SBI Growth

JULY 14, 2013

However, without setting up the right performance conditions, revenue goals won’t be met. What if Rodgers’ receivers and running backs all decide not to follow a scripted play? Incentive pay is a lever that must align with strategy. Suppose Rodgers was paid an incentive every time he threw an interception. Crazy, right?

Territories 328

Territories Incentive Incentives Compensation 328

Sales and Marketing Management

OCTOBER 15, 2020

How this number will change following the pandemic isn’t certain, but the Federal Reserve Bank of Atlanta predicts the number of days worked from home will triple among full-time employees. While travel rewards are down, the IRF reports that merchandise use is slightly up, and points programs have increased by 22%.

Incentives 317

Incentives Incentive Travel Cancellation 317

Hubspot Sales

JANUARY 11, 2023

Follow-up emails can help establish a connection with your prospects. Fifty percent of all sales happen after the fifth follow-up attempt, according to Inside Sales. The solution: Automate your follow-up emails. What are automated follow-up emails? 7 Steps to Automate Your Follow-Up Emails.

Follow-up 115

Follow-up Hubspot How To Promotion 115

SBI Growth

OCTOBER 6, 2013

To get this tool, sign-up here. Surely something is wrong besides the new incentive compensation. Reps give up and learn to live off of base salary. If it’s been the same year after year, it might be time to shake things up. Incentive targets are linked in a competitive fashion, not on my own improvement.

Compensation 293

Compensation Territories Incentives Incentive 293

No More Cold Calling

DECEMBER 2, 2014

Now it’s up to the sales manager to coach, motivate, and incent everyone else—the average performers. Opportunities to grow, learn, and advance are much better incentives. Your story might even show up in a future No More Cold Calling blog post. This is how it’s always worked in most sales organizations. Want Proof?

Cold Calling 289

Cold Calling Incentives Incentive Face-to-face 289

SBI Growth

OCTOBER 21, 2013

By signing up for the tour , you’ll receive the " Performance Culture Assessment " tool. 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? Follow @MakingTheNumber. A client recently put out a new comp plan.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

SEPTEMBER 9, 2013

This is the year to shake things up. Discover tactical solutions to get the most out your incentive comp dollars. It''s a useful guideline but does not answer the following questions: How much is the competition paying for sales talent? How do competitors structure incentive payouts? Follow @jdkenney.

Compensation 288

Compensation Competition Salary Social Media 288

Lead411

DECEMBER 19, 2024

10 Tips for Closing B2B Deals Before Year-End: Last-Minute Strategies and Incentives Tips for Closing B2B Deals Before Year-End: Last-Minute Strategies and Incentives As the year winds down, sales teams often face the challenge of closing deals before the clock strikes midnight on December 31.

Ideal Customer Profile 40

Ideal Customer Profile Incentives Incentive B2B 40

Zoominfo

MARCH 21, 2025

Using AI sales tools can help teams level up by analyzing real sales conversations, identifying what works and what doesnt. It is used to support post-meeting follow-up and maintain documentation within existing workflows. It also provides real-time tracking of incentives and sales activities.

Sales Coaching 130

Sales Coaching Software Software Coaching 130

Sales and Marketing Management

JUNE 29, 2020

Author: Paul Nolan According to an April survey by the Incentive Research Foundation, the top concern about participating in work or reward-related travel was the threat of an epidemic/pandemic at 33%, followed closely by severe weather at 29%. This begs the question, what’s up with the weather scaredy-cats ?

Travel 218

Travel Groups Incentive Incentives 218

Hubspot Sales

DECEMBER 2, 2024

Other incentive programs, like SPIFs , can also help your reps keep their foot on the gas through the end of Q4. Ultimately, offering some sort of tangible incentive is one of the better ways to help your team stay on top of their game as the year comes to a close. They‘re your best shot to close deals as Q4 wraps up.

Incentive 98

Incentive Incentives Intent Closing 98

Sales Gravy

OCTOBER 10, 2024

The Importance of Micro Commitments: Gaining micro commitments—small agreements to follow up or have another meeting—throughout the sales process can reduce the likelihood of being ghosted. Finding ways to uplift oneself, such as connecting with friends or engaging in enjoyable activities, can help restore motivation.

Cold Calling 96

Cold Calling Face-to-face Commission Incentive 96

SBI Growth

NOVEMBER 15, 2013

Have they set up their profiles to reflect both their personal and the company brand? Is the profile set up based on your buying process maps? Incent them correctly and you get what you want. Mis-align incentives and you get nothing. Follow @JohnStaplesSBI. What’s the quality of the contacts in their network?

Sales Qualified Lead 312

Sales Qualified Lead Ideal Customer Profile Referrals Incentive 312

SBI Growth

JUNE 8, 2013

Otherwise, your sales team will be eaten up. Gather data such as LinkedIn connections, Twitter followers and social selling activity. Some best practices related to both of these strategies must be followed. Incent people who embrace these strategies. Follow @pseidell. Follow @MakingTheNumber.

Strategy 310

Strategy Referrals Cost per Lead Social Selling 310

SBI Growth

DECEMBER 29, 2013

But the follow up questions are critical. If you can’t hit it, you’re not getting the incentive pay promised. Follow @DrewZarges. Follow @MakingTheNumber. How did you decide on that number? Alright, this is really three big questions. Every candidate is promised an On Target Earnings (OTE) figure.

Quota 310

Quota Penetration Incentive Incentives 310

Sales and Marketing Management

SEPTEMBER 12, 2017

The time and money that was spent on the meeting was being wasted as the meeting followed a predictable course. Afterwards, I brought up the following points. It’s critical that the rewards offered in incentive programs are highly desirable. Remember that your organization is made up of a diverse group of people.

Lead Rank 262

Lead Rank Loyalty Incentive Incentives 262

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

Nutshell

NOVEMBER 26, 2024

Affiliate management involves finding and managing partners, which promote your brand in exchange for commission or other incentives. This way, up front costs and risk of losing money are less compared to traditional advertisements. Enhanced credibility: Partnering with an established affiliate raises a brand’s credibility.

Commission 117

Commission How To Promotion Campaigns 117

Sales and Marketing Management

MARCH 5, 2020

It’s no secret that by setting effective sales incentives and pay structures you can dramatically increase your team’s success rate. As performance ramps up, so does the commission rate reps can earn. Sales performance incentive funds (SPIFs) are an incentive that rewards a salesperson immediately for making a sale.

Incentive 204

Incentive Incentives Commission How To 204

SBI Growth

MAY 27, 2013

When compared to historical deals, an accurate opportunity forecast was applied following each interaction. He removed incentives based on win rate. One day, he sat down and opened up his browser. Follow @DrewZarges. Follow @MakingTheNumber. Reps had to complete and update it based on customer-specific actions.

Data 323

Data Top of Funnel Hiring Harvest 323

SBI Growth

MARCH 4, 2013

Dig in to these questions to be sure: Process issues: Do recruiter incentives include speed to fill or low vacancy metrics? The first couple months do not live up to those promises. Follow @SteveLoftness. Follow @MakingTheNumber. If this cause is suspected, it is often resolved by outsourcing recruiting.

Outsourcing Services 326

Outsourcing Services Hiring Lead Nurturing Demand Generation 326

SBI Growth

SEPTEMBER 23, 2013

To have a sales strategy you can execute, it must follow a structured path. Sign up for SBI''s free onsite research session here. Change the compensation plan to incent new logo growth by adding an accelerator. This tool will help you come up with the answer. Follow @MattSharrers. Follow @MakingTheNumber.

Compensation 325

Compensation Social Media Incentives Incentive 325

SBI Growth

JANUARY 5, 2014

I have worked with sales organizations where managers spend up to 65% of their time on admin. Focus on coaching-up your talent and helping out with deal strategy. A-players – Incent them more and put them in your best territories. You need to get your team up to speed. Follow @GeorgedlReyes. INTERNAL MEETINGS.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

SBI Growth

SEPTEMBER 30, 2013

The software never lives up to expectations. Get your copy by signing up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute ". They give up. Build incentives and consequences into adoption. Follow @DrewZarges. Follow @MakingTheNumber. Author: Drew Zarges.

System 303

System CRM Compensation Pipeline 303

No More Cold Calling

AUGUST 1, 2019

You won’t pitch, you’ll share best practices, and you’ll follow up. I always advise clients against offering incentives for referral business. Forget about incentives. When I refer you, I put my reputation on the line, so I need to trust that you’ll take care of my connection as I would. Referrals aren’t about money.

Referrals 289

Referrals System Cold Calling Social Media 289

SBI Growth

MARCH 21, 2013

If you want to successfully plan a campaign, follow these (12) steps: STEP 1 - DETERMINE CAMPAIGN OBJECTIVES. Engage them and launch cross-sell and up-sell campaigns. The purpose of your campaign is to incent the buyer to act. Are you compelled to cough up more information to get the offer? Follow @GeorgedlReyes.

Campaigns 319

Campaigns Lead Rank Lead Scoring Leads 319

SBI Growth

FEBRUARY 28, 2013

This peer group is typically made up of 30-40 companies. Compensation Plan : Did they change their compensation plan incenting more new business vs. account development? Revenue increased double-digit in the following year. Follow @DanPerrySBI. Follow @MakingTheNumber. And the outcome was pretty large.

Outsourcing Services 300

Outsourcing Services Ideal Customer Profile Territories Compensation 300

SBI Growth

NOVEMBER 18, 2013

Follow 20 or 30 respected thought leaders. Follow them on Twitter and LinkedIn. It is behavior that must be reinforced and incented. Set up a contest that drives positive behavior. Begin following respected thought leaders on Twitter or LinkedIn. Follow @DanBernoske. Follow @MakingTheNumber.

Twitter 276

Twitter Influencer Networking Social Media 276

SBI Growth

NOVEMBER 17, 2013

Listen up Chief Sales Officer. Link some incentive to making the revenue goal. Back up your Sales Ops leader and the insight they deliver. Follow @pseidell. Follow @MakingTheNumber. Take note CEO, marketing leader and CIO. It’s time that Sales Operations gets your undivided attention. Opportunity is ripe.

Company 296

Company Hiring Buyer Persona Maximizer 296

SBI Growth

OCTOBER 24, 2013

In either case, hiring/training distractions chew up valuable time better used for selling. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. Part of the poor compensation may be the inability/difficulty to achieve incentives. Follow @SteveLoftness. Follow @MakingTheNumber.

Positioning 292

Positioning Hiring Sales Management Compensation 292

Zoominfo

SEPTEMBER 4, 2019

In fact, 33% of American customers say they’ll consider switching companies immediately following a single instance of poor service ( source ). Learn more about implementing AI-powered chatbots by reading the following post: The Definitive Guide to Conversational Marketing. Establish an incentive-based customer loyalty program.

Loyalty 206

Loyalty Customer Incentive Incentives 206

SBI Growth

NOVEMBER 30, 2013

Is your Win Rate going up or down? Specifically: You tend to offer additional incentives to customers or channel partners. Follow @MarkSynek. Follow @MakingTheNumber. Regardless, you need to recharge your batteries. Q1 is going to bring huge challenges, and it’s less than a month away. Author: Mark Synek.

Policies 303

Policies Incentives Incentive Channels 303

Zoominfo

MARCH 6, 2019

Analyze the following data points to help you identify loyal customers: Purchase history: The strongest sign of loyalty is a customer who buys from you again and again. Keep in mind: a customer who doesn’t demonstrate strong loyalty might still end up giving a referral. Choose the right incentives.

Referrals 197

Referrals Ideal Customer Profile Marketing Incentives 197

Sales and Marketing Management

MAY 17, 2020

As organizations emerge from the pandemic crisis and fire up their sales engines, it’s clear that the channel must adapt – shifting and aligning priorities (SUPPORT), implementing new, more impactful channel strategies (ENABLE) and leveraging the right solutions (ENGAGE). That’s a win-win.

Engineering 207

Engineering Revenue Incentive Incentives 207

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. This would point to an overall weakening of those in our profession. Dramatic changes have made professional sales a much more difficult profession.

Sales Management 288

Sales Management Hiring Compensation Trends 288

Hubspot Sales

JULY 30, 2024

Then, the game changed when I leveled up my sales email writing game with curiosity-provoking subject lines, strong body text, and compelling closing statements. Personalized offers that aligned with my company’s unique selling proposition (USP) tended to be the best way to wrap up my emails and generate positive campaign outcomes.

Closing 122

Closing Quota How To Webinar Metrics 122

Zoominfo

NOVEMBER 3, 2020

Two years ago, ZoomInfo CEO and Founder Henry Schuck and his then-VP of Sales Operations, Chris Hays, came up with the bold idea to challenge the sales team to convert 100 leads into product demos in one day. They do a lot of heavy lifting behind the scenes as well, getting up at 5 a.m. It sounded crazy at first.

Lead Rank 246

Lead Rank Marketing Qualified Lead Sales Qualified Lead Demand Generation Targets 246