Hubspot Sales

JUNE 11, 2019

Nothing boosts your sales team's excitement and energy more quickly and reliably than an incentive. However, motivating your reps isn't as simple as choosing a desired outcome (like more calls or higher conversion rates) and promising a cash prize to the winner. These four strategies will increase the impact of your incentives.

Incentive 140

Incentive Incentives Motivation Referrals 140

SBI Growth

NOVEMBER 15, 2013

The marketing lead conversion rate is not even close to a 30% revenue contribution. Social prospecting, technology proficiency and content production are just a few. There are many root causes for poor lead conversion. You need a way to identify the sales competency gap that’s causing your “last mile” conversion issues.

Sales Qualified Lead 312

Sales Qualified Lead Ideal Customer Profile Referrals Incentives 312

Hubspot Sales

DECEMBER 2, 2024

As someone with extensive experience leading teams of SDRs, I'll be the first to tell you that keeping both reps and prospects engaged with the holidays on the horizon is every bit as tricky as it is essential. Other incentive programs, like SPIFs , can also help your reps keep their foot on the gas through the end of Q4. NONE AT ALL!

Incentives 98

Incentives Incentive Intent Closing 98

SBI Growth

OCTOBER 21, 2013

The following insights are a primer for this in depth conversation. Incentive Programs. Does your comp plan incent behaviors that will get you to your number? A majority of reps focused on margin, and gave up prospecting for new accounts. Sign up for the Research Tour for a more in depth conversation on this topic.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

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. From there, initiating conversations and strengthening relationships with business buyers and influencers got easier.

Closing 122

Closing Quota How To Webinar Metrics 122

Zoominfo

SEPTEMBER 4, 2019

Learn more about implementing AI-powered chatbots by reading the following post: The Definitive Guide to Conversational Marketing. Their sales reps get super hands-on with prospects during the buying journey — they provide demos, answer questions, ask for feedback, etc. Establish an incentive-based customer loyalty program.

Loyalty 206

Loyalty Customer Incentive Incentives 206

Zoominfo

JUNE 10, 2018

Most of the time, when a prospect says, “I can’t afford it,” they’re not usually talking about price at all. You can talk until you’re blue in the face, but until your prospect sees your product in action, they won’t truly understand its value. A demo shouldn’t be a one-way presentation; it should be a conversation.

Objections 239

Objections Case Study Face-to-face Study 239

Crunchbase

APRIL 6, 2023

When it comes to keeping sales reps happy and quotas attained, what worked over the past few years is no longer working One solution is the introduction of a sales incentive program that encourages reps to work toward a goal and receive recognition. A client of ours that sells hardware was having trouble driving revenue to a new product.

Incentive 98

Incentive Incentives Hiring Top of Funnel 98

SBI Growth

SEPTEMBER 26, 2012

The holidays are an obstacle to getting face time with prospects and customers to secure those last minute deals. They avoid tough conversations. Let them lead the conversation. Offer a small incentive for closing these deals in Q4 (cash is always good). How do you know if these late stage deals will close in Q4?

Closing 303

Closing Lead Rank Lead Scoring Customer 303

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.” They're typically sent following initial conversations, meetings, or proposals (shocking, I know.)

Ideal Customer Profile 111

Ideal Customer Profile Proposal Lead Rank Referrals 111

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.

Coaching 264

Coaching Sales Management Decision Maker Call-back 264

Understanding the Sales Force

MARCH 14, 2014

Salespeople with a lack of Commitment don''t have the incentive to change. Most importantly, it''s a conversation, not a series of questions. It''s a conversation that different from what most salespeople are having with their prospects and it relies heavily on effective listening and note-taking skills. Not really.

Consultative Selling 256

Consultative Selling Training Conference Coaching 256

Crunchbase

NOVEMBER 9, 2021

Lead generation is pointless if it doesn’t result in a prospect and a conversion. Before we dive into how to drive conversions, let’s first unpack the difference between a lead and a prospect, and how to turn one into the other. Let’s start by comparing a lead vs. prospect: How do they differ? What is a prospect?

Sales Qualified Lead 111

Sales Qualified Lead Lead Rank Lead Scoring Prospecting 111

Zoominfo

MAY 20, 2021

That statistic alone offers an incentive for brands to take a closer look at their email marketing strategy and to maximize return. You can engage prospects throughout the customer life cycle. At this stage, email is used to welcome new prospects at the beginning of the purchase journey who have filled out a form on your website.

Email Marketing 264

Email Marketing Benefit Webinar Metrics Marketing 264

Anthony Cole Training

OCTOBER 13, 2014

Yes, the tenets for success was still based on a formula of sales steps and conversion ratios from one step to the next, but. 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.

Sales Management 207

Sales Management SME Incentives Incentive 207

No More Cold Calling

APRIL 20, 2017

Here’s how to cure your prospecting problem. What’s to fear about prospecting? That may seem absurd today, but it was a creative prospecting strategy in 1995. I tried coaching, I tried demonstrating, and I tried setting goals and incentives. Prospecting Creates the Same Fear Today. Surprised? Good question.

Cold Calling 249

Cold Calling Referrals Sales Qualified Lead Promotion 249

The Spiff Blog

AUGUST 19, 2022

Reps spend just 33% of their day talking to prospects, while the rest is devoted to internal or administrative tasks ( source ). The only remedy is a formal incentive communication strategy. Map out an incentive communication step to align with each step of your sales comp process. Let’s dive in!

Incentive 81

Incentive Incentives Compensation Commission 81

Sales Hacker

FEBRUARY 15, 2024

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. Learn how these factors impact your prospecting, and what you can do to yield better outcomes in sales. #1: Stale data and lack of differentiation could be two major culprits.

Ideal Customer Profile 122

Ideal Customer Profile Prospecting Lead Rank Lead Scoring 122

Pointclear

MAY 16, 2017

We had a conversation about the importance of process surrounding Market, Media, Message and Metrics. Media: Use all media in your arsenal, including outbound touchpoints that engage prospects and forge relationships needed to convert. That is, by not using a cost-per-lead metric.)

Lead Rank 169

Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

Hubspot Sales

MAY 22, 2018

While the specific sales questions a rep asks will depend on the product or service they sell, here are 18 solid conversation starters that can help you recognize who's a successful customer in the making, and who's barking up the wrong tree. If there's no real problem the prospect is trying to solve, there's no real reason for them to buy.

Prospecting 145

Prospecting Hiring Decision Maker Sales Qualified Lead 145

No More Cold Calling

SEPTEMBER 21, 2017

The more they educate themselves on the industry and trends, the deeper conversations they have, and the faster their sales processes accelerate. They find it refreshing when someone comes in with new perspectives and a willingness and openness to engage them in conversation. This doesn’t just make us great at winning over prospects.

Cold Calling 266

Cold Calling Loyalty Account Intent 266

Highspot

MARCH 24, 2025

Higher conversion rates: Sales and marketing alignment and processes that work well mean fewer roadblocks and faster deal closure. It depends on strong foundational pillars that drive improved workflows, rely on actionable insights, and align incentives with measurable business goals. Lets explore four pillars of GTM ops excellence: 1.

Lead Rank 52

Lead Rank Lead Scoring Incentives Incentive 52

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

The Pipeline

OCTOBER 26, 2021

In casual conversation about your pipeline, he would learn the average length of your sales cycle. If the conversation took place in late October, and your average cycle is four months, he would ask the following. This is all premised on a salesperson knowing their conversion rates, success progressing deals from one stage to the next.

Top of Funnel 188

Top of Funnel Face-to-face Incentives Incentive 188

Score More Sales

JUNE 2, 2014

This is a very effective way to improve prospecting, messaging, and web demos.]. Skill is the training piece – how you prospect, message, engage, follow-up, track and help clients buy. Effort is where more or less dials are made, more or less conversations are had and more or less emails are crafted and sent.

InsideSales 221

InsideSales Lead Rank Lead Scoring Ideal Customer Profile 221

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 Incentives 197

The Pipeline

FEBRUARY 6, 2018

No doubt there may be other incentives or ways to prime the pump, be that money or title; but for the most part, those have short-lived impacts, with minor if any lasting change. With both buyers and reps, it is the nature of the conversation. Walking To Run.

Coaching 247

Coaching Lead Rank Incentives Incentive 247

Sales and Marketing Management

OCTOBER 29, 2018

Companies in industries like healthcare, security, aerospace, technology and finance have long used unbranded content to curate leads while educating prospective clients on what are often complex, highly technical products and services. Companies use webinars to educate prospects, showcase their expertise and get leads. Whitepapers.

Top of Funnel 237

Top of Funnel B2B Webinar Metrics Marketing 237

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. This streamlines outreach and increases conversion rates by 30%. Best for: Conversation intelligence and deal analytics. Example Use: A B2B tech firm uses Gong.io

Ideal Customer Profile 52

Ideal Customer Profile Sales Tools Tools Intent Signal 52

Pointclear

FEBRUARY 7, 2018

To go with option 2, increasing the leads from 4 to 7, would require you to do one of the following: Increase touches from 100 to 175 per day—a goal which in all likelihood is not possible, as conversations take time. Check out this video that explains how over-focusing on cost per lead incents lead volume over lead quality.

Cost per Lead 204

Cost per Lead Lead Rank Lead Scoring Leads 204

Zoominfo

MAY 13, 2018

Start small, and expand your incentive program as you learn and grow. Think about this way, if you don’t make prospecting a daily habit and only focus on the deals at hand, how will you meet your goals next month or the month after that? Look into prospecting tools. Do yourself a favor and build up your pipeline as you go.

Hiring 258

Hiring Sales Qualified Lead Lead Scoring Lead Rank 258

Nutshell

AUGUST 27, 2018

There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. Prospecting. What is prospecting? What is prospecting? Prospecting is the process of finding and reaching out to potential customers for your business. Scour Yelp for potential prospects.

Sales Qualified Lead 126

Sales Qualified Lead Closing Lead Rank Lead Scoring 126

Zoominfo

JUNE 25, 2021

I need to focus on win rate or average sales price, and [our SDR] needs to focus on inbound conversion rate, outbound demo sets, show rate.”. Number of emails sent helps companies understand the number of prospects discovered per number of emails sent. It also helps assess prospect interest in messages sent by your team.

Sales Qualified Lead 227

Sales Qualified Lead Top of Funnel B2B Lead Rank 227

Sales and Marketing Management

JULY 21, 2019

Reps and their managers can see what their buyers will see, and learn from it – making course corrections before those high-stakes conversations. 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. Here’s How it Works. Host contests.

Coaching 241

Coaching Video Hiring Trade Show 241

eGrabber

FEBRUARY 26, 2025

Conversion Rates: The number of leads that become paying customers. Whether you use SPIN selling, Challenger Sales, or another method, a structured approach makes sales negotiations and conversion easier. Improved negotiation tactics and higher conversion rates. Average Deal Size: The usual revenue you get per sale.

Closing 52

Closing Top of Funnel Ideal Customer Profile Incentives 52

Sales and Marketing Management

OCTOBER 15, 2020

Many businesses are deploying technology such as Donut, a program that helps remote co-workers connect serendipitously using Slack or other communication platforms, to replace the chance meetings and water cooler conversations that occur in the office. Companies are also using Tango cards as incentives to complete training.

Incentives 227

Incentives Incentive Face-to-face Survey 227

Zoominfo

OCTOBER 18, 2018

Often, your product pages exist to simply introduce visitors and prospects to your goods and services—enticing them to learn more. If you include too much information at once, you risk losing a prospect’s interest. This requires some sort of incentive. In this instance, the incentive must be the value of your product.

B2B 203

B2B Case Study Ideal Customer Profile Study 203