SBI Growth

OCTOBER 29, 2012

The plan looks great – equitable, in line with competition, attractive to sales. But wait – this new incentive compensation plan could flop. So, he commissioned HR to design a new incentive compensation plan (IC Plan.) Culture at another firm required Sales Reps to do their own prospecting and sales. What can be done?

Compensation 253

Compensation Hiring Incentive Incentives 253

Understanding the Sales Force

MARCH 13, 2013

Executed correctly, the salesperson has a conversation with a decision maker that is unlike any conversation the competition has had. That creates urgency, and an incentive for a prospect to self-qualify. He didn’t need to offer competitive pricing because he sold value! Step 2 – Can you articulate why it’s wrong?

Coaching 264

Coaching Sales Management Decision Maker Call-back 264

SBI Growth

OCTOBER 5, 2012

Most of your reps seem to lack the urgency and hustle of the competition. They continue to hit slightly larger numbers from the previous year, but spend much less time prospecting and cold-calling. You’d like to see an increase in sales with this huge decrease in prospecting time. They are also your ad-hoc customer service team.

Compensation 257

Compensation Company Hiring Salary 257

Jeffrey Gitomer

MARCH 8, 2013

They help salespeople sell, and they’re a reflection of the quality of your business in the mind of the prospect. Have incentives and contests to keep it competitive. Pay a larger incentive the second time. Have them fill out sales reports every week by prospect status. Give them the tools to sell with.

Incentive 255

Incentive Incentives Compensation Referrals 255

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.

Incentive 105

Incentive Incentives Compensation Motivation 105

SBI Growth

SEPTEMBER 21, 2012

An introduction to a new prospect. For example, prospects may show their hand and confess they were looking forward to your proposal. Prospects may confess they were looking forward to your proposal. If you are able to provide economic incentive to the prospect, this will always gain the attention of the Economic Buyer.

Strategy 282

Strategy Vendor How To Proposal 282

Sales Hacker Training

SEPTEMBER 10, 2018

Still, they don’t always nail down the details when it comes to the things that might entice a prospective salesperson — like a well-rounded sales compensation plan , for example. Creating a strong sales incentives program will help you attract and retain A-list sales talent, so it is worth putting in the legwork to create a strong plan. .

Incentive 106

Incentive Incentives Compensation Salary 106

Anthony Cole Training

OCTOBER 13, 2014

Or, if you want to use incentive travel/excursions to motivate people to higher levels of performance, you raise the bar required for people to qualify for the “President’s Club” trip. I have inquired about incentives and changes in overall production of a sales team.

Sales Management 204

Sales Management SME Incentive Incentives 204

Zoominfo

MAY 13, 2018

When you set an ambitious goal, or organize competitions, you put on the pressure in a healthy way and bring out the competitive nature in people. Start small, and expand your incentive program as you learn and grow. Start small, and expand your incentive program as you learn and grow. Look into prospecting tools.

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Hubspot Sales

MAY 22, 2018

If there's no real problem the prospect is trying to solve, there's no real reason for them to buy. Establish business pain (either from a known issue, or from a problem the prospect wasn't even aware of) before diving into other questions. If the answer is "well, not much," the prospect doesn't have a pressing need.

Prospecting 145

Prospecting Hiring Decision Maker Sales Qualified Lead 145

Sales Hacker

FEBRUARY 15, 2024

Your sales team doesn’t have time for efficiency blockers in a competitive, fast-paced market. Even if you’ve defined your ICP and created a targeted list of prospects, you may still find that your prospecting isn’t generating impactful results. Offer incentives and valuable content to ensure that subscribers stay engaged.

Ideal Customer Profile 122

Ideal Customer Profile Prospecting Lead Rank Lead Scoring 122

Zoominfo

MARCH 6, 2019

Not every referred prospect will become a customer, but the increased conversation about your company and products will strengthen your brand and help maximize your reach. Choose the right incentives. Plus, incentives motivate customers, as 50% of people say they’re likely to give a referral if offered a reward ( source ).

Referrals 197

Referrals Ideal Customer Profile Marketing Incentive 197

Zoominfo

MARCH 19, 2018

Social selling is a sales technique that leverages social networking sites to identify prospects, build relationships, and ideally, close more deals. Sales Navigator also offers real-time updates on your prospects and customers for improved communication. Social selling generates 38% more new opportunities than traditional sellers.

Social Selling 227

Social Selling Tools Lead Rank Lead Scoring 227

Hubspot Sales

NOVEMBER 16, 2020

In Glengarry Glen Ross — arguably the most prominent, important film about sales ever made — four real estate salespeople are pitted against each other in a weeklong competition. The contest's incentive structure is steep and high-stakes. This one is a win-win for both your sales org and the reps who win your competition.

Incentive 137

Incentive Incentives Real Estate Film 137

Highspot

MARCH 24, 2025

It depends on strong foundational pillars that drive improved workflows, rely on actionable insights, and align incentives with measurable business goals. Performance and Incentives Make sure compensation and incentives support GTM objectives to drive the right behaviors. Lets explore four pillars of GTM ops excellence: 1.

Lead Rank 52

Lead Rank Lead Scoring Incentive Incentives 52

Pointclear

JUNE 27, 2011

We began with a target market of 80,000 companies, and we wanted to fine tune our ideal prospect characteristics to focus on higher-value opportunities more likely to close. This precise identification of target prospects has resulted in us now focusing on fewer than 20,000 companies, and it has significantly increased closed deal size.

Outsourcing Services 219

Outsourcing Services Lead Generation Lead Rank Marketing Qualified Lead 219

Sales Hacker

MARCH 30, 2025

Motivate with gamification and incentives. Create healthy competition within your team using leaderboards and contests. Example opener: Hey [Prospect], I just finished reading your latest report on [specific topic]. When faced with objections, agree with the prospect first to lower their defenses. Perfect your opener.

Cold Calling 71

Cold Calling Scale Microsoft Ideal Customer Profile 71

Lead411

JANUARY 16, 2025

Lead411 combines advanced AI-powered intent data with robust contact information to help sales teams identify and prioritize prospects most likely to convert. to review recorded calls, uncovering that prospects respond positively to a particular pricing structure, leading to a 20% uptick in closed deals. Recent Posts Top 5 Best A.I.

Ideal Customer Profile 52

Ideal Customer Profile Sales Tools Tools Intent Signal 52

Sales and Marketing Management

JULY 21, 2019

Success stories (“How I won the deal”), advice (“How I reignited interest with a prospect who went dark”) and more can be stored for central access. Video coaching can tap into reps’ competitive spirit. Coaches can attach rewards and incentives (e.g., to their assignments to spur healthy competition and, of course, learning.

Coaching 241

Coaching Video Hiring Trade Show 241

DiscoverOrg Sales

NOVEMBER 27, 2017

Target your best-fit prospects. In order for your message to be relevant, it has to speak to a prospect’s specific situation. And no one has resources to waste on poor-fit prospects. Engage these good-fit prospects via email, PPC ads, or social media. Engage these good-fit prospects via email, PPC ads, or social media.

Lead Rank 196

Lead Rank Marketing Qualified Lead Sales Qualified Lead Top of Funnel 196

Product Management University

MARCH 3, 2020

The one thing salespeople hate (other than losing) is situations where they’re unprepared to react to a competitive missile that comes out of nowhere. Situational competitive battle cards reduce the odds of that happening by helping salespeople keep the discussion focused on business outcomes versus products. Related Articles.

Competition 71

Competition Comparison Discount Vendor 71

Allego

OCTOBER 29, 2024

To stay competitive, medical device companies must embrace this new reality and adapt to digital sales. By leveraging technology and refining their digital strategies, they reach more prospects, engage with them more effectively, and stay ahead of the competition. Developing digital selling skills, processes, and incentives.

Strategy 62

Strategy Face-to-face Buyer Lead Rank 62

Hubspot Sales

MAY 26, 2023

In real estate, you have to understand that prospects aren't going to appear out of thin air. This is a concept known as real estate prospecting. And in the highly competitive world of real estate, prospecting can be challenging. And in the highly competitive world of real estate, prospecting can be challenging.

Real Estate 105

Real Estate Prospecting Ideal Customer Profile Social Media 105

eGrabber

OCTOBER 29, 2024

The MICE (Meetings, Incentives, Conferences, Exhibitions) industry is a high-impact sector of business tourism that creates global connections, fosters innovation, and boosts local economies. Incentives: Company-funded trips to motivate and reward employees or partners. Need the Right Leads to Drive your MICE Business?

Lead Generation 40

Lead Generation Tourism Industry Sales Qualified Lead 40

Hubspot Sales

MAY 18, 2018

If they need to get better at prospecting, make it a goal for them to increase outreach calls by 10% every week. If 50% of their demos convert to deals, that means they must demo to eight prospects each month. The incentive for your reps to meet their quota? So what’s the incentive for meeting these smaller goals?

Sales Goal 145

Sales Goal Incentive Incentives Quota 145

Hubspot Sales

FEBRUARY 17, 2020

Questions to consider: What separates your product from the competition? Let the answers to those questions guide how you describe your product to prospective customers. Thoroughly qualify your prospects. Are you sure you’re selling to the right prospects to begin with? What main features would you highlight?

Territories 138

Territories Incentive Incentives Sales Qualified Lead 138

Allego

FEBRUARY 6, 2025

The daily grind of cold calling and prospecting could become monotonous, decreasing activity and engagement. During the hiring process, one of the key traits we look for in SDRs is their competitive spirit. Having competitive people on your team isn’t enough you need to consistently feed that competitive spirit.

Hiring 62

Hiring Face-to-face Competition Energy 62

Understanding the Sales Force

DECEMBER 20, 2012

Their marketing material usually says something like, "Salespeople must be able to Prospect, Question, Manage Objections and Close. How quickly they develop relationships with their prospects. Whether they have the incentive to improve their sales competencies. So here's the problem. They must have Product Knowledge. Confidence.

Hiring 169

Hiring Case Study Study Face-to-face 169

Hubspot Sales

OCTOBER 20, 2020

But as much as I love how gloriously petty and competitive that particular Lombardi gem is, it's not my favorite thing he ever said. You want your reps to be ambitious and dedicated — willing to do that much more to book an extra meeting or keep a prospect with waning interest in your pipeline. That one is absolutely killer.

Commission 135

Commission Incentive Incentives How To 135

Zoominfo

SEPTEMBER 1, 2019

Further increasing competition for brand loyalty, customers trust brands far less than they once did. Their sales reps get super hands-on with prospects during the buying journey — they provide demos, answer questions, ask for feedback, etc. Then the prospect makes a purchase, and suddenly they’re on their own.

Loyalty 130

Loyalty Customer Incentive Incentives 130

Sales and Marketing Management

JUNE 22, 2020

Under normal circumstances, you may have been able to set a competitive but fair price for your company’s goods or services and stick with it. Providing incentives for loyalty can also strengthen relationships while decreasing incentives to switch to a competitor. Author: Paul Nolan. These are anything but normal circumstances.

Margin 194

Margin Discount Airlines Incentive 194

Crunchbase

FEBRUARY 16, 2021

Find prospects that match your ICP with Crunchbase Pro – try it free. It’s no secret that the sales industry is competitive. In the workforce today, we have four generations working together simultaneously, so finding which incentives work best at your workplace might take a few tries to get right.

Competition 59

Competition Hiring Motivation Incentive 59

Hubspot Sales

MAY 19, 2018

Contrary to what most people believe, prospecting is not a numbers game. A common lazy salesperson’s practice is asking an employee at a prospective company to send you the contact information of the key decision-maker. Hi [Prospect name], Your article on [Publication] left me speechless. Regards, [Lazy Salesperson]. Here’s how.

Prospecting 112

Prospecting Decision Maker Sales Qualified Lead Social Media 112

SBI

FEBRUARY 5, 2014

In our zeal to out -shine the competition there’s a lot of pressure to outdo yourself. If you can come up with that magic bullet or learn the secret tips and techniques, you’ll have a competitive advantage – yes? When a salesperson reads too much into what a prospect does or says. Think outside the box. Outfox and outwit.

Scale 138

Scale LinkedIn Incentive Incentives 138

Zoominfo

MARCH 6, 2019

Not every referred prospect will become a customer, but the increased conversation about your company and products will strengthen your brand and help maximize your reach. Choose the Right Incentives Rewards are the most critical part of your referral marketing strategy. And remember, your reward doesn’t need to be super expensive.

Referrals 130

Referrals Marketing Incentive Incentives 130

Sales Hacker

APRIL 8, 2019

Healthy competition. Typically, team goals are stretch goals with a juicy incentive tied to goal achievement. Healthy Competition. And sure, contests, competitions, and rewards are fun. As for incentives, gift cards and cash may be practical, but to put it bluntly, they’re prizes of the past. Your people.

Top of Funnel 110

Top of Funnel Incentive Incentives Hiring 110

Hubspot Sales

JANUARY 19, 2018

I’m a big believer in preparation, so whenever I can, I create a deal plan with my prospect. The deal plan should cover whatever your prospect suggests but will generally encompass the remainder of the sales cycle, how to sell the product internally, and the implementation of the product. Why You Should Create a Deal Plan.

Closing 145

Closing Tools Sales Cycle Churn 145