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No More Quotas, No More Commission: Sales Without SDRs

Sales Hacker

Join us for a visionary conversation about getting rid of the SDR role and doing away with commission — and what should replace them. The role of prospecting in a world without SDRs. A better way to compensate instead of commission. What buyer-centric revenue really means. Why prospecting sits apart from sales [6:59].

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Digital selling is Not Optional

Sales 2.0

As sales forces have been sent home and told their clients won’t meet them with them in-person, they have had to use new digital tools just to keep doing their job. Prospecting. There are some great digital listening tools out there. Given this, now it as great time to connect with your buyer. Progressing deals.

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Solution Selling Is Exactly What Today’s Buyer Wants

Sales Hacker

Though the Harvard Business Review prematurely declared it dead a decade ago , today’s top sellers have found new ways to leverage solution selling that speak directly to the attitudes and needs of modern buyers. A whopping 50% of your prospects may not be a good fit for the product/service you sell. Table of contents. Simple, right?

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Ghosted? Here’s what to do…

Mr. Inside Sales

But when you’ve done a presentation and then don’t hear back from a prospect, it can often mean the kiss of death. While it seems counter intuitive, I’d rather know up front if I’m wasting my time or if this is a real prospect. Nobody likes hearing from a salesperson who has “commission breath” as a manager once told me.

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Driving Our Customers/Prospects Away!

Partners in Excellence

At the same time, we see similar data on “buyer regret.” Too often, we see buyers buying not because of what we have done, but in spite of what we have done. Yet we revel in the “win,” high fiving each other, looking forward to our commission checks. We are driving buyers away!

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Three Ways to Get a Prospect to Respond

Mr. Inside Sales

The answer is simple: Prospects now have more ways of identifying sales reps they don’t want to speak with, and now have more ways of evading them. It’s the same for your prospects. While it seems counter intuitive, I’d rather know up front if I’m wasting my time or if this is a real prospect. What do you do? That’s right.

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Tackling Bad Data: How Poor Data Quality Impacts Your B2B Bottom Line

Zoominfo

You hire talented sales and marketing professionals and set them up with state-of-the-art CRM and automation tools. For B2B companies, bad data and data decay weaken CRM and sales and marketing automation tools. In turn, sales and marketing efforts — from prospecting to running email campaigns — are less effective.

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