Partners in Excellence

JANUARY 31, 2018

Account Based Marketing/Selling is all the rage today. But having played in this space for more than a few years, a lot of what I see is deja-vu all over again, echoing concepts from the 80’s, 90’s, even before (look at some of the original books on account based selling and when they were published.

Sell 79

Sell Territory Cross-sell Strategize 79

Salesforce

SEPTEMBER 13, 2024

A typical day for a territory sales manager may include calling prospects, qualifying leads, and working on established accounts. Territory sales managers are always on the hunt for new leads and may prospect using third-party tools such as LinkedIn to connect with potential customers.

Territory 59

Territory Objectives and Key Results Cross-sell E-commerce 59

Salesforce

SEPTEMBER 25, 2024

For example, a sales development rep (SDR) may earn incentives for surpassing their booked meetings goal for the month, while an account executive may earn incentives for closing more sales than their monthly quota. Some people love the game, but everybody likes the prospect of extra money or rewards.

Commission 97

Commission Drivers/motivators Territory Sales 97

Salesforce

MARCH 7, 2024

This provision is particularly critical for companies that sell SaaS products. When sales reps know their commission is at risk of being clawed back, they’ll pursue high-quality deals and be more diligent when it comes to qualifying prospects. In this scenario, the rep must return their $7,500 commission payment.

Commission 52

Commission Finance Quota Legal 52