The Pipeline

JULY 16, 2012

Last week I was working with a group, we were looking at more effective prospecting, when we got around to discussing referrals, I got back some familiar comments. The specific comment was that the rep was reluctant to ask prospects/clients for referrals “because what if the person or company they refer are out of my territory?”

Referrals 324

Referrals Lead Rank Lead Scoring Territories 324

SBI Growth

OCTOBER 21, 2013

The Sales Operations team moved to reorganize the group. 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. The majority simply needed new product updates and quick quote turnaround.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

NOVEMBER 17, 2013

Often, sales, finance, marketing and IT professionals all converge in this group. As a leader, you’re wondering what’s keeping you from getting more from this group. Link some incentive to making the revenue goal. Conducting predictive analysis to find better prospects. Compensation that drives performance.

Company 296

Company Hiring Buyer Persona Maximizer 296

SBI Growth

SEPTEMBER 23, 2013

You need to add vertical specialists because your group struggled with the new product. Change the compensation plan to incent new logo growth by adding an accelerator. Why are reps not being taught how to generate demand in the new prospects? Phase 3 - Sales Force Design - How many reps and what type? Sales training.

Compensation 325

Compensation Social Media Incentives Incentive 325

MTD Sales Training

DECEMBER 15, 2011

You went over objections a dozen times and there seems to be nothing left to talk about when it comes to prospecting. Just as when dealing with prospects, with your sales team, you need to unearth their problems even when they are unaware that they have any. c) You can bring up the problem as a general training topic for the group.

Sales Meeting 263

Sales Meeting Meeting Education Motivation 263

No More Cold Calling

DECEMBER 30, 2014

Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort. Think you’re getting away with cold calling and pretending you’re best buddies with your prospect? When it comes to coaching, are we focusing on the wrong group? Learn more.) [Top

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260

Understanding the Sales Force

JANUARY 22, 2012

Objective Management Group identifies five big ones and a dozen or so additional weaknesses that cause problems for salespeople. Being Too Trusting of What Prospects Say (they believe the stalls and put-offs). Not Being Goal Orientated (they lack purpose and incentive). Is there anything you can do? Yes, there is.

Buying Cycle 198

Buying Cycle Sales Methodology Incentives Incentive 198

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. Grow your revenue with all-in-one prospecting solutions powered by the leader in private-company data.

Sales Qualified Lead 111

Sales Qualified Lead Lead Scoring Lead Rank Prospecting 111

Understanding the Sales Force

FEBRUARY 8, 2012

The first group of events are salesperson-facing and related to the sales force evaluation : They must have their sales assessment results to fully understand the skill gaps need to be filled, the sales weaknesses they have, and how those issues are affecting their sales calls. Take Need for Approval for example.

Training 208

Training Sales Methodology Face-to-face Cold Calling 208

The Pipeline

OCTOBER 26, 2021

Clearly, we do not want to discount or offer incentive that will reduce the total value of the client. As you’ll see in the video, there are specific groups that can be accelerated in specific circumstances. Prospects are recyclable, time is not. Unique Offer.

Top of Funnel 188

Top of Funnel Face-to-face Incentives Incentive 188

Understanding the Sales Force

APRIL 19, 2012

Understanding the Sales Force by Dave Kurlan Many of the Sales Force Evaluations provided by Objective Management Group (OMG) reveal that the company's problems run so deep that they will require a complete sales force make over. Sometimes, a single word, question or statement will change how every prospect responds.

Hiring 189

Hiring Consultative Selling Incentives Incentive 189

criteria for success

FEBRUARY 8, 2022

If you’ve been a sales manager for a while, it's inevitable that one or more people – or even your entire sales team – will get into a prospecting or selling slump. 7 Sales & Prospecting Slump-Busters. Have everyone set an individual weekly goal for how many prospecting activities they will perform.

Prospecting 105

Prospecting eBook Lead Rank Lead Scoring 105

Pointclear

JUNE 27, 2011

We viewed lead generation in a similar way: instead of funding and creating an internal group, we wanted to partner with a proven provider and leverage its expertise, processes and infrastructure for delivering quality leads. What have been your experiences around lead quality and lead quantity? Watch out for pay-for-lead approaches.

Outsourcing Services 219

Outsourcing Services Lead Generation Lead Rank Marketing Qualified Lead 219

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

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 101

Ideal Customer Profile Prospecting Lead Rank Lead Scoring 101

Hubspot Sales

NOVEMBER 16, 2020

The contest's incentive structure is steep and high-stakes. Monetary incentives are probably the most straightforward award you can offer to whip your sales reps into shape. The latest iPhone, a new laptop, or any other fresh electronic commodity can be a powerful incentive to get more out of your team. Cash Bonuses.

Incentives 137

Incentives Incentive Real Estate Film 137

Sales and Marketing Management

MAY 14, 2020

Author: Liz Pulice In recent years, many companies have implemented remote work arrangements, driven by financial incentives, recruitment/retention initiatives and other factors. How I reignited interest with a prospect who went dark”). With internal meetings (training bootcamps, sales kick-offs, role play sessions, etc.),

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

Zoominfo

FEBRUARY 22, 2018

By producing high-quality, original content, you give potential customers the incentive to engage with your company on social media. Did you know that, as a salesperson, you’re 70% more likely to get an appointment on an unexpected sale if you join LinkedIn Groups ( source )? Second, create content that speaks to those interests.

Social Media 214

Social Media Lead Generation Media B2B 214

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. Prospecting should be a fundamental part of your business strategy as a real estate professional.

Real Estate 105

Real Estate Prospecting Ideal Customer Profile Social Media 105

Sales and Marketing Management

JUNE 22, 2020

Here are the red flags to watch out for: Mediocre first experience – During the pre-sales process, software companies bring out an army of experts across sales, support and engineering to wow the prospect and seal the deal. This effort can be worthwhile to avoid timeline slips, catch small issues before they escalate and hasten time to value.

B2B 207

B2B Customer Vendor Enterprise 207

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 174

Hiring Case Study Study Face-to-face 174

Anthony Cole Training

MAY 3, 2010

Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Tony Cole, Founder and CEO of Anthony Cole Training Group. Selling requires that you are motivated by incentives rather than effort. Motivational (8). Motivational Speaker (6). Negotiating (2). Sales (34).

Hiring 120

Hiring Ideal Customer Profile Motivation Webinar Metrics 120

MTD Sales Training

DECEMBER 3, 2014

Use your marketing people to design and run focus groups of prospects and current customers, enabling you to get explicit feedback from people whose opinions count. A small incentive is a useful tool to achieve higher attendance levels. They are more likely to be open and honest with an outside company than they are with you.

Customer 120

Customer Incentives Incentive Loyalty 120

Janek Performance Group

OCTOBER 18, 2021

In the fourth quarter, both sellers and buyers have additional incentive to get deals done. Here, managers can add incentives for increased activity, such as additional calls to close deals, and allow reps to be flexible with offers. Like a gift card to Starbucks, incentives can be the gesture that says it’s pumpkin spice season.

Lead Rank 118

Lead Rank Lead Scoring How To Incentives 118

Partners in Excellence

MARCH 6, 2024

They definitely don’t need our current prospecting outreach. ” They don’t need us creating a deadline incentive, “If you buy by the end of the quarter, we can give you a discount.” As they start the initiative, they struggle with alignment within the group chartered to drive the change issue.

Buyer 149

Buyer Incentives Incentive Discount 149

Hubspot Sales

AUGUST 3, 2020

You might be afraid that you’ll say something wrong and scare away a big prospect. For example, if you are selling a new product for prospective homeowners, see who in your network is likely a homeowner. On your experiment page, you can ask a series of questions to learn about the prospect. It doesn’t have to be this way.

Ideal Customer Profile 141

Ideal Customer Profile Customer Demographics Exercises 141

Sales and Marketing Management

JANUARY 20, 2018

Author: Kostas Chiotis Picture this: your company wants to boost its sales with an incentive program. You identify your target audience, establish clear goals, select the right reward structure, and develop an extensive digital marketing campaign that ensures that your offer will get to as many prospects as possible. What do you do?

Guidelines 189

Guidelines Media Channels Google 189

Hubspot Sales

FEBRUARY 9, 2022

Merchants who offer a variety of pricing plans or packages to their prospects are likely operating on a tiered pricing model. These tiers allow customers to choose the option that best accommodates their needs and often incentives them to move up in tiers over time. Image Source: SproutSocial. Rent the Runway Price Tiering.

Lead Rank 122

Lead Rank Incentives Incentive Hubspot 122

Hubspot Sales

JUNE 29, 2020

Gamify it with financial incentives. Let’s discuss what it means to be money motivated, and if financial incentives are truly the best way to foster an engaged, motivated sales team. However, it is important for sales leaders to consider other sources of motivation for their sales teams in addition to financial incentives.

Motivation 124

Motivation Compensation Commission Incentives 124

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. Prospecting. 3 R’s of Prospecting Success. Join the Renbor Sales Solutions LinkedIn Group.

Pipeline 230

Pipeline Training Twitter Hiring 230

SBI

OCTOBER 1, 2014

Sales is all about pursuit: pursuit of the right prospects, pursuit of the right message, pursuit of the right applications. Discover the exact content for each prospects’ needs without leaving Salesforce or their mobile device. Instead, create custom pages, filled with targeted content for your prospective clients. SAVO Group.

Vendor 139

Vendor Twitter InsideView InsideSales 139

SBI

FEBRUARY 5, 2014

I asked LinkedIn group members to contribute examples of when salespeople and managers over-think and here are a few responses: “Sales incentives can become so complicated or over thought that they completely miss their point and are counter-productive.”. “A When a salesperson reads too much into what a prospect does or says.

Scale 138

Scale LinkedIn Incentives Incentive 138

Sales and Marketing Management

AUGUST 3, 2020

Here are the red flags to watch for: Mediocre first experience – During the pre-sales process, software companies bring out an army of experts across sales, support and engineering to wow the prospect and seal the deal. This effort can be worthwhile to avoid timeline slips, catch small issues before they escalate and hasten time to value.

B2B 177

B2B Customer Vendor Enterprise 177

Anthony Cole Training

MARCH 19, 2010

Prospecting (25). qualifying prospects (13). qualifying sales prospects (10). sales prospecting (34). Tony Cole, Founder and CEO of Anthony Cole Training Group. As Dave Dittman from Dittman Incentive Marketing says: What motivates and inspires someone is as unique as the individual. Motivational (8).

Hiring 133

Hiring Ideal Customer Profile Motivation Webinar Metrics 133

Hubspot Sales

JULY 20, 2020

Single-level direct sales are direct sales performed primarily through one-on-one meetings between salespeople and prospects. The companies supporting these kinds of sales generally offer commission for each individual sale and might have other incentives available for meeting specific goals or quotas. Party-Plan or Host Selling.

How To 138

How To Commission Distribution Up-Sell 138

Hubspot Sales

FEBRUARY 28, 2019

For example, if your team is consistently struggling to hit a monthly sales quota, then it's likely time to reevaluate the tactics the sales reps are using to prospect and close. Spend an hour prospecting each day. Leverage social selling and join five LinkedIn Groups that your prospects belong to.

Hiring 145

Hiring Enterprise Enterprise Objections 145

Hubspot Sales

SEPTEMBER 20, 2019

Shadowing or listening to a rep's meeting or phone call with a prospect. Reviewing a rep's email conversations with prospects throughout different points in the buyer's journey. To give you an idea, imagine two of your reps are getting great results from prospecting on LinkedIn. Answering questions in specific groups?

Sales Coaching 145

Sales Coaching Coaching Top of Funnel Lead Rank 145