Tue.Jul 07, 2020

Is Your Incentive Plan Driving Activity or Performance?

The Pipeline

By Tibor Shanto. Sales pundits love to talk about change, and there is no shortage of opportunity brought about by the changes we face today. But having been at the game for a while the one thing that never changes is the view and approach to incentive or commissions.

The Psychology Behind Unexpected Rewards

Sales and Marketing Management

Author: Luke Kreitner The element of surprise has been proven to be a powerful motivational tool. Scientific studies show that unexpected incentive rewards stimulate areas of the brain connected to behavior development and learning.

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The Sales Industry Needs a Henry Ford Assembly Line

The Center for Sales Strategy

History is fascinating! You can learn so much from the past. The History channel offers some amazing documentaries that can enlightening for those of us that want to learn from the past to improve our future. One of the most popular series on History is the "The Men Who Built America".

Call Me the %&#$ Back

The Sales Heretic

I recently helped my 82-year-old aunt move from Maryland to Texas. Part of that effort included contacting a variety of businesses: the moving company, the title company, utilities, banks, two phone companies, and more.

How to Drive Revenue Through Retention Marketing & Sales Enablement

Speaker: Ruth Stevens, President of eMarketing Strategy

In a pandemic, it’s more important than ever to focus on retaining and expanding current customers. So, how can sales and marketing support the retention effort? Join Ruth Stevens as she dives into this fast-paced session and reviews the 7 key strategies for current customer marketing, to enable sales and expand customer value.

How to Test the Value of Your Insights

Anthony Iannarino

By now, you know that you need to have real and valuable insights to share with your client as a way to create value for them. How do you know when and if the insights are on point and effective? Let the following tests guide the development of your perspective and the advice you offer your clients.

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More Trending

36 Tips to Stay Productive While Working from Home


Whether you’re a seller, marketer, sales enablement leader, or another role, it can be challenging to achieve focus and stay productive with all of the distractions in the current environment. Here are 36 productivity tips from the Extreme Productivity Benchmark Report to help you succeed.

WEBINAR: John Barrows hosts “Back to School: Rediscovering the Art of Prospecting” with Jeff Hoffman

John Barrows

The post WEBINAR: John Barrows hosts “Back to School: Rediscovering the Art of Prospecting” with Jeff Hoffman appeared first on JB Sales

Guru App for Microsoft Teams: Keeping You Connected, Engaged, and Aligned


If you squint hard enough at the original whiteboard, you can still see it: “ Not another destination. These words were written in 2014 by Guru’s founding team in a modest two-story loft in Old City, Philadelphia.

Technology: Our Only Way Out


We can certainly say that finding our way totally out of this crisis is taking far longer than expected. Some areas are starting to open up—some areas even fully open—and that’s great, but many others have a long way to go. There is a lot of fear and uncertainty about the future.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

The top three sales enablement success factors and why alignment is the key to all of them


Welcome to the second post of this blog series for executives. . In this edition, I’ll be discussing the three most critical success factors when it comes to sales enablement. Did sales enablement success factors change during COVID-19? .

The Importance of Learning How To Work on Your Business By Building For The Future


One of the biggest challenges business leaders face is trying to find time to work on the business rather than in the business. Terry Ogburn joins #SalesChats to explain how to focus on the business and build value for the future.

Three Deadly Sins That Sellers Must Avoid

Miller Heiman Group

Sellers aren’t alone in suffering through the impacts of COVID-19: your customers are likely feeling the same pressures and stresses that are plaguing you and keeping you awake at night.

Sales Maximization: A Picture of Its Principles and Practice

Hubspot Sales

Claiming and retaining an optimal market share for your company is every bit as challenging as it is essential. It's important to consistently generate new business, but doing so isn't always self-explanatory.

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

The Problem with Leading with Your Value Proposition

Anthony Iannarino

The question in my inbox was in response to a post titled, “ Relationship Selling and the Value of Intimacy.” I wrote that people who deny the value of relationships often “believe they need only share their value proposition with a prospective client, and that should be enough to win the business.”.

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20 Job Interview Questions to Ask Your Sales Analyst Candidates

Hubspot Sales

As the field of sales changes to meet the needs of our evolving business landscape, data becomes even more prevalent. Having access to relevant sales data can be a true differentiator for a successful sales team.

Tips From A Sales Leader Who Was Remote Pre-Covid


When I started working at Hive in January, I was splitting my time between San Diego and New York City. I was the vice president of sales leading a team of 13 people–most of which had to be done remotely.

Join Us Thursday, July 16th – Your Sales Questions Answered: The Top 3 Sales Questions of 2020


From social distancing to volatility in all aspects of our world…our lives are different in big and subtle ways! And that’s led to a lot of questions about how to navigate business! Yet there are 3 key questions that keep surfacing when it comes to business development and sales efforts.

The 5 Keys to Sales Emails That Set More Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

So many reps' email efforts could be yielding more meetings--simply by using a better strategy. Watch the webinar with Marc Wayshak, Sales Strategist and Best-Selling Author, to get lots of great strategies on how to set up meetings via email! <

Want to Build Greater Rapport Virtually? Do This One Thing

RAIN Group

88% of sellers find developing relationships virtually challenging. It’s one of the biggest challenges sellers face today. Many sellers lament that it’s just not the same as meeting someone face-to-face. They struggle to connect and build trust.

9 Ground Rules to Create a High Performing Team


Establishing the right ground rules is an essential part of creating an efficient workplace. Cohesive teams with good chemistry and constructive communication do not just come together organically — it is the team leader’s job to set them up for success.

How to Successfully Lead IT Teams


In the world of information technology where everything is about codes and programs, there has to be some space for human interaction and more importantly, collaboration. In this Expert Insight interview hosted by John Golden, Don Crawley talks about how to successfully lead IT, teams.

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10 Emails You Should Send to All Your Current Customers Right Now

Nimble - Sales

Customer retention in 2020 isn’t easy. Between the scores of other options floating around the market and the infamously short attention span of the average shopper, locking down loyal customers takes a strategically-focused approach – and there’s one strategy that works better than others.

Why Smoking Costs Employers More Than They Realize

Your employees are smoking, and at a cost of $7,000 per year for each employee who smokes, that adds up - fast! This free report will show you how an effective cessation program pays for itself.

6 Building Blocks of a Modern Learning Culture


Workforce readiness—the state of being fully prepared—is now a mandate for all organizations in this swiftly evolving economy.

GrowFlare 3×3 -> Tenbound Market Map double click!


3 facts in 3 minutes with GrowFlare: Value Proposition Competitive differentiator Case study. Source. Blog Operations

Going the Extra Mile

Selling Energy

There are times in this industry when you find yourself having to think outside the box when it comes to getting the attention of a decision maker. You have the prospect in your sights, and you know they could use an upgrade, but how can you get the right person to listen to you?

How sales motivation can help you drive better results


Sales team motivation is a necessity in today’s stressful and challenging sales environment. Most of the sales reps are losing enthusiasm and feeling stuck in a rut. This lack of interest reflects in their sales performance. They fail to meet monthly targets.

How You Can Triple Your Results With a More Personalized, Empathetic Approach

Speaker: Brian Carroll, CEO and Founder of markempa

Marketing and sales feel pretty tricky right now. What worked before now feels out of touch, but have you made plans for how you'll continue to move forward? You've likely tried everything: expert recommendations, best practices, the latest tools, and automation. But your results are falling short. Here's the thing: All the automation tools, best practices, data analytics won't help get better results now until you master empathizing with your customers. In this webinar, you'll learn how to go beyond rational-logic based sales/marketing and adjust your sales enablement strategy to better understand how buyers feel so that you can connect and help them on their journey.

Leadership is Important, but Let’s Not Forget the Followers!

Jonathan Farrington

Some researchers prefer to move the focus away from the leader altogether and to examine instead what makes others prepared to follow these individuals. In 1988, an important article published […]. Sales Leadership

3 ways to effectively manage a remote sales team


Did you know that a sales team can be 13% more productive when they work remotely? However, there are many moving parts to a sales process, and leading a remote sales team isn’t a stroll in the park.

Are You Getting the Most Out of Your CRM-Marketing Automation Integration?


Not all integrations are created equal, and how your integration works can seriously impact productivity and ROI. The days when CRM systems and marketing automation platforms were simply nice-to-haves are long gone.