Sales and Marketing Management
JUNE 8, 2017
The Incentive Research Foundation (IRF), a private not-for-profit foundation that focuses its initiatives on pragmatic research highlighting the premise and the power of incentive and motivational programs, issued a list of 10 incentive travel facts to commemorate Global Meetings Industry Day. 38 percent of all U.S.
HeavyHitter Sales
JULY 1, 2011
Best New Sales Book of 2011. December 2011. November 2011. October 2011. September 2011. August 2011. Understand Why You Lose Deals: The Martin Curve » July 01, 2011. Personality Study of 1,000 Top Salespeople-Harvard Business Review. Closing Techniques Using Sales Linguistics.
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Sales and Marketing Management
NOVEMBER 22, 2017
Sales manager: I’d like to know what rewards the reps would like for our next incentive. Or maybe you think that incentives have run their course and it’s time to drop them altogether. If you’re thinking of asking your reps what will make the best prize in the incentive program, stop. Are incentives obsolete? Don’t do it.
The Spiff Blog
MARCH 17, 2022
Born in California, Dave grew up in Boise, Idaho before moving to Seattle, Washington for undergraduate studies at the University of Washington in politics and economics. He attended community college in Montgomery County and graduated with an Associates degree in generally studying sometimes. Benjamin Naugle, Software Engineer.
Hubspot Sales
NOVEMBER 6, 2018
Beane’s strategy -- as depicted in the 2011 film, “Moneyball” -- has traversed beyond the world of baseball to nearly all sectors of business and has become synonymous with making data-driven decisions. Structural incentives are those created by the structure of what’s being done. Call activity. Closing rate/win rate. Sales cycle time.
Chili Piper
NOVEMBER 21, 2018
This stat comes from a Harvard Business Review study and for today’s B2B sales and marketing teams, it has several problems…. First, it was published in 2011. Do you realize how much has changed since 2011? Second, that HBR study is actually often misquoted. That was almost 7 years ago! I don’t think so.
The ROI Guy
JANUARY 3, 2012
I n 2011 you worked hard to produce new value-focused tools, empowering your sales team to meet the growing challenges of today’s more empowered, skeptical and frugal buyer. However, tying tool usage directly to incentives may be too extreme for many, and the sales tools may not be appropriate for each and every deal.
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