Zoominfo

APRIL 17, 2025

Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. Theres certainly no shortage of sales tools available to help your team master every step in the modern sales process. These represent the key software platforms for your sales team to evaluate.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

SBI Growth

MARCH 29, 2013

B2B Sales Reps compete with their peers for sales support resources. Good Sales Reps consistently secure these resources and create their own virtual teams. When you give, others are more inclined to give back. You can cash in on Social Debt to build your virtual sales support team. Incentive Structure.

B2B 293

B2B Commission Incentive Incentives 293

No More Cold Calling

DECEMBER 2, 2014

All sales reps need coaching and guidance, but rainmakers deserve extra attention. The sales manager announces the top performers of the year. Applause resounds throughout the building as these sales champions are paraded like Superbowl winning gods across the sales floor. Drum roll, please. Want Proof? Is this correct?

Cold Calling 289

Cold Calling Incentive Incentives Face-to-face 289

Sales and Marketing Management

DECEMBER 3, 2018

While on the surface, this incentive strategy had some validity, the results were not what the company predicted, or wanted. High-performing employees were frantically making calls, begging not to be nominated for this award. However, remember everyone needs an occasional pat on the back. The reasons are usually straightforward.

Incentives 176

Incentives Incentive Motivation Maximizer 176

Hubspot Sales

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Read on to hear my tactics for ending a sales email.e Calls-to-action shouldn’t be up to interpretation. Create a sense of urgency.

Closing 122

Closing Quota How To Webinar Metrics 122

Understanding the Sales Force

MARCH 13, 2013

Understanding the Sales Force by Dave Kurlan Last week I posted an article that linked to two additional articles I wrote for EcSell Institute and Top Sales World. Effectively applying a consultative sales process helps to accomplish this. That creates urgency, and an incentive for a prospect to self-qualify.

Coaching 264

Coaching Sales Management Decision Maker Call-back 264

SBI Growth

SEPTEMBER 26, 2012

You need to close a few of the big ones in the late stages of your sales process to hit your number this year. Early stage sales activity won’t get you to the number. Neither will your efforts to move deals from stage 1 to stage 2 in the sales process. The deals you care about are the ones in latter half of the sales cycle.

Closing 303

Closing Lead Rank Lead Scoring Customer 303

MTD Sales Training

NOVEMBER 1, 2011

Having been in the sales and marketing industry for 28 years, Peter has helped thousands of SME’s increase their presence through exhibitions and display solutions – which makes him somewhat of an authority figure on the subject of exhibiting at key events. . Give staff incentives to encourage activity and accuracy. MTD Sales Training.

ROI 290

ROI Maximizer How To Face-to-face 290

Salesmate

JUNE 4, 2021

Sales isn’t the same as it used to be. And with this change in technology, advancements in sales methodologies have also taken place. For example, the way salespeople used to interact with customers has changed drastically over the past decade, thanks to the introduction of new calling methods and emails.

Incentive 105

Incentive Incentives Compensation Motivation 105

No More Cold Calling

SEPTEMBER 21, 2017

Women in sales have everything they need to succeed. It’s sneakier than gender discrimination or racial prejudice of old, but just as damaging for careers, relationship-building opportunities, and account based sales teams. The first is Sue, a successful field sales manager in a tech company. Comments were prolific.

Cold Calling 266

Cold Calling Loyalty Account Intent 266

MTD Sales Training

DECEMBER 15, 2011

In the recent post, “The 3 Worst Practices For Conducting A Successful Sales Meeting,” I highlighted the three main DON’Ts for a successful sales meeting: DON’T. Now let us look into three BEST practices to help you structure your sales meetings to raise people up, increase sales and elevate your sales team to the next level!

Sales Meeting 263

Sales Meeting Meeting Education Motivation 263

Zoominfo

MAY 17, 2021

Sales reps’ lives were built around the office — the environment, the energy, and the excitement of end-of-quarter blitzes. Then everyone went remote, and over the last year sales leaders and enablement teams had to come up with new ways to incentivize their reps. Let’s take it back to March 2020. Enter: the sales spiff.

Incentive 147

Incentive Incentives Call-back Energy 147

Anthony Cole Training

JANUARY 13, 2014

Yes, the title, "Improve Sales Forecasting to Improve Sales Performance?" It remains a question despite the millions of dollars spent on CRM, sales force automation, training and hype. And, because of these problems, there are challenges in the predictability of future sales. is a question. A couple of things.

Sales Forecasts 192

Sales Forecasts Forecasting Margin Incentive 192

Hubspot Sales

MARCH 25, 2019

In sales, it can incentivize reps to work harder to close more deals, meet their numbers, and even adapt to new sales tech. If set correctly, incentives can have a positive effect on your team's behavior. The reality is that most companies offer sales incentives — we at HubSpot do, too. Less Is More. Source: PFX.

Incentive 105

Incentive Incentives Motivation Salary 105

Understanding the Sales Force

FEBRUARY 8, 2012

Understanding the Sales Force by Dave Kurlan It doesn't matter who the sales trainer is. It doesn't matter what the subject is but let's choose making cold calls for appointments. It doesn't matter which sales process is being introduced but let's assume it is a simple one. It doesn't matter what the content is.

Training 207

Training Sales Methodology Face-to-face Cold Calling 207

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

Sales and Marketing Management

OCTOBER 14, 2020

Although call centers in some of the regions where we operate were permitted to remain open during the pandemic, we opted to send everyone home for their safety even prior to the general mandates. A few employees didn’t want to come back to the office, either because they were afraid of infection or preferred their home environment.

Face-to-face 218

Face-to-face Policies Call-back Incentive 218

Pointclear

AUGUST 27, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. We’re in the hurt locker, we’re down, and I have no money to try to boost sales in the last quarter. So, you’ve had about 9,600 inquiries…were they called?”

Telemarketing 184

Telemarketing Leads Marketing Qualified Lead Sales Management 184

Zoominfo

MAY 17, 2021

Sales reps’ lives were built around the office — the environment, the energy, and the excitement of end-of-quarter blitzes. Then everyone went remote, and over the last year sales leaders and enablement teams had to come up with new ways to incentivize their reps. Motivating From Home Let’s take it back to March 2020.

Incentive 130

Incentive Incentives Call-back Energy 130

Anthony Cole Training

MARCH 10, 2014

Over the last 5 years, when conducting keynote sessions or workshops, presidents and senior sales executives overwhelmingly want to know – How do I motivate my sales people and keep them motivated? He said he would get the number for me and then I could call the coach and tell him I wanted to play.

Motivation 225

Motivation Insurance Insurance Coaching 225

No More Cold Calling

APRIL 20, 2017

Let’s set the record straight: Most everyone on your sales team has call reluctance—whether they’re cold calling or asking for referrals. One of my first corporate sales jobs was with a global consulting and training firm. Now that I think back, I must have sounded really stupid. Surprised? But then I remembered ….

Cold Calling 249

Cold Calling Referrals Sales Qualified Lead Promotion 249

SBI Growth

OCTOBER 5, 2012

This post is for Small Company CSOs and VPs of Sales. Despite this luxury, the small company sales compensation plan is usually left on the backburner. To drive the right behavior and hit your targets, your sales compensation must evolve at the same pace as your company. Are you clinging to a legacy Sales Compensation model?

Compensation 257

Compensation Company Hiring Salary 257

Zoominfo

NOVEMBER 3, 2020

Two years ago, ZoomInfo CEO and Founder Henry Schuck and his then-VP of Sales Operations, Chris Hays, came up with the bold idea to challenge the sales team to convert 100 leads into product demos in one day. Demo Day is as much an opportunity for Marketing as it is for Sales. It sounded crazy at first.

Lead Rank 246

Lead Rank Marketing Qualified Lead Sales Qualified Lead Demand Generation Targets 246

Sales and Marketing Management

JANUARY 27, 2020

I call this a blueprint for how to become the next Blockbuster, the next Kodak or the next taxi cab medallion owner. . And incentives can take many forms -- economic (via your pricing structure), psychological (image, brand, etc.), Call in for better deal: Many customers then called in to try to negotiate a better deal.

Incentive 199

Incentive Incentives Negotiation Channels 199

Understanding the Sales Force

APRIL 11, 2024

A couple of hours later, Dinger and I were walking back into the house and I spotted it again, waiting to hop into the house with us! Pick up the phone and call the person you need to be talking with. Call again. He said, “Go back and listen to him.” The simple solution is to have your sales team evaluated!

Coaching 211

Coaching Decision Maker Scale Hiring 211

Sales and Marketing Management

MARCH 8, 2020

There’s no reason it can’t have equally powerful impacts on B2B sales and marketing, but it’s in its infancy, experts say. “AI AI is the future of all sales, but it hasn’t gone from 0-1 yet in the B2B space,” says George Kocher, CEO of Brand North, a digital marketing and growth consultant. CRM will become more predictive.?AI

Top of Funnel 218

Top of Funnel Marketing Scale Forecasting 218

Sales and Marketing Management

MAY 18, 2018

Tapping in to the experiential trend is essential for building a brand, engaging B2B customers, and driving sales. Follow these three key steps to plan and implement immersive experiences that engage your B2B customers and transform sales. Sales kickoffs. Step One: Know What Motivates Your Customers. Product launches.

B2B 221

B2B Customer Social Media Face-to-face 221

Pointclear

NOVEMBER 29, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. “So, Don’t hold back; tell me like it is. I keep hearing that I have to increase sales activity to increase sales. What gives?”. “We

Marketing 221

Marketing Sales Qualified Lead Commission Quota 221

Zoominfo

APRIL 11, 2018

Whether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. Successful sales professionals are often very perceptive. Question: What are some common sales objections you’ve received? Often, sales objections aren’t always what they seem.

Hiring 178

Hiring B2B Sales Cycle Call-back 178

Sales Hacker

FEBRUARY 18, 2025

Before that, he was the first non-founder seller at three startups, turning early traction into a repeatable sales motion. Discussed in this Episode: When to hire your first account executives Key traits to look for in early sales hires Structuring compensation for first sales reps Should you ‘hire the buyer’ to be your sales rep?

Hiring 99

Hiring Ideal Customer Profile How To Call-back 99

Pointclear

JUNE 27, 2011

With rapid developments in technologies and automation along with rising expectations of sales people, successful lead generation is a significantly more complicated and complex process. It may seem like a good deal, but remember, the firm will be incented to provide a quantity of leads—quality will take the back seat.

Outsourcing Services 219

Outsourcing Services Lead Generation Lead Rank Marketing Qualified Lead 219

The Pipeline

DECEMBER 16, 2011

The Pipeline Renbor Sales Solutions Inc.s The REAL Problem with Sales Training. Stored in Guest Post , Productivity , Sales Leadership , Sales Success , Sales Training , e-book , execution. However, in reality, once they are back at the “front-line”, the day to day pressures of hitting quota, etc.

Pipeline 230

Pipeline Training Twitter Hiring 230

eGrabber

FEBRUARY 26, 2025

In todays fast-paced world, boosting sales performance and closing deals quickly are more important than ever. Sales leaders, sales managers, and sales professionals must work smart and act fast. In 2025, the key is to use smart tools like sales automation and track real sales data.

Closing 52

Closing Top of Funnel Ideal Customer Profile Incentive 52

Sales and Marketing Management

OCTOBER 15, 2020

Nearly 47% of workers cited social interaction with coworkers as their main reason for going back into the workplace. Use of digital gift cards in the incentive division of Blackhawk Network, a leading gift card provider, is up 200% in 2020, according to Blackhawk’s Vice President of Marketing Theresa McEndree. of respondents.

Incentive 227

Incentive Incentives Face-to-face Survey 227

Hubspot Sales

NOVEMBER 10, 2020

Looking back, I can see how the choices they made and culture they created ultimately helped us become the winningest team in our volleyball club. In your sales organization, this starts with your sales environment. A sales environment is a vague, intangible concept. Types of Sales Environments. I sure did.

B2C 136

B2C Incentive Incentives How To 136

Zoominfo

JUNE 10, 2018

As a B2B sales rep, you already know objections are an unavoidable part of your job. Yet, as we explained in a recent blog post , there are many tips and tricks sales reps can use to bypass common objections during the sales cycle. This removes a huge barrier between the sales rep and the prospect and puts you on the same team.

Objections 239

Objections Case Study Face-to-face Study 239

Zoominfo

OCTOBER 6, 2020

Vice President of Sales at ZoomInfo, Steve Bryerton, shares his thoughts on how to implement a Team Lead within your organization. Picture this: You’re a sales leader, currently responsible for a team of nearly 10+ sales development reps. But we have to warn you, there are sales leaders who will advise otherwise.

Lead Scoring 169

Lead Scoring Lead Rank Leads Marketing Qualified Lead 169