Zoominfo

JUNE 10, 2018

Research shows price objections are the number one objection sales rep face—but half of all price objections are phony ( source ). In fact, extensive research shows product demonstrations significantly increase same-day sales, long-term purchasing habits, brand franchise sales, and average deal size ( source ). Schedule a product demo.

Objections 239

Objections Case Study Face-to-face Study 239

Xactly

OCTOBER 18, 2018

Few leading indicators are more predictive of a company’s future sales performance than its incentive compensation plans. While multiple factors influence the effectiveness of your sales incentive compensation plans, 5 tips stand out: 1. Creating incentive programs that work require balancing multiple design choices.

Incentive 78

Incentive Incentives Compensation Webinar Metrics 78

Zoominfo

JULY 1, 2018

74% of today’s B2B buyers conduct more than half their research online before making a purchase ( source ). According to DemandGen Report, here are the top B2B review sites: G2 Crowd: Offers online reviews on B2B marketing services as well as business software. 4 Tips for Selling to the Social Savvy Buyer. Monitor online review sites.

Buyer 190

Buyer Social Media Social Selling Incentive 190

Sales Hacker

MARCH 30, 2025

Motivate with gamification and incentives. Instead, lead with a context-specific statement that shows youve done your research. This is a cold call, but its well-researched. Invest in platforms and tools that streamline cold calling efforts. For example, consolidating standalone tools into one platformand parallel dialers.

Cold Calling 71

Cold Calling Scale Microsoft Ideal Customer Profile 71

The Spiff Blog

NOVEMBER 17, 2023

As an incentive compensation manager, you hold a critical role that keeps your organization running. What does an incentive compensation manager do? First, let’s cover the primary responsibilities of an incentive compensation manager. Recommended reading: A Foolproof Framework for Better Incentive Communication 2.

Incentives 81

Incentives Incentive Compensation Commission 81

eGrabber

FEBRUARY 26, 2025

Try Email-Researcher Today! Get Started with Email-Researcher! This includes sales content, automated lead generation software , and strong CRM systems. Try Email-Researcher Today! Get Faster Results with Email-Researcher! Transparent Communication: Clearly explain sales targets and how incentives are earned.

Closing 52

Closing Top of Funnel Ideal Customer Profile Incentive 52

The Spiff Blog

SEPTEMBER 28, 2023

We’ve put together a trusty checklist of the most essential considerations for evaluating commission software. Of course, you can never fully know how a piece of software will turn out— but if you ask the right questions, you can separate the comprehensive and reliable from the risky and inadequate. See why the stakes are so high?

Commission 81

Commission Software Software Scale 81

Hubspot Sales

JULY 22, 2024

I, personally, wouldn‘t want to receive an email from a rep who’s trying to close before I‘ve even researched a solution — and I think everyone who has ever been on the buyer’s side of any sales communication can agree with that. This is where your CRM , a sales software solution , and their behavior on your website can be valuable tools.

Ideal Customer Profile 111

Ideal Customer Profile Proposal Lead Rank Referrals 111

The Spiff Blog

JULY 21, 2022

If you’re reading this, it’s likely because you’ve made a regrettable software purchase or gone through a nightmarish buying process at some point in your career. And, unfortunately, your software buying woes may only get worse in the near future. Take commission software , for example. We’ve all been there.

Software 76

Software Software B2B Vendor 76

Smooth Sale

MARCH 24, 2025

Its wise to research possibilities to ensure you do all you can to help and motivate your sales team(s). Offer Incentives A happy employee is a motivated employee making it much more likely that the employee will feel empowered to do their best work. Doing so will give sales team members the time to focus on value-adding tasks.

Hiring 78

Hiring Incentives Lead Rank Lead Scoring 78

Pipeliner

APRIL 9, 2021

Businesses focused on increasing their B2B sales need to concentrate on a consistent set of factors, including research, relationship building , identifying pain points, and development. Market Research. Sharing your research through your online content can help you to gain respect and credibility in your industry.

Industry 98

Industry B2B Strategy Social Media 98

Hubspot Sales

SEPTEMBER 20, 2019

Research from the Sales Executive Council (SEC) examined thousands of salespeople and found receiving quality coaching helped them improve long-term performance by upwards of 19%. Companies spend billions per year on sales training, but research shows most of the curriculum doesn’t stick. Sound nice? But how can you make this happen?

Sales Coaching 145

Sales Coaching Coaching Top of Funnel Lead Rank 145

PandaDoc

OCTOBER 15, 2020

62% of employed Americans currently say they are working from home during the pandemic, as found by a recent Gallup’s research. The ant’s incentive to collaborate was to survive. Reward these incentives after hitting shared goals. The more the team’s goals and incentives are aligned, the easier it will be to collaborate.

Cost per Acquisition 98

Cost per Acquisition Incentive Incentives Sales Outsourcing 98

Xactly

MAY 10, 2018

Historically, sales performance incentives have been focused on individual recognition. But only offering individual sales incentives is narrow-minded and can be supplemented with team-based rewards. The concern is that group incentives can undercut individual ones, but you can strike an effective balance. This approach works.

Incentive 49

Incentive Incentives Cost Per Thousand Compensation 49

Zoominfo

APRIL 11, 2018

You’re looking for someone who needs few external incentives to go above and beyond what their job requires. Do they research the prospect’s company? In the world of ever-changing technology, you want your sales reps to be able to pick up new tools and software quickly. Motivated. A good sales rep is self-motivated. Tech-Savvy.

Hiring 178

Hiring B2B Sales Cycle Call-back 178

Cincom Smart Selling

MARCH 9, 2025

Download Now Crafting a Winning Sales Proposal Creating a winning sales proposal requires careful planning, thorough research, and meticulous execution. 4- Budget and Financial Information : Outline the proposed budget, including costs, payment terms, and any financial incentives. How Much Better Do Sales Teams Do with CPQ?

Proposal 48

Proposal Lead Rank Lead Scoring Customer 48

Nutshell

DECEMBER 22, 2023

Jotform for integrations and add-ons Price: Free, or starting at $34/month Key features: 100+ integration options, including CRM, CMS, email, and more Customizable templates for forms, tables, apps, and more Mobile app for work on-the-go SO MANY INTEGRATIONS Is Nutshell a perfect match for your favorite software? LET’S SEE ‘EM 4.

Survey 126

Survey Google Channels CRM 126

Sales Training Connection

AUGUST 3, 2013

In others, the product concept was backed by poorly developed market research. As our conversation wandered to the topic of product launches, Jerry noted “too frequently in B2B sales situations only 5% to 15% of the incentive opportunity is allocated to payment for new products sales. In some cases the product design was flawed.

Compensation 105

Compensation Incentive Incentives Coaching 105

SBI

OCTOBER 1, 2014

Act-On Software. Transform your marketing & sales results with marketing automation, territory optimization, mobile learning, sales enablement, configure price quote and incentive compensation management, all in one suite, all in Salesforce with CallidusCloud. Seismic Software ToolSkool. ActonSoftware. CallidusCloud.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Sales Hacker

MARCH 29, 2021

They have shifted their buying process even further online, only talking to vendors after they have already conducted significant research. Like with other revenue driving tech stacks, a partner tech stack has keystone software as well as best-in-breed solutions that integrate with the main software.

Revenue 112

Revenue How To Ideal Customer Profile Software 112

Hubspot Sales

MARCH 7, 2019

If you sell software as a service (SaaS), this pricing method isn't the best fit because the value your products provide is often greater than the costs to produce the products. Using a cost-plus pricing strategy doesn't require extensive research. There isn't an incentive to operate efficiently. Advantages. It's simple to use.

Retail 121

Retail Incentive Incentives Consumer 121

Sales and Marketing Management

OCTOBER 21, 2019

Research from Sirius Decisions has found that salespeople typically spend about 27 percent of their time on administrative tasks, and only 26 percent on actual selling. Sales has a lot of incentive to bring in revenue, but they need the right tools to do it efficiently and effectively.

Top of Funnel 136

Top of Funnel Hiring Commission SAP 136

Xactly

JUNE 27, 2018

Those who work to create a plan for their company must develop a compensation process and incentive plan that will motivate the right sales behaviors to achieve goals, all while driving growth. Software companies like Xactly have been instrumental in providing the “nuts and bolts” calculation for the Sales team.”.

Compensation 52

Compensation Incentive Incentives Pharmaceuticals 52

Pipeline

JANUARY 15, 2025

Investing in tools and software solutions that support remote work and contribute to employee experience has become increasingly important. A Microsoft research report reveals that 85% of leaders find it difficult to ensure employee productivity in a hybrid work environment. Why Do Remote Teams Need Sales Team Management Software?

Software 52

Software Software SalesForce Hubspot 52

The Spiff Blog

SEPTEMBER 7, 2023

These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement. Incentive alignment : Shared goals enable the design of incentive structures that motivate sales reps while aligning with the broader success of the organization.

Incentive 83

Incentive Incentives Scale Compensation 83

The Brooks Group

JUNE 11, 2017

By adding in a few carefully selected sales incentives, you can capitalize on this competitive streak and really get your team to race full speed towards sales goals. Sales incentives can be broken down into three categories. Sales incentives can be broken down into three categories. Tangible Sales Incentives.

Incentive 40

Incentive Incentives Motivation Hotels 40

The Brooks Group

JUNE 11, 2015

By adding in a few carefully selected sales incentives, you can capitalize on this competitive streak and really get your team to race full speed towards sales goals. Sales incentives can be broken down into three categories. Sales incentives can be broken down into three categories. Tangible Sales Incentives.

Incentive 40

Incentive Incentives Motivation Hotels 40

Zoominfo

SEPTEMBER 22, 2023

Here’s a breakdown of the key types of intent, and an in-depth exploration of what makes ZoomInfo the top-rated buyer intent provider on G2 , the largest peer-review business software platform in the world. How Do I Know Which Intent Data is Trustworthy? This information provides valuable insights for your team. We generate over 1.2

Intent Data 130

Intent Data Buyer Intent Intent Data 130

Crunchbase

NOVEMBER 9, 2021

Regardless of how much research you may have done on a lead or a lead’s company, a lead is defined by one-way communication. Let’s say your company specializes in online collaboration software for startups in the tech industry. Does it need your software (is it already working with a competitor)? Offer an incentive.

Sales Qualified Lead 111

Sales Qualified Lead Lead Rank Lead Scoring Prospecting 111

OpenSymmetry

FEBRUARY 10, 2016

In the first scenario, the eager software sales rep wants to expedite the project start and does not want to introduce any delays in their sales pipeline. They are thinking about a potential 6-12 month delay in the sales pipeline, then delayed recognition of the software sale before the project can get underway. Cost Impact.

Incentives 40

Incentives Incentive Compensation Territories 40

No More Cold Calling

MARCH 3, 2016

The bulldog in question is Amy, director of sales strategy at a large B2B software company. She’s been there … as a customer of incentive compensation and a lover of performance management. Before any meeting or presentation, she does research and structures her train of thought so she can speak with confidence.

Referrals 120

Referrals Scale Cold Calling Call-back 120

Zoominfo

SEPTEMBER 24, 2019

In fact, research shows there’s a 60% chance a customer will make multiple purchases from the same company ( source ). For example, if you sell software—try to interpret usage patterns. Offer an additional incentive. Every buyer-seller relationship is built on a foundation of trust. Acknowledge inactive customers.

Cancellation 171

Cancellation Remedy Lead Rank Lead Scoring 171

Cincom Smart Selling

MARCH 2, 2025

That’s where Configure, Price, Quote (CPQ) software comes in. CPQ (Configure, Price, Quote) is a software solution designed to automate and streamline the process of configuring products, pricing them accurately, and generating quotes instantly. How is CPQ Software Different from Standard Pricing Tools?

Scale 48

Scale Lead Rank Discount ROI 48

SBI

NOVEMBER 27, 2012

Some of these tasks, like creating proposals, sending and responding to emails, and conducting pre-call research are recognized by reps as valuable expenditures of their time because they result in sales. 1] Forrester research. [2] Other motivation-depleting tasks, like logging daily activity reports, are not viewed in the same light.

CRM 133

CRM Wireless SalesForce Commission 133

Zoominfo

APRIL 11, 2018

You’re looking for someone who needs few external incentives to go above and beyond what their job requires. Do they research the prospect’s company? In the world of ever-changing technology, you want your sales reps to be able to pick up new tools and software quickly. Motivated. A good sales rep is self-motivated. Tech-Savvy.

Hiring 138

Hiring Sales Cycle B2B Call-back 138

Xactly

JUNE 27, 2018

Those who work to create a plan for their company must develop a compensation process and incentive plan that will motivate the right sales behaviors to achieve goals, all while driving growth. Software companies like Xactly have been instrumental in providing the “nuts and bolts” calculation for the Sales team.”.

Compensation 45

Compensation Incentive Incentives Pharmaceuticals 45

The Spiff Blog

APRIL 11, 2023

Through research, conversations with women in sales roles, and analysis of commission data , we’re committed to shining a light on this complex and nuanced issue. In the coming weeks and months we will continue to discuss matters of pay inequity in sales roles and release our official research report on the topic later this year.

Commission 83

Commission Hiring Face-to-face Incentive 83