SBI Growth

JUNE 8, 2013

Customer referrals have been the most powerful sales tool since the dawn of commerce. Referrals in B2B often have closing rates 2 times greater than marketing-generated leads. In addition, referral costs per lead are always among the lowest. Important steps are included in the tool with this post.

Strategy 310

Strategy Referrals Cost per Lead Social Selling 310

Zoominfo

FEBRUARY 22, 2018

The success of a B2B organization is often dependent on the quantity and quality of leads it has access to. As a result, sales and marketing professionals are constantly looking for new ways to improve their lead generation strategies. Social media has a 100% higher lead-to-close rate than outbound marketing ( source ).

Social Media 214

Social Media Lead Generation Media B2B 214

SBI Growth

JUNE 13, 2013

On the Process side, investments are commonly made in sales processes and CRM tools. Organizations track buyer behavior all the way from “not in the market” through “implementation”. The sales team is equipped top to bottom with tools they need to convert. Leading by example requires that you engage in multiple ways.

Incentives 314

Incentives Incentive Energy Motivation 314

SBI Growth

MARCH 4, 2013

Included is a tool that helps pinpoint your root cause of turnover. $25 Dig in to these questions to be sure: Process issues: Do recruiter incentives include speed to fill or low vacancy metrics? Insufficient Marketing-Provided Leads. Sales Reps depend on a continual flow of quality leads to work as opportunities.

Hiring 326

Hiring Outsourcing Services Lead Nurturing Demand Generation Targets 326

SBI Growth

NOVEMBER 15, 2013

Your world-class marketing machine is not delivering the return on the investment. The marketing lead conversion rate is not even close to a 30% revenue contribution. The competencies required by Sales for Marketing to be successful are just not there. The Last Mile of Lead Generation. You should.

Sales Qualified Lead 312

Sales Qualified Lead Ideal Customer Profile Referrals Incentives 312

SBI Growth

OCTOBER 17, 2012

Hold sales accountable by tracking how quickly sales reps respond to online-generated leads. Hold Marketing accountable. You already know you can influence marketing. Add these to your Lead Generation Success Metrics to gain more control over your sales funnel. Download the tool at this event to get started.

Top of Funnel 293

Top of Funnel Funnel Sales Operations Ideal Customer Profile 293

Sales and Marketing Management

FEBRUARY 24, 2021

Have a Content Marketing Strategy. Content marketing generates more than 3x the leads as advertising and costs 62% less. Generate Leads and Nurture Relationships. Finally, find ways to generate more leads online. This means: Revisiting and (if necessary) redesigning your website for better UX.

Top of Funnel 301

Top of Funnel Social Media Google Analytics Scale 301

Steven Rosen

MAY 28, 2014

But once the task required “even rudimentary cognitive skills” a larger incentive “ led to poorer performance”. Other studies have supported these findings yet sales leaders have continued to use higher incentives to drive performance. Develop tools to help them be more efficient. The higher the pay the better the performance.

Motivation 319

Motivation Incentives Incentive Coaching 319

Sales Hacker

NOVEMBER 16, 2021

Lead generation is the lifeblood of any business. As a business grows, so will its lead generation channels and strategies. With this in mind, it’s important to identify the best tools to automate lead generation and why your team should invest in them. What is lead generation automation?

Paid Content 119

Paid Content Lead Generation Lead Rank Lead Scoring 119

SBI

DECEMBER 8, 2020

Top Sales Tools of 2020 and the Digital Sales Revolution. Today, I’m announcing the solution providers I’ve selected for the final cut of the Top Sales Tools of 2020 list. It’s important to note, however, that the number includes add-on apps, apps that are aimed at niche markets and apps that are tertiary to sales.

Top of Funnel 169

Top of Funnel Sales Tools Tools InsideView 169

SBI Growth

JUNE 29, 2013

Incentive Compensation: Sales people are “coin-operated.” These include recognition, incentives, interpersonal support, and clear goals. Leading providers of gamification platforms like LevelEleven, Hoopla, Bunchball and Badgeville are reporting more successful launches every day. Compare their integrated CRM tools.

Hiring 326

Hiring Case Study Lead Rank Lead Scoring 326

SBI Growth

AUGUST 13, 2013

This post will help you answer this question – and it includes the tool “SFE Funds Finder”. You’ll get not only this tool, but a whole package of SFE improvement tools. I mentioned department-aligned efforts (HR = Talent or Learning; Marketing = Lead Generation or Sales Enablement; Sales = Sales Process or Sales Management.)

Hiring 288

Hiring Incentives Incentive Benefit 288

SBI Growth

FEBRUARY 5, 2014

A strong leading indicator for a successful year is the impact of the reward system. To make your assessment easy, SBI has created a 10-point Compensation Inspection tool. This simple, free, downloadable tool reveals the vital signs of your plan. Erik Charles is the Principal Incentive Strategist at Xactly Corp.

Compensation 288

Compensation Territories Hiring Commission 288

SBI Growth

SEPTEMBER 23, 2013

Why This Matters— The size of your addressable market has shifted. Generating demand inside these customers is different. Your reps utilizing social and mobile tools consistently was not in your ’13 plan. Phase 2 - Develop Go To Market Plan - Many sales VPs don’t know the best route to market. Sales training.

Compensation 325

Compensation Social Media Incentives Incentive 325

SBI Growth

JANUARY 5, 2014

Lack of quality leads. Download this simple tool to track the three aforementioned productivity killers. A-players – Incent them more and put them in your best territories. Not all leads are created equal. Prioritizing leads includes two. Social prospecting is leveraging social media to generate appointments.

Sales Management 310

Sales Management Face-to-face Decision Maker Travel 310

SBI Growth

JANUARY 10, 2013

Are the tools we’ve invested in generating a return? Use the Expense to Revenue Reality Check tool to do this. It didn’t work because you didn’t have enough leads to feed the new reps. Perhaps you raised quotas and incentives to get more rep productivity. Maybe you increased the marketing budget.

Top of Funnel 282

Top of Funnel Hiring Channels Funnel 282

Zoominfo

OCTOBER 6, 2020

Vice President of Sales at ZoomInfo, Steve Bryerton, shares his thoughts on how to implement a Team Lead within your organization. Before jumping the gun and hiring a seasoned veteran or promoting a rep from your (relatively) green team to Sales Manager, you should consider a middle ground: a team lead role for the inbound crew.

Lead Rank 169

Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

SBI Growth

SEPTEMBER 30, 2012

Today’s post will give you a tool to decide if your comp plan is built to keep top players on board or push them out to a new job. In addition to your specific pay plan, consider this: Does your company have an incentive pay plan for those that directly support, and are focused on sales outcomes?

Compensation 288

Compensation Incentives Incentive Retention 288

Understanding the Sales Force

SEPTEMBER 9, 2013

There are categories of sales tools and CRM applications where none existed a few years ago. During 2009, only those companies with cash and a willingness to spend it - mostly mid-market companies - were hiring salespeople. There is more free content on sales and selling than anyone could have imagined.

Sales Management 288

Sales Management Hiring Compensation Trends 288

Zoominfo

JULY 25, 2023

B2B lead generation, often shortened to lead gen, is the lifeblood of a healthy business. A typical definition of a lead is any potential customer who has expressed interest in a company’s goods or services. Why Invest in B2B Lead Generation?

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Hubspot Sales

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Table of Contents How can Sales and Marketing collaborate? But relying on this alone misses the mark.

Lead Rank 111

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

Sales and Marketing Management

MAY 17, 2020

In addition to strategic alignment, now is the time to invest in partner success programs – providing them with resources, knowledge and tools to achieve those established objectives. ENGAGE: Leverage the Right Engagement Tools to Drive Sales. This may include creative story-telling, original content, digital training videos, and more.

Engineering 207

Engineering Revenue Incentives Incentive 207

Crunchbase

APRIL 6, 2023

When it comes to keeping sales reps happy and quotas attained, what worked over the past few years is no longer working One solution is the introduction of a sales incentive program that encourages reps to work toward a goal and receive recognition. The key to selecting the perfect one?

Incentives 98

Incentives Incentive Hiring Top of Funnel 98

SBI Growth

SEPTEMBER 26, 2012

Let them lead the conversation. Click here to participate in our Q3 Make The Number tour event and get a copy of the risk assessment tool shown below. This tool helps you do the following: Identify risks from the customer’s point of view. Offer a small incentive for closing these deals in Q4 (cash is always good).

Closing 303

Closing Lead Rank Lead Scoring Customer 303

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 is Engage People Inc. ,

Incentives 209

Incentives Incentive Retail Loyalty 209

Zoominfo

MAY 20, 2021

Email is the OG digital marketing tool. While it might seem basic and a little bit boring, email is actually the most advanced medium of communication between marketers and their ideal customers. According to Campaign Monitor , email marketing generates $38 for every $1 spent, which computes to a 3,700% ROI.

Email Marketing 264

Email Marketing Benefit Webinar Metrics Marketing 264

Zoominfo

SEPTEMBER 4, 2019

Establish an incentive-based customer loyalty program. While there are many different forms of incentives you can offer within your program, here are a few recommendations: Create a tiered incentive program. Offer incentives that speak to your customers’ values. Personalize your incentives.

Loyalty 206

Loyalty Customer Incentives Incentive 206

Zoominfo

OCTOBER 6, 2020

Before jumping the gun and hiring a seasoned veteran or promoting a rep from your (relatively) green team to sales manager, you should consider a middle ground: a team lead role for the inbound crew. Are there risks associated with a team lead role? But, trust me, the team lead role, can work. And work well. Now, is it perfect?

Lead Rank 130

Lead Rank Lead Scoring Leads Marketing Qualified Lead 130

Sales and Marketing Management

JUNE 29, 2020

providing them with resources, knowledge and tools to achieve those established objectives. Channel leaders have the unprecedented opportunity to invest in and improve channel automation systems, including sales incentive platforms, partner portals, digital training programs and through-channel marketing. Are you digital-ready?

Engineering 156

Engineering Revenue Incentives Incentive 156

Hubspot Sales

JULY 22, 2020

In reality, sales professionals and managers need to have access to the best available sales planning tools to help them boost sales productivity and close more and bigger deals. Sales Productivity Tools. The HubSpot Sales Platform gives sales professionals the tools they need to sell more deals faster in one integrated suite.

Tools 131

Tools Closing Territories Hubspot 131

Hubspot Sales

FEBRUARY 8, 2022

Sometimes, despite how interested they seem, we lose a lead. When this happens, it can feel disheartening as you’ve lost an opportunity to make a sale and generate revenue. 8 Strategies For Re-engaging Lost Leads. Survey the leads you’ve lost. Use trigger events to reconnect with lost leads. Offer incentives.

Sales Qualified Lead 105

Sales Qualified Lead Leads Marketing Qualified Lead Incentives 105

No More Cold Calling

JANUARY 16, 2020

All of us perform our best when we are accountable and have the tools to succeed. Close ratio of referred leads. One of my clients instituted a plan that gives a 5 percent commission to anyone in the company who makes referrals that lead to a sale. Sales Managers: Where Are You Now? We don’t respond to being told. Think again.

Referrals 328

Referrals Sales Management Hiring Scale 328

Sales and Marketing Management

OCTOBER 15, 2020

Companies that increased their reliance on technology to keep operating remotely also turned to tech tools to maintain their corporate culture. It’s all too easy for employees to slip through the cracks and feel isolated from their peers, which in turn leads to low morale. Technology’s role in team-building. Gift cards to the rescue.

Incentives 227

Incentives Incentive Face-to-face Survey 227

Zoominfo

MARCH 6, 2019

There are more answers to that question than ever before, thanks to the variety of tools and channels at a modern marketer’s disposal. Choose the right incentives. Rewards are the most critical part of your referral marketing strategy. But, we recommend you give more thought to your referral incentives.

Referrals 197

Referrals Ideal Customer Profile Marketing Incentives 197

Hubspot Sales

FEBRUARY 24, 2021

A lead has indicated an interest in your product. They might be a Marketing Qualified Lead (MQL) , meaning they’ve somehow interacted with your marketing content (for instance, downloaded an ebook), or a Sales Qualified Lead (SQL) , meaning your reps have identified them as a good fit.

CRM 130

CRM Lead Rank Marketing Qualified Lead Sales Qualified Lead 130

Crunchbase

NOVEMBER 9, 2021

Lead generation is what drives growth for businesses around the world. 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. What is a lead?

Sales Qualified Lead 111

Sales Qualified Lead Lead Rank Lead Scoring Prospecting 111

Hubspot Sales

APRIL 6, 2020

Whether you specialize in inside sales or are a field sales pro, you have likely picked up a lead or two at an event or trade show at some point in your career. Here are some ways to generate qualified leads in place of live events and trade shows. What makes webinar attendees high-quality leads?

Trade Show 132

Trade Show Sales Qualified Lead Lead Rank Lead Scoring 132