Sales and Marketing Management

AUGUST 31, 2014

Teaser: When Sales & Marketing Management magazine and the SITE Foundation initiated a comprehensive survey on the use of incentive travel, they knew that some of the most illuminating information would come from non-users of this motivational tool. Issue Date: 2014-09-01. Author: Paul Nolan. read more'

Travel 159

Travel Incentives Incentive Survey 159

Zoominfo

SEPTEMBER 3, 2018

But, we have a simple fix—surveys! Whether you realize it or not, marketers can use surveys to reach important business goals. 1. Surveys help marketers understand their target audience. Surveys can reveal important details about your target audience. Ready to learn more? Let’s get started! What is your age?

Survey 133

Survey B2B Webinar Metrics Buyer Persona 133

Sales and Marketing Management

OCTOBER 26, 2020

Author: Mark Kovac, David Deming and Sushant Khandelwal Virtual selling in business-to-business markets, often associated with inside sales, has carried a bit of a stigma within field-dominated sales organizations. Myth 1: Field sales reps sell primarily in person. Myth 1: Field sales reps sell primarily in person.

Lead Rank 339

Lead Rank Quota Face-to-face Hiring 339

Zoominfo

SEPTEMBER 3, 2018

But, we have a simple fix—surveys! Whether you realize it or not, marketers can use surveys to reach important business goals. How Can Surveys Help A B2B Business? Surveys Help Marketers Understand Their Target Audience Surveys can reveal important details about your target audience. Ready to learn more?

Survey 100

Survey B2B Webinar Metrics Buyer Persona 100

Sales and Marketing Management

OCTOBER 15, 2020

Author: Paul Nolan Is your sales team disengaged? 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. In late 2019, we surveyed more than 3,000 U.S.

Incentives 340

Incentives Incentive Survey Sales Qualified Lead 340

Sales and Marketing Management

SEPTEMBER 28, 2020

Sales and marketing teams have been slashed, and pipelines are running dry. Census Small Business Pulse Survey estimates that less than 20% of businesses have enough cash reserves to cover three months of operations. Old Sales Funnels Are Drying Up. B2B Sales Operations Are Changing for Good. in the next year.

Small Business 317

Small Business Small Business Lead Rank Sales Qualified Lead 317

No More Cold Calling

APRIL 26, 2021

I wrote that in 2013, back when virtual sales meetings weren’t the only option. In 2020 and at least the first half of 2021, business travel and indoor socializing have been challenging and at times, impossible. The Problem with Virtual Sales Meetings. B2B sales reps have asked me that question repeatedly over the past year.

Sales Meeting 287

Sales Meeting Meeting Referrals Face-to-face 287

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. They estimate total air travel could drop between 19% and 36% permanently due to changes in business travel.

Outsourcing Services 279

Outsourcing Services Face-to-face Travel Lead Rank 279

Sales and Marketing Management

OCTOBER 15, 2020

While travel rewards are down, the IRF reports that merchandise use is slightly up, and points programs have increased by 22%. 42% of IRF survey respondents who postponed their incentive trips are now using alternative means to recognize or celebrate award winners. Starting a program for the new normal doesn’t need to be complicated.

Incentives 317

Incentives Incentive Travel Cancellation 317

Sales and Marketing Management

JUNE 22, 2020

McKinsey & Company created its B2B Decision Maker Pulse , a survey of 3,600 B2B decision makers in 11 countries and 12 sectors across 14 spend categories. Two-thirds of survey respondents stated that digital interactions are more important to their customers than traditional ones?—?a The next normal sales model.

Trends 156

Trends B2B Decision Maker Transportation 156

Sales and Marketing Management

DECEMBER 14, 2020

As a longtime member of the incentives industry, I am often asked what businesses can do to better manage their sales teams and their relationships with their channel partners in the constantly changing world. My answer: sales training initiatives. Sales training has grown in importance in the past decade.

Incentives 295

Incentives Incentive Training Channels 295

Sales and Marketing Management

SEPTEMBER 27, 2014

A survey of sales and marketing executives co-sponsored by Sales & Marketing Management and the Society for Incentive Travel Excellence (SITE) Foundation discovered that those who use incentive travel report that it's a strong driver of performance, while many of those who don't use it fail to understand its self-sustaining features.

Quota 243

Quota Incentives Incentive Travel 243

Hubspot Sales

MARCH 8, 2023

So you know you want to enter sales, you've chosen a field with a wide range of career avenues and niches. The demand for certain sales roles rises and falls as time passes. We wanted to provide you with a list of some of the most hireable sales jobs for 2023 and beyond — so you can choose the best job for you.

Decision Maker 103

Decision Maker Pharmaceuticals Salary Travel 103

Sales and Marketing Management

OCTOBER 9, 2019

The current model is fraught with competing priorities -- increase revenue and optimize costs, while at the same time hiring, engaging, measuring and retaining a sales force that is motivated by a diverse set of goals. One way to support them is through AI-powered sales tools. travel incentives). Consider the landscape.

Lead Rank 254

Lead Rank Incentives Incentive Nonprofit 254

Sales and Marketing Management

JULY 24, 2020

According to a survey from management consulting firm Korn Ferry, 63% of millennials said the primary purpose of businesses should be improving society instead of generating profit. Here’s how to inspire your millennial and Gen Z sales reps using mission-driven prospecting gifts and employee recognition. Build confidence.

Incentives 227

Incentives Incentive Motivation Demographics 227

Sales and Marketing Management

JUNE 8, 2020

According to a survey from management consulting firm Korn Ferry, 63% of millennials said the primary purpose of businesses should be improving society instead of generating profit. Here’s how to inspire your millennial and Gen Z sales reps using mission-driven prospecting gifts and employee recognition. Build confidence.

Incentives 227

Incentives Incentive Motivation Demographics 227

Sales and Marketing Management

JUNE 29, 2020

A survey of B2B sales operations by McKinsey & Company shows the pandemic has accelerated previous trends?—?omnichannel omnichannel selling, inside sales, tech-enabled selling and e-commerce. from all of your sales channels. Offer the human touch whenever customers need it with your sales team?–?whether

Face-to-face 156

Face-to-face Lead Rank Decision Maker Pivotal 156

Zoominfo

MAY 5, 2020

HR and payroll software was the third-largest increase in technologies surveyed. For businesses, two major things are likely to happen as a result of the adoption of web conferencing and video communication technology: a reduction in business travel and in-person events going virtual. Mass Reduction in Business Travel.

Tools 179

Tools Real Estate Travel Face-to-face 179

Sales and Marketing Management

SEPTEMBER 24, 2014

Teaser: We are excited to report on the findings of a survey of Sales & Marketing Management readers that was sponsored by this publication and the SITE Foundation, an entity focused on raising awareness of the effectiveness of incentive travel. read more'

Incentives 149

Incentives Incentive Travel Survey 149

Sales and Marketing Management

NOVEMBER 11, 2020

Since last March, when most of the world pulled the parking brake on travel and live professional events, marketing meetings, conferences and tradeshows have taken place virtually. Some ideas, from the common to the outlandish: Polls and surveys allow you to solicit audience feedback at regular intervals.

Demand Generation Agencies 358

Demand Generation Agencies Face-to-face Lead Rank Conference 358

Sales and Marketing Management

DECEMBER 14, 2020

But Kavadellas recognizes the golf course doesn’t suit everyone as an effective setting for a sales meeting. Orasi’s team of 12 field sales reps is supplemented with 10 inside salespeople who call on a second tier of prospects. They estimate total air travel could drop between 19% and 36% permanently due to changes in business travel.

Demand Generation Targets 120

Demand Generation Targets Outsourcing Services Face-to-face Travel 120

SalesFuel

MARCH 4, 2024

According to a report by 5WPR , more consumers are ready to spend more on electronics/technology, health and wellness, travel and experiences, dining out, beauty, and personal care in 2024 compared to 2023. And your client should utilize digital marketing content to help drive sales for their own brand.

Ideal Customer Profile 59

Ideal Customer Profile Marketing Hiring Consumer 59

Zoominfo

MAY 5, 2020

HR & Payroll Software HR and payroll software was the third-largest increase in technologies surveyed. For businesses, two major things are likely to happen as a result of the adoption of web conferencing and video communication technology: a reduction in business travel and in-person events going virtual.

Tools 130

Tools Real Estate Travel Face-to-face 130

Understanding the Sales Force

MARCH 3, 2014

Understanding the Sales Force by Dave Kurlan Before I get to the meat of today''s article, I have one last request for you to participate in this very important survey on sales force function. Take the Survey. His coach said no but Rondo stayed behind anyway instead of traveling with the team.

Sales Management 196

Sales Management Travel Sports Coaching 196

Sales and Marketing Management

JUNE 14, 2020

A recent survey by the IBM Institute for Business Value found more than 75% of respondents would like to continue working remotely at least occasionally, while more than half want it to be their primary way of working after the coronavirus crisis ends. sales and marketing at Intel, told Bloomberg. Author: SMM Staff.

Face-to-face 218

Face-to-face Decision Maker Insurance Insurance 218

BrainShark

SEPTEMBER 26, 2022

A few years ago, the annual Sales Kickoff Meeting (SKO)—a bash where the entire sales team gets together to review goals, generate motivation, celebrate successes, and plan out the strategy for the coming year— was a given at most organizations. Calculating ROI in Sales Kickoff Events (SKOs)—Leading versus Lagging Metrics.

ROI 62

ROI Hiring Travel How To 62

Hubspot Sales

APRIL 5, 2023

There are many things to consider if you are interested in starting your career in sales. You’ll also need a thorough knowledge of sales trends and stats to succeed. Yet, over 90% of salespeople surveyed had “medium to high scores of modesty and humility.” Because travel is expected, you can anticipate greater compensation.

Ideal Customer Profile 119

Ideal Customer Profile Salary Hiring Lead Rank 119

Sales and Marketing Management

JUNE 29, 2020

Author: MARIA BOULDEN, EXECUTIVE PARTNER IN GARTNER’S SALES PRACTICE After a series of delays to critical upgrades, the world has blue-screened and is now in the process of painfully rebooting. The best sales professionals don’t lead with a 40-page chart deck describing their company’s history, product portfolio, features or benefits?—?especially

Lead Rank 295

Lead Rank Face-to-face Travel Intent 295

Sales and Marketing Management

OCTOBER 14, 2020

Then, we brought people back in three phases, starting with people who presented the lowest risk – those who travel by private car, have no children and no spouse or significant other working in a high-risk environment. When iHire surveyed employees for its report, The State of Online Recruiting 2020 , just 7.6%

Face-to-face 218

Face-to-face Policies Call-back Incentives 218

Sales and Marketing Management

OCTOBER 12, 2020

Author: David Satterwhite In 2020, I reached my 30th year in business-to-business technology sales. Then, everything I thought I knew about sales blew up. . A profession that thrives on face-to-face communication with customers became shackled by travel restrictions. Life was good for sales organizations before COVID-19.

Face-to-face 317

Face-to-face Lead Rank Vendor Guidelines 317

Allego

DECEMBER 28, 2022

The pandemic wreaked havoc everywhere, our dollars don’t go as far as they used to, and air travel has been a nightmare. While 2022 saw many people returning to pre-pandemic activities, attendance at events was still lighter than the “before times” due to continuing health concerns, economic uncertainty, and lagging travel budgets.

Conference 62

Conference Sales Enablement Biotechnology Insurance 62

Hubspot Sales

JUNE 23, 2020

Sales teams are being tasked with navigating and selling in an uncertain business environment. According to McKinsey , marketing and sales leaders need to operate across a range of different environments. For sales teams, this can include embracing virtual experiences with clients and customers. Achieving Revenue Recovery.

Revenue 119

Revenue B2B Webinar Metrics How To 119

Sales and Marketing Management

OCTOBER 31, 2017

Author: George Kriza, CEO, MTCPerformance Your organization wants to drive sales with an incentive program. Know your audience: Profile the people in your sales audience. Target the right market segments: Decide which sales organizations, geographies and channels will deliver maximum performance for your incentive budget.

Incentives 195

Incentives Incentive Strategy Penetration 195

Sales and Marketing Management

MARCH 11, 2019

Author: Tessa Burg In a perfect world, your sales team and your marketing team work side by side to find and close customers. In the real world, however, less than half of companies believe their sales and marketing teams are in any sort of alignment at all. This, in turn, will help smooth the sales process.

CRM 289

CRM Lead Rank Lead Scoring Data 289

Sales and Marketing Management

FEBRUARY 22, 2021

On the other hand, we saved on travel expenses for the handful of employees needed to staff the event, along with the booth set-up costs. We predict that people will be hesitant to travel like they did in 2019, at least until vaccinations have reached a certain penetration of the global population.

Webinar Metrics 177

Webinar Metrics Lead Rank Marketing Qualified Lead Cancellation 177

Zoominfo

JUNE 11, 2021

If your sales team hasn’t dealt with enough upheaval over the past 15 months, get ready for even more adjustments in the upcoming post-pandemic world. Exploring post-COVID-19 sales strategies will be necessary as we bounce back from economic hardships. Evaluate These Changes to the Sales Process. increase in these applications.

Intent Signal 130

Intent Signal Strategy Cold Calling Sales Qualified Lead 130

Zoominfo

JUNE 11, 2021

If your sales team hasn’t dealt with enough upheaval over the past 15 months, get ready for even more adjustments in the upcoming post-pandemic world. Exploring post-COVID-19 sales strategies will be necessary as we bounce back from economic hardships. I think COVID has humanized people. By comparison, from 2018 to 2019, there was a 0.3%

Intent Signal 130

Intent Signal Strategy Cold Calling Sales Qualified Lead 130