Sales and Marketing Management

OCTOBER 14, 2020

Author: Jeff Kalter Several months into working remotely during the COVID-19 shutdown, many employees have awakened to the possibility to continue working from home. Others have discovered they prefer working in an office and being around colleagues. Employers, too, have had their eyes opened to what works and what doesn’t in terms of productivity.

Face-to-face 218

Face-to-face Policies Call-back Incentives 218

Vengreso

JULY 5, 2023

Finally, we’ll provide tips on leveraging shared connections using LinkedIn’s Sales Navigator tool and crafting strategic follow-up messages that resonate with your target audience. Transition from Traditional to Modern Selling Methods Gone are the days of face-to-face sales and cold calling.

Referrals 89

Referrals Maximizer Ideal Customer Profile Social Media 89

The Spiff Blog

OCTOBER 19, 2023

Considering the volatility that most companies faced throughout 2023, you’re probably pondering a lot of significant changes to the way you design, execute, and manage your sales comp programs over the course of the next year. Don’t worry, we’re here to help! 2023 saw an extended slowdown in new business revenue for many SaaS organizations.

Compensation 83

Compensation Incentives Incentive Commission 83

Act!

APRIL 16, 2024

That said, developing and managing successful remote teams comes with several challenges and resolving them before setting up virtual sales teams is critical for success. That said, developing and managing successful remote teams comes with several challenges and resolving them before setting up virtual sales teams is critical for success.

Strategy 52

Strategy Hiring Top of Funnel Face-to-face 52

Pipeliner

MAY 9, 2023

Onboarding new personnel involves more than reading up and taking tests. Assigning books related to the sales process and talking about the key elements can be an effective way to help them get up to take action quickly. In business, a successful sales team can make all the difference.

Hiring 98

Hiring Strategy Social Media Incentives 98

SBI Growth

JANUARY 5, 2014

Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. Each recommendation addresses the biggest obstacles every sales manager faces to making the number: Not enough ‘A’ players on the team. I am a big advocate of face-to-face coaching.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

No More Cold Calling

DECEMBER 2, 2014

Now it’s up to the sales manager to coach, motivate, and incent everyone else—the average performers. Opportunities to grow, learn, and advance are much better incentives. He writes: Time allocation is the most difficult decision a Sales Manager faces every day. This is how it’s always worked in most sales organizations.

Cold Calling 289

Cold Calling Incentives Incentive Face-to-face 289

Zoominfo

JUNE 10, 2018

Research shows price objections are the number one objection sales rep face—but half of all price objections are phony ( source ). While our previous post contains some valuable information, we want to dive a little deeper in and explore some actionable ways to establish value in the face of price objections. Keep reading.

Objections 239

Objections Case Study Face-to-face Study 239

Xactly

JANUARY 2, 2019

Ultimately, the new compensation and incentive plans must successfully motivate the right sales behaviors to achieve goals, all while driving growth. Bio: Robert Walters grew up in the Boston Area and graduated from Umass Lowell with dual degrees in Business Management and Finance. How did you end up where you are today?,

Compensation 69

Compensation Incentives Incentive Commission 69

SBI Growth

OCTOBER 21, 2013

By signing up for the tour , you’ll receive the " Performance Culture Assessment " tool. By signing up for the tour , you’ll receive the " Performance Culture Assessment " tool. The following insights are a primer for this in depth conversation. The face to face interaction was appreciated but not necessary.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

OpenSymmetry

JUNE 9, 2016

The Journey to Sales Incentive Optimization. A familiar scenario that salesforces experience is the excitement and optimism of the new sales incentive launch, followed by the realisation that: New rules have been introduced which limit the kind of high payouts experienced last year which made the plan unaffordable.

Incentives 40

Incentives Incentive Compensation SalesForce 40

The Spiff Blog

MARCH 8, 2023

The internet applauded Sharpe, not only for the calm, direct way she handled the situation, but also for her actions in the days following. Despite progress made toward a more diverse, inclusive workforce in recent years, this anecdote highlights just some of the challenges women in sales– and women in general– continue to face regularly.

Face-to-face 76

Face-to-face Incentives Incentive Commission 76

Sales and Marketing Management

OCTOBER 15, 2020

The following week, the company’s 90-plus employees were told they would be working remotely indefinitely, as it became clear the global COVID-19 outbreak made office settings unsafe. Managers face challenges keeping employees engaged, informed and accomplishing objectives. The shift to WFH. Prior to the coronavirus outbreak, 3.4%

Incentives 227

Incentives Incentive Face-to-face Survey 227

Nutshell

MARCH 19, 2024

We’ll also explore some of the challenges sales reps face that impact their productivity, detail how to calculate your team’s sales productivity, and discuss the best tools to help you increase it. As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable.

How To 71

How To Sales Qualified Lead CRM Face-to-face 71

Pipeliner

MARCH 2, 2020

Do Show Your Face In Public! So get out and network face-to-face, you might be surprised how much prospects and customers will appreciate getting to know you in person. So get out and network face-to-face, you might be surprised how much prospects and customers will appreciate getting to know you in person.

Face-to-face 95

Face-to-face Guarantee Incentives Incentive 95

Sales Hacker

APRIL 4, 2024

They need to be individuals who: Have been in the trenches Faced the challenges Can genuinely relate to your sales team Hearing from those who have walked in those shoes adds authenticity and trustworthiness to the content. Consider hosting a series of webinars or information-sharing sessions leading up to the SKO.

Webinar Metrics 90

Webinar Metrics Analysis Motivation Follow-up 90

Hubspot Sales

APRIL 4, 2023

Here, we'll cover 15+ questions that will likely come up in consulting interviews — and discuss best practices for nailing them. What obstacles did you face? You know the ones: you're given a hypothetical problem and asked to analyze the situation and recommend a solution. However, solving cases is only half the battle.

Face-to-face 100

Face-to-face Lead Rank Lead Scoring Positioning 100

Hubspot Sales

NOVEMBER 28, 2023

Customers pick up on disparities in how the brand is presented or inconsistencies in responses from both teams. Sales teams, needing up-to-date product knowledge, benefit from training sessions from marketing. Marketing and sales teams rely heavily on one another to drive business. But relying on this alone misses the mark. The result?

Lead Rank 103

Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 103

MTD Sales Training

NOVEMBER 1, 2011

The value of face to face selling at exhibitions is well documented, so in these testing times, where we all have fewer customers with less money to spend, it is imperative that we plan ahead and train our stand personnel to work harder and smarter than our competitors. Give staff incentives to encourage activity and accuracy.

ROI 290

ROI Maximizer How To Face-to-face 290

Highspot

FEBRUARY 25, 2024

Let’s look at the common hurdles that sales operations teams encounter: Juggling Competing Priorities Sales operations managers face a whirlwind of duties and the challenge of wearing too many hats. A LinkedIn report shows that 58% of sales ops professionals have a difficult time finding accurate, up-to-date data due to data silos.

Sales Operations 52

Sales Operations Forecasting Incentives Incentive 52

No More Cold Calling

FEBRUARY 4, 2016

B2C incentives work like magic. We line up when stores offer limited supplies of “whatever.” But in the B2B world, incenting people to provide referrals isn’t the no-brainer sales strategy that it is for consumer-facing companies. Should You Give Incentives for Customer Referrals? But think about it.

Referrals 120

Referrals Incentives Incentive Discount 120

Zoominfo

SEPTEMBER 26, 2018

Whether through anonymous surveys or face-to-face meetings, find out what they love most about working at your company—and what they’d like to be different. As a result, the strategies recruiters use for candidate sourcing now mirror the tactics marketers use to attract customers—the main overlap being branding. Let’s get into it!

Hiring 250

Hiring Social Media Face-to-face Channels 250

SBI Growth

JUNE 29, 2013

Incentive Compensation: Sales people are “coin-operated.” Rejection: Top performers must face rejection as often as they can, constantly seeking to turn “No” into “Yes.” These include recognition, incentives, interpersonal support, and clear goals. Slow ramp time for new hires is lethal. Onboarding Goals Brought into Harmony.

Hiring 326

Hiring Case Study Lead Rank Lead Scoring 326

Zoominfo

SEPTEMBER 1, 2019

Why does a customer remain loyal to a particular brand? Businesses have posed the question of how to build and strengthen customer loyalty throughout history. But it’s more pertinent than ever before in today’s crowded digital landscape, where businesses struggle to build and maintain customer loyalty in an ever-expanding field of competitors.

Loyalty 130

Loyalty Customer Incentives Incentive 130

Shari Levitin

JUNE 14, 2023

The sales teams should have incentives, and the lobby could use some freshening up.” Some reps need to simply increase their activity: Number of calls, follow-ups, number of emails sent. Diego, a trained scuba instructor, fled Argentina for Cancun in his mid 30’s to create a better life. he asked a week earlier.

Sales Management 62

Sales Management Hiring Real Estate Hotels 62

Zoominfo

MAY 9, 2022

The most successful sales teams rely on a combination of sophisticated technology and human expertise to ensure they’re selling the right product, to the right prospect, at the right time. In an increasingly competitive business environment, organizations of all sizes are turning to sales engagement platforms to manage this workload.

Scale 130

Scale Sales Automation Hiring ROI 130

SBI Growth

NOVEMBER 15, 2013

Have they set up their profiles to reflect both their personal and the company brand? Is the profile set up based on your buying process maps? Your world-class marketing machine is not delivering the return on the investment. The marketing lead conversion rate is not even close to a 30% revenue contribution.

Sales Qualified Lead 312

Sales Qualified Lead Ideal Customer Profile Referrals Incentives 312

Salesmate

JUNE 9, 2020

Well, everyone wants the applause and incentives that are given when the sales quotas are achieved. Besides, sometimes sales reps end up chasing the wrong leads who do not require their product and end up wasting a lot of time. Salespeople are always in a hurry to sell. 79% of marketing leads don’t convert into sales.

Face-to-face 125

Face-to-face Sales Qualified Lead Ideal Customer Profile How To 125

Sales Evangelist

JANUARY 9, 2020

The Next Wave: Customer-Facing Solutions With the new year, we are all looking towards the next wave in customer-facing solutions available for us. Next wave in customer-facing solutions The sales industry tends to move in waves. The next generation helps with the interaction and is referred to as customer-facing tools.

Ideal Customer Profile 90

Ideal Customer Profile Face-to-face Customer Sales Qualified Lead 90

Salesmate

MAY 29, 2020

When faced with a challenge, look for a way, not a way out – David Weatherford. Here are the most common challenges that most of the sales reps’ face and the solutions to tackle them. Most of the sales reps go blank when they face such questions or take some impulsive decision that sabotages their profits.

Face-to-face 93

Face-to-face Ideal Customer Profile Negotiation Lead Rank 93

Janek Performance Group

JANUARY 25, 2022

Therefore, consider the following: Speak of their bottom line/ROI Be brief Know their pains and your solutions Get to the numbers quickly and Illustrate how much a solution costs/saves now and in the future. These days, top salespeople know to speak the language of their clients. In addition, each has their own needs and communication styles.

Decision Maker 114

Decision Maker How To Face-to-face Groups 114

Janek Performance Group

MARCH 12, 2024

This may end up contributing to a lack of direction and belonging many sales professionals experience, and ultimately may negatively impact performance. In the time the position has been vacant, has a team member stepped up to fulfill some of the responsibilities? Effectively onboarding new salespeople can be a daunting task.

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

Sell Integrity

JANUARY 28, 2021

What’s more, truly effective salespeople spend time building up a deep understanding of and trusted relationships with their customers. They become the face of the organization and the partner in their customers’ success. firms spend $15 billion a year training salespeople and another $800 billion on incentives.

Hiring 114

Hiring Face-to-face Coaching Salary 114

The Accidental Negotiator

MAY 27, 2022

If you don’t believe me then take just a moment and consider the following negotiations: Let’s say that a competitor approaches you about a potential partnership. Negotiators need to know how to deal with false negotiation tactics Image Credit: Viewminder. However, there will be situations in which this may not be the case.

Negotiation 98

Negotiation Incentives Incentive Intent 98

No More Cold Calling

JULY 4, 2013

We’ve got good instincts, and we size people up quickly. Consider who you know in the following categories: Salespeople outside of your company in aligned fields. One industry leader I know provides strong incentives for salespeople to refer. Once you’ve asked your clients for referral introductions, who do you turn to next?

Referrals 244

Referrals Networking Enterprise Enterprise 244

Hubspot Sales

APRIL 11, 2023

At times, companies may have a high eNPS score organization-wide but face shortcomings in certain departments. Sales teams have higher-than-average turnover rates than other business units. Below, we’ll explore the factors that lead salespeople to quit, the sales landscape in 2023, and how you can retain top talent. Let’s dive in.

Churn 118

Churn Hiring Survey Hubspot 118

Crunchbase

MAY 19, 2023

In this article, we’ll dive deep into eight of the top challenges of prospecting that salespeople face and discuss strategies you can use to overcome them. Pro Tip: You can save the companies you discover in Crunchbase search and set up email alerts to be notified when those companies raise money, make headlines or hire new leadership.

Ideal Customer Profile 59

Ideal Customer Profile Prospecting Lead Rank Lead Scoring 59