Partners in Excellence

NOVEMBER 25, 2021

I get why sales people revel in this. Learning about the customer, their markets, their industry is so distracting! It’s marketing’s job to make sure customers find us when they are looking for solutions and products. Of course we can always blame marketing. PLG is great for sales.

Revelation 151

Revelation Hiring Lead Rank Lead Scoring 151

HeavyHitter Sales

MARCH 22, 2012

As the customer, you are going to meet with multiple vendors, watch their presentations, and read their marketing collateral. This proprietary information is only reveled when you have an internal spy. In this case, they are trying to determine the principles, standards, incentives, and priorities of the key decision makers.

Analysis 146

Analysis Acxiom Face-to-face Revelation 146

Partners in Excellence

JULY 13, 2021

We take a moment to celebrate, high 5 each other and revel in the success. They pulled opportunities from the following quarter into the current quarter–some of that involved offering big incentives. It’s the end of the quarter, we’ve hit our numbers. We’ve met our goals! But what if we could have done more?

Forecasting 143

Forecasting Revelation Incentive Incentives 143

Igniting Sales Transformation

DECEMBER 1, 2019

As sales teams mount their final push to finish 2019 strong, someone in a sales enablement, marketing or sales support role is planning what has become status quo in sales. The surprising thing is that this is NOT a new revelation. They certainly don’t care if you make redesign your marketing materials. Then go deeper.

Meeting 130

Meeting Decision Maker Revelation ACT 130

Partners in Excellence

DECEMBER 1, 2021

I get why sales people revel in this. Learning about the customer, their markets, their industry is so distracting! It’s marketing’s job to make sure customers find us when they are looking for solutions and products. Of course we can always blame marketing. PLG is great for sales.

Revelation 118

Revelation Hiring Incentive Incentives 118

Partners in Excellence

JUNE 17, 2022

In fact, we should revel when our people are into their overattainment accelerators–because it means they are blowing past their quotas and over achieving. Somehow we get away from the idea that our goal is to design a plan that incents people to achieve and overachieve their goals.

Revelation 71

Revelation Commission Quota Incentive 71

Partners in Excellence

JULY 27, 2021

We take a moment to celebrate, high 5 each other and revel in the success. They pulled opportunities from the following quarter into the current quarter–some of that involved offering big incentives. It’s the end of the quarter, we’ve hit our numbers. We’ve met our goals! But what if we could have done more?

Forecasting 71

Forecasting Revelation Incentive Incentives 71