Score More Sales

JULY 11, 2013

We both were account managers selling millions of dollars worth of technology to a major aircraft company. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. He was my sales colleague.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

Sales and Marketing Management

OCTOBER 22, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. On the surface, the logical solution to a sales problem is to fix sellers or to fix the tools and processes around those sellers.

Sales Management 218

Sales Management Hiring Compensation Scale 218

SBI Growth

AUGUST 27, 2012

Others focus on the importance of a rewarding and competitive compensation package. Top sales achievers are certainly looking for the most lucrative compensation they can get. However, there are many other motivations besides compensation to make a job change. What kinds of tools will I use? These are obvious.

Compensation 244

Compensation Commission Territories Quota 244

SBI Growth

DECEMBER 17, 2013

For help, download the Change Communication Creator tool. Will our compensation change? For example, with a RIF rumor, Sales Reps may cozy up to top accounts – to make sure they can count on them at the competitor. Top reps may start to put out feelers for a new position. The Impact of Poor Change Communications.

Majestic 302

Majestic How To Channels Territories 302

Partners in Excellence

OCTOBER 27, 2013

As we race to year end, trying to make our numbers, we also enter “account planning season.” ” All of us have done account plans. ” Every account plan always includes a lot of actions and activities. ” Every account plan always includes a lot of actions and activities.

Account 116

Account Exercises Compensation Vendor 116

Sales and Marketing Management

SEPTEMBER 14, 2020

It was a common practice pre-pandemic to measure each business area with different KPIs, metrics and compensation models designed to optimize each area of operation. They were also able to use analytical and predictive tools to determine which clients or prospects were most at risk and better develop mitigation plans.

SAP 207

SAP Compensation Face-to-face Analytics 207

Score More Sales

SEPTEMBER 27, 2013

Are sales reps and account managers coached on effective listening skills so that prospects and customers really feel heard? This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Retention 254

Retention Company Customer Lead Rank 254

Score More Sales

OCTOBER 24, 2013

For the study done to create the infographic, 385 LinkedIn profiles were randomly selected through a search for sales account executives. Learn how to leverage your summary to stand out and position yourself with a potential buyer or referral partner. Add content that positions yourself as an expert or leader in your field.

LinkedIn 216

LinkedIn Ideal Customer Profile Trade Show Survey 216

Braveheart Sales

JUNE 29, 2021

While the compensation plan is one piece of the puzzle, it is incumbent upon the manager/leader to understand what really will inspire the salesperson to achieve or even over-achieve. Accountability Planning. Let’s also assume that the salesperson requires a certain level of compensation to reach their goals.

Compensation 64

Compensation Account Salary Motivation 64

Score More Sales

FEBRUARY 27, 2013

As a long time Twitter user and fan, I have directly seen how more than 100 companies – mostly B2B find prospects and even close business through their Twitter account. By far the most important thing you can do now – today – is to set up a Twitter account if you have not already (where ‘ya been?), and learn how to listen.

Twitter 232

Twitter Prospecting Strategy Promotion 232

Score More Sales

JUNE 30, 2014

They need to track their buyers and clients through social platforms or by aggregated content specific to their industry niche, geographic territory, or through named accounts. Keep it Fresh – the best ingredients are fresh ones, and so are the fresh insights your sales team needs to have with potential buyers and existing clients.

Hiring 247

Hiring Ideal Customer Profile Territories Commission 247

Score More Sales

APRIL 23, 2013

They do what I used to do as an outside sales professional, except now they talk with buyers and prospects using video chat, webinars, video email tools, and social tools. While you’re at it, why not get more accountability in the form of some of these ideas: Having a meeting agenda. Marketing is Not Immune, Either.

Inside Sales 209

Inside Sales Revenue Webinar Metrics Hiring 209

SBI Growth

AUGUST 18, 2012

The Sales Clout Analyzer tool can help you assess your score with Sales and provide insight into what to improve. Lead an initiative to implement Sales Competencies and Accountabilities that will assist not only in hiring efforts, but also in maintaining an “A” player-heavy sales force. About Steve Loftness. Follow @SteveLoftness.

Hiring 257

Hiring Lead Rank Lead Scoring Face-to-face 257

The Pipeline

MAY 27, 2011

Position you and your company as the expert. Reactivate dormant accounts – Reaching out to past clients can make customers for life. Be positive – I’m a big believer in staying positive. I have a question: What are the tools you use for organizing prospecting activities? Say what you do. After the Call.

Pipeline 243

Pipeline Prospecting Twitter Ideal Customer Profile 243

Sales and Marketing Management

JANUARY 27, 2019

Author: Brad Wilsted Note: This is part 3 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. Align sales targets across organizational layers.

Sales Management 166

Sales Management Hiring Compensation Incentives 166

The ROI Guy

JULY 29, 2015

Value Selling & ROI Tools are a key characteristic of innovative organizations, and as with other Sales Tools, the majority indicates that Value Selling & ROI Tools can contribute to significant revenue growth. A whopping 88% of study participants reported a positive impact on revenue from Sales Tools.

ROI 83

ROI Tools Compensation Territories 83

The Pipeline

JANUARY 2, 2012

Reach out to the top three people in your competitors’ three biggest accounts. Even if you don’t get immediate positive responses, you are at least starting a relationship early. Sit down with any group of reps, and the war stories come out about how they won their marquee account. Sales Compensation. Sales Tool.

Pipeline 219

Pipeline Hiring Cold Calling Top of Funnel 219

The Pipeline

FEBRUARY 29, 2012

Focus on the buyer’s objectives, and “demo” how you can address them positively. Sales Compensation. Sales Tool. TopLine Sales Compensation Solutions. Use the demo to “Close” not to open. Agree in advance on expectations and how they will be measured. What’s in Your Pipeline?

Pipeline 212

Pipeline Hiring Cold Calling Top of Funnel 212

Score More Sales

OCTOBER 15, 2014

AT&T has a Twitter account called @ATTDeals that targets their competitors’ displeased customers. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. read the article here.

Social Selling 223

Social Selling Company Ideal Customer Profile Twitter 223

Score More Sales

FEBRUARY 11, 2014

Building a positive brand in the B2B world is the first step toward the idea of a virtual pipeline where content and ideas convert into prospects and ultimately, clients. I started blogging with a Typepad account in October of 2003. My blog was originally called Salesprocessdiva and I created several hundred posts on it.

How To 245

How To Ideal Customer Profile B2B Lead Rank 245

Score More Sales

JUNE 25, 2014

Many of the same ideas are rehashed daily within sales and customer service – and in accounting and operations. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Blurred Lines.

Marketing 217

Marketing Airlines Ideal Customer Profile Construction 217

Score More Sales

AUGUST 9, 2013

They didn’t know that we did __ and so it turned into a much bigger opportunity and what appears to be a fantastic reference account.”. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Referrals 223

Referrals Networking Lead Rank Lead Scoring 223

The Pipeline

JULY 18, 2011

Not only did they never recover the cost of acquiring the account, but ended up paying a further $6,000 penalty for as long as the client maintained the service. Sales Compensation. Sales Tool. TopLine Sales Compensation Solutions. Random Walk Down Sales Street. Reputation 2.0. Sales Bloggers Union. Sales Cycle.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

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.”. View Webinar.

Incentives 78

Incentives Incentive Compensation Webinar Metrics 78

The Pipeline

JULY 4, 2011

Really, you want to succeed, forget about you and your company, no one cares that you are the “Senior Account Manager”, no one cares that you are a Fortune 500 company, not on this call. You might or might not be in the position of having to eventually call up and ask for that first sale. Sales Compensation.

Cold Calling 256

Cold Calling Pipeline Hiring Twitter 256

Score More Sales

DECEMBER 29, 2014

One client factors data updating in how they bonus front line reps and account managers. This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Knowing the integrity of your data is important.

Data 193

Data Policies Ideal Customer Profile Guidelines 193

Score More Sales

JULY 23, 2013

I couldn’t believe my eyes when I read Bob Prince Alo’s insightful account of what Watson, IBM’s supercomputer (and media darling) is up to in putting this mega circuitry to good use – especially in the medical field and in business. Stop the presses! Do you take initative to learn or wait for others to lead the way?

Lead Rank 178

Lead Rank Lead Scoring Quota Customer Service 178

Hubspot Sales

FEBRUARY 7, 2018

You’ll learn what each position encompasses and how to tell whether it’s right for you. Chances are, you’ll need to start as a business development rep and work your way to an account executive position. Type of compensation: How do you like to make money? Account Executive (AE). Account Manager.

Hiring 144

Hiring Salary Engineering Compensation 144

Partners in Excellence

APRIL 25, 2017

I always worry when a conversation with a sales executive starts with, “We need to fix our compensation problem.” ” The ensuing discussion usually focuses on, “We aren’t meeting our numbers, we need to fix the compensation/commission system in order to make our numbers.”

Compensation 62

Compensation Lead Rank Commission System 62

The Pipeline

SEPTEMBER 30, 2011

Fortunately, there is a positive step that can be taken for each one that will greatly increase your chances for success. Accountability And Responsibility. Understand the difference between accountability and responsibility. Create Tools. Keep Tools Impressive. Work with your staff to prepare useful selling tools.

Small Business 253

Small Business Small Business Pipeline Marketing 253

Zoominfo

OCTOBER 6, 2020

I think there’s a way we can use this existing tool in our sales stack to improve XYZ? Someone in their position, who gets the day-to-day struggle and that the contributor can bring everything and anything to. Peer discretion here is an underrated value; going up to their manager or skipping a level to even my position can create fear.

Lead Scoring 169

Lead Scoring Lead Rank Marketing Qualified Lead Leads 169

Pointclear

AUGUST 17, 2011

Sales managers have six basic jobs—hire, compensate, train, deploy, monitor and manage, and coach and counsel—and they generally fail at the last three. If hiring, training and compensating are the science behind sales management, then deployment, monitoring and managing, and coaching and counseling are the art.

Sales Management 153

Sales Management Hiring Territories Compensation 153

The Pipeline

MARCH 18, 2011

Stored in Attitude , EDGE Selling , Guest Post , Proactivity , Sales Strategy , Sales Tool , execution. Only those who are smart enough to recognize their own weaknesses, will be in a position to turn them in to strengths… Reply to this comment. Sales Compensation. Sales Tool. TopLine Sales Compensation Solutions.

Pipeline 322

Pipeline Twitter Top of Funnel Hiring 322

The Spiff Blog

JUNE 20, 2023

Finance and accounting professionals perform tasks that are often complex, demanding, and incredibly consequential to the success of their company. But, mathematical skills and role-specific expertise are just a piece of the puzzle– success in finance or accounting also requires a number of equally important soft skills. Keep reading!

Account 90

Account Commission Hiring Compensation 90

The Spiff Blog

SEPTEMBER 14, 2023

If you’re a finance leader or sales compensation manager , the potential impact of implementing AI is particularly enticing. An AI-powered tool that can automate plan creation based on simple inputs transforms an arduous and time-consuming activity into a hyper-efficient process– leaving compensation managers with more time to be strategic.

Commission 84

Commission Account Compensation Face-to-face 84

The Spiff Blog

JUNE 29, 2023

Managing sales compensation is both a highly complex and highly consequential responsibility. The design and execution of a sales compensation program directly influences the performance and morale of a sales organization, as well as the overall financial success of a company at large. What is a Sales Compensation Manager?

Compensation 72

Compensation Commission Hiring Salary 72

Xactly

APRIL 9, 2018

Building a successful sales compensation plan carries an incredible amount of responsibility for compensation planning teams. Finding the right mixture of compensation requirements is no easy feat, but luckily, it doesn’t have to be a time-consuming task. Position: Sr. Sales Compensation Manager.

Compensation 70

Compensation Incentives Incentive Commission 70