Janek Performance Group

AUGUST 23, 2023

It was instrumental in Kahneman winning the 2002 Nobel Prize in Economics. Special discounts, one-time-offers, and other time-sensitive promotions can be great incentives to create urgency. Prospect Theory A theory of behavioral economics and finance, this idea was developed by Daniel Kahneman and Amos Tversky in 1979.

B2B 62

B2B Case Study Collateral ACT 62

Sales Evangelist

APRIL 30, 2020

Tim Houlihan and Dr. Kurt Nelson are consultants who have spent more than 20 years working with companies to design incentives that will increase productivity within sales teams. However, once those needs are met, incentives that are more material or experiential in nature move people into greater effort.

Motivation 52

Motivation Lead Rank Incentive Incentives 52

Pipeliner

FEBRUARY 15, 2019

This problem has existed as long as there have been communal workplaces, and it was studied between 2001 and 2002 in an Aspen Institute survey conducted on a group of MBA students. After all, sales forces are predominantly paid on revenue production, and as we know with incentive compensation, the goal is to get what you pay for.

Lead Scoring 69

Lead Scoring Lead Rank Government ACT 69

Hubspot Sales

AUGUST 27, 2020

This type of prize is typically paired with a smaller incentive like a gift card or small monetary prize, although it carries bragging rights in and of itself. In 2002, a waitress who won a sales contest for a new Toyota was understandably furious when she was presented with a toy Yoda instead. Winner's Choice.

Marketing Qualified Lead 121

Marketing Qualified Lead Retention Motivation Lead Rank 121

LeadFuze

JANUARY 1, 2022

SkyStream had to diversify its business when the “bubble” burst in 2002. It needs the incentive of bonuses as well. This method tends to be used for million-dollar deals and multi-year contracts because these provide enough incentive to justify the cost associated with hiring someone full time.

Strategy 52

Strategy Lead Rank Outsourcing Services Marketing 52

Sales Hacker

MAY 26, 2020

First of all, should customer success have incentive based variable comp? Because they’re like, “Oh, you were around in 2008, you were around in 2002, you saw a major… It’s the same principles, right? How to Organize Customer Success [15:16]. Maybe that sort of a debate, but I’m not sure.

Research 101

Research Hiring Prospecting Ideal Customer Profile 101