Partners in Excellence

OCTOBER 27, 2014

It’s the time where you start seeing various pundits dusting off their crystal balls guessing what the big issues facing sales and marketing professionals in 2015. While there’s some variance, I tend to see the following: Sales Training. Sales Process/Methodology. Marketing/Sales Integration.

Fashion 108

Fashion Face-to-face Social Media Analytics 108

Sales Hacker

MARCH 30, 2025

Tips for sales leaders Set clear expectations. Motivate with gamification and incentives. Align cold calling with broader sales strategies. Tips for sales reps 1. Previously, he was the Global VP of Product for SAP, CRM and Sales Cloud. Create healthy competition within your team using leaderboards and contests.

Cold Calling 72

Cold Calling Scale Microsoft Ideal Customer Profile 72

Sales Hacker

APRIL 4, 2025

Were calling this the rise of the GTM AI OS a coordinated, AI-driven backbone that connects marketing, sales, CS, and product into a single motion. In this newsletter: The GTM AI Operating System (GTM AI OS): A new architecture emerging across sales, marketing, CS, and product. Not through more software, but through system design.

System 107

System Scale Outsourcing Services Lead Rank 107

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

Your Sales Management Guru

SEPTEMBER 22, 2014

Sales Leadership: How to Ensure You Exceed Your 2015 Quota. The end of the year is rapidly closing in and while everyone in your organization is focused on achieving their targets; as a sales leader it is crucial you are also focused on the new year. Create annual sales contests. Begin to recruit.

Quota 89

Quota Sales Leadership Compensation Penetration 89

Sales and Marketing Management

APRIL 9, 2015

Issue Date: 2015-03-01. Author: Paul Nolan, Editor, Sales & Marketing Management. Teaser: The options for exotic offsite meeting and incentive travel destinations is close to becoming one country bigger with relaxed travel rules initiated by the Obama administration in January. read more'

Incentives 120

Incentives Incentive Travel Meeting 120

Sales and Marketing Management

SEPTEMBER 2, 2015

Issue Date: 2015-09-01. Teaser: The essence of incentive travel as a motivator in the workplace: Travel = fond memories, and fond memories = something we want to repeat. The essence of incentive travel as a motivator in the workplace: Travel = fond memories, and fond memories = something we want to repeat. Author: Paul Nolan.

Tools 120

Tools Travel Incentives Incentive 120

Your Sales Management Guru

OCTOBER 7, 2014

Creating a Sales Compensation Plans. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans.

Compensation 81

Compensation Margin Hiring Commission 81

Hubspot Sales

JULY 22, 2024

I'm always saying, “Sound, well-structured business email templates are central to effective sales communication, initiating productive sales conversations, and sustaining relationships with prospects and customers.” Referral Request Emails Happy customers are some of the most lucrative resources any sales org has at its disposal.

Ideal Customer Profile 111

Ideal Customer Profile Proposal Lead Rank Referrals 111

Steven Rosen

MAY 1, 2015

Congratulations you have been promoted and you are now the sales manager! Sales organizations tend to promote their top sales reps into sales manager jobs. We all know that this promotion leads to the sales organization losing on two counts. My Article, “ Are You Leading Your Sales Team to Defeat?

Survey 120

Survey Promotion Incentives Incentive 120

Xactly

JANUARY 2, 2019

The sales planning process can become quite complex, especially when it comes to designing sales compensation plans. Ultimately, the new compensation and incentive plans must successfully motivate the right sales behaviors to achieve goals, all while driving growth. Time in sales compensation: 4 years.

Compensation 69

Compensation Incentives Incentive Commission 69

Sales and Marketing Management

AUGUST 18, 2017

The surviving members of the band, Bob Weir, Phil Lesh and drummers Mickey Hart and Bill Kreutzmann, continue to play and tour in various iterations, but the July 2015 shows were, according to the band, the last time the core four will all play together. They played to larger and larger crowds, and their generosity fueled album sales as well.

Lead Rank 149

Lead Rank Marketing Strategy Trade Show 149

Hubspot Sales

DECEMBER 19, 2019

When a company first starts out, the founders aren't concerned with establishing a clearly delineated sales process; they're worried about getting any sales at all. The company’s scant sales team — often comprised of just a VP and maybe one or two reps — is often given license to get customers in the door however they see fit.

CRM 122

CRM Sales Process Top of Funnel Hiring 122

The ROI Guy

JANUARY 15, 2015

And Procurement is getting way more involved in every transaction, with specific incentives to extract discounts from every vendor proposal. Many companies have turned to Negotiation Training to help their sales reps and channel partners try to talk their way out of the discount. The advice from the research?

Discount 81

Discount Negotiation Lead Rank Lead Scoring 81

Sales Gravy

DECEMBER 18, 2020

On this inspiring episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) talks to Brian Knox, owner and founder of B Knox Photography. This conversation about sales and entrepreneurship is both educational and inspirational. This conversation about sales and entrepreneurship is both educational and inspirational.

Prospecting 98

Prospecting Cold Calling Pivotal Incentive 98

No More Cold Calling

OCTOBER 30, 2016

One million B2B sales jobs in the US will be lost to self-service eCommerce by 2020, according to Forrester’s report, “ The Death of the B2B Salesman.” Yes, order-taker sales jobs will disappear. They will become more in-demand, even as millions of other sales jobs are rendered unnecessary. Want to remain in sales?

Referrals 120

Referrals Sales Qualified Lead Lead Generation Cold Calling 120

Troops

AUGUST 7, 2018

Today, Andrew oversees multiple sales teams at Square. Andrew has been building out sales teams at Square for the last four years. Not just one sales team, but a bunch of them: Sales Development: global inbound lead qualification. Vertical Sales: full sales-cycle BDRs and AEs. How to Motivate a Sales Team.

Top of Funnel 91

Top of Funnel Motivation Compensation How To 91

Hubspot Sales

JANUARY 16, 2020

Introducing specific people with different skills and expertise from your company into your sales cycle might be the solution for maintaining momentum in the ever growing complexity in today’s sales cycles. In 2020, there are a number of big factors at play for sales reps that make team selling more attractive than ever before.

Sports 105

Sports Scale Up-Sell Vendor 105

OpenSymmetry

MAY 26, 2016

The minimum revenue required for 2015 is $2 million, in business at least three years, with full time employees count ranging between 5 and 500. OpenSymmetry is the world’s largest independent consulting company specializing in the implementation of Sales Performance Management Solutions. About OpenSymmetry.

Scale 74

Scale Hiring Lead Scoring Lead Rank 74

Your Sales Management Guru

MAY 23, 2016

Building a Culture of High Performance: Sales Games. At this time of year sales management must be looking at pipeline levels and goals for the 4th quarter and determining if there is the necessary level of activity to ensure targets will be exceeded. If it isn’t fun, it isn’t selling”. If it isn’t fun, it isn’t selling”.

Lead Scoring 52

Lead Scoring Lead Rank Face-to-face Incentives 52

Sales Training Connection

FEBRUARY 27, 2015

In today’s B2B buying environment, negotiation is likely to be part of any sales cycle. 2. Incentives to ensure everyone’s compliance. This is particularly important in B2B sales because you will be looking for future business from the customer and customers have long memories. ©2015 Sales Momentum, LLC.

Negotiation 50

Negotiation Face-to-face Decision Maker Buying Cycle 50

OpenSymmetry

JULY 15, 2015

For the past decade, OpenSymmetry has published the Sales Performance Management (SPM) vendor guide to help organizations understand what options they have as it relates to implementing solutions to help improve the performance of their sales organization. Sales Comp Admin and Design. Candidate Assessment and On-Boarding.

Vendor 40

Vendor Territories Compensation SalesForce 40

OpenSymmetry

NOVEMBER 3, 2016

Just last year, in 2015, CEO Martin Shkreli of Turing Pharmaceuticals was under fire for buying the drug Daraprim from Impax Laboratories and raising the price from $13.50 Mylan’s Executive Compensation Structure – The Incentive Plan that Started It All. Considering the Mylan case, there must be a trickle-down from C-level to sales.

Incentives 40

Incentives Incentive Compensation Salary 40

Cincom Smart Selling

MARCH 11, 2016

As a channel manager, you know that your indirect sales channel can be an excellent source of revenue. The first and probably biggest challenge is visibility—just knowing what’s out there as sales-in-process. Are our sales incentives working? As a manager, it sheds light on where the business is in the sales process.

Channels 54

Channels Video Face-to-face Licensing 54

OpenSymmetry

FEBRUARY 26, 2015

Attention to performance results including your periodic reviews with your manager, regular sales progress, and management by objectives (MBO’s) all look to focus on the goals and objectives, as well as the achievement results after a period of time. Do we have the right sales enablement to execute on the plan effectively?

Hiring 40

Hiring Incentives Incentive Sales Talent 40

SalesLoft

JUNE 18, 2015

It’s a hard knock life for a sales development rep, especially in the SaaS industry. Between all of the calls and the emails and the endless conferences and networking opportunities, prospects are inundated with eager sales development reps trying to convince them why their service is the right solution for them.

Conference 52

Conference Incentive Incentives ACT 52

Hubspot Sales

JUNE 7, 2020

If there's no problem for your product or service to address, then why would anyone have any incentive to buy it? When the sharks started asking questions, it became abundantly clear that Artur didn't have a grasp on her sales figures or projections. This aspect is one of the most fundamental bases of your entire pitch.

How To 98

How To Exercises Remedy Call-back 98

Xactly

APRIL 19, 2018

Compensation is one of the most strategic functions of any sales organization. Unfortunately, commissions and Sales Performance Management (SPM) practices in general are often treated as a side project and do not receive the attention they deserve. Increased sales performance and rep alignment with corporate strategies.

Compensation 46

Compensation Webinar Metrics Commission Scale 46

The Brooks Group

DECEMBER 16, 2015

The best way to build and maintain a highly motivated sales team is to start out by hiring people who are naturally driven to perform in your sales positions. But aggressive targets and difficult sales environments often require sales leaders to give their teams an extra push. Sales Team Motivation Learn More.

Motivation 40

Motivation Hiring Territories Incentives 40

OpenSymmetry

MAY 23, 2016

How critical to sales success is the right SPM technology? Sales Performance Management (SPM) solutions are a critical component of an organization’s core business, as it is the linkage between behavior and strategy. The answer is simple. The total market including all consulting and managed services is estimated to be worth $2.7bn.

Territories 40

Territories Vendor Incentives Incentive 40

Hubspot Sales

AUGUST 21, 2023

When it comes to sales prospecting , it's more important than ever that you write concise, effective communication. Download Now Here are a few things to consider as you write an email that’d help you with sales prospecting. Check out our post about the best sales email subject lines if you want to see some of these tips in action.

Case Study 98

Case Study Proposal Lead Rank Follow-up 98

Sales Training Connection

APRIL 15, 2015

Sales Leaders. Although Ibaraan was writing about business in general, we thought her message held particular insight for the world of sales. If buyers change how they buy, sellers need to change how they sell and sales leaders need to bring the insight to make that happen. So let’s translate this message to sales management.

Sales Management 50

Sales Management Sales Leadership Coaching Sales Coaching 50

Cincom Smart Selling

MARCH 30, 2016

Is the new price stimulating new sales, or are you just making less per sale? CPQ is one technology that will help you pull the data—the hard numbers—to facilitate analysis and decision-making related to selling incentives, product features, benefits and pricing options. How many sales were made at a discount?

Marketing 72

Marketing Demographics Collateral Discount 72

Sales Hacker

NOVEMBER 10, 2020

Subscribe to the Sales Hacker Podcast. If RFPs are slowing down your sales team, you need to check out Loopio. The platform allows sales reps to deliver consistent, relevant, and responsible communication for each prospect every time, enabling personalization at scale previously unthinkable, previously, absolutely unthinkable.

Call-back 106

Call-back Scale Compensation Ideal Customer Profile 106

DiscoverOrg Sales

MAY 4, 2017

It didn’t really matter how great our sales force integration was, or how great our Marketo integration was, or how much we were cleansing their data. It showed the concrete steps that a sales leader or a marketing leader can put in place to accelerate growth in the years to come. They had to see growth.

Company 120

Company Conversion Outbound Video 120

The Brooks Group

FEBRUARY 3, 2016

According to Bridge Group Research , there is a minimum 20% annual turnover in Sales (up to 34% if you include both voluntary + involuntary.). Here are 4 tips for getting your top performing sales reps to stick around. According to Sales Force , 80% of Best-in-Class sales teams use public recognition, compared to 42% of Laggards.

Hiring 45

Hiring How To Motivation Incentive 45

Your Sales Management Guru

NOVEMBER 28, 2016

Creating a Sales Compensation Plan for 2017. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans. Some pay commission based on sales, while others only pay on margin; still others blend both with incentives and special bonus plans.

Compensation 0

Compensation Margin Hiring Commission 0