The Pipeline

JUNE 7, 2013

Compensation style dictates breadth of view and company culture. Compensation affects every employee’s focus and breadth of view. Aligning your compensation with your goals. But we quickly realized these goals were tough to achieve when our account, sales, and media teams each had their own compensation system and culture.

Commission 314

Commission Compensation Decision Maker Face-to-face 314

SBI Growth

APRIL 6, 2013

When Sales Operations decides to take on a territory analysis , we care about 3 things: Determining the number of accounts, prospects and total potential for each rep. How many ideal company prospects are located in their territory? Step 3: Map customers and prospects. Determine where each prospect and customer is located.

Territories 323

Territories Lead Scoring Lead Rank Compensation 323

Sales and Marketing Management

DECEMBER 13, 2021

From team-based sales to varying prospect conversations based on the data available and the unique customer needs, selling is constantly experiencing significant shifts. Blindly applying a "what worked last year will work this year" approach to compensation is a trap that needs to be avoided.

Compensation 120

Compensation Sales Data Conversion 120

Sales Gravy

OCTOBER 24, 2024

Breaking Up with Prospects: One challenge for sellers is recognizing when to disengage from prospects who show little progress. Find strategies for professionally and respectfully "breaking up" with prospects to avoid wasting time on deals that are unlikely to close.

Pipeline 98

Pipeline Face-to-face Compensation Sales Qualified Lead 98

Openview

MAY 30, 2018

In this guide, you’ll find tips for designing sales compensation packages that yield results and actually scale. As most CEOs have discovered at some point, sales compensation is very often a delicate balancing act. Salary or Bonus-Heavy Compensation: Which Model is Best?

Compensation 147

Compensation Top of Funnel Commission Lead Rank 147

SBI Growth

OCTOBER 18, 2012

Total compensation, benefits, company financials and market position, for example. The company is making significant changes to your compensation plan. You’ve tracked down an employee at the prospect and the pay range seems about right. Figure out if a foundation for your sales success is in place with the prospective employer.

Territories 300

Territories Real Estate Compensation Quota 300

SBI Growth

SEPTEMBER 23, 2013

Territory design, quotas and compensation plans. Change the compensation plan to incent new logo growth by adding an accelerator. Compensation plans come last not first. Why are reps not being taught how to generate demand in the new prospects? Too many, you erode profitability. Launch a new product. Sales training.

Compensation 325

Compensation Social Media Incentives Incentive 325

The Pipeline

AUGUST 3, 2012

By the way, the word just should also be avoided when following through with a prospect, rather than saying “I am just following up”. At the risk of coming on a bit strong, I think that these expressions can and do make you come across weak, tentative, unsure, unworthy of being followed, especially when you are asking the prospect to change.

Cold Calling 303

Cold Calling Compensation Follow-up Objections 303

The Pipeline

NOVEMBER 6, 2013

This is especially an issue while prospecting by telephone, or (dare I say it) cold calling. But if you are prospecting by phone, even if only those leads you sourced via inbound marketing, there are some steps you can take to have more success in a world void of body language. The above is a result of our social conditioning.

Intent 278

Intent Cold Calling Compensation Inside Sales 278

Understanding the Sales Force

NOVEMBER 3, 2016

While doing that is always challenging, perhaps the biggest issue is how salespeople will respond to the impact this change has on their total compensation. That problem is the biggest reason why it is so important to create an effective compensation plan.

Compensation 120

Compensation Commission Territories Salary 120

Understanding the Sales Force

SEPTEMBER 9, 2013

They tend to pay more than smaller and larger businesses and their recruiting efforts, compensation and incentive plans are designed to attract stronger salespeople.

Sales Management 288

Sales Management Hiring Compensation Trends 288

Janek Performance Group

JANUARY 16, 2024

With any job, a primary consideration is compensation. With salary, commission, bonuses, and other incentives, sales professionals often have options and feel in control of the compensation they receive, which can be great for motivation and fulfillment. With commission-based compensation, reps earn based on what they sell.

Compensation 118

Compensation Salary Commission Margin 118

SBI Growth

OCTOBER 12, 2013

Setting Quotas, territory structures, headcounts and total compensation budgets are examples. Your compensation plan must align to your strategy. Are your territories designed to maximize time with customers and prospects? Are your quotas based on your ideal customer spend and ideal prospect opportunity?

Buyer Persona 310

Buyer Persona Territories Compensation Buyer 310

John Barrows

MARCH 5, 2020

What’s going to happen to SDRs and prospecting teams in the future? We spoke to Josh Roth to hear how he thinks prospecting teams and the role of an SDR is going to change. Here’s how the structure of prospecting teams is going to change… Prospecting Teams Using Marketing Skills. Compensation Plans.

Prospecting 140

Prospecting Top of Funnel Compensation Decision Maker 140

No More Cold Calling

JUNE 25, 2020

Is your sales team searching too many faces, looking for traces of prospects, instead of narrowing the search to recruit only your ideal clients? Yet, most companies miss the mark on referrals and instead make these common sales prospecting mistakes. Companies focus their sales prospecting on signing new logos.

Lead Generation 409

Lead Generation B2B Lead Scoring Lead Rank 409

Sales Hacker

OCTOBER 7, 2022

Scott Barton, Varicent’s VP of Industry Solutions & 20-year sales compensation industry pro, attended WorldatWork’s 2022 Sales Compensation Conference. Despite these advances, few industry pros currently use predictive or prescriptive analytics for determining sales compensation plan effectiveness. Is change in the air?

Compensation 106

Compensation Conference Trends Incentives 106

SBI Growth

FEBRUARY 26, 2013

They know their rivals’ compensation plans. These LDRs were well trained and capable of qualifying true prospects. Prospects who did engage were speaking with multiple vendors as well. Prospects who did speak with the Teleprospectors were better informed and more aware of competitive alternatives. Leads stayed the same.

Competition 323

Competition Customer Lead Rank Top of Funnel 323

The Pipeline

OCTOBER 20, 2014

Sure everyone knows this until the prospect answers the phone, and then they forget and bam, garlic breath. I know you are trying to be courteous, don’t want to come across pushy, but you need to make up for the fact that you are on the phone, and need to compensate for the lack of body language. What’s in Your Pipeline?

Cold Calling 300

Cold Calling Call-back Compensation Pipeline 300

The Pipeline

FEBRUARY 18, 2020

Just as a deadpan delivery will not engage or excite a buyer, competing with Bill Burr in front of prospects, will cost you sales. On the other hand, if you’re product is “good enough”, but they’ve made that connection, you can compensate for product deficiencies. If nothing else, they’ll feel they could call on you if they needed.

ACT 335

ACT Face-to-face Buyer Compensation 335

SBI Growth

OCTOBER 21, 2012

A definition of latent demand is a prospect is unaware of a problem. When the prospect becomes aware of the problem, you win a sale. Active demand is when a prospect is going to buy something. The prospect’s task is to determine who to buy from. Demand generation is the science of stimulating latent demand.

Demand Generation Agencies 314

Demand Generation Agencies Demand Generation Targets Demand Generation Outsourcing Services 314

SBI Growth

OCTOBER 29, 2013

1 — Customers & Prospects: The most important thing is your customer/prospect. Territory, leads, compensation plan and their boss. For example: Territory — They need help targeting which prospects/customers have the highest propensity to buy. Focus Q1 training on modern prospecting using social selling.

Territories 308

Territories Compensation Buyer Social Selling 308

Zoominfo

AUGUST 8, 2024

To be successful, sales professionals need to be experts in many different areas at once: their product’s strengths and weaknesses, their prospects’ pain points and needs, and the broader economic and competitive landscapes. Sales automation can assist with prospecting, sending follow-up messages, and tracking lead activity.

Sales Enablement 130

Sales Enablement Strategy Scale Hiring 130

Sales and Marketing Management

MARCH 19, 2018

Author: Matthew Sunshine More than 40 percent of salespeople claim that lead prospecting is often more difficult than qualifying and closing the actual deal. It’s easy for prospecting to get pushed to the back burner, especially when dedicated time isn’t set aside for the task. Revisit each salesperson’s compensation ratio.

Sales Qualified Lead 221

Sales Qualified Lead Leads Marketing Qualified Lead Lead Generation 221

Sales 2.0

MAY 14, 2020

More sales bring more compensation, which gives you more to invest etc. The more you sell, the more you get paid. Building your own team is a way to give yourself more time to sell. More time selling is very likely to bring more sales. Successful delegation requires some technique.

Data 396

Data Enterprise Enterprise Insurance 396

SBI Growth

AUGUST 7, 2013

He is getting in front of prospects and valued customers. He’s looking at compensation analysis, territory design, and sales structure. Then she aligns her projects to these corporate initiatives. Day to Day Activities: The successful sales manager is out in the field 50-75% of the time coaching reps.

Construction 334

Construction Ideal Customer Profile Territories Compensation 334

The Spiff Blog

OCTOBER 12, 2023

How well can you explain (or defend) the way your company compensates sales employees? In today’s world, where pay transparency and compensation fairness are increasingly in the spotlight, sales employees and high-quality job candidates want to know more than just “how” your sales reps are paid. Let’s get into it!

Compensation 84

Compensation Commission How To Incentives 84

No More Cold Calling

JANUARY 16, 2020

Whether you are a CEO, vice president, or sales manager, you have a central role in your company’s sales process and in the decision to transition from vapid outbound prospecting to selling through referrals. And you will align all systems in your organization—recruiting, training, and compensation—to support the referral selling process.

Referrals 328

Referrals Sales Management Hiring Scale 328

Sales and Marketing Management

MAY 31, 2020

Sales teams are a particularly unique case as their compensation is likely to be highly leveraged and more sensitive to changes in the marketplace. Businesses should look for ways to easily re-allocate quotas, based on factors such as how your customers and prospects are impacted by changes in the market. .

Motivation 194

Motivation Compensation Commission Incentives 194

The Pipeline

AUGUST 27, 2019

They not only give away their time; they pay the prospect for the privilege of doing so. You know what I mean, spending all that valuable time with prospects that you know will never buy. You need a miracle, or you need to prospect for new alternative opportunities. Giving It Away. Well you can.

Wireless 264

Wireless Discount Face-to-face Scale 264

SalesProInsider

NOVEMBER 30, 2023

Two words that no prospective client is going to say. Depersonalized” sales conversation and explanations of what you do, and how you do it, stop the prospect from connecting with you and the solution. The problem is that it’s not personal; it’s “me” and other people…which leaves the prospect sitting on the sideline.

Conversion 126

Conversion Prospecting Compensation Examples 126

SBI Growth

MAY 3, 2013

Assume both have similar tenure, experience, skills, opportunity and compensation. Evelyn is evolving and going after your best prospects. Rick is meeting his leading indicator targets but seeing the wrong prospects. Illustrating Your Need to Evolve. Rick would get a much higher overall score on these leading indicators.

Ideal Customer Profile 308

Ideal Customer Profile Outsourcing Services Lead Scoring Lead Rank 308

No More Cold Calling

JUNE 10, 2021

Get meetings with prime prospects in one call. Convert prospects to clients more than 50 percent of the time. We ask for an introduction to our ideal prospect. The conversion rate of prospect to client has shifted from an average of 50 percent to 70 percent. (Seems like a stupid question, but I had to hear their answers.)

Referrals 385

Referrals Cold Calling Inbound Webinar Metrics 385

The Pipeline

OCTOBER 12, 2017

It seems that telephone prospecting and selling are experiencing a similar thing but in reverse, and with added risk. It Is important to also ensure that we compensate for the lack of immediacy and direct visual contact; and I don’t mean just talking louder. Close Yet Far. Stepping Back.

Face-to-face 258

Face-to-face Video Call-back Compensation 258

Hubspot Sales

APRIL 27, 2021

Here, we'll take a closer look at what a territory manager does, the skills they're expected to have, how they're compensated, and the emerging practice of online territory management. You need to know how prospects generally engage with your competitors.

Territories 116

Territories Compensation Trade Show Salary 116

SBI Growth

NOVEMBER 4, 2012

Ask the right questions of the prospect and they will reveal what is causing them to buy. compensation, personal promotion, and job security). Here are two places to identify the compelling events: At every stage of an existing sale in progress. Identify compelling events real-time. Use the compelling event assessment job aid.

Buyer 293

Buyer Decision Maker Demand Generation Targets Demand Generation 293

Score More Sales

JULY 11, 2013

Take a moment to list out the questions you don’t have answers for with existing clients and also with your top prospective customers. I’ve been compensated to contribute to this program, but the opinions expressed in this post are my own and don’t necessarily represent IBM’s positions, strategies or opinions.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Scoring Lead Rank 309

SBI Growth

MAY 21, 2013

Who are the best prospects and how are they making purchase decisions. How do they compensate their reps and how are they structured? Mystery shopping and customer/prospect research will support here. Gone unanswered, the following questions can turn your CSO into a bleary-eyed insomniac. How do I win more new business?

Hiring 300

Hiring Collateral Comparison Territories 300