Zoominfo

MARCH 21, 2025

Sales is no longer about dialing faster or pitching harder. Today, it all comes down to using smarter sales coaching techniques. Using AI sales tools can help teams level up by analyzing real sales conversations, identifying what works and what doesnt. Sales teams need every advantage they can get.

Sales Coaching 130

Sales Coaching Software Software Coaching 130

Sales Gravy

OCTOBER 10, 2024

On this episode of The Sales Gravy Podcast, Lucy Beth Adams sits down with Master Sales Trainer, Jessica Stokes to discuss her journey in sales, from her early days in cold calling to becoming a top trainer. link] Diverse Life Experiences Diverse experiences before entering sales can provide valuable perspectives.

Cold Calling 96

Cold Calling Face-to-face Commission Incentive 96

Sales and Marketing Management

OCTOBER 15, 2020

Taking a closer look at recognition programs, the Incentive Research Foundation (IRF) reports that 26% of program owners say they’re communicating more frequently. This is excellent news, as industry best practices show that programs perform better with clear and frequent communication.

Incentives 317

Incentives Incentive Travel Cancellation 317

Zoominfo

APRIL 17, 2025

Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. Theres certainly no shortage of sales tools available to help your team master every step in the modern sales process. These represent the key software platforms for your sales team to evaluate.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

SBI Growth

MARCH 4, 2013

Plagued by Sales Rep turnover? This post is to help discover the root cause of Sales Rep turnover. It is for HR Business Partners working with Sales Leaders. Here’s a sales rep turnover example. Your Industry. Annual Revenue Increase by improving to industry tunrover rate: $10.5M. -. 25 Million a year!

Outsourcing Services 326

Outsourcing Services Hiring Lead Nurturing Demand Generation 326

SBI Growth

MAY 27, 2013

These companies are harvesting vast amounts of internet activity and point of sale data. Many of the B2B sales leaders simply dismiss the Big Data revolution. Within the next three years, the best B2B sales organizations will use “Big Data”. Too often we see CRM systems completely misused by Sales Organizations.

Data 323

Data Top of Funnel Hiring Harvest 323

Understanding the Sales Force

SEPTEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined. There are categories of sales tools and CRM applications where none existed a few years ago. It seems to have worsened!

Sales Management 288

Sales Management Hiring Compensation Trends 288

Sales and Marketing Management

OCTOBER 5, 2016

Teaser: Ray Bloom is the founder and chairman of IMEX Group, which organizes the largest worldwide exhibitions for the incentive travel and meetings industry, including IMEX America, which is scheduled for Oct. Sales & Marketing Management caught up with Bloom recently via email. 18-20 in Las Vegas. 18-20 in Las Vegas.

Meeting 227

Meeting Incentives Incentive Travel 227

Steven Rosen

MARCH 23, 2020

Have you: Successfully transitioned your sales team to WFH status? Done any training for your sales team? Like most sales leaders, you are trying to adjust to the immediate and basic needs of your business. In discussion with sales leaders, there is no one size fits all recommendations. Have you shared success stories?

Incentives 279

Incentives Incentive Up-Sell System 279

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. Read on to hear my tactics for ending a sales email.e Be clear and concise about what you want your customers to do next.

Closing 122

Closing Quota How To Webinar Metrics 122

Sales and Marketing Management

MARCH 27, 2019

Author: Mike DeLeonardis, President, North America at beqom Seventy-nine percent of companies say that increasing sales productivity is a strategy they’re using to reach growth targets in 2019, but actually meeting this goal may be a challenge as only 35 percent of average-performing sales reps’ time actually goes to selling.

Strategy 223

Strategy Compensation Commission Incentives 223

Salesmate

JUNE 4, 2021

Sales isn’t the same as it used to be. And with this change in technology, advancements in sales methodologies have also taken place. Similarly, many other practices in sales have changed with the changing world around. One such practice is that of providing sales incentives to the salespeople.

Incentives 105

Incentives Incentive Compensation Motivation 105

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

SBI Growth

SEPTEMBER 9, 2013

This post is for HR and Sales leaders who want more. By participating in this free event at your office you will: Learn the best practices of the brightest sales people in our research. Discover tactical solutions to get the most out your incentive comp dollars. But for sales roles, it’s not enough to know “market” conditions.

Compensation 288

Compensation Competition Salary Social Media 288

No More Cold Calling

SEPTEMBER 21, 2017

Women in sales have everything they need to succeed. It’s sneakier than gender discrimination or racial prejudice of old, but just as damaging for careers, relationship-building opportunities, and account based sales teams. The first is Sue, a successful field sales manager in a tech company. Comments were prolific.

Cold Calling 266

Cold Calling Loyalty Account Intent 266

Nutshell

NOVEMBER 26, 2024

It’s best to manage an affiliate program to have the right kind of partnerships with influencers and bloggers within the industry whom you might leverage to amplify reach and create sales. Affiliate management involves finding and managing partners, which promote your brand in exchange for commission or other incentives.

Commission 117

Commission How To Promotion Campaigns 117

Understanding the Sales Force

JULY 22, 2014

Understanding the Sales Force by Dave Kurlan The Harvard Business Review finally published a relevant article that I agreed with! With all of that information about their past, how can you possibly gauge potential when hiring for your sales force? Trainable - whether or not the candidate has the incentive to change and adapt.

Hiring 241

Hiring Decision Maker Construction Incentives 241

Crunchbase

APRIL 6, 2023

During the past two years, sales professionals have faced budget and hiring freezes along with multiple bouts of layoffs across industries — especially in tech. It’s less than ideal that the average sales turnover rate is 35%, compared to a 13% average turnover rate for all other roles. Why the disparity?

Incentives 98

Incentives Incentive Hiring Top of Funnel 98

Sales and Marketing Management

FEBRUARY 24, 2021

In the age of COVID-19, every industry is shifting as much as possible into the online space. If one of your goals in 2021 is to grow your online sales, you’re not alone. Make each piece of content valuable to your audience (read: not just sales copy). It’s about getting back to the basics – and scaling up as your sales boom.

Top of Funnel 301

Top of Funnel Social Media Google Analytics Scale 301

Nutshell

MARCH 19, 2025

Plus, if youre wondering what specific information you may need to capture in a custom field, weve compiled a list of common information needed in 10 different industries that you could swipe or use to brainstorm your own. Fax number ( Number ) : Fax is still widely used in industries such as legal, finance, and healthcare.

CRM 62

CRM Industry Ideal Customer Profile Customer 62

Sales and Marketing Management

JULY 26, 2017

With those numbers in mind, if you are a sales manager, HR director, marketing manager or other executive charged with increasing employee engagement or driving customer loyalty, what tools do you think make sense to use as your starting point? Not your father’s incentive program. “We (Source: National Retail Federation). More demands.

Incentives 209

Incentives Incentive Retail Loyalty 209

Sales and Marketing Management

MAY 31, 2020

Sales teams are a particularly unique case as their compensation is likely to be highly leveraged and more sensitive to changes in the marketplace. What happens to the sales force and their commission-based structure? Is top sales talent at risk of leaving if they can’t earn commissions? . Model Costs Accurately.

Motivation 194

Motivation Compensation Commission Incentives 194

Sales and Marketing Management

APRIL 21, 2020

What does it mean for business events and incentive travel programs? Are we looking at a new normal for the meetings and events industry? Bauer : There’s no doubt this current crisis has changed the landscape for business events and incentive travel. What can industry suppliers do to foster that?

Meeting 227

Meeting Face-to-face Travel Incentive 227

Sales and Marketing Management

NOVEMBER 22, 2017

Sales manager: I’d like to know what rewards the reps would like for our next incentive. Sales rep: Cash! Sales manager: Sounds good. You may be a seasoned sales manager, fatigued by trying to come up with innovative ways to motivate your reps. Are incentives obsolete? I’ve got bills to pay! Don’t do it.

Motivation 191

Motivation Incentive Incentives Lead Rank 191

Understanding the Sales Force

JULY 20, 2014

Understanding the Sales Force by Dave Kurlan. Do you know what percentage of sales candidates eventually get hired? Two of the results pointed to an article of mine from earlier in 2014 that answered the question, " How Many Sales Candidates are Worthy of Being Hired? Recruiting is a lot like real estate sales.

Hiring 244

Hiring Real Estate Incentive Incentives 244

Cincom Smart Selling

APRIL 21, 2025

Having a solid and thoughtful sales performance plan in place is essential for organizations today. Sales Performance Management (SPM) gives your sales team the edge it needs, turning data into direction, strategy, and tangible results. What is sales performance management?

Incentive 48

Incentive Incentives Compensation Territories 48

Vengreso

JANUARY 9, 2025

Sales contests are a powerful tool to boost motivation, improve performance, and increase revenue. However, designing a sales contest or sales game that delivers tangible results requires careful planning and execution from your sales enablement team. But what exactly is the endgame?

Incentives 65

Incentives Incentive How To Sales Qualified Lead 65

Sales and Marketing Management

SEPTEMBER 14, 2020

Some sales organizations saw their pipelines disappear overnight, so they began to reevaluate processes in an attempt to preserve them. Aligning sales and service teams will better position an organization to engage with customers throughout their journey and achieve mutual success for themselves and their clients. .

SAP 207

SAP Compensation Face-to-face Analytics 207

Sales and Marketing Management

JANUARY 23, 2019

Helping others as a team is invigorating and bonding, which is why corporate social responsibility (CSR) continues to be a popular component of offsite meetings and incentive travel programs. Comparing the results from 2015/2016 with 2017/2018, CSR is actually up two points across all regions.

Incentives 159

Incentives Incentive Travel Nonprofit 159

Sales and Marketing Management

OCTOBER 29, 2018

This kind of content positions you as a thought leader in a given field or industry, does not contain a sales pitch, and should never mention your company or brand except as the source of the content. Contributing high-quality content to industry websites should be an integral part of your product-agnostic content strategy.

Top of Funnel 237

Top of Funnel B2B Webinar Metrics Marketing 237

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.” Referral Request Emails Happy customers are some of the most lucrative resources any sales org has at its disposal.

Ideal Customer Profile 111

Ideal Customer Profile Proposal Lead Rank Referrals 111

SBI Growth

MARCH 21, 2013

We work with marketing leaders across nineteen different industries. Generating New Sales Leads – Move leads through early stages of buyer’s journey, nurturing them until sales-ready. The purpose of your campaign is to incent the buyer to act. STEP 12 – ENABLE THE SALES TEAM. One common theme has emerged.

Campaigns 319

Campaigns Lead Rank Lead Scoring Marketing Qualified Lead 319

The Spiff Blog

NOVEMBER 17, 2023

As an incentive compensation manager, you hold a critical role that keeps your organization running. In this day and age, no one doubts the importance of sales compensation when it comes to driving growth for a business. What does an incentive compensation manager do? The same goes for your relationships with sales leadership.

Incentives 81

Incentives Incentive Compensation Commission 81

Allego

OCTOBER 29, 2024

Today’s fast-paced, tech-driven world is causing a massive shift in the medical device sales industry. The days of relying solely on face-to-face sales meetings are over. Digital selling is the game, and you must have a strategy that ensures your team succeeds in medical device digital sales. Not to worry, though.

Strategy 62

Strategy Face-to-face Buyer Lead Rank 62

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. These conditions can present challenges for sales organizations, where in-person meetings and events are typically part of “business as usual.”

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

Lead411

JANUARY 16, 2025

Sales Tools for 2025 Top 5 AI Sales Tools for 2025 AI tools are revolutionizing the sales landscape, empowering teams to work smarter, personalize outreach, and close deals faster. Heres a look at the top 5 AI sales tools in 2025, complete with real-world examples of use and pricing. Best for: Sales engagement automation.

Ideal Customer Profile 52

Ideal Customer Profile Sales Tools Tools Intent Signal 52

Sales and Marketing Management

OCTOBER 3, 2018

Author: SMM Staff Suppliers of incentive gift cards tout their flexibility, the ease with which gift card programs can be administered, and their versatility in terms of use. That’s the takeaway from a new survey of incentive gift card users by Sales & Marketing Management magazine. What are those respondents’ roles?

Incentive 159

Incentive Incentives Survey B2B 159