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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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.

SME 101

Why Conversational AI Is Key to Customer Service in the Customer Experience Era

In today’s hyper-competitive market, every business must become a customer experience-first business. Customer satisfaction has become more important than price or any individual feature. Read the new Tractica white paper to learn how important conversational AI is to your CX strategy.

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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More Trending

What Do Icebergs Have To Do With Selling?

Partners in Excellence

Yeah, I know it’s a tired analogy, but icebergs are still useful in thinking about marketing and selling. We all know about icebergs, the part of the iceberg we see is dwarfed by the part of the iceberg that’s under the water and we don’t see.

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 Impact of Bad B2B Marketing Data


There’s no way around it – prospect and customer data is one of the most valuable assets a B2B organization has access to. Think about it: without accurate information, how can you market, sell, or provide customer service to your target audience?

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10 Sales Leaders Share their Strategies for Writing Winning Proposals

PandaDoc interviewed 10 CROs and Sales leaders from companies like G2 Crowd, Sales Hacker, and Zendesk about their strategies for winning sales proposals. This eBook contains their insights and actionable takeaways that will give your team a leg up on the competition.

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.”

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”.

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

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

The Path to Journey Management

Speaker: Kerry Bodine and Lindsay Sykes

The practice of journey mapping has reached fever pitch. But your mapping efforts are only effective if the resulting maps help you drive organization change — and then measure the results of your efforts. Join Intouch Insight and Kerry Bodine, CX expert and co-author of Outside In: The Power of Putting Customers at the Center of Your Business, as she shares Bodine & Co.’s latest research on this topic.

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. .

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.

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.

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.

How to Level Up Your Marketing Strategy with Video

Building brand awareness and acquiring customers is never easy, but how can you improve your marketing strategy with limited resources? Vidyard has you covered with their 3-in-1 guide on how to use video across your marketing efforts without breaking the bank.

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

Let’s Talk Sales! Interview with Doug Haack – Episode 105

criteria for success

This episode's featured guest is Doug Haack. Doug is Chief Client Relationship Officer at Cornerstone Advisors, a Seattle-based wealth management firm. In today's episode, we talk to Doug about his experience as an advisor and sales leader. Interview with Doug Haack On this episode, Doug talks about his passion for helping people, building relationships, and [ ] The post Let’s Talk Sales! Interview with Doug Haack – Episode 105 appeared first on Criteria for Success.

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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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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.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

Culture Matters: Lessonly


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