HeavyHitter Sales

JULY 1, 2011

IT Sales Strategy: Software, SaaS & Hardware Sales. Martin: The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team. The personality tests were given to high technology and business services salespeople as part of sales strategy workshops I was conducting for their company.

Study 163

Study Lead Rank Lead Scoring Penetration 163

PandaDoc

NOVEMBER 15, 2021

If you let “competition” become “cutthroat,” your salespeople may start withholding beneficial advice and information from one another, trash-talk one another, or attempt to steal opportunities. Take advantage of a number of sales competitions and incentives. Attend an objection handling workshop.”

Hiring 52

Hiring Scale How To Incentives 52

Chorus.ai

SEPTEMBER 12, 2019

Establish company-wide performance expectations and giving your sales reps the incentives they need to excel. Be clear about any changes you’re making to the tech stack , offering how-to-use workshops if necessary, and demonstrate how your reps’ performance will be assessed. Step 1: Set clear goals.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Webinar Metrics Strategy 62

LeadFuze

JULY 5, 2023

We’ll also explore how Sales Performance Incentive Funds (SPIFs) play a role in motivating teams. Thanks to amazing technology like LeadFuze’s lead generation software , you can motivate your sales force whether they’re in the office or working from their favorite coffee shop. It works for managing remote teams too.

Motivation 52

Motivation Strategy Incentives Incentive 52

Product Management University

APRIL 12, 2018

Opportunities & Priorities – Learn a can’t-miss approach for identifying most lucrative opportunities for short-term revenue and longer-term growth by aligning plans and priorities to the strategic goals of your target customers. Incentive Pricing.

Training 9

Training Incentives Incentive Course 9

OnePageCRM

MARCH 8, 2017

Further Opportunities. One way to do this is to talk about the real-world value your product will deliver – If your HR management software can help your client save $200k on recruitment, use that as your price anchor. Why is Enterprise Software so Expensive? What about the 20 customers who would’ve paid $5?

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

Mindtickle

NOVEMBER 16, 2018

Provide them with the opportunity to role-play their coaching so they can play it back and learn from it. This information can be identified by bringing together information from several places, whether it’s from a CRM, sales enablement software or competitive intel. Leverage reporting and tools. Incentivize successful coaches.

Sales Leadership 76

Sales Leadership Coaching Sales Coaching Hiring 76

Chorus.ai

JANUARY 29, 2020

New approaches and tools emerge frequently, from time-tracking software to new CRMs, and your team must be up-to-date. More than just being a great sales training idea, objection workshops are a great way to stabilize morale and remind reps that they’re not alone. Objections can discourage even an experienced sales rep.

Training 62

Training Decision Maker Sales Cycle Objections 62

OnePageCRM

MARCH 8, 2017

Further Opportunities. One way to do this is to talk about the real-world value your product will deliver – If your HR management software can help your client save $200k on recruitment, use that as your price anchor. Why is Enterprise Software so Expensive? What about the 20 customers who would’ve paid $5?

Strategy 20

Strategy Discount Lead Rank Enterprise 20

Mindtickle

NOVEMBER 16, 2018

Provide them with the opportunity to role-play their coaching so they can play it back and learn from it. This information can be identified by bringing together information from several places, whether it’s from a CRM, sales enablement software or competitive intel. Leverage reporting and tools. Incentivize successful coaches.

Sales Leadership 59

Sales Leadership Coaching Sales Coaching Hiring 59

Close.io

OCTOBER 29, 2018

And with the addition of our predictive dialing call automation software, you’ll drastically cut down on the amount of time spent listening to dial tones. So if you’re not regularly evaluating your sales tech stack for opportunities to make your team more productive and increase their output, then you’re leaving deals on the table.

Lead Rank 117

Lead Rank Closing Lead Scoring Hiring 117

Hubspot Sales

OCTOBER 11, 2017

The key is keeping it in check -- if you let “competitive” turn into “cutthroat,” your reps might begin withholding useful suggestions and information from each other, trash talking each other, or trying to steal opportunities. Lastly, use a variety of sales contests and incentives. Attend a workshop on objection handling.”.

Hiring 117

Hiring Quota Competition Sales 117