Remove Follow-up Remove Incentives Remove Sales
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Is Your Incentive Plan Driving Activity or Performance?

The Pipeline

Sales pundits love to talk about change, and there is no shortage of opportunity brought about by the changes we face today. But having been at the game for a while the one thing that never changes is the view and approach to incentive or commissions. Is your incentive plan driving activity or performance? By Tibor Shanto.

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Is BANT a Sales Process or a Man-Made Disaster?

Understanding the Sales Force

When he got older, we watched Christmas Vacation, Home Alone, Elf, School of Rock, and Grown Ups every year. Last week, I noticed that people are still using this archaic and overly simplistic sales qualifying process, and too many are still writing about the benefits of BANT (Acronym for Budget, Authority, Need, Timing).

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New Data: The Top 5 Unacceptable Sales Performance Findings

Understanding the Sales Force

I read the majority of the reports, studies, white papers, and books related to sales development because others in the field might stumble onto a trend, an insight or a statistic of which I was not aware. That’s why I downloaded Xactly’s 2025 Sales Compensation Survey. The next finding explains the previous finding.

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How Sales Leaders Can Motivate Younger Employees Through Purpose-Driven Incentives

Sales and Marketing Management

Perhaps especially while the COVID-19 pandemic has placed a temporary hold on popular incentives among this demographic like travel, sales leaders can improve their incentives programs for younger employees by embedding a sense of purpose into their sales outreach. . Sometimes, the best incentive is the work itself.

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How Sales Leaders Can Motivate Younger Employees through Purpose-Driven Incentives

Sales and Marketing Management

Perhaps especially while the COVID-19 pandemic has placed a temporary hold on popular incentives like travel among this demographic, sales leaders can improve their incentive programs for younger employees by embedding a sense of purpose into their sales outreach. Boost Sales Enablement with a Meaningful Prospecting Gift.

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Getting Salespeople to Prospect When They Aren’t Prospecting

Understanding the Sales Force

I devised an incentive. Jack’s eyes lit up. Incentives work. When there aren’t many new opportunities in the pipeline, very little new business will get closed n months from now where n is the length of the sales cycle. The answer depends on a salesperson’s Sales DNA. He was all in!

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4 Sales Ops Lessons from the NFL

SBI Growth

There’s no denying that in sales, talent is a key differentiator. Today’s post is about how Sales Ops can create conditions that enable success. Today’s post is about how Sales Ops can create conditions that enable success. How well have you created conditions for sales success? Huddle Around A Sales Process.