Zoominfo

JUNE 10, 2018

Schedule a product demo. Here are a few ways to give a top-notch product demo: Personalize it. Your prospect doesn’t want to see a general demo; they want to see a demo tailored to their specific needs. Avoid talking about yourself during the demo. Keep reading. Ask questions. Offer a free trial.

Objections 239

Objections Case Study Face-to-face Study 239

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

Zoominfo

SEPTEMBER 4, 2019

Your knowledge center should also include any content that will help your customers use your products or interact with your brand — such as product demos, tutorials, webinars , and other useful assets. Their sales reps get super hands-on with prospects during the buying journey — they provide demos, answer questions, ask for feedback, etc.

Loyalty 206

Loyalty Customer Incentives Incentive 206

Understanding the Sales Force

JUNE 11, 2012

Buying Incentives? Performance Incentives? Bertter Demos? Assessments? Accountability? Competition? Killer Product? Optimized Sales Process? Better Sales Methodology? Improved Sales Model? Effective Sales Management? Ultimatums? Professional Proposals?

Lead Rank 193

Lead Rank Incentives Incentive Sports 193

Nutshell

MARCH 11, 2020

A product demo is an in-person or virtual demonstration that illustrates the ways in which a physical product or piece of software operates. Product demos can be pre-recorded or delivered in real time, and are usually employed by salespeople to give prospects an overview of various features, highlight use-cases , and communicate value.

How To 91

How To Software Software Lead Scoring 91

Zoominfo

MAY 17, 2021

Smart, strategic incentives that reward employees for achieving their goals is a great way to keep employees engaged, motivated, and willing to rally behind each other to succeed. This kind of incentive motivated individual reps to outperform their colleagues to get a grand prize that was well worth the effort they put in.

Incentives 147

Incentives Incentive Call-back Energy 147

Score More Sales

JUNE 2, 2014

This is a very effective way to improve prospecting, messaging, and web demos.]. You can increase sales just in this one area alone – being motivated enough with great contacts to make and incentive to do so. [Tip: throughout the day Ken reminded everyone about A/B testing.

InsideSales 221

InsideSales Lead Scoring Lead Rank Ideal Customer Profile 221

Zoominfo

MAY 17, 2021

Smart, strategic incentives that reward employees for achieving their goals is a great way to keep employees engaged and willing to rally behind each other to succeed. This kind of incentive motivated individual reps to outperform their colleagues to get a grand prize that was well worth the effort they put in. Enter the sales spiff.

Incentives 130

Incentives Incentive Call-back Energy 130

Sales and Marketing Management

FEBRUARY 3, 2020

Budget, which might include costs for video testimonials, as well as promotions and incentives for participants . Demo reference technology tools. It’s crucial to develop a customer reference management plan, which includes elements, such as a: Value proposition, mission statement, program goals, and key performance indicators (KPIs).

Ideal Customer Profile 248

Ideal Customer Profile Customer Policies Promotion 248

Hubspot Sales

MAY 18, 2018

If 50% of their demos convert to deals, that means they must demo to eight prospects each month. If 30% of their calls lead to demos, they need to call roughly 27 people. The incentive for your reps to meet their quota? So what’s the incentive for meeting these smaller goals? Incentivize goals. No problem.

Sales Goal 145

Sales Goal Incentives Incentive Top of Funnel 145

DiscoverOrg Sales

NOVEMBER 27, 2017

Maybe they even requested a demo or free trial. That’s a powerful way to add incentive to your remarketing campaigns. If someone keeps visiting your website without converting, add some of this additional incentive when you’re marketing to them. You can also add urgency (“This offer expires in 24 hours!”)

Lead Rank 196

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

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. and establish brand awareness by inviting customers to connect through a meeting, webinar, free trial, or demo. You’ll get high ROI. Stage 2: New Paying Customers.

Email Marketing 264

Email Marketing Benefit Webinar Metrics Marketing 264

Anthony Cole Training

FEBRUARY 7, 2013

In other words, the goal might be $300,000 in revenue, but if they do at least $200,000, they can keep their jobs - they just won't make the additional incentive compensation or make the rewards trip. FREE DEMO - View a demo of our training module on Performance Management. Inform them that you will inspect what you expect.

Hiring 180

Hiring Lead Scoring Lead Rank Incentives 180

Zoominfo

SEPTEMBER 7, 2021

Need an additional incentive to make sending an agenda a consistent best practice: including an agenda with an invitation to a meeting that a C-suite decision-maker is expected to attend contributes to a small but measurable improvement to stage conversion: a 3% lift. It also helps to reduce guesswork in your preparation process.).

Decision Maker 259

Decision Maker Analysis ROI Sales Meeting 259

Xactly

APRIL 9, 2018

Those tasked with creating a plan must develop a process and incentive plan that will motivate and encourage the right sales behaviors to achieve goals, all while driving growth. Gartner’s VP of sales mentored me and taught me how sales reps think and act in regards to sales Comp and incentives.

Compensation 70

Compensation Incentives Incentive Commission 70

Zoominfo

APRIL 17, 2025

Built to help reps reach the right buyers at the right moment, ZoomInfo Copilot uses real-time signals, CRM insights, and ZoomInfos unmatched business intelligence to surface personalized guidance on average, ZoomInfo Copilot users book 60% more meetings and demos.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

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 Scoring 52

Lead Scoring Lead Rank Incentives Incentive 52

Zoominfo

SEPTEMBER 1, 2019

Your knowledge center should also include any content that will help your customers use your products or interact with your brand — such as product demos, tutorials, webinars , and other useful assets. Their sales reps get super hands-on with prospects during the buying journey — they provide demos, answer questions, ask for feedback, etc.

Loyalty 130

Loyalty Customer Incentive Incentives 130

Xactly

JANUARY 2, 2019

Ultimately, the new compensation and incentive plans must successfully motivate the right sales behaviors to achieve goals, all while driving growth. After close to a year, we decided that Express was not flexible enough to handle our complex plans and increasing number of reps, so we decided to implement Xactly Incent in 2015.

Compensation 69

Compensation Incentives Incentive Commission 69

Sales Hacker

AUGUST 20, 2020

In our LinkedIn example, that would mean measuring not only the number of InMails sent, but also keeping track of relevant efficiency metrics, or ratio metrics — like responses, connects, or demos set based off of those initial InMails sent. Nail Down Incentives. If your incentive funds got slashed, you’ve still got options.

Incentive 129

Incentive Incentives Competition Distribution 129

The Pipeline

DECEMBER 16, 2011

I would add another disconnect that prevents sales training from achieving a positive return on investment is a lack of alignment between the organization’s strategies, structure, processes/operations, incentives and people. The Right Way to Use Demos in Technology Sales. Book Review. Business Acumen. Buying Process. Gap Selling.

Pipeline 230

Pipeline Training Twitter Hiring 230

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.”. This KPI helps the rep understand which discounts are most effective, which can help reach sales objectives faster by attracting prospects with incentives that work.

Sales Qualified Lead 227

Sales Qualified Lead Top of Funnel B2B Lead Rank 227

Selling Essentials RapidLearning Center

FEBRUARY 15, 2024

Unfortunately, they’re both likely to fail – because neither a financial incentive nor a disincentive is the right tool for what you’re trying to accomplish here. Fines didn’t work To see why, let’s look at a study from the University of Chicago involving the use of financial incentives. Market or social interaction?

Incentives 52

Incentives Incentive Journal Salary 52

Selling Essentials RapidLearning Center

FEBRUARY 15, 2024

Unfortunately, they’re both likely to fail – because neither a financial incentive nor a disincentive is the right tool for what you’re trying to accomplish here. Fines didn’t work To see why, let’s look at a study from the University of Chicago involving the use of financial incentives. Market or social interaction?

Incentives 52

Incentives Incentive Journal Salary 52

Sales and Marketing Management

FEBRUARY 8, 2021

One of the manufacturer’s largest resellers complained of repeatedly losing sales to online sellers after going to the trouble of providing an in-person demo. It’s a way of providing customers many incentives to do business with the distributors without mentioning the price will be lower as well.

Outsourcing Services 156

Outsourcing Services Channels B2B Incentives 156

Canidium

OCTOBER 19, 2023

You have identified SAP SuccessFactors Incentive Management (SAP Commissions) as the solution to implement in your organization. Now what?

SAP 40

SAP Commission Incentives Incentive 40

Xactly

JUNE 7, 2018

Incentive Compensation Management (ICM) solutions help companies manage their sales compensation plans and calculate commission payments. Using Xactly Connect, organizations can easily extract data for use in downstream systems, such as payroll, data warehouses, and other reporting applications as well as export data to general ledgers.

Compensation 60

Compensation Incentives Incentive Data 60

Partners in Excellence

NOVEMBER 25, 2021

Hopefully we have a couple of unique features our competition doesn’t have–we can focus on those in the demo, even if the customer doesn’t need them. We really become expendable, our managers can hire cheaper people to read the scripts and do the demos. How do we incent them to change and start the journey?

Revelation 151

Revelation Hiring Lead Scoring Lead Rank 151

Zoominfo

OCTOBER 13, 2021

For example, we offer a $7 gift card to prospects who sign up for a demo to bolster show rates. Essentially, they are MQLs that haven’t signed up for a demo yet. We offer them an incentive combined with value messaging to get them into a demo meeting. Tactic Claim Rate Show Rate Lift ROI Demo Show Rate 24.8%

Top of Funnel 130

Top of Funnel Lead Rank Marketing Qualified Lead Direct Mail 130

Partners in Excellence

SEPTEMBER 7, 2023

Ironically, we probably understand the critical things a buyer must do, independent of sitting through our presentations and demos, to successfully navigate their buying process. It’s where all the work that both have done goes off the rails. But we don’t seize that opportunity.

Sales Process 151

Sales Process Proposal Incentives Incentive 151

Anthony Cole Training

FEBRUARY 7, 2013

In other words, the goal might be $300,000 in revenue, but if they do at least $200,000, they can keep their jobs - they just won't make the additional incentive compensation or make the rewards trip. FREE DEMO - View a demo of our training module on Performance Management.

Lead Scoring 120

Lead Scoring Lead Rank Hiring Leads 120

DiscoverOrg Sales

NOVEMBER 27, 2017

Maybe they even requested a demo or free trial. That’s a powerful way to add incentive to your remarketing campaigns. If someone keeps visiting your website without converting, add some of this additional incentive when you’re marketing to them. You can also add urgency (“This offer expires in 24 hours!”)

Lead Rank 133

Lead Rank Marketing Qualified Lead Sales Qualified Lead Top of Funnel 133

MarketJoy

MAY 8, 2025

Product Demonstrations: Demo showcasing the advantages of your services or products. Customer Referrals: Motivating satisfied customers to refer new ones with incentives. Live Q&A Sessions: Interacting with prospects and clearing their doubts and concerns.

Paid Content 52

Paid Content Lead Generation Lead Scoring Lead Rank 52

Xactly

JUNE 27, 2018

Those who work to create a plan for their company must develop a compensation process and incentive plan that will motivate the right sales behaviors to achieve goals, all while driving growth. At Xactly, we want to provide an integrated incentive compensation planning process. Schedule your personalized demo today!

Compensation 52

Compensation Incentives Incentive Pharmaceuticals 52

Sales Hacker

JANUARY 30, 2024

The disparity between conversion rates is staggering when you compare MQLs generated from a demo request versus those from a simple content download. Kevin reminds us of the relevant words of the late Charlie Munger, “Show me the incentive, and I’ll show you the outcome.”

Lead Rank 122

Lead Rank Marketing Qualified Lead Pipeline Top of Funnel 122

Hubspot Sales

JULY 15, 2020

These incentives demonstrate the level of commitment Mailchimp has towards the success of their clients. For example, you might discover that prospects that attended a live product demo have a far higher conversion rate compared to those that didn’t. Image Source.

Pipeline 138

Pipeline B2B Ideal Customer Profile Sales Qualified Lead 138

Igniting Sales Transformation

DECEMBER 1, 2019

That includes new product announcements, product feature training, product demos, reviews of marketing materials, or execs who feel their title justifies air time with the sales force when it doesn’t. Conduct sales meetings using business acumen & insight vs. feature dumps & demos? Compete with buyer status quo?

Meeting 130

Meeting Decision Maker Revelation ACT 130