Sales and Marketing Management

JANUARY 23, 2019

Helping others as a team is invigorating and bonding, which is why corporate social responsibility (CSR) continues to be a popular component of offsite meetings and incentive travel programs. Comparing the results from 2015/2016 with 2017/2018, CSR is actually up two points across all regions.

Incentives 159

Incentives Incentive Travel Nonprofit 159

OpenSymmetry

JUNE 9, 2016

The Journey to Sales Incentive Optimization. The recent e-Reward conference in London (May 12 2016) had a number of important messages for the Compensation and Benefits community. Quotas are higher because the company has unrealistic growth expectations. Sales Incentive Design. The required response is threefold.

Incentives 40

Incentives Incentive Compensation SalesForce 40

Xactly

JANUARY 2, 2019

From building a team to analyze metrics and company goals, the job carries a large amount of responsibility. Ultimately, the new compensation and incentive plans must successfully motivate the right sales behaviors to achieve goals, all while driving growth. Company: Nuance Communications. Who: Robert Walters.

Compensation 69

Compensation Incentives Incentive Commission 69

Pipeliner

APRIL 4, 2018

Consider how companies have hyped their revenue machismo, while sweeping their ethical dirt under the rug. In its 2016 annual report , 21st Century Fox, parent company of Fox News, wrote, “The Fox News Channel, under new leadership, is stronger than ever, and is on track to have its highest rated year in its 20-year history.

Revenue 66

Revenue Company Epiphany Advertising 66

DiscoverOrg Sales

MAY 4, 2017

Join DiscoverOrg CEO Henry Shuck and Justin Withers, VP of Product Management and Marketing, for a conversation about what drives high-growth companies. DiscoverOrg released a Growth Drivers survey of high-growth companies , analyzed key findings, and found some surprising commonalities among these rising stars. They had to see growth.

Company 120

Company Conversion Outbound Video 120

Customer Centric Selling

OCTOBER 14, 2015

Sales Tips: How to Step Up Your Prospecting for 2016. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. Leave the work session with a day-by-day, step-by-step, Twenty (20)-Company Prospecting Plan. Want to pump the pipeline for success in 2016?

Prospecting 40

Prospecting InsideView How To Cold Calling 40

Xactly

SEPTEMBER 27, 2018

It’s no surprise that companies that support a diverse workplace are stronger. In 2016, only 32% of sales reps met or exceeded sales quota, according to Xactly Insights data. This data helps companies benchmark sales rep compensation to design competitive incentive plans. The same is true for sales team structure.

Compensation 75

Compensation Quota Incentives Incentive 75

Sales Training Connection

NOVEMBER 10, 2016

Companies spend a tremendous amount of time, money and effort every year to improve the productivity of their sales teams. All of this, of course, makes great sense since companies in B2B markets recognize that it’s increasingly difficult to win by product alone. Our answer to that question for most companies is – yes.

Top of Funnel 101

Top of Funnel Funnel Face-to-face Ideal Customer Profile 101

Xactly

SEPTEMBER 5, 2018

We go through great pains ensuring we hire top talent candidates that should be a “good fit” with company culture, and we fight like mad to help improve morale when sales team’s work or attitudes go south—but all too frequently, there is no in-between. Setting Goals That Drive Sales Engagement. Watch Webinar. Engineering.

Examples 78

Examples Compensation Incentives Incentive 78

OpenSymmetry

NOVEMBER 3, 2016

Having written compensation plans for plenty of Big Pharma and health companies, including Merck, Pfizer, Johnson & Johnson, St. Mylan’s Executive Compensation Structure – The Incentive Plan that Started It All. The principle demonstrated in this high profile case is that incentives undoubtedly drive behavior.

Incentives 40

Incentives Incentive Compensation Salary 40

OpenSymmetry

MAY 23, 2016

While, incentive compensation administration is still a main piece, the broader SPM technology concept is expanding more holistically to include other key aspects which directly impacts how a sales team might perform, including talent development, sales enablement, and territory and quota management.

Territories 40

Territories Vendor Incentives Incentive 40

Janek Performance Group

JANUARY 31, 2023

” My take: CEOs and decision-makers are focused on specific outcomes for their company. Executives are inherently narrowly focused because they have both a responsibility and financial incentive. For example, in 2016, my partner and I wrote Critical Selling: How Top Performers Accelerate the Sales Process and Close More Deals.

Influencer 62

Influencer How To Decision Maker Incentives 62

Sales Hacker

AUGUST 22, 2019

What can happen when employees are held to unreasonable standards by managers and their behaviors don’t drive the best outcome for the company? In 2016, it was discovered that Wells Fargo employees secretly created millions of unauthorized bank and credit card accounts — without their customers’ knowledge — to meet sales goals.

Incentives 68

Incentives Incentive Banking Call-back 68

Hubspot Sales

SEPTEMBER 8, 2020

These are just some of the reasons CRMs have become such an integral part of business success today and why so many companies have invested in finding the right software for their team. Have different teams (or different reps, if your company is smaller) try out different CRMs and collect regular feedback from them. CRM Adoption Rates.

Software 122

Software Software CRM Hiring 122

Pointclear

AUGUST 11, 2016

Cost-per-lead is not the correct metric for measuring marketing initiative success for the following reasons: It incorrectly incents volume over quality. Companies that reduce budgets, increase lead quotas and dump more poor quality leads on sales faster than ever before are shooting themselves in the foot. Cost-Per-Lead.

Cost per Lead 100

Cost per Lead Sales Qualified Lead Lead Generation Lead Rank 100

Tony Hughes

MAY 12, 2019

They listed on the Australian stock exchange in 2016 and their share price has risen more than 600% in the last 3 years. Here are some relevant benchmark companies for comparison in the illustration below (courtesy of Graham Hawkins and his book, The Future of The Sales Profession). Which company is getting it wrong?"

Revenue 65

Revenue Hiring Marketing NetSuite 65

Sales Evangelist

JANUARY 9, 2020

He’s been working for tech companies, working at Chilli Piper since 2016. The company’s biggest vision is to improve sales and completely transform the industry by using digital tools. Big companies like SalesForce specialize in back end algorithms and can miss the opportunities on the front end.

Ideal Customer Profile 90

Ideal Customer Profile Face-to-face Customer Sales Qualified Lead 90

LeadFuze

JUNE 3, 2021

When compared to 49% in 2016, that’s a huge percentage that indicates a growing trend. If your business is struggling in any way and you’re looking for an edge, consider this: ABM helps you land accounts that could prove to be a big win for your company. SiriusDecisions conducts a yearly survey to evaluate the state of ABM.

Account Based Marketing 97

Account Based Marketing ROI Account Marketing 97

Hubspot Sales

DECEMBER 27, 2017

But the thought I want you to notice from this report-- no matter what your industry-- is this, "In our 2016 Radford Perspectives Report we introduced the concept of industry convergence-- the notion that every company is becoming a technology company to some degree-- and its effect on the hiring and rewards landscape.

Compensation 40

Compensation Salary Face-to-face Report 40

InsideSales.com

DECEMBER 4, 2019

Such was the claim in a 2016 TechCrunch article. companies is about 38 hours. company gives up on a lead after an average of 1.5 Most companies have no cadence strategy. Our customer data shows that companies that adopt a 10-day outreach strategy typically see a 26% increase in appointments set. I agree with them.

Data 86

Data Hiring Analytics Top of Funnel 86

OpenSymmetry

MAY 26, 2016

s inaugural 50 Best Workplaces, the first such measurement of American companies with up to 500 employees that deploy state-of-the-art techniques to keep their staff happy and productive. s list is a magnifying glass on how innovative companies can truly raise the bar in hiring and keeping the best talent. “ The 2016 Inc.

Scale 74

Scale Hiring Lead Rank Lead Scoring 74

Sales Hacker

OCTOBER 30, 2018

Her company #GirlsClub is dedicated to changing the face of sales leaders. She has won various awards such as Top Sales Leader, TAG One in a Millenial Awards 2016 and Power 30 Under 30 winner 2016. Trish Bertuzzi founded The Bridge Group to help B2B technology companies build world-class Inside Sales teams.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

The Spiff Blog

MARCH 17, 2022

Raphael brings over 25 years of experience in Enterprise Financial Applications & SaaS working with leading software companies such as PeopleSoft/Oracle, Microsoft, Workday, FinancialForce and more recently as the Chief Product Officer at Tradeshift. What excites you most about your role at Spiff? Raphael Bres, Chief Product Officer.

Meeting 62

Meeting Engineering PeopleSoft Travel 62

The Spiff Blog

MARCH 31, 2023

A Deep Dive Into Inequity in Sales Compensation In order to better understand the impact of gender on sales commission, we analyzed the annual commission data of 1,500+ commission-earning employees from 150+ companies, 43 states, 11 job functions, and 35+ industries.

Commission 52

Commission Data Salary Face-to-face 52

Tenfold

DECEMBER 11, 2017

In fact, according to a Marketing Innovators white paper , companies that foster high morale among their employees outperform competitors by around 20 percent. Likewise, the market value of companies increases by 47 percent once they begin to focus on employee engagement and morale. If only boosting morale is easy….

Outsourcing Services 61

Outsourcing Services How To Hiring Survey 61

InsideSales.com

OCTOBER 23, 2019

This is a high-ranking official in a company who usually makes decisions that affect the entire business. During an earnings call on February 24th, 2016, Salesforce CEO Marc Benioff credited their success to their ability to target the CEO. Here are some tips on how to engage with high-ranking officers of a company: 1.

Decision Maker 63

Decision Maker Cold Calling How To Gatekeeper 63

Your Sales Management Guru

DECEMBER 12, 2016

Remember these kinds of incentive programs are not expenses but paid out of incremental revenues/profits. Schedule the President of your company to give a short message on his/her philosophy on sales and the culture of your organization. Examples include: a trip to a resort, a cruise or a trip to an island.

Meeting 40

Meeting Compensation Conference Incentives 40

Tony Hughes

MARCH 12, 2018

The Earth is flat for many software companies. Not only do we all love to feel like we are different but companies are indeed much like snowflakes. I know a CEO who approaches every possible opportunity as if the entire funding and future of her company rose and fell on whether this single deal went through. Huge mistake, yes?

Social Selling 67

Social Selling Government Top of Funnel Call-back 67

Nutshell

OCTOBER 8, 2018

ASYA SHARROW: Ever since I joined Nutshell in June 2016, raising the price of Classic has been a regular topic of conversation. ” Basically, the point was that we wanted to get the company on even healthier financial footing. After that, our new customers could choose between Nutshell Starter and Nutshell Pro. Are you kidding me?

Churn 124

Churn Lead Rank Lead Scoring Cancellation 124

Sales Hacker

AUGUST 18, 2020

He even managed to help pivot the company from a programmatic transactional revenue model to a subscription model over the course of, not just the last three months during COVID, but over the course of the last few years. We’ve got an interview with Brandon Meyers , the chief revenue officer of ADARA. Is that your primary persona?

Lead Rank 106

Lead Rank Scale How To Travel 106

SalesFolk

SEPTEMBER 19, 2017

As more and more companies continue to build out their sales/business development programs, this theory could have a significant impact on the future development of sales. You know the one: companies give entry-level employees minimal training then expect them to do an unrealistic number of phone calls and emails each day.

Face-to-face 49

Face-to-face Cold Calling Incentives Incentive 49

OnePageCRM

MARCH 8, 2017

Using relevant company metrics makes the anchor fit seamlessly into your pitch. But they used a different incentive… Alternative currencies. In January 2017, Dropbox became the fastest company to reach a $1bn run rate – they did it in under 10 years. Decoy Pricing. Same with Dropbox. Alternative pricing models.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

LeveragePoint

SEPTEMBER 21, 2018

In 2016, according to Brent Adamson , the average number of stakeholders involved in a B2B purchasing decision had risen to 6.8. At Company XYZ, we were able to improve conversion rates for the average rep by one deal a year.”. When Company XYZ did a product recall, it cost them $x million.

Account Based Marketing 20

Account Based Marketing Account Lead Rank Lead Scoring 20

OnePageCRM

MARCH 8, 2017

Using relevant company metrics makes the anchor fit seamlessly into your pitch. But they used a different incentive… Alternative currencies. In January 2017, Dropbox became the fastest company to reach a $1bn run rate – they did it in under 10 years. Decoy Pricing. Same with Dropbox. Alternative pricing models.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

Cience

FEBRUARY 5, 2019

Companies have grown from infancy to IPO on the back of massively productive inside sales efforts. In addition to that, we’ve seen a significant increase in companies that are adopting inside sale strategies and leveraging it compared to 20 years ago. SDRs’ average tenure slightly increased after it hit quite a low in 2016.

Ideal Customer Profile 50

Ideal Customer Profile Hiring Outsourcing Services Inside Sales 50

Sales Hacker

APRIL 20, 2021

automates access to billions in R&D tax credits and innovation incentives so companies can fuel their growth while preserving equity and avoiding red tape. Sam Jacobs : How old is the company? Lloyed Lobo : So we started the company many moons ago in late 2011, early 2012. But we started as a consulting firm.

Scale 92

Scale Ideal Customer Profile Call-back Conference 92