Pipeliner

APRIL 9, 2021

Businesses focused on increasing their B2B sales need to concentrate on a consistent set of factors, including research, relationship building , identifying pain points, and development. Let’s look at a few B2B marketing strategies that will work in every industry. Market Research. Referral Marketing.

Industry 98

Industry B2B Strategy Social Media 98

Sales and Marketing Management

FEBRUARY 5, 2015

Teaser: The Incentive Research Foundation, a nonprofit organization that funds research and fosters education on all aspects of the incentive travel industry, has identified 10 trends that will help users understand what’s in store for the future. Issue Date: 2015-01-01. Author: Staff.

Travel 120

Travel Incentives Incentive Trends 120

Sales and Marketing Management

OCTOBER 15, 2020

While not all sales teams may be struggling with demand (in fact some technology companies are experiencing record years), disen­gage­ment seems to be prevalent across all organizations and industries regardless of financial success. Not all sales incentive programs are the same. Not all sales incentive programs are the same.

Incentives 340

Incentives Incentive Survey Sales Qualified Lead 340

Sales and Marketing Management

OCTOBER 15, 2020

In April, Echo Market Research and Tango Card asked 500 newly remote employees how engaged they were feeling. Taking a closer look at recognition programs, the Incentive Research Foundation (IRF) reports that 26% of program owners say they’re communicating more frequently.

Incentives 317

Incentives Incentive Travel Cancellation 317

Xactly

OCTOBER 18, 2018

Few leading indicators are more predictive of a company’s future sales performance than its incentive compensation plans. While multiple factors influence the effectiveness of your sales incentive compensation plans, 5 tips stand out: 1. Creating incentive programs that work require balancing multiple design choices.

Incentives 78

Incentives Incentive Compensation Webinar Metrics 78

Sales and Marketing Management

JANUARY 23, 2019

Helping others as a team is invigorating and bonding, which is why corporate social responsibility (CSR) continues to be a popular component of offsite meetings and incentive travel programs. Comparing the results from 2015/2016 with 2017/2018, CSR is actually up two points across all regions.

Incentives 159

Incentives Incentive Travel Nonprofit 159

The Spiff Blog

SEPTEMBER 7, 2023

Although SPM strategy varies by company and industry, the most effective sales performance management strategies typically involve a combination of the same core pillars. These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement. It’s simple.

Incentives 83

Incentives Incentive Scale Compensation 83

Sales and Marketing Management

NOVEMBER 22, 2017

Sales manager: I’d like to know what rewards the reps would like for our next incentive. Or maybe you think that incentives have run their course and it’s time to drop them altogether. If you’re thinking of asking your reps what will make the best prize in the incentive program, stop. Are incentives obsolete? Don’t do it.

Motivation 191

Motivation Incentives Incentive Lead Rank 191

Zoominfo

MARCH 21, 2022

The COVID-19 pandemic triggered the most singularly significant shift in workplace dynamics in recent memory, and the subsequent exodus of employees has shaken every industry in virtually every region. The data reveals that the impact of the Great Resignation is being felt across all industries and economic sectors.

Quota 100

Quota Hiring Face-to-face Advertising 100

Xactly

JUNE 27, 2018

Those who work to create a plan for their company must develop a compensation process and incentive plan that will motivate the right sales behaviors to achieve goals, all while driving growth. At Xactly, we want to provide an integrated incentive compensation planning process. Discover the Xactly Advantage for Your Company.

Compensation 52

Compensation Incentives Incentive Pharmaceuticals 52

Sales and Marketing Management

OCTOBER 29, 2018

This kind of content positions you as a thought leader in a given field or industry, does not contain a sales pitch, and should never mention your company or brand except as the source of the content. Contributing high-quality content to industry websites should be an integral part of your product-agnostic content strategy.

Top of Funnel 237

Top of Funnel B2B Webinar Metrics Marketing 237

The Spiff Blog

SEPTEMBER 1, 2022

Although, commission structures vary dramatically across industries and companies ( source ). Current median sales pay by industry ( source ): Wholesale and Manufacturing Sales Representatives: $61,660. 90% of top-performing companies utilize incentive programs to reward their sales associates ( source ). So glad you asked!

Compensation 81

Compensation Salary Incentives Incentive 81

OpenSymmetry

JUNE 30, 2015

The Retail Industry is one of the most quickly-changing environments. Evaluate Omnichannel Customer Experience with Continuous Business Services from Forrester Research breaks this down from a customer perspective – which is undoubtedly the most important perspective. The second transformation relates to driving performance.

Retail 40

Retail Incentives Incentive Compensation 40

The Spiff Blog

APRIL 11, 2023

That’s why, as part of our ongoing Sell Like a Girl series, we’ve delved deep into the topic of gender bias in male-dominated industries like sales. Through research, conversations with women in sales roles, and analysis of commission data , we’re committed to shining a light on this complex and nuanced issue.

Commission 83

Commission Hiring Face-to-face Incentives 83

Xactly

JUNE 27, 2018

Those who work to create a plan for their company must develop a compensation process and incentive plan that will motivate the right sales behaviors to achieve goals, all while driving growth. At Xactly, we want to provide an integrated incentive compensation planning process. Discover the Xactly Advantage for Your Company.

Compensation 45

Compensation Incentives Incentive Pharmaceuticals 45

Zoominfo

JULY 1, 2018

The success of social selling relies on a rep’s ability to earn the trust of an online community and establish themselves as an industry expert. 74% of today’s B2B buyers conduct more than half their research online before making a purchase ( source ). GetApp: Allows users to search for industry topics as well as specific products.

Buyer 190

Buyer Social Media Social Selling Incentives 190

SBI Growth

SEPTEMBER 9, 2013

To receive a copy, register here for a spot in SBI’s 7 th Annual Research Tour. By participating in this free event at your office you will: Learn the best practices of the brightest sales people in our research. Discover tactical solutions to get the most out your incentive comp dollars. Poor Compensation Drives Turnover.

Compensation 288

Compensation Competition Salary Social Media 288

Hubspot Sales

AUGUST 20, 2018

Major industry events are all about entertainment, motivation, and connection, right? Allow me to explain: 21,000+ attendees: Think your industry or vertical won’t be represented at INBOUND or that you won’t be able to make it “worth your time?” Attending any industry event is all about what you make it. Well, sure. Think again.

Industry 51

Industry Closing Inbound Conference 51

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 ). In fact, extensive research shows product demonstrations significantly increase same-day sales, long-term purchasing habits, brand franchise sales, and average deal size ( source ). Schedule a product demo.

Objections 239

Objections Case Study Face-to-face Study 239

Sales and Marketing Management

FEBRUARY 24, 2021

In the age of COVID-19, every industry is shifting as much as possible into the online space. Do your keyword research to find out what kinds of questions your potential audience is asking—and then answer those questions with your content. and businesses were no exception. Informational. SEO-friendly.

Top of Funnel 301

Top of Funnel Social Media Google Analytics Scale 301

Hubspot Sales

APRIL 11, 2023

HubSpot research confirmed this 35% churn rate. MIT research found a toxic culture was 10.4 Grind and Burn” Mentality Many salespeople get into the industry with a grind-and-burn mindset. To minimize turnover, consider offering promotion incentives to the top-performing salespeople at your business.

Churn 114

Churn Hiring Survey Hubspot 114

Xactly

JANUARY 3, 2019

Industry and planning-specific statistics also help guide sales planning and incentive compensation. We did some research and compiled some valuable sales stats that are important for all salespeople to be aware of. Sales statistics are a variety of metrics that provide insight into your sales organization’s health.

Handbook 99

Handbook Territories Compensation Incentives 99

Janek Performance Group

MARCH 2, 2022

To create a winning culture, consider these tips: Encouragement Motivation Incentives Recognition Team Building. Similarly, most comp plans already consider incentives and bonuses. Evaluate how it pertains to your industry, products, and sales team. They do their own research and draw their own conclusions.

Strategy 117

Strategy Incentives Incentive Coaching 117

Mereo

DECEMBER 7, 2017

Incentives and bonuses motivate sales professionals for good reason. A CSO can throw all the incentives and bonuses they want at their team to keep their top performers around, but that strategy alone will get costly. Good sales leadership: Speak to salespeople to the tune of incentives and rewards.

Incentives 40

Incentives Incentive SalesForce Sales Leadership 40

SBI Growth

OCTOBER 20, 2012

Software Firm: The annual Employee survey is overflowing with negative comments about the incentive plan. Historically, HR has provided a valuable service to Sales leaders by contracting for quantitative and unbiased research. Sales compensation experts produce valid, meticulous research. Is the compensation model to blame?

Compensation 267

Compensation Incentives Incentive Lead Rank 267

BuzzBoard

FEBRUARY 25, 2024

Academic research in business implies that a well-motivated sales team can elevate their performance by as much as 40%. In a constantly changing industry such as digital marketing, staying one step ahead is crucial for success. Regular team-building exercises, incentive programs, and lofty goals played a key part in their strategy.

Motivation 52

Motivation Small Business Small Business Incentives 52

PandaDoc

OCTOBER 30, 2023

Gamification took the sales industry by storm in the latter half of the previous decade — and with good reason. 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. Get the ebook 2.

Sales Process 52

Sales Process Incentives Incentive Hiring 52

The Spiff Blog

MARCH 8, 2023

Gender Bias in Sales and Other Male-Dominated Professions Gender imbalance is a pervasive problem across various industries and occupations. Despite the challenges women face securing, maintaining, and growing in a sales career, research shows that, when given the opportunity, women regularly outperform men.

Face-to-face 76

Face-to-face Incentives Incentive Commission 76

Pipeliner

MARCH 1, 2023

Different suppliers offer different packages and discounts, so it pays to do your research before committing to a long-term contract. In this blog post, we will discuss how you can reduce your water bills by investing in water-saving equipment, implementing conservation measures, and taking advantage of available rebates and incentives.

Strategy 52

Strategy Incentives Incentive Scale 52

No More Cold Calling

SEPTEMBER 21, 2017

The obstacles are even greater for women in tech sales, who work in not only a male-dominated profession but also a male-dominated industry. The more they educate themselves on the industry and trends, the deeper conversations they have, and the faster their sales processes accelerate. Relationships Pave the Way for Women in Sales.

Cold Calling 266

Cold Calling Loyalty Account Intent 266

Pipeline

OCTOBER 16, 2023

Contrary to the previous statistics, Nucleus Research claimed that CRM implementation can result in positive ROI, “For every dollar a company spends on CRM, it gets back $8.71 – 1.5 Obviously, the metrics and KPIs you’re focused on will vary by business and industry. How Much Can a CRM Increase Revenue? times more than the $5.60

Maximizer 52

Maximizer CRM ROI How To 52

Selling Essentials RapidLearning Center

NOVEMBER 22, 2023

Reciprocity kicks in In one study , researchers looked at the prescribing patterns of several thousand American doctors who had accepted modest lunches from pharmaceutical reps. Now, this study was conducted in an industry where lavish gifts – for example, an all-expenses-paid trip to a conference in Hawaii — had once been the norm.

Pharmaceuticals 52

Pharmaceuticals Customer Study Incentives 52

Smooth Sale

FEBRUARY 2, 2023

When selecting potential investments, research the local market and understand what kind of rental rates you can expect for different properties. Make sure you research the best interest rates and the length of loan that you need. It is essential to educate yourself on all aspects of the business.

Real Estate 78

Real Estate Hiring Education Trends 78

Zoominfo

AUGUST 2, 2020

Job titles Industry Tech stacks Location. Not only do they have the incentive to fix them quickly, but they also have unrestricted access to the collection and verification process. And to ensure its accuracy, we house hundreds of human researchers who verify data in real-time. It encompasses demographic data including: .

Data 245

Data B2B Vendor Intent Data 245

Hubspot Sales

JULY 25, 2023

Like many disciplines, sales teams everywhere are trying to understand what role artificial intelligence will play in their industry. New technology lets salespeople find prospects that fit their target audience, research their company and industry, and start a conversation. 16% of sales professionals use AI for research.

Top of Funnel 79

Top of Funnel Forecasting Sales Qualified Lead Lead Rank 79

Pipeliner

NOVEMBER 18, 2022

To begin, more than half of millennials conduct internet research before selecting a business, and 40% of them read online reviews before making a purchase decision. Provide useful knowledge, education, market news, and anything else that will help you position yourself as an industry expert. Investigate Other Industries.

Lead Rank 52

Lead Rank Lead Scoring Leads Marketing Qualified Lead 52

The Accidental Negotiator

MAY 27, 2022

You are left with the nagging suspicion that their only goal was to glean privileged information about your business and use it to gain an advantage in your industry. However, drawing on the results of research, a group of clues have been identified that may help you identify a counterpart who doesn’t want to get to yes.

Negotiation 98

Negotiation Incentives Incentive Intent 98