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

Sales and Marketing Management

OCTOBER 15, 2020

Author: Paul Nolan On the first Friday in March this year, Jeb Ory led an employee appreciation celebration at the Arlington, Virginia, headquarters of Phone2Action, a provider of advocacy software that enables organizations to create grassroots marketing campaigns. The shift to WFH. Like Phone2Action, businesses across the U.S. of the U.S.

Incentives 227

Incentives Incentive Face-to-face Survey 227

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

PandaDoc

MAY 15, 2024

The right lead nurturing software, platforms, and tools can make the job easier and more effective. So, it’s clear that nurturing your leads and prospects is a great way to improve your sales and build lasting customer loyalty. But to do it properly, a lead nurturing campaign takes some solid strategizing and tactics. What is lead nurturing?

Lead Nurturing 52

Lead Nurturing Sales Qualified Lead Lead Rank Examples 52

Zoominfo

MAY 9, 2022

Whether your sales team is one person or 100 people, there are limits to how efficient you can get without using modern software solutions. 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.

Scale 130

Scale Sales Automation Hiring ROI 130

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

LeadFuze

JULY 7, 2023

We will explore how past data analysis, future company changes consideration, and incentive programs implementation play a significant role in goal-setting. We’ll also look at how technology can aid in managing your sales targets efficiently with tools like ClickUp’s Goals software and lead management systems.

Sales Goal 52

Sales Goal Churn Incentives Incentive 52

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? For example, I recently worked with a software company to [Achievement 1] and [Achievement 2]. However, solving cases is only half the battle. You still need structure.

Face-to-face 103

Face-to-face Lead Rank Lead Scoring Positioning 103

The Spiff Blog

MARCH 2, 2023

Whether you’re a regular follower of the Spiff blog or a first-time visitor, we’re excited to have you here for the latest edition of our Meet the Team series. So, without further ado, let’s jump in and get to know some of the incredible people who make up the Spiff team! A warm welcome to all of our readers!

Meeting 75

Meeting Engineering Travel Face-to-face 75

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

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

Highspot

OCTOBER 11, 2023

It’s not just about hitting targets; it’s about maintaining steady growth and long-term profitability. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. The primary goal of sales management is to maximize sales revenue while maintaining customer satisfaction and loyalty.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

PandaDoc

OCTOBER 30, 2023

Employee engagement increases when the incentives are worth the effort required to do well. Research has shown that there are huge benefits to gamifying your sales process, including better worker productivity and retention when it comes to learning new things. Let’s jump in! People love to play games.

Sales Process 52

Sales Process Incentives Incentive Hiring 52

SBI

OCTOBER 23, 2017

Whether or not you’ll be attending, you’ll want to keep up on the latest announcement, breaking news and who knows, “celebrity” sightings? Whether or not you’ll be attending, you’ll want to keep up on the latest announcement, breaking news and who knows, “celebrity” sightings? This year, expect around 180,000 people to attend !

Vendor 140

Vendor Hoovers Lead Rank Sales Qualified Lead 140

Nutshell

APRIL 28, 2020

As the COVID-19 pandemic continues to sweep across the globe, professionals in nearly every industry have been forced to work from home in order to follow social distancing best practices. It’s important to set up a dedicated workspace in your home. Last year, remote work was a growing trend. In 2020, it’s the new normal.

Skype 121

Skype Webinar Metrics How To Call-back 121

Vengreso

JUNE 6, 2023

By incorporating these top sales strategies into your B2B Sales playbook, you’re setting yourself up for success as you work towards exceeding your company’s sales goals. Track interactions with leads and schedule regular follow-ups. Top earners in sales use top sales strategies to attain their success.

Hiring 90

Hiring Strategy Referrals Sales Qualified Lead 90

Hubspot Sales

APRIL 6, 2020

Whether you specialize in inside sales or are a field sales pro, you have likely picked up a lead or two at an event or trade show at some point in your career. Many webinar hosts ask for information such as company, industry, organization size, and current software tools and systems before an individual can register for the event.

Trade Show 114

Trade Show Sales Qualified Lead Lead Rank Lead Scoring 114

Hubspot Sales

APRIL 6, 2020

Whether you specialize in inside sales or are a field sales pro, you have likely picked up a lead or two at an event or trade show at some point in your career. Many webinar hosts ask for information such as company, industry, organization size, and current software tools and systems before an individual can register for the event.

Trade Show 109

Trade Show Sales Qualified Lead Lead Rank Lead Scoring 109

The Spiff Blog

MARCH 16, 2023

Although women make up just over half of the college educated workforce, they hold less than one third of B2B sales jobs ( source ). We believe that the experiences and insights we share in this blog post will shine a light on both the struggles women in sales face but also on the strengths and achievements of women in sales.

Negotiation 69

Negotiation Face-to-face Hiring Lead Rank 69

Xactly

OCTOBER 29, 2018

The first hurdle organizations face in using data effectively is measuring the right things. As sales organizations and their product/service offerings become more complex, the list of metrics they track and follow may grow. The amount of time it takes your reps to get up and running is a reflection of their training.

Data 85

Data Top of Funnel Territories Compensation 85

Partners in Excellence

MARCH 23, 2020

Like our customers, each of us and our people are facing things we may have never experienced before. Set up sanitization resources so they can come into the facility, their workspaces, and leave safely. Face to face meetings with each other, with customers not only put them at risk and put others at risk.

Face-to-face 111

Face-to-face Travel Trade Show Hiring 111

The Spiff Blog

FEBRUARY 24, 2023

Step 1: Get deeply acquainted with the prospect’s perspective To handle sales objections effectively, sales professionals must have a deep understanding of the prospect’s perspective on both a macro and micro level– All before ever picking up a phone or drafting an email. Let’s look at an example. Let’s look at another example.

Objections 80

Objections Hiring Face-to-face Buyer Persona 80

LeadFuze

JUNE 2, 2021

They’ll get back up and keep going with the intention of succeeding soon thereafter. This technique doesn’t make any assumptions and instead, leaves it up to the customer. What do Top Sellers Know on How to Close a Sales Deal. Here are the things the top sellers are doing right: They focus on the prospects’ needs.

Closing 98

Closing How To Decision Maker Top of Funnel 98

Apptivo

MARCH 9, 2023

However, at times no matter how long one stretches, sales tasks eat up a lot of productive hours. Sales automation refers to the software, tools, and techniques that assist salespersons in eliminating time-consuming, manual, repetitive chores so they can concentrate on what they do best: close deals. Reap more with automation 2.

Sales Automation 64

Sales Automation Lead Rank Lead Scoring Campaigns 64

The Spiff Blog

JUNE 6, 2023

This series gives you the chance to meet the faces behind Spiff—the dedicated individuals who work tirelessly to shape our product and company. Without further ado, let’s dive in and get to know some of the incredible people who make up the Spiff team! What excites you most about your role at Spiff?

Meeting 67

Meeting Travel Engineering Hiring 67

Nutshell

AUGUST 28, 2023

With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members. A structured sales process is the backbone of any successful sales operation, providing a clear roadmap for sales teams to follow.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

PandaDoc

AUGUST 25, 2019

Software-defined radio (SDR) technology empowers sales teams to drive communications forward. Start by allocating SDR expenses into three categories: fixed costs, additional expenses, and incentive costs. Software technology : Provide top-notch sales development solutions for your sales development representatives.

Hiring 53

Hiring Outbound Sales Qualified Lead Inbound 53

The Spiff Blog

JANUARY 12, 2023

whether you agree with this mindset or not, you’ll likely be asked to follow suit at some point in your career. So, today, we explore five ways to double down on Seller Experience to save money, bring in more revenue, and ultimately create an environment where sales professionals can thrive– even in the face of hardship.

Compensation 67

Compensation Hiring Commission Face-to-face 67

Hubspot Sales

JANUARY 19, 2018

Setting up a formal deal plan makes sure you and your prospect -- and anyone else associated with the purchase decision -- are on the same page. Once the prospect has invested time in creating a deal plan, they have more incentive to move forward so their work doesn’t go to waste. Why You Should Create a Deal Plan.

Closing 137

Closing Tools Sales Cycle ACT 137

Gong.io

JULY 11, 2022

Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up. Field reps for a B2B software company (a CRM platform, say), might attend trade shows, conferences, and industry events to promote their products and generate new business. What is inside sales? .

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Cincom Smart Selling

OCTOBER 14, 2020

Almost every customer-facing process produces useful information for marketing. Backed up by resources such as D&B, this information is useful for identifying a prospect’s financial health. What issues does the customer face? It took roughly one decade for all of that to change. Where Does Marketing Get Its Data Today?

Data 62

Data Ideal Customer Profile Marketing Campaigns 62

Xactly

DECEMBER 3, 2018

Moreover, if reps don’t have the potential to hit quotas, managers set themselves up for failure—unable to meet their own goals. Moreover, if reps don’t have the potential to hit quotas, managers set themselves up for failure—unable to meet their own goals. A quota that is 10% too high might translate into no incentive pay at all.

Quota 77

Quota Territories Incentives Incentive 77

Allbound

NOVEMBER 12, 2019

In competitive industries like IT and software, partners rely on trust and loyalty. Channel managers are often the “face” of their organization within channel relationships. The following tips will show you how to handle both. Let’s face it. By being proactive, you can take steps to prevent these issues.

Channels 52

Channels Face-to-face Collateral Software 52

PandaDoc

APRIL 20, 2022

To clear this up: Outbound sales refers to the process of reaching out to prospects who haven’t indicated a direct interest in buying the product or service you want to sell. Sales are usually conducted through face-to-face meetings, at conferences and trade fairs, and similar events. with the intent to purchase.

Outbound 98

Outbound Top of Funnel Strategy Ideal Customer Profile 98

Showpad

NOVEMBER 24, 2020

A crisis, by nature, disturbs the playing field, opening up new opportunities, weeding out outdated practices and forcing executives to take a harder look at core competencies. Now’s the time to rip up old playbooks and either pivot aggressively or double down on existing differentiators. Conduct a thorough SWOT analysis.

Lead Rank 52

Lead Rank Lead Scoring How To GoldMine 52

The Spiff Blog

MAY 5, 2022

Dan grew up in a suburb of Boston, MA, called Westford. Growing up his father shared his love of technology and it rubbed off onto him. Andres has been fond of tech since the first time I picked up an n64 controller. Justin grew up in the warm weather of Southern California. Trevor Pearce, Instructional Designer.

Meeting 81

Meeting Travel Engineering Hiring 81

Sales Hacker

MAY 26, 2021

Any customer-facing rep who’s worked at a midsize or enterprise company is familiar with sales operations. These responsibilities include sales onboarding for new hires, ensuring that sales has customer-facing resources to fill the sales funnel, and providing training to reps on new company initiatives and product launches.

Sales Operations 60

Sales Operations Top of Funnel Lead Rank Hiring 60