The Pipeline

NOVEMBER 11, 2011

And they always needed to, because clients had figured out that if they wait to the last week of the month, the company would cave in a sell at a discount. Sales Compensation. Territory Alignment. When Sales Met Marketing. Community Marketing Blog. Sales and Marketing Loudmouth. Funnel management.

Pipeline 258

Pipeline Cold Calling Top of Funnel Compensation 258

The Pipeline

JULY 18, 2011

Not that big a thing today, but keep in mind this was before the Web, and while the delivery is no longer a challenge, functional and useful alerts, now marketed as triggers by many of the same folks, are still being sold, if not always bought. The other obvious lesson learned was not to sell at a discount. Sales Compensation.

Pipeline 271

Pipeline Lead Rank Lead Scoring Top of Funnel 271

The Pipeline

JULY 15, 2011

Stored in Business Acumen , Guest Post , Marketing , Proactive , Sales 2.0 , Sales Tip , Selling , execution. Discounting works on the Internet, too – but be careful. Discounting price also discounts value. Be careful about a blanket discount that can reduce the perceived value. February 2008. January 2008.

Pipeline 243

Pipeline Twitter Discount Hiring 243

Cincom Smart Selling

FEBRUARY 9, 2016

I don’t know how many times I’ve heard marketing folks declare during a midyear progress meeting that the sales numbers for that year can still be made, we just need to open up an indirect channel. This information will inform your decisions about future territory assignments. Effective Channel Management.

Channels 83

Channels Sales Management Sales Qualified Lead Collateral 83

The Pipeline

JANUARY 13, 2012

If you spend the last week or 10 day of a quarter “closing”, limiting or skipping all other aspects of the cycle, what will you close 10 weeks after the quarter: Discounted deals. Sales Compensation. Territory Alignment. When Sales Met Marketing. Community Marketing Blog. Sales and Marketing Loudmouth.

Pipeline 224

Pipeline Cancellation Sales Cycle Cold Calling 224

SalesLoft

OCTOBER 26, 2012

There is a fascinating debate going on in one of our favorite LinkedIn Groups, Sales and Marketing Executives hosted by our good friend, Eric Blumthal. Sometimes they did not have a contract but got discounts anyway. Accounts that are not entitled to discounts are not getting one. In-market execution.

Margin 52

Margin Discount Compensation Guidelines 52

Xactly

APRIL 2, 2018

It’s important to structure your compensation plan with your end objective in mind. How to Compensate Your Sales Staff as a Small Business. And, a smaller company can afford to hire more sales staff with this type of compensation plan. There are many nimble startups out there just waiting to take your place in the market.

Commission 56

Commission Small Business Small Business Enterprise 56

The Pipeline

MAY 23, 2011

For a nominal monthly charge of $49 they will deliver 100 LinkedIn connections per month, you want 200, you get a discount price, only $89 per month. Sales Compensation. Territory Alignment. When Sales Met Marketing. Community Marketing Blog. Sales and Marketing Loudmouth. The site, well check it out!

LinkedIn 241

LinkedIn Pipeline Meeting Social Media 241

Customer Centric Selling

OCTOBER 20, 2014

The time to begin developing your Territory Sales Plan is now ! Discounting - what has it cost you in 2014? Vertical Markets - are you having greater success in one vertical versus another? 2015 Compensation Plan - what will your sales revenue requirement be in 2015? This is the final quarter of 2014. Prospecting a pain?

Hoovers 94

Hoovers Jigsaw Webinar Metrics InsideView 94

Your Sales Management Guru

JANUARY 3, 2012

facing in 2012? • What assumptions are you making about the market in 2012? • What assumptions did you make about your. 2.1.5 Key measurements (Market share, profit, growth, etc). 3.1.5 Market Share. Market Coverage Strategy. 4.1.1 Market definition. 4.1.2 Territory definition.

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

Customer Centric Selling

DECEMBER 20, 2016

I remember my first year as a salesperson, the only thing that changed for me on January 1 st was the date, my sales compensation plan, and the amount of revenue I was being asked to generate over the next twelve months. The time to begin developing your 2017 Territory Sales Plan is NOW. Discounting: What has it cost you in 2016?

Revenue 40

Revenue Territories How To InsideView 40

Partners in Excellence

DECEMBER 24, 2012

Some inevitable restructuring, new territories and realignment. Always the new quotas and compensation plans. Have your customers/markets changed? Have you introduced new products to existing or new markets? Are you forced to discount more? Have you changed or shifted your go-to-market strategies?

Sales Process 93

Sales Process Demand Generation Targets Demand Generation Face-to-face 93

InsightSquared

NOVEMBER 19, 2018

Remember, no discount in the world will convince someone to buy if they aren’t ready. Marketing is required. Make sure goals, compensation and territory plans are complete. Chose an opportunity size threshold as a way to create a target list of opportunities. It takes more than just “cold calling” to drive a business.

Top of Funnel 78

Top of Funnel Face-to-face Analytics Enterprise 78

SBI

MARCH 18, 2015

This post is part of a series of Executive Interviews of top sales and marketing solutions company executives. What problem/s are you solving for sales and/or marketing organizations? Nancy: What do you think is the biggest underlying theme or trend for sellers and/or marketers in the next 12 months? This week I interview K.V.

Up-Sell 50

Up-Sell Revenue Sales Forecasts Forecasting 50

The Pipeline

MAY 13, 2011

What you should do: Nothing new here — keep your crew well-trained in professionalism, product, and market. Create campaigns for the sales team that, rather than offering “once-in-a-lifetime” discounts or “check-in,” instead offer a report with valuable data. Those are as much for sales as they are for marketing.

Report 244

Report Pipeline Top of Funnel Webinar Metrics 244

Salesmate

OCTOBER 22, 2021

A model that fairly compensates your sales heroes for their hard work. It is important to note that sales commission is a part of sales compensation plan. Suit that solves your sales, marketing, and service! So, the reps that provide huge discounts just to sell more products would not be able to benefit from it.

Commission 52

Commission Motivation Tools Salary 52

Hubspot Sales

DECEMBER 12, 2017

Because SaaS is supported, maintained, and engineered by an external company, the price is usually high requiring a longer sales cycle and more touch points from Sales and Marketing before the customer is ready to buy. Marketing nurtures each lead until they are “sales qualified.” 3) SaaS Sales Salary. 4) SaaS Sales Commission.

Lead Rank 112

Lead Rank Sales Qualified Lead Lead Scoring Salary 112

Openview

MARCH 15, 2019

Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy. To help offset those reduced profits, channel sales is designed to reduce sales, marketing and distribution costs. Channel sales is also a low-cost way to expand into new markets.

Channels 129

Channels Scale Hiring Lead Rank 129

Xactly

NOVEMBER 29, 2018

An integral piece in your sales performance management process is developing a compensation plan that is data-based and results-driven. Your compensation plan affects everyone and everything in your company. What’s your background and experience with sales compensation and planning? We looked at average discounts.

Compensation 80

Compensation Territories Hiring Incentives 80