Sales and Marketing Management

OCTOBER 15, 2020

The pandemic has forced managers to make a more intentional effort to keep workers connected with each other. Use of digital gift cards in the incentive division of Blackhawk Network, a leading gift card provider, is up 200% in 2020, according to Blackhawk’s Vice President of Marketing Theresa McEndree. Gift cards to the rescue.

Incentives 227

Incentives Incentive Face-to-face Survey 227

Zoominfo

APRIL 17, 2018

Let’s start at the beginning– the moment a prospect fills out a form on your website. Rather than hide the “unsubscribe” button, offer unsubscribers an incentive to stick around– like a discount or an exclusive piece of content. Implement email validation. For this reason, it’s important not to hide your unsubscribe link.

Lead Rank 224

Lead Rank Lead Scoring Email Marketing Campaigns 224

Hubspot Sales

MAY 19, 2018

Contrary to what most people believe, prospecting is not a numbers game. A common lazy salesperson’s practice is asking an employee at a prospective company to send you the contact information of the key decision-maker. How do you know if a company has a buying intent? In fact, some people boast a response rate of 20%.

Prospecting 111

Prospecting Decision Maker Sales Qualified Lead Social Media 111

Hubspot Sales

MARCH 25, 2024

Here it is: Prospects aren't always easy to deal with. So to help you get a sense of the kinds of buyers you need to look out for (and what to do when you‘re dealing with them), we asked some sales leaders for their takes on the most difficult types of prospects to work with and how to engage with them effectively. You're welcome.

Prospecting 111

Prospecting Cancellation How To Revelation 111

Hubspot Sales

DECEMBER 2, 2024

As someone with extensive experience leading teams of SDRs, I'll be the first to tell you that keeping both reps and prospects engaged with the holidays on the horizon is every bit as tricky as it is essential. Other incentive programs, like SPIFs , can also help your reps keep their foot on the gas through the end of Q4. NONE AT ALL!

Incentives 98

Incentives Incentive Intent Closing 98

Zoominfo

SEPTEMBER 1, 2019

Their sales reps get super hands-on with prospects during the buying journey — they provide demos, answer questions, ask for feedback, etc. Then the prospect makes a purchase, and suddenly they’re on their own. Establish an Incentive-Based Customer Loyalty Program. Offer Incentives that Speak to Your Customers’ Values.

Loyalty 130

Loyalty Customer Incentives Incentive 130

SBI

JUNE 5, 2019

3rd party behavioral data – especially real purchase intent — is one of those areas. I recommend starting with what real intent data can tell you about your list of target accounts. By this, I mean things like if your KPIs or incentives are driving the wrong behavior, you need to adjust them.

Account 135

Account Scale Ideal Customer Profile Intent Data 135

Hubspot Sales

JUNE 2, 2021

That's why word-of-mouth and recommendations from prospects' networks are so valuable — and it serves companies to know how to tap into those. Sales is, in large part, the process of cultivating and capitalizing on prospects' trust. Consumers are skeptical by nature. In turn, they come across as more objective and trustworthy.

Social Media 117

Social Media Construction Incentives Incentive 117

Zoominfo

SEPTEMBER 5, 2023

Harnessing AI requires a strong alignment of incentives across departments, coupled with high-quality data and experienced resources to get the job done. Identify and Prioritize the Most Promising Leads AI tools can use ZoomInfo data to identify the most promising leads from a cohort of potential prospects. The good news?

Lead Rank 130

Lead Rank Data Marketing Segment 130

Sales and Marketing Management

MARCH 8, 2020

B2B companies are making significant investments in solutions that ensure they have access to data across their prospect base. These investments include technologies and platforms that ensure prospects are tracked in a B2B world. What are the incentives for B2B companies to invest in AI (other than their competitors may be doing so)?

Top of Funnel 218

Top of Funnel Marketing Scale Forecasting 218

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

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

Hubspot Sales

NOVEMBER 28, 2023

A joint effort attracts the right kind of leads, with the sales team focusing its energy on prospects with the highest likelihood of conversion. Buying intent : Use of specific keywords in queries, visits to pricing pages, or requests for product demos hint at a lead’s readiness to purchase.

Lead Rank 111

Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 111

Hubspot Sales

JULY 28, 2020

Each method has its own applications and suits different businesses, situations, and intentions. A well-executed price bundling strategy can help you unload that kind of inventory or provide customers with an incentive to give one of your less prominent products a shot. Bundling is based on guiding choice through incentives.

Strategy 104

Strategy Microsoft Consumer Incentives 104

Zoominfo

MAY 9, 2022

It wasn’t long ago that sales as an industry was driven largely by volume — more leads meant more prospects, which sometimes translated into more revenue. The most successful sales teams rely on a combination of sophisticated technology and human expertise to ensure they’re selling the right product, to the right prospect, at the right time.

Scale 130

Scale Hiring Sales Automation ROI 130

Sales Hacker

APRIL 8, 2019

Intentional goals. Intentional Goals. Typically, team goals are stretch goals with a juicy incentive tied to goal achievement. But sales competitions are also a major culture-building opportunity—that is, if you run your competitions the right way and get creative with your sales incentives. Your people. Clear KPIs.

Top of Funnel 109

Top of Funnel Incentives Incentive Hiring 109

Sales Hacker

NOVEMBER 16, 2021

Use prospect search filters. Mailshake is a lead generation tool that lets brands automate their prospecting outreach via email, social, and phone. Unlike traditional email marketing solutions, this automated solution enables you to send personalized cold emails at scale, then engage with these prospects via phone and social.

Paid Content 121

Paid Content Lead Generation Lead Rank Lead Scoring 121

Hubspot Sales

JULY 30, 2020

For example, a manager could ask an underperforming rep to double her number of prospecting calls. SPIFFs -- Sales Performance Incentive Funds -- are popular performance tools that challenge salespeople to sell a particular product. Limit the cost to 5% of an incentive budget. Track and Celebrate Small Wins. Implement a SPIFF.

Motivation 131

Motivation Commission Webinar Metrics Decision Maker 131

SBI

OCTOBER 2, 2018

Inside sales reps who engage prospects with a personalized pitch see better open rates, have longer conversations, and book more meetings. These new incentives not only help increase adoption, but also reward reps who properly vet prospects and engage them in a more personalized way. #3 It’s open ended but controlled.

Inside Sales 102

Inside Sales Data Lead Rank Hiring 102

Hubspot Sales

MARCH 21, 2019

Have you been in an interview and asked your prospective employer which sales metrics they value most? Improve your win rate by capturing and nurturing high-quality opportunities like referrals or prospects who’ve already demonstrated high intent to buy. That answer is probably, " Yes. How Discounts Affect Sales Velocity.

How To 123

How To Sales Cycle Discount Lead Rank 123

Sales Hacker

JUNE 27, 2019

Each operations specialist has different priorities, goals, and incentives. Now that teams share multiple tools and sources of prospect data, implementing and maintaining those systems and associated processes requires careful coordination. Incentives. And for the most part, this works. Except when it doesn’t.

Hiring 102

Hiring Top of Funnel Face-to-face Incentives 102

Crunchbase

JUNE 7, 2023

As a salesperson, much of your success relies on prioritizing the right prospects. By focusing on the right prospects, you can streamline your efforts, speed up the sales cycle and ultimately close more deals. A particularly strong fit is a good reason to prioritize that prospect during outreach.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Lead Scoring Prospecting 52

Sales Hacker

JANUARY 30, 2024

On the other hand, pipeline represents genuine prospects with a vested interest in your offerings. Technologies like Common Room can surface leads from the dark funnel – and from product usage and intent data – to your sales representatives and integrate them seamlessly into your marketing automation platform/CRM.

Lead Rank 104

Lead Rank Marketing Qualified Lead Pipeline Top of Funnel 104

Zoominfo

JULY 25, 2023

In the not-so-distant past, a significant portion of a typical business-to-business (B2B) sales professional’s life revolved around in-person meetings with key prospects and high-value clients. Layer intent data on top of this view to find prospects in your ICP that are actively searching for your product or a similar solution.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Jeff Shore

JULY 31, 2018

These factors have nothing to do with your intentions or behaviors, but excuses are never the correct explanatory response to why you lost a sale. If I didn’t have all these other administrative tasks, I would have more time for prospects.”. The competition has a lower price/bigger incentives.”. Facts, yes. But never excuses.

Incentives 76

Incentives Incentive How To Buyer 76

Janek Performance Group

JUNE 20, 2022

Fortunately, there are steps sellers can take to turn apathetic prospects and clients into invested partners. Here are six useful tips: Requalify Prospects and Clients. Rather than assuming your initial impression was correct, check-in with prospects and renew your relationship. Often, apathy stems from misunderstanding.

Hiring 62

Hiring Prospecting Lead Rank Lead Scoring 62

Crunchbase

MARCH 27, 2020

Given we are in the midst of a global pandemic, it’s more important than ever that our teams are listening intently to existing customers and prospects. Using tools within Crunchbase, our sales team has rebuilt prospecting lists that focus on accounts supporting industries holding steady through the pandemic.

Face-to-face 125

Face-to-face Top of Funnel SalesForce Sales Leadership 125

Close.io

JUNE 20, 2018

You just have to be more intentional about establishing a company culture that helps the entire team succeed. Without ambitious goals to strive for, they have no incentive to put their best foot forward. These things aren’t so easy with a remote sales team. Does that mean every remote team is destined to have a terrible culture?

Hiring 127

Hiring Face-to-face Objections Inside Sales 127

Crunchbase

MAY 19, 2023

From identifying potential customers, to finding quality leads and maintaining a healthy pipeline, sales prospecting is vital to the success of your business. Successful prospecting requires time management skills, a proactive mindset and the ability to communicate effectively. That’s not to say it’s without its challenges, however.

Ideal Customer Profile 59

Ideal Customer Profile Prospecting Lead Rank Lead Scoring 59

SaaStr - Sales Strategy

JANUARY 24, 2019

As you scale your salesteam, unless you are very careful whom you hire and how you train them, incentives being what they are in variable compensation, some negative behavior will creep in. Prospects will be … if not lied to … then told half truths. If you go long, you’ll often get another chance to close a prospect.

Churn 93

Churn Scale Commission Hiring 93

Lead411

JANUARY 16, 2025

Lead411 combines advanced AI-powered intent data with robust contact information to help sales teams identify and prioritize prospects most likely to convert. Example Use: A SaaS company uses Lead411 to find decision-makers in specific industries and score leads based on intent signals. Example Use: A B2B tech firm uses Gong.io

Ideal Customer Profile 52

Ideal Customer Profile Sales Tools Tools Intent Signal 52

Sales Hacker

SEPTEMBER 29, 2023

Scott Brown (Former CMO & Advisor): “Hosted and field events have been extremely effective in customer and prospect conversion to pipeline – from smaller dinners to fantastic 100-150 people half day summits. Awareness > Interest > Intent all in one evening.”

Top of Funnel 115

Top of Funnel Marketing Ideal Customer Profile Channels 115

Vengreso

JULY 5, 2023

You’ll learn about securing successful digital referrals by establishing rapport before asking favors and tactfully expressing intent during communication exchanges. Reward System: An incentive system encourages more people to participate in referring others to your offerings. People help those they like, so make ’em like you.

Referrals 84

Referrals Maximizer Ideal Customer Profile Social Media 84

Highspot

OCTOBER 16, 2024

Sales performance refers to how well a sales team delivers results, such as hitting quotas, following up on leads, and converting prospects into customers. Many organizations leverage sales enablement software to gain valuable insights into how the team is using resources, engaging with prospects, and closing deals.

Closing 92

Closing Strategy Lead Rank Quota 92

Tenbound

JANUARY 3, 2024

Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline By Marylou Tyler & Jeremey Donovan Part 1: TARGET Chapter 1: Internalizing Your Competitive Position Conduct a Six-Factor analysis of your strengths, weaknesses, opportunities, and threats. Know where your prospects are (“what is their level of purchase intent?”

Prospecting 49

Prospecting Outsourcing Services Top of Funnel Sales Qualified Lead 49

The Spiff Blog

JUNE 1, 2023

Additionally, the inclusion of a clawback clause serves as a deterrent against fraudulent activity, whether it’s the result of intentional misconduct or negligent behavior. When sales reps know their commission is at risk of being clawed back, they’ll pursue high-quality deals and be more diligent when it comes to qualifying prospects.

Commission 77

Commission Compensation Cancellation Strategy 77

Zoominfo

FEBRUARY 23, 2018

Without it, your sales team wouldn’t be able to identify, target, and connect with their target prospects and companies. But, unless you work with a third-party data provider, your CRM is full of information regarding current customers and prospects – not future customers and prospects. Are you looking for prospecting data?

B2B 100

B2B Data Marketing Vendor 100