Xactly

DECEMBER 17, 2018

The end of the year means several things for businesses. As a leader, you may be looking to award employees with a year-end bonus—compensation above an employee’s specified base salary. Towards the end of the calendar year, many companies must determine whether or not to give out bonuses. To help you determine if bonuses are right for your business, here’s the breakdown of when to give a year-end bonus and how much to give.

Incentives 80

Incentives Incentive Compensation Commission 80

CloserIQ

DECEMBER 17, 2018

Recruiting college graduates to fulfill SDR and other entry-level roles is critical for the health of any sales organization. Hopefully, many of these young recruits will grow within your company for years to come, becoming outstanding contributors and sales leaders. But this doesn’t just happen on its own. To find and develop young talent, you must take proactive steps.

Hiring 49

Hiring Social Media How To Compensation 49

Sales and Marketing Management

DECEMBER 17, 2018

Author: Serena Dorf Business-to-business marketing is one of the most challenging facets of the marketing industry. Businesses aren't like retail customers. The requirements in B2B model are different. You deal at a level and the businesses are your core customers. Without taking care of your core customers, your business plans will soon falter, and your brand will suffer.

Retention 238

Retention B2B Strategy Penetration 238

Mr. Inside Sales

DECEMBER 17, 2018

As a sales rep, you need solutions to the problems you face when selling over the phone. You don’t need theory, you need actual word-for-word responses that aren’t salesy. Responses that work. And that’s why my blog has thousands of subscribers and why more and more sales teams are added daily. I thought you’d benefit from my most popular article I’ve published over the last two years.

Decision Maker 137

Decision Maker Vendor Face-to-face Objections 137

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Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.

Sales

Sales and Marketing Management

DECEMBER 17, 2018

Author: Paul Nolan In their new book “Blitzscaling,” Angel investor Chris Yeh and LinkedIn co-founder Reid Hoffman say the first-mover advantage is a myth. It’s all about being first to scale. SMM: Define blitscaling. Yeh: We define it as the pursuit of rapid growth by sacrificing efficiency for the sake of speed in an environment of uncertainty. The reason it’s important is that it goes against the entire history of business, which is really focused on efficiency.

Scale 166

Scale Nonprofit Lead Rank Facebook 166

Sales and Marketing Management

DECEMBER 17, 2018

Author: Paul Nolan Happy 2019! If you’re a reader of mastheads, I’m tempted to say you need to get a hobby. But if you read this issue’s small print, you may notice that this is issue No. 1 of volume No. 100 of Sales & Marketing Management magazine. That means this publication has been published in one form or another by one company or another for a century!

Journal 149

Journal Compensation Incentives Incentive 149

BrainShark

DECEMBER 17, 2018

There are a lot of great sales conferences and trade shows coming up in the new year, but it can be a little daunting to figure out which will offer the most value.

Conference 128

Conference Trade Show Sales 128

Sales and Marketing Management

DECEMBER 17, 2018

Author: TIM HOULIHAN Do you avoid team incentives because you are worried about being fair? Are you concerned about rewarding free riders when only a few strong dogs pull the sled? Worry no more. Teams perform better than individuals [ Kuhn, “Experiments on Motivation, Incentives and Rationality” 2007 ], and you and your bottom line can benefit from rewarding teams.

Incentives 149

Incentives Incentive Compensation ROI 149

Partners in Excellence

DECEMBER 17, 2018

I just read a provocative post. Sales Talent Is A Problem, Is it Worth Solving , by the folks at CSO Insights. It’s an interesting view, in the spirit of “Yes, and… ” I’d like to add to the discussion. I suppose answers to the question depend on your mindset. A closed mindset would probably say, “No!” The article presents a few points of view that reinforce that.

Sales Talent 88

Sales Talent Face-to-face Channels Buyer 88

Speaker: Jake Miller, Senior Product Marketing Manager, Allego

Buyers are savvier, buying teams are larger, and new research shows that buyers' attention spans have dropped to just 8 seconds. This means that the old approach of blasting buyers with email-heavy, generic communications no longer works. Instead, buyers need to be surrounded with relevant communications and personalized, self-service content throughout their journey.

Buyer

Sales Hacker

DECEMBER 17, 2018

This week on the Sales Hacker podcast , we talk to Munya Hoto , Digital Marketing Director at Foundry and a Founding Member of the London Revenue Collective. . Munya is an accidental marketer who comes to marketing from an economics background and who has helped develop unique insights into how to expand the market opportunity for growing companies.

Customer 78

Customer Face-to-face Remedy Inbound 78

Jeff Davis

DECEMBER 17, 2018

I‘ve had the pleasure of learning so much about how to strategically align B2B Sales and Marketing this year through too many different interactions to count. Whether it be through conversations with guests on TheAlignmentPodcast.com, talking to attendees after a keynote address, attending a conference, or reading great content published by others that have an interest in the topic, one thing stood out every time - alignment is no longer an option for B2B leaders.

Ideal Customer Profile 72

Ideal Customer Profile Resources B2B Marketing 72

Partners in Excellence

DECEMBER 17, 2018

Sales, as with most things, is something that demands regularity in execution. By that, I mean, there are many things a sales person or manager has to do to perform. Some of the obvious: Prospecting, working deals, planning calls, developing proposals, developing territory/account plans, pipeline management/forecasting, time management, learning/training, one on one’s with managers (hopefully for coaching), and yes, even administrivia.

Pivotal 72

Pivotal Strategy Pipeline Territories 72

The Center for Sales Strategy

DECEMBER 17, 2018

As we roll through the Holidays, working hard to close out the year and prepare for a great 2019, we thought we'd share some 'sounds of the season' in true sales pro fashion. So, we asked the elves at the North Pole to help us write some carols with you in mind. Happy Holidays!

Fashion 68

Fashion Closing Sales 68

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

Retail

SalesProInsider

DECEMBER 17, 2018

Here we are at year-end…the hustle and bustle of the holidays with a year-end push for completion on projects all while trying to make time for family, and so much more to fill our days! Yet, now (as in TODAY) is the best time to launch your 2019 business success. It begins with a business review. Let’s make this review simple and begin with ONE question: Have we(I) realized the success/results needed this year?

eBook 58

eBook ACT Follow-up Objections 58

Babette Ten Haken

DECEMBER 17, 2018

Throughout the year, we sabotage customer outcomes in favor of our own priorities. Not intentionally, at least from our perspective. Nonetheless, from our customers’ perspectives, we cycle back and forth throughout the year. Falling short, and then scrambling to recover, when delivering remarkable and enduring customer outcomes. The types of customer outcomes which are critical not only to acquiring customers, but also to retaining them, as well.

Ideal Customer Profile 65

Ideal Customer Profile Customer SME Hiring 65

Anne Miller

DECEMBER 17, 2018

'Tis the season. No doubt holiday greeting cards are beginning to trickle into your office and will likely become a flood in the next week or so. The last two weeks of December are an ideal excuse to again connect with past clients and also to.

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54

Cincom Smart Selling

DECEMBER 17, 2018

Sales cycles can drag on forever. Getting to YES is great, but sometimes even getting to NO can be preferable … Continue reading "Six Ways to Reduce Time-to-Quote and Increase Sales Cycle Velocity". The post Six Ways to Reduce Time-to-Quote and Increase Sales Cycle Velocity appeared first on Cincom Blog.

Sales Cycle 54

Sales Cycle Sales Proposal 54

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

Intent Data

KO Advantage Group

DECEMBER 17, 2018

The first step to get more meetings and tap on your ideal prospects is making a cold call or cold email. “But what if I get rejected?”. We all don't want it to happen, but it will. It’s part of the process. That’s the thing in our field, hearing a lot of “no” is inevitable. Even I, a leading sales coach, gets a ton of “no” and that’s primarily because I reach out to many prospects.

Cold Calling 54

Cold Calling Sales Coaching Coaching Meeting 54

Bigtincan

DECEMBER 17, 2018

Sure, creating your own LMS from scratch used to be the go-to move for large enterprises. But, is it really worth it in this technology-driven age? Creating your own LMS from scratch used to be the go-to move for many large enterprises. However, this option comes with its fair share of challenges, especially as out-of-the-box […].

Enterprise 52

Enterprise Enterprise 52

Smart Calling

DECEMBER 17, 2018

Yes, size DOES matter very much. As it relates to your thinking. In sales, and all areas of your life, for that matter. In this episode of The Art of Sales , I am not exaggerating when I say the message can change your life. That is what others have told me after seeing or hearing me present this at sales training programs. Set aside 20 minutes…more, actually, as you will want to take notes.

Relationals 56

Relationals Training Sales Motivation 56

Fill the Funnel

DECEMBER 17, 2018

We all use graphics continuously in our sales and marketing work. Finding an effective and relevant image can take an hour or more, and many times we have to settle for something that is “pretty close” I am sharing two tools in this post that will be a big help in getting the image “just […]. The post Upgrade Your Graphics Capabilities appeared first on Fill the Funnel.

Top of Funnel 48

Top of Funnel Funnel Tools Closing 48

Advertiser: ZoomInfo

This guide is designed to help today’s B2B sales leaders ramp up their effectiveness in any economic environment.

Cold Calling

criteria for success

DECEMBER 17, 2018

This episode's featured guest is Amy Franko. Amy is a sales leader who built a successful and lucrative B2B sales career with global tech giants IBM and Lenovo. She then took a 180° pivot into entrepreneurship, launching a training firm, Impact Instruction Group. She has successfully built and scaled a book of business that includes [ ] The post Let’s Talk Sales!

Scale 45

Scale Pivotal Twitter Webinar Metrics 45

Costello

DECEMBER 17, 2018

A few months ago, Costello’s SDR team was was on a roll. We’d increased the number of monthly meetings set by 40%. However, our conversation reporting told us that our conversation-to-meetings booked rate was still too low based on industry benchmarks. But we had a problem. While the data told us that we had room to improve, it couldn’t tell us which part of the prospecting call needed to be fixed.

Outbound 45

Outbound Conversion Objections Data 45

Selling Essentials RapidLearning Center

DECEMBER 17, 2018

We hear a lot these days about “taking ownership.” You want your people to “own” the tasks they’re working on, “own” the results (good or bad) of those tasks, “own” their careers, “own” their jobs. It’s easy to see why leaders would want to promote a sense of ownership: When we “own” something, we assign a higher value to it – something that Nobel Prize-winning economist Richard Thaler labeled the “endowment effect.”.

Handbook 40

Handbook Journal Promotion Motivation 40

Braveheart Sales

DECEMBER 17, 2018

It’s no secret: I am fascinated by data, especially how it relates to salespeople, sales managers and sales success. And I have access to plenty of data, including details on 450,000 salespeople. Who’s Better? Lately, I was curious about whether there is any difference between salespeople currently employed and those salespeople who are candidates for new positions.

Hiring 40

Hiring Comparison Exercises Positioning 40

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Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.

Intent Signal

Selling Essentials RapidLearning Center

DECEMBER 17, 2018

We hear a lot these days about “taking ownership.” You want your people to “own” the tasks they’re working on, “own” the results (good or bad) of those tasks, “own” their careers, “own” their jobs. It’s easy to see why leaders would want to promote a sense of ownership: When we “own” something, we assign a higher value to it – something that Nobel Prize-winning economist Richard Thaler labeled the “endowment effect.”.

Handbook 40

Handbook Journal Promotion Motivation 40

Selling Energy

DECEMBER 17, 2018

As sales professionals, we often see trends on what is deemed “popular” or “unpopular.” Sometimes we know the reasons; other times we’re not so sure. Could it be the trend itself or how we perceive it? What about how others perceive it?

Influencer 40

Influencer Trends Sales Marketing 40

OutboundView

DECEMBER 17, 2018

Appointment setting can be a complicated topic. We took many of the most commonly asked questions around appointment setting and answered them directly for you! What does appointment setting mean? Appointment setting is the process of scheduling meetings with prospective clients. It can be handled both internally (via your own salespeople) or externally (via a third party appointment setting company).

Outsourcing Services 31

Outsourcing Services Hiring Outbound Lead Rank 31