Mon.Dec 03, 2018

Maximizing Motivation: Why Well-Intentioned Incentive Programs Don’t Work and How to Improve Them

Sales and Marketing Management

Author: Rick Garlick and Bob Nelson Several years ago, a company came up with a creative way to recognize its top performing employees. Through a nomination process, a select group of high achievers would be given a couple of days off from their normal jobs, flown to a nice venue, and asked to participate in a series of “think tank” exercises with senior management on how the company could operate more effectively.

3 Tips to Avoid Teaching Your Buyers to Expect a Q4 Discount

Sales Benchmark Index

We all know the famous saying, “you can’t teach an old dog new tricks” This can be applied to the way many organizations have trained their Buyers to buy, particularly in Q4. Discounts become the primary weapon of sales reps.

The Not So Secret Way to Crush Your Numbers

Steven Rosen

The Not So Secret Way to Crush Your Numbers. Earlier this year I published an article titled 5 Ways to Create a Successful Sales Coaching Program.

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7-Step Framework for Crafting a Bullet-Proof Sales Strategy in 2019

Sales Hacker

The post 7-Step Framework for Crafting a Bullet-Proof Sales Strategy in 2019 appeared first on Sales Hacker. Gong Marquee Partner Webinars

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

5 Tactics to Activate Talent and Improve Sales Performance

The Center for Sales Strategy

Over the years I’ve written posts about my favorite NFL team, the Cleveland Browns. Most of my previous posts reflected on their losing ways and focused on “ what not to do ” as a manager. This post is different.

PODCAST 36: How To Model Sales Productivity And Identify Opportunity For Marketing To Developers

Sales Hacker

This week on the Sales Hacker podcast , we interview Meghan Gill , VP of Sales Operations at MongoDB. .

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Are Clients hiding Their Real Business Stories from Us?

Babette Ten Haken

Our clients just may hide their real business stories from us. When we sell to them, design for them, implement solutions or engage in customer service activities. Initially, we are excited to do business with these clients, even if they already are existing customers.

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Sales Planning Fundamentals Part Three: Quota Planning


This blog is the third in a series of sales planning fundamentals written by Xactly Chief Sales Officer Marc Gemassmer. Stop Playing Quota Planning Roulette. With Thanksgiving over, we’re in a countdown to the end of the year.

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Why No One Responds to Your Prospecting Emails

Funnel Clarity

When it comes to reaching prospects, there’s certainly no shortage of channels at the modern sales person’s disposal. And while there are a plethora of options, the medium that we see used most often is email.

How Autodesk Uses Guru to Drive Adoption of Gainsight and Slack


Eraj is director of customer success practice at Autodesk and a guest blogger for Guru. He first shared this Guru success story on Medium. thought leadership

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

6 Segmentation Strategies to Increase Your Email Marketing Conversions

Connext Digital

There’s no doubt that email marketing is still effective. A recent study even found that “44% of email recipients made at least one purchase in the last 12 months based on promotional email.”

You’ll Play Better in Your Suit

Hyper-Connected Selling

I’m a big fan of the movie The Commitments. If you haven’t seen this story of a working-class Dublin soul band, I highly recommend finding it on Netflix. I love this film for many reasons, including a scorching soul soundtrack.

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Sales Enablement is in the Eye of the Buyer


You’ve likely heard the phrase “beauty is in the eye of the beholder.” The same principle holds true in sales enablement, writes Jim Ninivaggi

The Storyteller's Secret

Selling Energy

While teaching I’ve noted that one of the most engaging ways to capture attention is simple: tell a story. It tells your prospect not only what you’re trying to do, but who you are.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Highly Effective Sales Plays That Blend Digital Sales & Experiential Marketing


Sales professionals are always looking for a compelling reason to reach out to prospective customers. Most sales professionals lack a game plan, and that “compelling reason” really becomes a “check in”.

Culture Matters: Lessonly


The post Culture Matters: Lessonly appeared first on Lessonly. In The News


It Is A Universal Truth – Sales People Want More Leads

Fill the Funnel

It Is A Universal Truth – Salespeople Want More Leads! Supercharge your sales with the game-changing tool that allows you to uncover 1000’s of local business leads in any industry and city in seconds. In every annual reader survey I have published for the last 7 years, the #1 thing that salespeople want and need is […]. The post It Is A Universal Truth – Sales People Want More Leads appeared first on Fill the Funnel.

Smartbound - Combining Inbound and Outbound Sales Prospecting


During outbound’s period of greatness, the sales department at pretty much every company outnumbered the marketing department by far. As inbound grew stronger, marketing departments did the same and some companies came to only trust inbound activities to drive business to the company. Today, the fastest growing companies in the world are doing both outbound and inbound, the frontrunners combining these two processes with a strong data-driven approach. Sales Prospecting Smartbound

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

How to Pick a Right Lead Generation Company


Have you ever had a bad experience using a lead generation company? If the answer is yes, you are certainly not alone. It seems like just about every business had a bad experience with their outsourcing company at least once or has heard about outsourcing horror stories. Now I am not saying that all lead generation companies are bad, or you shouldn’t outsource your lead generation.

Smashing the Data Silos…


By Zachariah Sprackett, SVP, DevOps at SugarCRM. One of the major challenges the team at SugarCRM is harnessing the contents of all of the customer data silos within an organization and leveraging them to deliver insight to your organization. Often, customer data exists in multiple disconnected systems including websites, marketing automation, CRM, ERP, people’s inboxes, Jira, spreadsheets and documents in Google or Office365.

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