No More Cold Calling

FEBRUARY 13, 2025

Digital isnt a sales strategy. A sales strategy isnt about tools or trendsits about how your company attracts and serves customers. Yet, too many sales leaders fall into the trap of believing the latest digital sales tools or automation platforms will solve their sales prospecting problems. Hope isnt a strategy.

Referrals 310

Referrals Face-to-face Sales Leadership Quota 310

Sales and Marketing Management

NOVEMBER 5, 2018

For example, what caused pain points at the end of the program: reps changing territories mid-program, sales that were booked but not invoiced, clients who made verbal commitments but didn’t sign contracts, field sales managers that vouched for sales that didn’t get logged into the system on time, etc.?

Incentives 201

Incentives Incentive Quota Territories 201

Zoominfo

MARCH 21, 2025

Sales is no longer about dialing faster or pitching harder. Today, it all comes down to using smarter sales coaching techniques. Using AI sales tools can help teams level up by analyzing real sales conversations, identifying what works and what doesnt. Sales teams need every advantage they can get.

Sales Coaching 130

Sales Coaching Software Software Coaching 130

Sales and Marketing Management

JANUARY 19, 2018

Author: George Kriza, CEO, MTCPerformance For most large resellers or distributors, sales incentive programs for internal sales teams get little attention from top financial executives inside their organizations. Most multibillion-dollar reseller and distributor organizations attract millions of incentive dollars.

Incentives 192

Incentives Incentive Channels Vendor 192

No More Cold Calling

JANUARY 31, 2025

Referral selling strategies are the key to consistent sales growth, but chances are, your team isnt leveraging them effectively. Without referral performance metrics, you dont have a predictable referral system. Reality: A scalable referral system must be intentionally nurtured. All sales calls are hot, hot, hot.

Referrals 156

Referrals Scale GoldMine Pipeline 156

SBI Growth

FEBRUARY 5, 2014

The first monthly commission statements will soon be in your sales reps'' hands. A strong leading indicator for a successful year is the impact of the reward system. This post is for Sales leaders and HR business partners. Read on to understand the mechanics of effective sales compensation. How Important is Compensation?

Compensation 288

Compensation Territories Hiring Commission 288

SBI Growth

MAY 27, 2013

These companies are harvesting vast amounts of internet activity and point of sale data. Many of the B2B sales leaders simply dismiss the Big Data revolution. Within the next three years, the best B2B sales organizations will use “Big Data”. Too often we see CRM systems completely misused by Sales Organizations.

Data 323

Data Top of Funnel Hiring Harvest 323

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. Systems Enhancement. A media organization recently created home grown CRM system. Incentive Programs. Resource Allocation.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

SBI Growth

JUNE 8, 2013

I bet that two vital pieces are missing from your sales strategy. If you formalize them into your sales process, training and measurement, revenue will grow. Otherwise, your sales team will be eaten up. As the sales operations leader, you develop the sales strategy and support team performance. Social Selling.

Strategy 310

Strategy Referrals Cost per Lead Social Selling 310

Steven Rosen

MARCH 23, 2020

Have you: Successfully transitioned your sales team to WFH status? Done any training for your sales team? Like most sales leaders, you are trying to adjust to the immediate and basic needs of your business. In discussion with sales leaders, there is no one size fits all recommendations. Have you shared success stories?

Incentives 279

Incentives Incentive Up-Sell System 279

Sales and Marketing Management

MARCH 27, 2019

Author: Mike DeLeonardis, President, North America at beqom Seventy-nine percent of companies say that increasing sales productivity is a strategy they’re using to reach growth targets in 2019, but actually meeting this goal may be a challenge as only 35 percent of average-performing sales reps’ time actually goes to selling.

Strategy 223

Strategy Compensation Commission Incentives 223

SBI Growth

NOVEMBER 17, 2013

Listen up Chief Sales Officer. It’s time that Sales Operations gets your undivided attention. Download the Leaders Guide to Sales Ops Enablement by clicking here. There are multiple reasons why Sales Ops needs your attention now. Sales, marketing, IT, strategy, operations and customer service. Opportunity is ripe.

Company 296

Company Hiring Buyer Persona Maximizer 296

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.

Incentives 105

Incentives Incentive Compensation Motivation 105

The Pipeline

JUNE 7, 2013

Let’s start by imagining your only sales goal is to get reps to bring in revenue. And that only the sales rep interacts with the customer. If you’re a career sales person you’ve probably seen deals signed with off-target customers just to meet the quarter. The Pipeline Guest Post – Michael Villeneuve. It’s easy to understand.

Commission 314

Commission Compensation Decision Maker Face-to-face 314

No More Cold Calling

MARCH 13, 2014

The best way to motivate your sales reps is to believe in them. Sales managers can wreck a sales career or launch it. They can motivate reps who seem hopeless or derail the efforts of rising sales stars. Rene Zamora, a sales management thought leader and this month’s guest blogger, has a unique perspective.

Small Business 240

Small Business Small Business Sales Outsourcing Face-to-face 240

Sales and Marketing Management

MAY 31, 2020

Sales teams are a particularly unique case as their compensation is likely to be highly leveraged and more sensitive to changes in the marketplace. What happens to the sales force and their commission-based structure? Is top sales talent at risk of leaving if they can’t earn commissions? . Model Costs Accurately.

Motivation 194

Motivation Compensation Commission Incentives 194

No More Cold Calling

JULY 4, 2013

For example, if your company provides data-storage-management systems for large enterprises, you want to develop cooperative relationships with salespeople at computer hardware companies and software businesses that develop storage tools, database software, or systems integrators. Salespeople you know in any field … anywhere.

Referrals 244

Referrals Networking Enterprise Enterprise 244

No More Cold Calling

APRIL 20, 2017

Let’s set the record straight: Most everyone on your sales team has call reluctance—whether they’re cold calling or asking for referrals. I use the referral system I developed 20 years ago. One of my first corporate sales jobs was with a global consulting and training firm. Surprised? What’s to fear about prospecting?

Cold Calling 249

Cold Calling Referrals Sales Qualified Lead Promotion 249

Score More Sales

JUNE 2, 2014

In Ken Krogue’s full day session on Business Development – inside sales tips, strategies, tools, and methodology, this acronym was one of the highlights of his session because it brings everything you need in sales together. Ken has identified over 27 types of inside sales campaigns. Ready for it? Close More Deals.

InsideSales 221

InsideSales Lead Rank Lead Scoring Ideal Customer Profile 221

Sales and Marketing Management

MAY 17, 2020

Organizations are doing their best to navigate this new landscape of layoffs, remote working, canceled events, slowing sales and demand slumps. Being well-prepared and truly understanding how to get your people, your operations and your sales back and running at full bore will be essential for survival. That’s the bad news.

Engineering 207

Engineering Revenue Incentives Incentive 207

Vengreso

JANUARY 9, 2025

Sales contests are a powerful tool to boost motivation, improve performance, and increase revenue. However, designing a sales contest or sales game that delivers tangible results requires careful planning and execution from your sales enablement team. But what exactly is the endgame?

Incentives 66

Incentives Incentive How To Sales Qualified Lead 66

Zoominfo

MARCH 6, 2019

It’s common for companies to have a system in place to encourage referrals. 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.

Referrals 197

Referrals Ideal Customer Profile Marketing Incentives 197

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. These conditions can present challenges for sales organizations, where in-person meetings and events are typically part of “business as usual.”

Sales Enablement 227

Sales Enablement Scale Policies Distribution 227

Sales and Marketing Management

MARCH 8, 2018

But when it comes to incentives, you don’t reward a generation. Every incentive program needs the right awards to engage and inspire their target participants. Life stages tend to outweigh generational difference when it comes to incentive awards. Leaders ignoring this generation do so at their own peril.

Incentives 185

Incentives Incentive Google Education 185

The Spiff Blog

AUGUST 19, 2022

Developing an effective sales compensation plan requires a lot of brain power. It makes sense to focus on behaviors you’d like to incentivize, or pulling certain levers to impact other components of your sales engine. The only remedy is a formal incentive communication strategy. Let’s dive in!

Incentives 81

Incentives Incentive Compensation Commission 81

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. Establish an incentive-based customer loyalty program. Consider structuring your program around several distinct loyalty tiers, with each tier providing incentives that increase in value.

Loyalty 206

Loyalty Customer Incentives Incentive 206

Sales and Marketing Management

SEPTEMBER 14, 2020

Some sales organizations saw their pipelines disappear overnight, so they began to reevaluate processes in an attempt to preserve them. Aligning sales and service teams will better position an organization to engage with customers throughout their journey and achieve mutual success for themselves and their clients. .

SAP 207

SAP Compensation Face-to-face Analytics 207

Sales and Marketing Management

NOVEMBER 22, 2017

Sales manager: I’d like to know what rewards the reps would like for our next incentive. Sales rep: Cash! Sales manager: Sounds good. You may be a seasoned sales manager, fatigued by trying to come up with innovative ways to motivate your reps. Are incentives obsolete? I’ve got bills to pay! Don’t do it.

Motivation 191

Motivation Incentives Incentive Lead Rank 191

The Spiff Blog

MAY 26, 2022

So, you’ve realized commission spreadsheets are actually evil, and that sales incentive software will vastly improve transparency, efficiency, and your personal sanity. There’s no shortage of sales commission software on the market, and when you factor in the massive operational differences, it’s a recipe for information overload.

Incentives 77

Incentives Incentive Software Software 77

Sales and Marketing Management

JUNE 29, 2020

Being well-prepared and truly understanding how to get your people, your operations and your sales back and running at full bore will be essential for survival. As organizations emerge from the pandemic crisis and fire up their sales engines, it’s clear that the channel must adapt?— Leverage the right engagement tools to drive sales.

Engineering 156

Engineering Revenue Incentives Incentive 156

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

Allego

OCTOBER 29, 2024

Today’s fast-paced, tech-driven world is causing a massive shift in the medical device sales industry. The days of relying solely on face-to-face sales meetings are over. Digital selling is the game, and you must have a strategy that ensures your team succeeds in medical device digital sales. Not to worry, though.

Strategy 62

Strategy Face-to-face Buyer Lead Rank 62

Steven Rosen

APRIL 22, 2024

For sales leaders, building a robust sales culture is the bridge between mediocrity and excellence. The journey to a winning sales culture is a nuanced strategy that unfolds over time and demands patience, careful planning, and decisive leadership. This promotes innovative problem-solving for complex sales challenges.

Strategy 156

Strategy Construction Motivation Incentive 156

The Spiff Blog

NOVEMBER 17, 2023

As an incentive compensation manager, you hold a critical role that keeps your organization running. In this day and age, no one doubts the importance of sales compensation when it comes to driving growth for a business. What does an incentive compensation manager do? The same goes for your relationships with sales leadership.

Incentives 81

Incentives Incentive Compensation Commission 81

Sales and Marketing Management

JULY 21, 2019

Author: Lauren Boutwell As the field of sales enablement has evolved and matured, so, too, have its supporting technologies. Accordingly, video coaching has become a popular tool for driving readiness in sales organizations of all sizes and across industries. Sales reps are often most receptive to learning from each other.

Coaching 241

Coaching Video Hiring Trade Show 241

Highspot

MARCH 24, 2025

Key Takeaways GTM operational excellence improves efficiency, aligns sales and marketing operations, and enables your teams to close complex deals faster. It creates a culture of continuous improvement so marketing, customer success, and sales teams can work in sync and maximize efficiency at every stage of the buyer journey.

Lead Rank 52

Lead Rank Lead Scoring Incentives Incentive 52

No More Cold Calling

DECEMBER 30, 2014

Which broken sales strategies should we leave in the past (ah-hem, cold calling )? Here’s a hint: Any sales tactics, activities, or systems that help you build relationships with clients and prospects are worth the time and effort. I never expected to have a long, successful sales career. Learn more.) [Top Learn more.)

Referrals 260

Referrals Gatekeeper Cold Calling Networking 260