Negotiation Lead Rank 93

Hubspot Sales

AUGUST 3, 2020

You might be afraid that you’ll say something wrong and scare away a big prospect. Is that the biggest problem that they face? For example, if you are selling a new product for prospective homeowners, see who in your network is likely a homeowner. It doesn’t have to be this way. How to Get Your First Customer.

Ideal Customer Profile 139

Ideal Customer Profile Customer Demographics Exercises 139

Janek Performance Group

MARCH 12, 2024

2) Don’t Ignore the Candidate’s Red Flags Perhaps your prospective sales rep has an impressive resume, one which lists a series of excellent sales positions with an exciting range of duties, goals, and accomplishments. Effectively onboarding new salespeople can be a daunting task. What did his predecessor do right?

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

Partners in Excellence

APRIL 19, 2023

” We’d soon realize, not all those 100 enterprises might have a need today, but we would have to work with them developing that need, incenting them to change, presenting an opportunity next year or the year after. So the solution is to cast a wider net, to try to reach more and more. So we can keep extending our reach.

Customer 106

Customer Enterprise Enterprise Account 106

No More Cold Calling

DECEMBER 30, 2014

Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort. Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort. You’re not fooling anybody. Learn more.)

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

LeadFuze

JULY 5, 2023

We’ll also explore how Sales Performance Incentive Funds (SPIFs) play a role in motivating teams. This not only improves performance but also attracts talented individuals within your sales force, enhancing business prospects significantly. But what motivates sales teams? And how can you boost their motivation?

Motivation 52

Motivation Strategy Incentives Incentive 52

Sales Hacker

SEPTEMBER 24, 2022

Each funnel stage defines your steps to turn prospective buyers into customers, even if they’ve never heard of your business before. I’m the head of Product at Datanyze, specializing in sourcing up-to-date prospect contact info to keep your pipeline flowing and sales funnel fresh. What is a sales funnel?

Paid Content 119

Paid Content Top of Funnel Funnel Ideal Customer Profile 119

Mindtickle

DECEMBER 6, 2023

Individual rep vs. group sales goals Some sales goals are created for a specific sales rep. As a sales leader, it’s important to set goals that will motivate your sellers and ensure they know what’s expected of them. In theory, this seems easy enough. But in reality, setting effective goals (and then achieving them) can be challenging.

Sales Goal 64

Sales Goal Cold Calling Churn Incentives 64

Hubspot Sales

DECEMBER 7, 2023

The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. As the end of the year approaches, prospects will divert excess money to priorities that are now financially feasible to tackle. Set a goal.

Data 121

Data Discount How To Quota 121

The Pipeline

JUNE 7, 2013

But it creates a lone-wolf culture that, let’s face it, can be short-sighted. Let’s start by imagining your only sales goal is to get reps to bring in revenue. That no customer ever buys more than once. And that only the sales rep interacts with the customer. Then, commission-only could work. It’s simple to calculate and execute.

Commission 314

Commission Compensation Decision Maker Face-to-face 314

Hubspot Sales

MAY 21, 2021

Not only are there are many external factors that affect motivation, every person requires different incentives and motivational tactics. By evaluating current performance metrics and comparing them to a successful end state, you can diagnose what areas need improvement and act accordingly. But motivation is far harder.

Motivation 137

Motivation Strategy How To Hiring 137

Cincom Smart Selling

OCTOBER 14, 2020

Marketing Insider Group provides a convincing argument for why marketing should lead the digital transformative efforts within any given organization. Marketing Insider Group provides a convincing argument for why marketing should lead the digital transformative efforts within any given organization. What issues does the customer face?

Data 62

Data Ideal Customer Profile Marketing Campaigns 62

Understanding the Sales Force

FEBRUARY 8, 2012

The first group of events are salesperson-facing and related to the sales force evaluation : They must have their sales assessment results to fully understand the skill gaps need to be filled, the sales weaknesses they have, and how those issues are affecting their sales calls. It's muscle memory.

Training 205

Training Sales Methodology Face-to-face Cold Calling 205

The Spiff Blog

DECEMBER 22, 2022

But, at the enterprise level, it may take hundreds of people and systems to move a single prospect through the customer lifecycle. As a business leader, you know that driving revenue growth is essential to the success of your organization. But achieving this goal can be challenging, especially as your business grows and becomes more complex.

Revenue 73

Revenue Commission Face-to-face Compensation 73

The Spiff Blog

APRIL 28, 2022

Modern media will have you believe sales motivation is best delivered in the form of an inspirational quote. But, while an inspirational quote can go a long way, it’s simply not going to fix any deep-rooted sales performance issues. That’s why we’ve created this sales performance checklist. That’s why we’ve created this sales performance checklist.

Commission 80

Commission Compensation Lead Rank Hiring 80

PandaDoc

OCTOBER 30, 2023

Employee engagement increases when the incentives are worth the effort required to do well. 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. Let’s jump in! People love to play games.

Sales Process 52

Sales Process Incentives Incentive Hiring 52

Close.io

APRIL 2, 2020

We’re all going through a completely new experience, and we’re facing challenges that many of us have never faced before. Q2: The biggest challenge we’re facing right now in regards to our prospective clients is that their training budgets are either significantly reduced or cut completely. So, let’s get started.

Face-to-face 76

Face-to-face Top of Funnel Discount Cancellation 76

Janek Performance Group

NOVEMBER 8, 2022

For each sales call and meeting, know your prospects. Even though you used it for years, rehearse and tweak it for this prospect. If you’re stiff as a board, you will bore prospects stiff. If you’ve interested prospects, anticipate objections. Think like a prospect. Don’t feel bad. This isn’t a “gotcha” moment.

Hiring 62

Hiring Follow-up Course Objections 62

The Spiff Blog

MARCH 16, 2023

Today, we’re continuing the conversation by celebrating a group of incredible women from a variety of sales organizations who have made their mark in the world of sales. Welcome to the second installment of our Sell Like a Girl Series. Last week we explored gender bias in sales. So, without further ado, let’s get into it!

Negotiation 69

Negotiation Face-to-face Hiring Lead Rank 69

LeadFuze

JULY 13, 2021

From prospects who cancel all their appointments last minute to secretaries who won’t let us get any time on the phone with the decision-makers. So when your prospect says no to what you’re selling them on the phone or face-to-face, don’t be discouraged! Worrying about how to handle sales rejection?

How To 98

How To Top of Funnel Decision Maker Face-to-face 98

Nutshell

NOVEMBER 9, 2018

They dislike cold calling prospects.”. Because we don’t have a system for qualifying prospects before we call them.”. ” One of the most common reasons why sales teams underperform is the lack of a formal prospect qualification process—or the lack of a sales process altogether. Get to the root of the problem.

Lead Rank 94

Lead Rank Sales Qualified Lead Lead Scoring Follow-up 94

Close.io

FEBRUARY 24, 2020

But in 2019, that number jumped to 61.3%. Why are so many businesses using sales enablement? Put simply, because it works: but only if you do it right. If you want to increase sales productivity for your team, close more deals, and hit your quota, then keep reading. Today, we’ll see: ? Sales enablement content optimizations & training tactics.

Sales Enablement 85

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

Janek Performance Group

APRIL 12, 2022

In today’s uncertain times, buyers and sellers face numerous challenges. In many cases, there’s more to children’s literature than children could or should ever know. To salespeople, the Pooh stories can be instructive. In addition to disorders, the characters can represent pitfalls sellers should avoid.

Decision Maker 62

Decision Maker Quota Face-to-face Call-back 62

Cincom Smart Selling

JUNE 30, 2015

Indeed, I have carried a briefcase around a territory, lived on draws and commissions and also more recently actually looked after a group of inside sales agents. Engaging Prospects. As a consequence, sales folks are expected to deliver value to prospects from the beginning. Source: iStock | ThinkStock.

Prospecting 48

Prospecting Construction Promotion Telemarketing 48

Crunchbase

OCTOBER 26, 2020

Consumers are starting to avoid face-to-face interactions, and companies that want to thrive are searching for strategies to help them stay ahead of the curve during and after COVID. These customers are constantly connected, app native, and now, thanks to COVID, keen to avoid any face-to-face interactions.

Pivotal 105

Pivotal Strategy Face-to-face Consumer 105

Crunchbase

SEPTEMBER 29, 2019

Working with thousands of small businesses, startups, and entrepreneurs, my team at UENI sees first-hand the challenges business people face as they come towards the end-of-the-year. Say hello to beating your sales quota in 2019 with this expert advice from Christine Telyan, CEO of global tech company UENI. 5 Ways to Beat Your Sales Targets.

Quota 66

Quota Hiring Incentives Incentive 66

The Spiff Blog

JUNE 2, 2022

In the face of economic hardship, the world of B2B selling is likely to see more competition and less willingness to spend money than ever before. Unfortunately, it seems as if the writing’s on the wall for many businesses and it’s time to get scrappy and adapt quickly. Let’s get into it. Step 1: Evaluate your sales tech stack.

Hiring 79

Hiring Compensation Commission Face-to-face 79

Smooth Sale

JULY 27, 2018

With long hours and no incentive to work harder, I knew I needed to make a change. Potential. “He He just has so much potential”, “If he only applied himself”. I was a C Student, and gave all my extra time to sports and friends. This carried right over into my freshman year of college. I never made it past that point.

Groups 92

Groups Influencer Salary Face-to-face 92

Apptivo

MARCH 9, 2023

Send automated Emails Sales automation can be extremely beneficial by allowing sales representatives to send automated emails to prospects and customers. In general there is a 10% difference in reply rate between having 1-200 and 1000+ prospect base. Reap more with automation 2. 3 Ways sales automation can help your reps sell more!

Sales Automation 64

Sales Automation Lead Rank Lead Scoring Campaigns 64

LeadFuze

MAY 17, 2021

Who are you selling to, C-level prospects, vendor managers, or small, one-man shops? Group/Team-Based Plan. This creates accountability and motivation for each member of the group or team because additional compensation is based on the continued efforts of each rep. Because guess what? Salesmen don’t work for free.

Compensation 52

Compensation Hiring Incentives Incentive 52

Sales Hacker

APRIL 24, 2019

It just doesn’t make sense to practice on prospects anymore. A professional sales person needs a place to take “batting practice” before getting out there and trying to hit the 90 MPH curve balls being hurled at them by prospects. It can be performed in a large group, or with as few as 2 people. That place is role play.

Exercises 98

Exercises Objections Follow-up Face-to-face 98

Understanding the Sales Force

DECEMBER 20, 2012

Their marketing material usually says something like, "Salespeople must be able to Prospect, Question, Manage Objections and Close. Understanding the Sales Force by Dave Kurlan As promised for today, I'm revealing the single article, from among my former 999 blog articles which my readers voted "best", to be my 1,000th post.

Hiring 163

Hiring Case Study Study Face-to-face 163

The ROI Guy

FEBRUARY 8, 2017

A survey reveals that the majority of B2B firms are now generating 60% of their revenue through indirect channels (The 2112 Group). You have to attract more, retain better and enable further – providing the best go-to-market partner programs and enablement tools, but these efforts face challenges.

Channels 53

Channels ROI Sales Goal Microsoft 53

Sales Hacker

OCTOBER 30, 2018

Andrea has led numerous sales initiatives and teams at enterprise software and solution providers, including Varolii, IBM, Symphony Technology Group, Vitria Technology, DigitalThink, and PeopleSoft. Her company #GirlsClub is dedicated to changing the face of sales leaders. Brooke Bachesta – SDR Manager at Outreach.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111