SBI Growth

OCTOBER 29, 2012

But wait – this new incentive compensation plan could flop. So, he commissioned HR to design a new incentive compensation plan (IC Plan.) Culture at another firm required Sales Reps to do their own prospecting and sales. Most sales were incremental or competitive displacement when prospects were in an active buying cycle.

Compensation 253

Compensation Hiring Incentive Incentives 253

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 Incentive Incentives B2B 40

SBI Growth

OCTOBER 21, 2013

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. Consider the metrics that will drive your top 3 sales objectives for the year. If the tools are not enabling selling activity, they are a hindrance.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

MARCH 29, 2013

This Social Selling skill works with your customers and prospects. Incentive Structure. Even when their virtual team has no monetary or organizational incentive to do so. They can help you overcome Buyer objections and close the sale. When you give, others are more inclined to give back. Give this Value to the Buyer.

B2B 293

B2B Commission Incentives Incentive 293

The Pipeline

FEBRUARY 6, 2018

When you examine what they committed to, and steps they may have taken, it is clear the objective and effort are minimal and has little impact on how they sell and the related results. Reps develop the right mindset because they are encouraged and supported by achieving their objectives, succeed and make money in the process.

Coaching 247

Coaching Lead Rank Incentives Incentive 247

Jeffrey Gitomer

MARCH 8, 2013

They help salespeople sell, and they’re a reflection of the quality of your business in the mind of the prospect. Have incentives and contests to keep it competitive. Pay a larger incentive the second time. Pay a big reward for the letters that overcome objections. Give them the tools to sell with. Act on them.

Incentive 255

Incentive Incentives Compensation Referrals 255

Zoominfo

MARCH 21, 2025

The platform serves as a centralized workspace for sales teams to organize activities, interact with prospects, and follow structured workflows. It also provides real-time tracking of incentives and sales activities. It includes features for pipeline development, customer engagement, revenue tracking, and task management.

Sales Coaching 130

Sales Coaching Software Software Coaching 130

Salesmate

JUNE 4, 2021

One such practice is that of providing sales incentives to the salespeople. What are sales incentives? Call it what you will, incentives are what get people to work harder.” – Nikita Khrushchev . In simple terms, sales incentives are something that motivates your team to wake up in the morning and get to work.

Incentive 105

Incentive Incentives Compensation Motivation 105

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. Aggressive, generic offers were just as fruitless, especially when the prospect hadn’t already confirmed their interest in what I was offering. (In

Closing 122

Closing Quota How To Webinar Metrics 122

The Pipeline

AUGUST 27, 2019

They not only give away their time; they pay the prospect for the privilege of doing so. Buyers know they will be offered price incentives to bring a deal in sooner, like “end of the quarter.” In the process telegraphing to the buyer that despite everything you said to this point, the real object here is your quota.

Wireless 264

Wireless Discount Face-to-face Scale 264

Jeffrey Gitomer

DECEMBER 18, 2018

"Call me after the holidays" is the second most-heard objection in sales. Call me after the holidays" is not an objection. Stalls are twice as bad as objections. When you get a stall, you have to somehow dance around it, and then you still must find the real objection before you can proceed. Salespeople hate holidays.

Call-back 156

Call-back Incentive Incentives Objections 156

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. Non Supportive Buy Cycle (causes them to empathize with stalls, put-offs and objections). Being Too Trusting of What Prospects Say (they believe the stalls and put-offs). Is there anything you can do?

Buying Cycle 196

Buying Cycle Sales Methodology Incentive Incentives 196

Sales Hacker

MARCH 30, 2025

Motivate with gamification and incentives. Example opener: Hey [Prospect], I just finished reading your latest report on [specific topic]. Handle objections by agreeing then asking a trap question. Handle objections by agreeing then asking a trap question. Reward both the quantity of calls and the quality of engagements.

Cold Calling 71

Cold Calling Scale Microsoft Ideal Customer Profile 71

SBI Growth

OCTOBER 5, 2012

They continue to hit slightly larger numbers from the previous year, but spend much less time prospecting and cold-calling. You’d like to see an increase in sales with this huge decrease in prospecting time. of Your Reps Receiving Incentive Compensation. % As your business matures, so should the way you pay reps.

Compensation 257

Compensation Company Hiring Salary 257

Anthony Cole Training

OCTOBER 13, 2014

Or, if you want to use incentive travel/excursions to motivate people to higher levels of performance, you raise the bar required for people to qualify for the “President’s Club” trip. I have inquired about incentives and changes in overall production of a sales team. What are the objectives/goals in their life that are non-negotiable?

Sales Management 205

Sales Management SME Incentives Incentive 205

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. In fact, the sales team feels that they know everything.

Sales Meeting 263

Sales Meeting Meeting Education Motivation 263

Sales and Marketing Management

MAY 31, 2020

Businesses should look for ways to easily re-allocate quotas, based on factors such as how your customers and prospects are impacted by changes in the market. . After all, an incentive plan cannot motivate employees if it is too complex for them to understand. Adapt Compensation Plans to Reflect Reality. Model Costs Accurately.

Motivation 194

Motivation Compensation Commission Incentives 194

Highspot

MARCH 24, 2025

It depends on strong foundational pillars that drive improved workflows, rely on actionable insights, and align incentives with measurable business goals. Performance and Incentives Make sure compensation and incentives support GTM objectives to drive the right behaviors.

Lead Rank 52

Lead Rank Lead Scoring Incentive Incentives 52

Anthony Cole Training

JANUARY 13, 2014

It caught my attention because 1) the use of a number , the use of the word improve and the phrase reduce revenue risk and 2) I’m constantly on the look out for information that may be of help to my clients and prospects. So, I decided to take a closer look. You can click the link and download the pdf here--> How Risky is Your Pipeline?).

Sales Forecasts 189

Sales Forecasts Forecasting Margin Incentive 189

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 Rank Lead Scoring Prospecting 111

Zoominfo

JUNE 25, 2021

vague or hard-to-define objectives can be the biggest barriers to a rep’s success. Number of emails sent helps companies understand the number of prospects discovered per number of emails sent. It also helps assess prospect interest in messages sent by your team. and appointments made with prospects. The solution?

Sales Qualified Lead 227

Sales Qualified Lead Top of Funnel B2B Lead Rank 227

Sales and Marketing Management

OCTOBER 29, 2018

Companies in industries like healthcare, security, aerospace, technology and finance have long used unbranded content to curate leads while educating prospective clients on what are often complex, highly technical products and services. Companies use webinars to educate prospects, showcase their expertise and get leads. Whitepapers.

Top of Funnel 237

Top of Funnel B2B Webinar Metrics Marketing 237

Zoominfo

MAY 13, 2018

Start small, and expand your incentive program as you learn and grow. Think about this way, if you don’t make prospecting a daily habit and only focus on the deals at hand, how will you meet your goals next month or the month after that? Look into prospecting tools. Do yourself a favor and build up your pipeline as you go.

Hiring 258

Hiring Sales Qualified Lead Lead Scoring Lead Rank 258

Zoominfo

AUGUST 2, 2020

Fit data helps marketers score and segment prospects into personas suitable to be in your customer base. Opportunity data helps identify favorable conditions for a company to act on when prospecting. The ultimate objective in finding a B2B data provider is helping you close your next deal. Opportunity Data.

B2B 245

B2B Data Vendor Intent Data 245

The Spiff Blog

FEBRUARY 24, 2023

Sales objections are a common occurrence during a typical sales cycle. Therefore, learning how to effectively handle objections is crucial to hitting goals, crushing sales quotas , and developing a successful sales career. This blog post will discuss the most common sales objections and provide actionable tips on how to combat them.

Objections 80

Objections Hiring Face-to-face Buyer Persona 80

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 185

Hiring Consultative Selling Incentives Incentive 185

Zoominfo

APRIL 11, 2018

Question: What are some common sales objections you’ve received? Describe a time you were able to overcome a more difficult objection. Often, sales objections aren’t always what they seem. How a prospect answers this question can tell you a lot about how they read emotions and navigate tense situations. Persistent.

Hiring 178

Hiring B2B Sales Cycle Call-back 178

Sales and Marketing Management

JULY 21, 2019

How would you respond to these common objections?” “How Success stories (“How I won the deal”), advice (“How I reignited interest with a prospect who went dark”) and more can be stored for central access. Coaches can attach rewards and incentives (e.g., How would you position our product compared to Competitor X?” Host contests.

Coaching 241

Coaching Video Hiring Trade Show 241

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. to review recorded calls, uncovering that prospects respond positively to a particular pricing structure, leading to a 20% uptick in closed deals.

Ideal Customer Profile 52

Ideal Customer Profile Sales Tools Tools Intent Signal 52

Zoominfo

OCTOBER 18, 2018

Often, your product pages exist to simply introduce visitors and prospects to your goods and services—enticing them to learn more. If you include too much information at once, you risk losing a prospect’s interest. This requires some sort of incentive. In this instance, the incentive must be the value of your product.

B2B 203

B2B Case Study Ideal Customer Profile Study 203

Sales and Marketing Management

OCTOBER 15, 2020

Managers face challenges keeping employees engaged, informed and accomplishing objectives. 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. Prior to the coronavirus outbreak, 3.4% of the U.S.

Incentives 227

Incentives Incentive Face-to-face Survey 227

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. While you can’t really replicate the social aspects of these events online, you can certainly accomplish the learning objectives?—?and Reacting proactively.

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

Sales and Marketing Management

JUNE 22, 2020

Business objectives can be complex and often political, end customer expectations are even more demanding in the digital age, and enterprise regulatory and compliance needs have increased. . Since business objectives and outcomes vary across your customers, the service offering should be personalized to the customer’s requirements.

B2B 207

B2B Customer Vendor Enterprise 207

Sales and Marketing Management

JUNE 22, 2020

Providing incentives for loyalty can also strengthen relationships while decreasing incentives to switch to a competitor. Many companies are finding that focused sales training, such as in handling objections and communicating value propositions, can be delivered effectively on a video-conferencing platform.

Margin 194

Margin Discount Airlines Incentives 194

Hubspot Sales

JUNE 27, 2018

Even if some prospects do read the email, few bother to respond. However, a well-crafted prospecting email is a powerful weapon in any salesperson's arsenal. I used seven principles to take a prospecting email from bad to great, and raised my response rate from 1% to 14% in the process. Email 2: The After.

Prospecting 112

Prospecting Scale Ideal Customer Profile Collateral 112

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.

Hiring 169

Hiring Case Study Study Face-to-face 169

Hubspot Sales

FEBRUARY 28, 2019

Your online job search will become less tedious and disheartening if you have a clear set of objectives to follow. Since the objectives set in the strategic plan are more general and evaluated over a longer period of time, strategic planning typically occurs at the beginning of a year, quarter, or month. Tactical Planning.

Hiring 145

Hiring Enterprise Enterprise Objections 145