The Pipeline

JULY 16, 2012

We all know that referrals are a highly effective way to grow your leads and prospect base, (yes, there is more than cold calling, and more than referrals), but at times reps and sales organizations place unnecessary limitations on their ability to fully leverage referrals. Failing this, all too often money is left on the table.

Referrals 324

Referrals Lead Rank Lead Scoring Territories 324

No More Cold Calling

JULY 25, 2024

Rusty sales skills won’t win the gold. It’s the same for your sales team. If you want this to be a game-changing year, it’s up to the CRO to make skills-building and practice a requirement, an integral part of your culture, and a major component of your sales strategy. What sales lessons can we learn from them?

Referrals 334

Referrals Cold Calling Coaching Incentive 334

No More Cold Calling

FEBRUARY 4, 2016

B2C incentives work like magic. ” We grab every coupon and sales ad we can find, use Groupon for deep discounts on special events and luxury services, and take advantage of “refer a friend” offers any chance we get. .” Should You Give Incentives for Customer Referrals? The short answer is no.

Referrals 120

Referrals Incentives Incentive Discount 120

Steven Rosen

OCTOBER 8, 2021

How to Motivate Your Sales Team. Sales leaders agree that a highly motivated and engaged sales force drives greater performance. Many sales managers ask me how to ensure that they have a highly motivated and engaged team, and I usually ask them “WHY”? What do sales managers do to motivate the sales force?

Motivation 379

Motivation Commission Incentive Incentives 379

No More Cold Calling

AUGUST 1, 2019

When I refer you, I put my reputation on the line, so I need to trust that you’ll take care of my connection as I would. I refer you to someone I know well. They know I won’t waste their time, and they’ll gain insights from anyone I refer. So, when I refer you, this person’s trust in me gets transferred to you.

Referrals 289

Referrals System Cold Calling Social Media 289

SBI Growth

SEPTEMBER 30, 2012

When sales reps think about their compensation, the first thing they ask is “How can I make more?” Great companies attract and retain "A" level sales performers. The best sales comp plans effectively motivate and retain "A" player reps, push "B" reps toward better results and weed out the "C" players.

Compensation 288

Compensation Incentives Incentive Retention 288

No More Cold Calling

JANUARY 16, 2020

Here are five important steps to make your team referral sales experts. If salespeople were self-motivated, they wouldn’t need sales managers or metrics. That’s why we need sales managers. Actually, what we need is strong sales leadership. Sales managers do what they ask others to do. I’m including myself here.

Referrals 328

Referrals Sales Management Hiring Scale 328

Hubspot Sales

DECEMBER 29, 2021

Incentives are natural motivators — and sometimes, some "natural motivation" is exactly what your salespeople need to perform to the best of their abilities. That's why several companies leverage something known as incentive compensation : the practice of offering financial rewards for professional excellence. Annual Incentives.

Incentive 127

Incentive Incentives Compensation Commission 127

SBI Growth

SEPTEMBER 20, 2012

As the leader of sales operations, I am sure you are working on: Updating CRM systems with new product information. Revising or building a new sales process to enable sales reps. Modifying sales reports and dashboards to enable sales managers to track new product sales. Focus on new product sales.

Compensation 244

Compensation Incentives Incentive Quota 244

SBI Growth

OCTOBER 24, 2013

A post for Sales and HR Leaders to find root causes of Sales Manager (SM) vacancies. The Sales Manager position is the fulcrum between sales leadership strategy and sales force execution. Teams without effective sales managers lack morale and discipline. Weak sales strategy. Poor territory.

Hiring 292

Hiring Positioning Sales Management Compensation 292

Steven Rosen

JANUARY 26, 2014

Sales leaders agree that a highly motivated and engaged sales force drives greater performance. So one would naturally ask the question “how do I motivate and engage my sales force?” Many sales managers ask me how to ensure that they have a highly motivated and engaged team. By Steven A. Tap into the WHY!

Motivation 288

Motivation Commission Incentive Incentives 288

SBI Growth

OCTOBER 21, 2013

Sales Operations is responsible for creating that winning environment. 80% of its sales team was outside sales reps. The Sales Operations team moved to reorganize the group. Incentive Programs. Does your comp plan incent behaviors that will get you to your number? Call references and past employers.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

Zoominfo

MARCH 6, 2019

This is because referrals are hyper-targeted— as customers refer peers who they genuinely believe will want to buy a product or service. Referred customers have a 37% higher customer retention rate than other customers ( source ). Referred customers spend 200% more than the average customer ( source ).

Referrals 197

Referrals Ideal Customer Profile Marketing Incentives 197

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! References verify that information. With all of that information about their past, how can you possibly gauge potential when hiring for your sales force? It''s all about potential.

Hiring 243

Hiring Decision Maker Construction Incentive 243

No More Cold Calling

JULY 4, 2013

Having such relationships in place can help you better address your clients’ needs , and sales colleagues at these companies become important Referral Sources. One industry leader I know provides strong incentives for salespeople to refer. If a referral results in a sale, the referring salesperson earns a commission.

Referrals 244

Referrals Networking Enterprise Enterprise 244

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.

Incentive 105

Incentive Incentives Compensation Motivation 105

Jeffrey Gitomer

MARCH 8, 2013

elements to build and grow a stellar sales team: 1. People get into sales because it’s got the potential for great financial rewards. Sales wars (battles between sales and production, administration and credit) end up killing the customer. Reward sales with money. Nothing happens until a sale is made.

Incentives 255

Incentives Incentive Compensation Referrals 255

MTD Sales Training

DECEMBER 15, 2011

In the recent post, “The 3 Worst Practices For Conducting A Successful Sales Meeting,” I highlighted the three main DON’Ts for a successful sales meeting: DON’T. Now let us look into three BEST practices to help you structure your sales meetings to raise people up, increase sales and elevate your sales team to the next level!

Sales Meeting 263

Sales Meeting Meeting Education Motivation 263

The Sales Hunter

OCTOBER 17, 2013

When asked this question, most salespeople respond by saying they use a “push” sales strategy. They say this based on how they view a typical sales call being one where the salesperson is convincing or showing the customer all of the features and benefits of what they offer. Take a look at your sales process.

Strategy 241

Strategy Cold Calling Consultative Selling Margin 241

Understanding the Sales Force

NOVEMBER 10, 2023

And “We don’t know what we don’t know about sales” is a true statement in most companies. As a result, they can’t anticipate when in a sales cycle or sales process they will be impacted, and don’t have the awareness to take steps to work around it and improve.

Company 227

Company Hiring Scale Forecasting 227

SBI Growth

FEBRUARY 28, 2013

Every Sales VP wants to know what their competitors are doing. Knowing how your competitors are enabling their sales force can provide an advantage. But most Sales VPs like you don’t know how to do it. Another mentioned ‘superior installation references’. Is this new compensation plan attracting more talented sales reps?

Outsourcing Services 300

Outsourcing Services Ideal Customer Profile Territories Compensation 300

Zoominfo

JANUARY 27, 2019

Word-of-mouth marketing, on the other hand, refers to marketing initiatives that actively influence and encourage word-of-mouth discussions about your brand, company, or products. Social currency: As a business concept, social currency refers to the perceived value of a brand or product based on the level of conversation surrounding it.

Social Media 210

Social Media Referrals Marketing Influencer 210

SBI Growth

MARCH 21, 2013

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. The last step in campaign planning is Sales Enablement. Use this opportunity to establish your expertise.

Campaigns 319

Campaigns Lead Rank Lead Scoring Leads 319

Zoominfo

SEPTEMBER 4, 2019

Their sales reps get super hands-on with prospects during the buying journey — they provide demos, answer questions, ask for feedback, etc. We don’t simply refer to product training materials and educational content. Establish an incentive-based customer loyalty program. Offer incentives that speak to your customers’ values.

Loyalty 206

Loyalty Customer Incentive Incentives 206

Sales and Marketing Management

APRIL 21, 2020

What does it mean for business events and incentive travel programs? SMM: In a year-end letter that you posted on your website at the end of last year, you referred to 2019 as a “turbulent year for the world in general,” and expressed optimism that 2020 would be “a year of positive changes.” Have things been permanently disrupted?

Meeting 227

Meeting Face-to-face Travel Incentive 227

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. I include more than 20 solutions that can make a huge impact on sales. December 8, 2020. Let’s take a look back over time.

Top of Funnel 169

Top of Funnel Sales Tools Tools InsideView 169

Zoominfo

MAY 13, 2018

It’s common knowledge that working in sales is hard. Yet—what most people don’t understand is the extent to which sales pressure can negatively impact an organization. In today’s post we explain the effects of sales pressure and provide ways to mitigate this stress productively. ” ( source ). ” ( source ).

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Sales and Marketing Management

JUNE 22, 2020

From many years of experience in customer-facing roles with large software companies, I’ve learned that there are many factors which can break a customer relationship after the sale. The CRM system can be a great place to deliver the high level view, allowing sales, support and marketing to be on the same page.

B2B 207

B2B Customer Vendor Enterprise 207

Understanding the Sales Force

DECEMBER 20, 2012

Understanding the Sales Force by Dave Kurlan As promised for today, I'm revealing the single article, from among my former 999 blog articles which my readers voted "best", to be my 1,000th post. But from among the 15 for which you could vote, this was your choice: Exposed - Personality Tests Disguised as Sales Assessments.

Hiring 174

Hiring Case Study Study Face-to-face 174

Zoominfo

MARCH 6, 2019

This is because referrals are hyper-targeted— as customers refer peers who they genuinely believe will want to buy a product or service. Referred customers have a 37% higher customer retention rate than other customers ( source ). Referred customers spend 200% more than the average customer ( source ).

Referrals 130

Referrals Marketing Incentives Incentive 130

Anthony Cole Training

FEBRUARY 7, 2013

Performance management is generally considered to be the 2nd step in building successful sales teams. In my opinion, Wikipedia, which references Aubrey Daniels, perfectly states the purpose of performance management - to close/eliminate performance gaps. These are all activities that sales people perform or should be performing.

Hiring 176

Hiring Lead Rank Lead Scoring Incentive 176

Hubspot Sales

DECEMBER 2, 2024

Getting anything over the finish line as the holidays approach is a struggle in any facet of life, and sales is no exception. The end of Q4 is one of the — if not the — most stressful, frustrating stretches of any sales professional's year. Q4 Sales Strategies 1. Incentivize performance with contests and rewards.

Incentive 98

Incentive Incentives Intent Closing 98

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. 4 Examples of Product-Agnostic Content. The product-agnostic approach to content marketing has been around for a long time.

Top of Funnel 237

Top of Funnel B2B Webinar Metrics Marketing 237

No More Cold Calling

FEBRUARY 29, 2016

Think sales has changed a lot? But while technology may power sales research, people still power the close. . And it certainly won’t solve our sales challenges. The #1 Sales Management Problem You Can Fix. But those methods will only treat the symptoms, not the real sales management problem: a lack of proper planning.

Referrals 120

Referrals Incentives Incentive Cold Calling 120

Sales and Marketing Management

AUGUST 3, 2020

From many years of experience in customer-facing roles with large software companies, I’ve learned there are many factors that can break a customer relationship after the sale. The CRM system can be a great place to deliver the high level view, allowing sales, support and marketing to be on the same page.

B2B 177

B2B Customer Vendor Enterprise 177

Hubspot Sales

FEBRUARY 17, 2020

Chances are, you have a set of sales metrics and KPIs that you review on a regular basis to track business performance. However, just looking at dollars coming in from sales revenue may not tell you the whole story about how your products are truly performing in the market. That’s where measuring sales volume comes in.

Territories 138

Territories Incentive Incentives Sales Qualified Lead 138

Sales and Marketing Management

MARCH 8, 2020

The authors, Omar Abbosh, Paul Nunes and Larry Downes, refer to this untapped revenue as “trapped value.”. There’s no reason it can’t have equally powerful impacts on B2B sales and marketing, but it’s in its infancy, experts say. “AI Birnes offers three ways the technological advancements in AI will reshape sales as soon as this year.

Top of Funnel 218

Top of Funnel Marketing Scale Forecasting 218