Sales and Marketing Management

SEPTEMBER 16, 2024

Group incentive travel continues to be a leading way to recognize and retain top performers. We explore why it's so motivating, how design has changed to meet the changing demographics of the workforce, and what program sponsors can do to enhance memorability and increase ROI. The post Right Destination, Right Design… Right On!

Demographics 296

Demographics Incentives Incentive Travel 296

Sales and Marketing Management

AUGUST 9, 2022

The post Channel Travel Incentive Program Reaps 8:1 ROI appeared first on Sales & Marketing Management. An electrical products distributor that offered mid-tier channel partners a group travel program realized a 23% increase in projected sales growth.

Travel 120

Travel Incentives Incentive Channels 120

Sales and Marketing Management

OCTOBER 15, 2020

As you plan for next year, consider implementing a sales incentive program or series of “just in time” contests to keep team engagement and interest high. Not all sales incentive programs are the same. Not all sales incentive programs are the same. Creating a culture of fairness is important in any sales incentive program.

Incentives 340

Incentives Incentive Survey Sales Qualified Lead 340

Sales and Marketing Management

SEPTEMBER 12, 2017

Author: Tim Houlihan Most incentives are paid out between 3 and 10 percent of the income earned during the incentive period. Matching Incentive to Your Corporate Culture. Track Incentive Results. The same rigor must be applied to your incentives. How were the incentive-related communications received?

Incentives 136

Incentives Incentive Commission Territories 136

Sales and Marketing Management

DECEMBER 17, 2018

Author: TIM HOULIHAN Do you avoid team incentives because you are worried about being fair? Teams perform better than individuals [ Kuhn, “Experiments on Motivation, Incentives and Rationality” 2007 ], and you and your bottom line can benefit from rewarding teams. Worry no more. Don’t ask team members to rate each other. Online Bonus:?Google

Incentives 149

Incentives Incentive Compensation ROI 149

Sales and Marketing Management

JUNE 24, 2024

The complexity and comprehensiveness required to produce proper ROI prevents these from being DIY projects. The post Effective Incentive Plans Don’t Happen by Accident appeared first on Sales & Marketing Management.

Incentives 120

Incentives Incentive ROI Marketing 120

SBI Growth

NOVEMBER 15, 2013

Incent them correctly and you get what you want. Mis-align incentives and you get nothing. If the sales team can’t generate social referrals, the marketing ROI will be unacceptable. The sales team is not evolving at the pace of marketing. Getting the Most from Sales Cavemen. As CMO, are you treating sales like cavemen?

Sales Qualified Lead 312

Sales Qualified Lead Ideal Customer Profile Referrals Incentive 312

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 Incentives Incentive B2B 40

Zoominfo

MAY 20, 2021

You’ll get high ROI. According to Campaign Monitor , email marketing generates $38 for every $1 spent, which computes to a 3,700% ROI. That statistic alone offers an incentive for brands to take a closer look at their email marketing strategy and to maximize return. Source: Campaign Monitor.

Email Marketing 264

Email Marketing Benefit Webinar Metrics Marketing 264

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.

Incentives 105

Incentives Incentive Compensation Motivation 105

Xactly

MARCH 21, 2019

Discover how automating incentive compensation management (ICM) can improve the ROI of sales compensation.

Compensation 63

Compensation Incentives Incentive ROI 63

No More Cold Calling

JULY 4, 2013

They know you and have witnessed the ROI your solution generates. One industry leader I know provides strong incentives for salespeople to refer. Once you’ve asked your clients for referral introductions, who do you turn to next? Your clients are your absolute best source of new business.

Referrals 244

Referrals Networking Enterprise Enterprise 244

SBI Growth

SEPTEMBER 26, 2012

Poor and average reps focus on pitching their product and provide an unbelievable ROI. Offer a small incentive for closing these deals in Q4 (cash is always good). Flip the funnel. Get laser focused on moving late stage deals to the finish line. They avoid tough conversations. 5 Ways to Address Risk. whiteboard session).

Closing 303

Closing Lead Scoring Lead Rank Customer 303

Pointclear

FEBRUARY 7, 2018

Not only does this single-criteria measurement perpetuate the downward spiral represented by most companies’ poor sales results, it also reduces ROI on short- and long-term marketing and sales investments. If the leads are delivering ROI on investment, they’re worth it. Take a look at the following cost per lead comparison.

Cost per Lead 204

Cost per Lead Lead Scoring Lead Rank Leads 204

Zoominfo

MARCH 6, 2019

Choose the right incentives. Plus, incentives motivate customers, as 50% of people say they’re likely to give a referral if offered a reward ( source ). But, we recommend you give more thought to your referral incentives. We aren’t here to tell you which incentives are effective and which aren’t.

Referrals 197

Referrals Ideal Customer Profile Marketing Incentive 197

Pointclear

FEBRUARY 16, 2017

In the search for the holy grail of marketing KPIs, we want ones that correctly emphasize ROI over lead cost, tie lead generation to overall revenue and profits, identify the most successful marketing initiatives and deliver insights that can be leveraged to run future high-return activity. It incorrectly emphasizes cost over ROI value.

Cost per Lead 157

Cost per Lead Sales Qualified Lead Lead Rank Lead Scoring 157

Zoominfo

SEPTEMBER 7, 2021

Tip #2: Be Ready to Underscore ROI From Day One. Speaking of the bottom-line, your preparation for selling to the C-suite should include lining up all your data points about the economic impact of the buying decision and the expected ROI. With economic decision-making taking place much earlier in the sales process, it’s all about ROI.

Decision Maker 259

Decision Maker Analysis ROI Sales Meeting 259

Pointclear

MAY 16, 2017

When it comes time to exploring how you can increase lead generation ROI, that is, produce better leads more cost effectively, move "technology" to the bottom your to-do list. Metrics: Measure your success in a meaningful way that incents quality, value, and seamless conversion. That is, by not using a cost-per-lead metric.)

Lead Scoring 169

Lead Scoring Lead Rank Leads Marketing Qualified Lead 169

Pointclear

APRIL 24, 2012

This metric rewards the wrong behavior, delivers low-value sales leads, and fails to deliver the kind of business intelligence needed to drive marketing ROI now and in the future. But evaluating B2B lead generation success via cost-per-lead only serves to incent high volumes of low quality sales leads.

Cost per Lead 220

Cost per Lead Lead Generation Sales Qualified Lead Lead Scoring 220

Sales Gravy

APRIL 16, 2025

Develop clear documentation or ROI calculators that help buyers see beyond sticker priceespecially useful if the distributors rep isnt fully equipped to present your value. If possible, offer spiffs or incentives when they successfully sell your line. If possible, offer spiffs or incentives when they successfully sell your line.

Channels 56

Channels Engineering Gatekeeper Decision Maker 56

Zoominfo

APRIL 17, 2025

Some solutions enable no-code modeling engines to adapt quickly to plan changes, provide territory carving, quota setting, and incentive plan design, among other features. Designed for speed and simplicity, it allows organizations to automate complex commission structures, boost team morale, and improve trust across departments.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

The Center for Sales Strategy

AUGUST 29, 2022

Every business needs a skilled sales team to generate a positive ROI, but on-the-job performance is rarely the product of training alone. There’s no one size fits all approach to motivational tactics, as every employee is unique and requires wildly different incentives to sell.

Incentives 127

Incentives Incentive Motivation ROI 127

Canidium

NOVEMBER 21, 2024

Research indicates that well-designed incentive compensation plans produce a 112.5% ROI—increasing productivity by 18%. This is a game-changing figure, but your ROI potential may be even higher with the right compensation planning system and effective strategic incentives.

ROI 52

ROI Incentives Incentive Compensation 52

LeadFuze

JUNE 3, 2021

Account-based marketing is not a quick fix but rather an investment that could pay off in big ways over time giving you better ROI than what other types of campaigns can offer. 3 ABM drives ROI. ABM can help you to identify new prospects, so it has the potential to fuel growth for years into your future.

Account Based Marketing 97

Account Based Marketing ROI Account Marketing 97

eGrabber

JUNE 4, 2021

But email marketing always tops the marketing channels that offer the best ROI. If your email marketing ROI is not impressive, we have few strategies to make your campaigns more effective. Let’s see some of the benefits of email marketing and the 4 tips to improve your email marketing ROI. Benefits of email marketing.

Email Marketing 74

Email Marketing ROI Marketing Discount 74

OpenSymmetry

OCTOBER 24, 2016

Much like the elusive yeti, the identification of Return On Investment (ROI) for a sales incentive plan is believed to exist by enthusiasts from the sales compensation design team, but met with much skepticism by others, namely the Finance department. So how do you prove the existence of ROI in your sales incentive plan proposal?

Incentives 40

Incentives Incentive ROI Compensation 40

Zoominfo

APRIL 17, 2018

Boasting an ROI of 4400%, or $44 for every $1 spent ( source ), email marketing remains the go-to channel for leading organizations. Rather than hide the “unsubscribe” button, offer unsubscribers an incentive to stick around– like a discount or an exclusive piece of content.

Lead Rank 224

Lead Rank Lead Scoring Email Marketing Campaigns 224

Sales Hacker

APRIL 4, 2025

Ray breaks down why the rise of AI agents is a tectonic shift, how businesses are already seeing ROI, and what it means for SaaS, team structure, and go-to-market strategies. Get the top takeaways from the conversation, including how incentives need to be reworked to scale enterprise, in this post.

System 105

System Scale Outsourcing Services Lead Rank 105

Allego

APRIL 2, 2019

Today’s sales training and enablement professionals can’t afford to be dismissive of ROI: if your sales training and coaching programs aren’t generating tangible results – in terms of higher revenues, faster ramp-up, shorter sales cycles, etc. – The post 3 Reasons Why Your Sales Training Fails To Produce ROI appeared first on Allego.

ROI 67

ROI Training Negotiation Incentive 67

Pointclear

MAY 3, 2012

Correctly emphasize the ROI value of qualified leads over their cost. Citing findings from the Lenskold Group Lead Generation Marketing ROI Research Study, lead generation marketers were asked how much profits would be improved with 10% more budget, and 44% reported they didn’t know. It incorrectly emphasizes cost over ROI value.

Cost per Lead 162

Cost per Lead Sales Qualified Lead Lead Rank Lead Generation 162

Connext Digital

JANUARY 24, 2025

By implementing these strategies and working with a marketing partner that can with these processes, you’ll build a more engaged audience and improve your email marketing ROI. Here’s how to structure your reengagement campaigns: Start with a compelling subject line: “We miss you!” ” or “Is this goodbye?”

Email Marketing 59

Email Marketing Campaigns Marketing Incentive 59

Zoominfo

MARCH 6, 2019

Choose the Right Incentives Rewards are the most critical part of your referral marketing strategy. Plus, incentives motivate customers, as 50% of people say they’re likely to give a referral if offered a reward ( source ). But, we recommend you give more thought to your referral incentives. Incentives were broken up into tiers.

Referrals 130

Referrals Marketing Incentive Incentives 130

Sales and Marketing Management

JUNE 22, 2020

While user adoption and change management have always been the most critical of requirements of a new software implementation, SaaS vendors know that expansion and renewals depend upon satisfied users and ROI. B2B SaaS customer success is not something to think about after the enterprise contract has been signed.

B2B 207

B2B Customer Vendor Enterprise 207

Sales Evangelist

JUNE 11, 2019

Sales is equal parts art and science and one of the keys to success is leveraging sales incentive data to increase performance and ROI. Jason Atkins is the founder of 360 Insights, a software platform that enables large brands to execute all of their channel incentive strategies. Then align the incentives across the journey.

Incentives 40

Incentives Incentive ROI Data 40

Zoominfo

JUNE 25, 2021

Use our handy Revenue Calculator for tracking ROI against improved connect rates. Use our handy Revenue Calculator for tracking ROI against improved connect rates. This KPI helps the rep understand which discounts are most effective, which can help reach sales objectives faster by attracting prospects with incentives that work.

Sales Qualified Lead 227

Sales Qualified Lead Top of Funnel B2B Lead Rank 227

Xactly

JUNE 7, 2018

Incentive Compensation Management (ICM) solutions help companies manage their sales compensation plans and calculate commission payments. Remember, the faster an organization can get their SPM solutions up and running, the faster the ROI.). How quick will the deployment and implementation process be? Integration is Key.

Compensation 60

Compensation Incentives Incentive Data 60

The Spiff Blog

SEPTEMBER 9, 2022

To maximize the ROI of losses, treat them as an opportunity to improve your insights, culture, and processes. The platform enables finance and sales operations teams to self-manage complex incentive compensation plans and provides transparency for sales teams. Final thoughts.

ROI 83

ROI How To Face-to-face Commission 83