Sales and Marketing Management

JANUARY 19, 2018

Author: George Kriza, CEO, MTCPerformance For most large resellers or distributors, sales incentive programs for internal sales teams get little attention from top financial executives inside their organizations. Most multibillion-dollar reseller and distributor organizations attract millions of incentive dollars. Reseller Benefit: $0.

Incentives 192

Incentives Incentive Channels Vendor 192

Sales and Marketing Management

OCTOBER 31, 2017

Author: George Kriza, CEO, MTCPerformance Your organization wants to drive sales with an incentive program. Here are 10 of the most important elements in designing and deploying your next incentive campaign. Are they already in other incentive programs, or is yours the only one they’ll see? How do they view your company?

Incentives 195

Incentives Incentive Strategy Penetration 195

Sales and Marketing Management

OCTOBER 15, 2020

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. Not all sales incentive programs are the same. Not all sales incentive programs are the same.

Incentives 340

Incentives Incentive Survey Sales Qualified Lead 340

Zoominfo

JANUARY 24, 2025

But the sheer volume of information available paired with a growing number of outreach channels and tools mean that the real power lies in drawing insights from that pile of data. Why Sales Analytics is Essential for Success Sales analytics tools have become integral to companies striving to make informed, data-driven decisions.

Analytics 246

Analytics Software Software Tools 246

Sales and Marketing Management

OCTOBER 15, 2020

As more people permanently transition to home offices, companies will need to change how they motivate and recognize employees. Taking a closer look at recognition programs, the Incentive Research Foundation (IRF) reports that 26% of program owners say they’re communicating more frequently.

Incentives 317

Incentives Incentive Travel Cancellation 317

Sales and Marketing Management

FEBRUARY 8, 2021

However, according to the Episerver report, 54% of B2B companies are letting one obstacle keep them from selling online?—?potential potential conflict with their channel partners. Businesses don’t want to jeopardize the business that comes through channel partners?—?as Pricing Is Key to Keeping Channel Peace. Here’s how.

Outsourcing Services 156

Outsourcing Services Channels B2B Incentive 156

SBI Growth

NOVEMBER 15, 2013

Have they set up their profiles to reflect both their personal and the company brand? Incent them correctly and you get what you want. Mis-align incentives and you get nothing. This means that getting Sales to use the tools requires you to be the best salesmen in the company. Selling through the Channel: Let’s face it.

Sales Qualified Lead 312

Sales Qualified Lead Ideal Customer Profile Referrals Incentive 312

Sales and Marketing Management

OCTOBER 15, 2020

Author: Paul Nolan As with everything else in 2020, many B2B companies’ relationships with channel partners, which are critical to their success, have been disrupted. The “surprise and delight” treatment that is widely used to keep internal employees engaged is equally effective with channel partners.

Channels 120

Channels Trade Show Closing Incentives 120

Sales and Marketing Management

MAY 6, 2019

Author: Paul Nolan Meetings and incentive travel professionals agree that Brexit will impact their industry, but they differ on what sort of impact it will have. The British-based C&IT Magazine recently summarized five incentive travel trends that will impact programs in 2019. We are moving from incentive travel to ‘Instatravel.’

Travel 120

Travel Incentives Incentive Trends 120

Zoominfo

MARCH 21, 2025

Gong Gong is a revenue intelligence platform that captures and analyzes customer interactions across various communication channels. Clari Copilot is used by companies across various industries to support sales operations and improve visibility into customer interactions.

Sales Coaching 130

Sales Coaching Software Software Coaching 130

Sales and Marketing Management

MAY 17, 2020

Some are further along than others, but all can agree that this has been an unprecedented test on how even the most well-prepared companies can cope with a catastrophe. . SUPPORT: Channel Partner Support and Re-Alignment Is Critical to Success. Partner relationships have always been important to the success of any channel program.

Engineering 207

Engineering Revenue Incentives Incentive 207

SBI Growth

JANUARY 10, 2013

Perhaps you raised quotas and incentives to get more rep productivity. A “Mid-Cap” software company’s numbers are in light blue. The company is spending 18% of revenue on sales expense and the benchmark is 20%. This time, $450M medical devices company is being measured. services company. The Problem.

Top of Funnel 282

Top of Funnel Hiring Channels Funnel 282

Sales and Marketing Management

MARCH 27, 2019

Author: Mike DeLeonardis, President, North America at beqom Seventy-nine percent of companies say that increasing sales productivity is a strategy they’re using to reach growth targets in 2019, but actually meeting this goal may be a challenge as only 35 percent of average-performing sales reps’ time actually goes to selling.

Strategy 223

Strategy Compensation Commission Incentives 223

SBI Growth

NOVEMBER 30, 2013

But depending on your company’s holiday policy, you may have as few as 15. How should the top sales leader in the company utilize this limited time? Isn’t this table stakes at your company? Specifically: You tend to offer additional incentives to customers or channel partners. This December has 22 business days.

Policies 303

Policies Incentives Incentive Channels 303

SBI Growth

AUGUST 13, 2013

Or sales recruiting to staff a new go-to-market channel. To learn how other top companies fund initiatives, register for this event: How To Make Your Number in 2014: A Sales Strategy You Can Execute. I advocate that it is a company-wide effort to improve sales. A company wanted to implement a buyer-aligned sales process.

Hiring 288

Hiring Incentive Incentives Benefit 288

No More Cold Calling

AUGUST 1, 2019

Sales has always gotten a bad rap, but it’s gotten much worse as sales channels have evolved. We seal deals by building trusting relationships, and that’s exactly what happens when companies adopt a referral program as their primary outbound prospecting approach. Forget about incentives. We all know why. Trust should.

Referrals 289

Referrals System Cold Calling Social Media 289

Zoominfo

SEPTEMBER 4, 2019

In fact, 55% of customers say that they now trust companies less than they used to ( source ). The good news is, there are plenty of ways for your company to earn trust and loyalty from your customers, even in today’s busy marketplace. Invest in multi-channel customer service. Here are some tips to consider.

Loyalty 206

Loyalty Customer Incentives Incentive 206

Zoominfo

MARCH 6, 2019

There are more answers to that question than ever before, thanks to the variety of tools and channels at a modern marketer’s disposal. It’s common for companies to have a system in place to encourage referrals. The customers you reach out to first for referrals should be the ones who have demonstrated the most loyalty to your company.

Referrals 197

Referrals Ideal Customer Profile Marketing Incentives 197

Cincom Smart Selling

MARCH 6, 2025

The contemporary competitive market poses a formidable challenge to maintain profitability across multiple sales channels. Understanding the Pricing Complexities in Multi-Channel Sales In the hyper-connected marketplace, businesses sell through multiple channelsdirect sales teams, resellers, e-commerce platforms, and distributors.

Margin 48

Margin Channels Maximizer Lead Rank 48

Hubspot Sales

JUNE 5, 2019

What is channel sales? In a channel sales model, a company sells through third partners -- affiliate partners (who get commission on each purchase), resellers, value-added providers (who typically bundle your product with their own), or another entity that doesn't work for it directly. Some companies choose to hire more reps.

Channels 111

Channels Lead Rank Hiring Lead Scoring 111

SBI Growth

FEBRUARY 28, 2013

This peer group is typically made up of 30-40 companies. This is extremely beneficial when targeting a single company. Compensation Plan : Did they change their compensation plan incenting more new business vs. account development? Channel partners who represent both products. Conducted deep analysis on the website.

Outsourcing Services 300

Outsourcing Services Ideal Customer Profile Territories Compensation 300

SBI Growth

MARCH 21, 2013

The purpose of your campaign is to incent the buyer to act. Most companies use a combination of “house” lists and purchased lists. STEP 10 - CHOOSE YOUR CHANNELS. Choose the channels your target buyer persona frequents. If you try solving too many things, you will dilute the campaign message. Think single-purpose.

Campaigns 319

Campaigns Lead Scoring Lead Rank Leads 319

Salesmate

JUNE 4, 2021

One such practice is that of providing sales incentives to the salespeople. What are sales incentives? Call it what you will, incentives are what get people to work harder.” – Nikita Khrushchev . In simple terms, sales incentives are something that motivates your team to wake up in the morning and get to work.

Incentives 105

Incentives Incentive Compensation Motivation 105

Openview

MARCH 15, 2019

Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy. For the uninitiated, channel sales refers to the process of partnering with third parties to get your product into the end user’s hands. Channel Sales versus Direct Sales – The Good and the Bad.

Channels 129

Channels Scale Hiring Lead Rank 129

Zoominfo

SEPTEMBER 26, 2018

Your employer brand isn’t just dependent on the quality of your company as an employer—but rather on the general perception of your company as an employer. Today’s candidates have access to a wealth of information regarding open positions and hiring companies. Analyze your company culture. Keep reading!

Hiring 250

Hiring Social Media Face-to-face Channels 250

Sales and Marketing Management

JANUARY 27, 2020

Author: William Putsis Sometimes, as customers, we see things that the company delivering the product or service doesn’t see. And incentives can take many forms -- economic (via your pricing structure), psychological (image, brand, etc.), Uber would likely not exist if taxi companies had provided better service at fairer prices.

Incentives 199

Incentives Incentive Negotiation Channels 199

Sales and Marketing Management

JULY 20, 2020

Door-to-door sales have been on the decline since the 1980s, yet even today in 2020, on the heels of a pandemic that has forced dramatic changes to the way we conduct face-to-face business, there are still lots of companies that rely on some form of offline sales. The time has come to adapt to a digital-first world.

Face-to-face 194

Face-to-face Social Media Channels Lead Rank 194

Zoominfo

JANUARY 27, 2019

Word-of-mouth marketing, on the other hand, refers to marketing initiatives that actively influence and encourage word-of-mouth discussions about your brand, company, or products. Consider all review channels: From Yelp to Glassdoor to G2 Crowd, there are so many platforms your customers can use to leave reviews. The question is, why?

Social Media 210

Social Media Referrals Marketing Influencer 210

Sales and Marketing Management

JUNE 29, 2020

Author: Paul Nolan To thrive in the next normal, B2B companies will need to continue adapting to the new economic reality. A survey of B2B sales operations by McKinsey & Company shows the pandemic has accelerated previous trends?—?omnichannel McKinsey & Company offers these steps for B2B sellers to pivot effectively.

Face-to-face 156

Face-to-face Lead Rank Decision Maker Pivotal 156

Sales Hacker Training

JANUARY 7, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Fred Viet serves as the Chief Sales Officer at Aircall, overseeing global sales and playing a key role in scaling the company’s reach over the last four years. And to be fair, the funny part is I started in the channel in hardware.

Ideal Customer Profile 124

Ideal Customer Profile Outsourcing Services Customer Lead Rank 124

Zoominfo

FEBRUARY 22, 2018

Yet, despite the exponential growth of social media in the past five years, B2B companies remain skeptical of its effectiveness as a lead generation tool. Focus your efforts on the appropriate channels. Not every social media platform will work for your company. How can your company gain this sort of traction?

Social Media 214

Social Media Lead Generation Media B2B 214

Allbound

APRIL 1, 2020

It’s one of those buzzwords that’s thrown around a lot in the channel world. And what specifically should you be doing to build a channel ecosystem? The same goes for a channel ecosystem. A healthy channel ecosystem is interconnected, cohesive and supportive. Utilize incentive programs like SPIFs and MDFs.

Channels 89

Channels How To Promotion Pivotal 89

Sales and Marketing Management

FEBRUARY 24, 2021

51% of people think "thorough contact information" is the most critical element missing from many company websites. Choose a primary content channel (like a blog, social media platforms, or a podcast), and focus on creating content that is: High-quality. Informational. SEO-friendly.

Top of Funnel 301

Top of Funnel Social Media Google Analytics Scale 301

Vengreso

JANUARY 9, 2025

Identifying the primary goal is crucial as it directly informs the structure, incentives, and overall dynamics of the contest. Moreover, its essential that these contests align with the companys overarching vision and mission. According to a report by the Harvard Business Review , companies that set specific, measurable goals are 4.2

Incentive 66

Incentive Incentives How To Sales Qualified Lead 66

Sales and Marketing Management

SEPTEMBER 14, 2020

Companies should deploy customer-centric business models to deliver outcomes rather than just products. As companies adopt these models, the lines of sales and services begin to blur. Companies continue to digitally transform in hopes of becoming industry leaders. Pandemic-Induced Approaches .

SAP 207

SAP Compensation Face-to-face Analytics 207

Sales and Marketing Management

MAY 14, 2017

Author: Steve LaPedis, Vice President of Marketing, Zyme Cloud computing has been perhaps the greatest catalyst behind companies’ efforts to rapidly scale and move into the digital era. Cloud computing has enabled this transition by spurring an exponential increase in the number of channel partners successfully reselling your products.

Incentives 120

Incentives Incentive Channels Top of Funnel 120

Sales and Marketing Management

FEBRUARY 8, 2021

It’s an ideal time for companies to recognize the multiple uses of short videos. By utilizing the personality aspect video has to offer, trust and connection can be built quicker and more effectively with customers, prospects and channel partners. Video has team-building applications. Video has team-building applications.

Video 156

Video Face-to-face Social Media Incentives 156