No More Cold Calling

OCTOBER 30, 2016

Before they make contact, prospects have usually checked us out, compared pricing, read a white paper or two, listened to a webinar, and/or viewed a demo. Now, with a quick Google search and a little time on our websites and social media, they can learn all about us. They’ve also researched what our competitors have to offer.

Referrals 120

Referrals Sales Qualified Lead Lead Generation Cold Calling 120

Pointclear

AUGUST 15, 2017

Is the sales incentive bar set too high? These are four of 56 reasons sales could be failing as outlined in a white paper written by James Obermayer. I think the issue lies with the accounting department, which dislikes doing this work. Report their performance achievements monthly, if not more often. Quotas are unrealistic.

Quota 113

Quota Forecasting Policies Pipeline 113

The ROI Guy

OCTOBER 21, 2011

As prospects and sales professionals use Alinean-powered Interactive White Papers, Diagnostic Assessments and ROI / TCO Calculators, much intelligence is collected during the engagement. says Jefre Futch, CEO of Alinean, Inc.

Eloqua 61

Eloqua CRM Lead Nurturing Marketing 61

Janek Performance Group

JULY 11, 2024

Following are keys to instilling value: Thought leadership Packaged deals Incentives and addons Thought leadership, including informative blogs and researched white papers, illustrate your expertise. In this, the solutions ultimately pay for themselves. This is a great example of social proof that gives prospects confidence.

Consultative Selling 116

Consultative Selling Follow-up Film Buyer 116

The ROI Guy

NOVEMBER 22, 2013

Each sales rep costs as much as $135,000 in additional costs beyond salary and incentives according to Forrester, including costs for training, CRM, sales enablement, content and leads. Unfortunately, today’s prospect tunes out the same old look-alike white papers, PowerPoints and data sheets.

Hiring 67

Hiring Revenue Lead Rank Lead Scoring 67

SBI

OCTOBER 2, 2018

These new incentives not only help increase adoption, but also reward reps who properly vet prospects and engage them in a more personalized way. #3 I see you downloaded one of our white papers and were researching content management software on TechTarget. You should also consider adding new goals based on quality.

Inside Sales 102

Inside Sales Data Lead Rank Hiring 102

The ROI Guy

JANUARY 3, 2012

It is for this reason that you have introduced new interactive white papers, benefit estimators, diagnostic assessment, and ROI /TCO tools, to fuel value-focused sales engagements and meet new buyer expectations. Some incentives are not tied to money, but instead relate to company goals, objectives and directives.

Sales Tools 80

Sales Tools Tools Incentive Incentives 80

Cincom Smart Selling

MARCH 30, 2016

Marketing spends a lot of time and effort crafting direct-selling product collateral, web pages, campaign support materials, white papers and blog posts. This might be sales collateral for an early cycle, web copy for informational inquiries or white papers for decision-making executives. Consistency.

Marketing 72

Marketing Demographics Collateral Discount 72

Partners in Excellence

JUNE 6, 2012

Each one of these has a number of sub components (We’ve identified over 40–if you want a listing/discussion of these, email me for a free white paper on these.) . In Business Management, we would look at things like the sales process, metrics, systems, tools, training, incentives.

Hiring 103

Hiring Ideal Customer Profile Maximizer System 103

Xactly

OCTOBER 3, 2018

Consider your sales incentive plan –it works in the same way. Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project. A little can go a long way with incentives. Continue Training Reps After Onboarding.

Top of Funnel 67

Top of Funnel Incentive Incentives Compensation 67

Xactly

OCTOBER 11, 2018

Watch the webinar, "The Risk and Reward of ASC 606," to discover the impact of ASC 606 to incentive planning and how the tactical need for better data can give companies a strategic advantage. Better yet, how can companies use data to ensure accuracy and proactively identify problems before they become catastrophic? Watch Webinar.

Sales Forecasts 72

Sales Forecasts Forecasting Data Compensation 72

Janek Performance Group

MAY 24, 2023

Our white paper, The Ultimate Guide to Developing a High-Performance Sales Organization , examines six pillars of successful organizations. While sellers have quotas and incentives, organizations have leading and lagging indicators. Sports fans obsess over shots made, batting average, and greens in regulation.

Lead Rank 62

Lead Rank Lead Scoring Marketing Qualified Lead Leads 62

Pipeliner

MARCH 18, 2021

Here, ebooks and in-depth white papers can offer greater value than top-level blog posts. For instance, LFA Capsule Fillers offers a free ebook as a sign-up incentive —. But, cross-promotion may need dedicated content that answers specific questions. Your content must provide a lot of value for it to work.

Promotion 98

Promotion Social Media eBook Comparison 98

Zoominfo

JULY 25, 2023

Content Marketing Your content marketing strategy can include many formats: On-site blogs Guest blogs White papers Original research Webinars Press releases Social media No matter the format, content marketing can only live up to its fullest potential if it’s pertinent to your target demographic — and if they can find it.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Pipeliner

FEBRUARY 25, 2020

Crafting e-books, white papers, social media posts, etc. One school of thought believes that you would not be able to generate a lot of referrals without an incentive. So, ensure that you have a list of keywords that potential customers could plugin on search engines when looking for a product or service. Pay Attention to SEO.

Lead Rank 80

Lead Rank Lead Scoring Marketing Referrals 80

Cincom Smart Selling

FEBRUARY 9, 2016

Sales/Marketing Programs – Compensation plans, incentive plans, territory plans, market segmentation and special campaigns should be well understood and in place prior to starting any sales activity with a partner. Demo facilities, white papers and other late cycle tools will be expected as well.

Channels 83

Channels Sales Management Sales Qualified Lead Collateral 83

Sales Hacker

SEPTEMBER 24, 2022

For example, you could send them free eBooks or white papers, connect with them on social media, or make them a special offer. Offer free samples, member-only discounts, and other incentives. These marketing tactics aren’t mutually exclusive. Publish relevant content on your website and social media pages.

Paid Content 132

Paid Content Top of Funnel Funnel Ideal Customer Profile 132

Close.io

FEBRUARY 24, 2020

External sales content : Providing the right content, including white papers, case studies , blog posts, testimonials, and more is an important aspect of sales enablement. This includes white papers, case studies, testimonials, pricing and discount information, and more. This will show you where you’re starting from.

Sales Enablement 85

Sales Enablement Top of Funnel Hiring Face-to-face 85

Selling Essentials RapidLearning Center

OCTOBER 24, 2023

SHRM estimates that about one-third of companies with a financial literacy program pay cash incentives to employees who sign up, with these bonuses averaging $250. Others provide non-cash incentives like gift cards, electronic tablets or vacations. Will you pay people to enroll? Tap your employees’ experience.

Retention 52

Retention Training Incentives Incentive 52

Nutshell

AUGUST 27, 2018

Examples include sending them a white paper prior to the call, being mentioned as a referral from another client, commenting on some of their social media posts, or shaking their hand at a networking event. Typical lead magnet ideas include: An ebook or whitepaper download. A coupon/discount. A checklist. A cheat sheet. A template.

Sales Qualified Lead 126

Sales Qualified Lead Closing Lead Rank Lead Scoring 126

Zendesk Sell

MARCH 21, 2019

blog posts, white papers, eBooks) to make a sale. Create shared goals between sales and marketing, as well as choosing a common set of performance metrics and incentives. When departments aren’t aligned, it can trigger multiple problems. Only then can you ensure that marketing and sales are operating on the same page.

Lead Rank 68

Lead Rank Marketing Qualified Lead CRM Sales Qualified Lead 68

Highspot

JANUARY 28, 2024

Some prefer phone conversations, others value in-person meetings, and many appreciate longer white papers or viewing pre-recorded product demos independently. Customer loyalty programs: Detail incentives for customers to remain engaged and to advocate for your brand. Customers have varied preferences.

Collateral 96

Collateral Top of Funnel How To Distribution 96

Janek Performance Group

AUGUST 23, 2023

Product sheets, blogs, and white papers are effective tools, especially when strategically deployed in the sales process. Special discounts, one-time-offers, and other time-sensitive promotions can be great incentives to create urgency. Collateral stays with buyers when meetings and calls end. Of course, avoid the hard sell.

B2B 62

B2B Case Study Collateral ACT 62

Cincom Smart Selling

OCTOBER 14, 2020

The successful track record of these tools should provide strong incentives for marketing groups to proceed with automation projects and equally strong justifications to seek funding for those projects. Third-party tools are widely available to help companies in this regard. This can be accomplished on a process-by-process basis.

Data 62

Data Ideal Customer Profile Marketing Demographics 62

Nutshell

MARCH 19, 2021

Offer incentives for joining your list. That’s why you need to offer an incentive, AKA a lead magnet. The most common examples are ebooks and white papers, although templates, checklists, and exclusive videos are popular as well. There are plenty of ways to do this.

Email Marketing 71

Email Marketing Marketing Social Media Facebook 71

Sales Training Advice

JULY 30, 2012

Write a white paper. Researching a white paper on best practices in your field will give you an excuse to seek out prospects, interview them, and ask them to refer you to others. Include in your signature or bio a mention of your newsletter, survey, white paper, etc. Launch a survey. Write for periodicals.

Prospecting 40

Prospecting Hoovers Referrals Jigsaw 40

Janek Performance Group

APRIL 15, 2024

In our recent white paper The Ultimate Guide to Sales Negotiations , we discuss how negotiations improve with consultative selling. They could be small, but the best negotiators know to keep these in their pocket as incentives to work though the challenges that can arise.

Negotiation 62

Negotiation Decision Maker Discount Lead Rank 62

Janek Performance Group

JUNE 19, 2024

Incentives should motivate action. For more, download our white paper The Ultimate Guide to Sales Negotiations at Janek.com. For many buyers, a central aspect of fear is time. This can be the time it takes to see a benefit or the time it takes to undue a change. Pilot programs and trials can help mitigate this fear.

Negotiation 62

Negotiation Decision Maker Case Study Proposal 62

Allbound

OCTOBER 17, 2018

Also, because a PRM solution is cloud-based, there is no end to the amount of content it can hold—from news and new product information to marketing materials, technical documentation, incentives, and more. Pain Point #4: “Our partners don’t even know how many resources we have.”.

Top of Funnel 48

Top of Funnel Vendor Case Study Channels 48

LeadFuze

MAY 17, 2021

In a white paper by David Fritz of Growth Solutions, LLC entitled “ Sales Incentive Compensation Best Practices Research ” the firm completed a benchmark survey on sales compensation plans and practices. How companies view sales incentive compensation; as a tactical administrative tool or as a strategic sales performance tool.

Compensation 52

Compensation Hiring Incentive Incentives 52

Smooth Sale

MARCH 10, 2022

It would be best to publish well-researched content, including case studies, white papers, long articles, and eBooks. Just focus on providing incentives to existing loyal customers who put their efforts into referring your product or service to someone. People visit a website to find something unique and valuable.

Top of Funnel 78

Top of Funnel Social Media Segment Hiring 78

Janek Performance Group

AUGUST 26, 2022

Get creative with loyalty incentives. This includes blogs, case studies, white papers, and other marketing collateral that positions organizations as leaders. Reduce monthly churn by X percent: With the time and resources needed to court new business, it’s easy to neglect established customers. Seek new ways to help.

Webinar Metrics 62

Webinar Metrics Strategy Outsourcing Services Sports 62

Tenfold

DECEMBER 11, 2017

In fact, according to a Marketing Innovators white paper , companies that foster high morale among their employees outperform competitors by around 20 percent. Instead, offer additional work vacations and provide incentives for people who truly “unplug” (no emails or other work-related contacts) during their break.

Outsourcing Services 61

Outsourcing Services How To Hiring Survey 61

Partners in Excellence

SEPTEMBER 24, 2015

Today, we do this in the most simple ways, largely looking at their interactions with us–whether through the web, white papers they download, phone calls they make. Maybe toss in a free butterfly net as an incentive to buy the super deluxe chain saw.” ” (OK, I tossed that last part in myself.).

Lead Rank 48

Lead Rank Marketing Qualified Lead Analytics Insurance 48

Zendesk Sell

JANUARY 31, 2019

case studies, blogs, white papers) needs to be created or that some materials are not even being used. Support reps might discover that sales reps are offering discounts or incentives that might come up later in customer service calls. Departmental benefits include the following: Identifying content opportunities.

Top of Funnel 68

Top of Funnel Marketing Exercises Lead Rank 68

Jonathan Farrington

JUNE 11, 2013

It results partly from training/coaching, partly from incentives (financial and other) and perhaps most of all, from the leadership given by their manager. Regular appraisal of performance and attitudes by discussion with the sales force, and observation of their work are important for this purpose. .

Sales Leadership 42

Sales Leadership Analytics Networking Objections 42

InsideSales.com

OCTOBER 23, 2019

According to a white paper published by IDC , “75% of B2B buyers and 84% of C-level/vice president (VP) executives surveyed use social media to make purchasing decisions.”. Therefore, it requires quite a bit of incentive on a sales rep’s parts to be able to get a small chunk of their extra time. Get Social.

Decision Maker 63

Decision Maker Cold Calling How To Gatekeeper 63