Sales 2.0
OCTOBER 25, 2021
Prospecting : Companies routinely run cold calling prospecting processes that fail 99% of the time, with 1 in 100 calls getting a meeting. Smarter approaches to prospecting are needed. One of the main reasons for this low close rate is that sales people miss decisionmakers in the prospect company. Sales time sucks.
The Center for Sales Strategy
JULY 16, 2020
Even before the pandemic, you could have easily convinced me that compensation plans changed radically and that people in sales were getting paid based on pending business. Pre-pandemic, I reviewed over 500 proposals from various B2B sales organizations over the course of six months.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Understanding the Sales Force
JANUARY 27, 2024
He used email to reach out to three prospects but didn’t get a response, he messaged three others on LinkedIn, but had the same result, and he didn’t pick up the phone even once! Example One: Dave asks a question, the prospects don’t answer it, and oh, it’s a turnover! Example Two: Dave is on a roll!
No More Cold Calling
JANUARY 16, 2020
Whether you are a CEO, vice president, or sales manager, you have a central role in your company’s sales process and in the decision to transition from vapid outbound prospecting to selling through referrals. And you will align all systems in your organization—recruiting, training, and compensation—to support the referral selling process.
Sales and Marketing Management
MAY 12, 2019
As you discuss timing (timing of the deal) with the client, that will become the fourth lever in the proposal and during the actual final negotiation. When you deliver the proposal. It’s likely reflected in your pricing, and it’s likely reflecting in your compensation plan. Can they commit to a longer term?
Sales Hacker
DECEMBER 12, 2017
With increasing focus on grit and many claims of meritocracies in organizations across the country, why does variable pay compensation even exist? On top of that, why are sales people some of the few employees subject to variable compensation structures? What is Variable Pay Compensation Anyway?
Janek Performance Group
MARCH 12, 2024
2) Don’t Ignore the Candidate’s Red Flags Perhaps your prospective sales rep has an impressive resume, one which lists a series of excellent sales positions with an exciting range of duties, goals, and accomplishments. What matters is the potential mentor’s approach to sales and prospecting.
Expert insights. Personalized for you.
396 
Let's personalize your content