Veloxy

DECEMBER 9, 2024

When your sales team sees that using the system benefits them personally, they’ll be more motivated to adopt it. Be a Model Outside Sales Representative As a CEO or Sales Executive, your team looks to you for guidance. Celebrate Outside Sales Success Stories Recognition is a powerful motivator.

Objectives and Key Results

SaaStr

MAY 2, 2025

The Last Generation of “Humans-Only” Leadership Benioff believes current leaders represent “the last generation of CEOs that only had human employees.” This was particularly motivating for Benioff, seeing how rapidly customers can deploy high-value AI implementations in relatively short timeframes.

Strategize

Heinz Marketing

MAY 15, 2025

Key components of an ICP include: Industry and vertical Company size (employees and/or revenue) Geography Pain points or needs Buying triggers Technology environment External drivers How do you choose an ICP? It includes job responsibilities, goals, pain points, buying motivations, and how that person evaluates vendors.

Drivers/motivators

SaaStr

JULY 26, 2025

Q1 2025: 102% NRR – Seasonal Decline with Recovery Ahead HubSpot’s Q1 2025 NRR of 102% represents their lowest point since 2020, but management sees this as temporary: Seasonal Impact : CFO Kate Bueker noted this was “down two points sequentially as expected” due to normal Q1 seasonality.

Price

Martech

SEPTEMBER 24, 2024

Avoid heavy paid media ad spending that offers little opportunity to capture a significant number of motivated people when they come to your websites or engage with you in other channels. Transactional messages in a well-run email program might represent 4% of the overall email volume but deliver at least 50% or more of your email revenue.

Promote

Hubspot

JANUARY 8, 2025

Know your prospects intrinsic motivation. Keenan advises that every salesperson should know their prospects intrinsic motivation(s). Now, Keenan covers lots of gems in his book I cant share all of them, but I can highlight the ones that really matter, check out some of his must-know info below: 1. It highlights the gap.

Intrinsic

Martech

JUNE 11, 2025

From peak-season spikes to a perpetual pulse Despite the attention that seasonal peaks still receive, according to the research, holiday shopping season moments now represent just 10% of annual shopping opportunities. Each mission has its own motivations and emotional triggers.

Entertainment

Hubspot

AUGUST 7, 2024

Zoho CRM Image Source Zoho CRM helps maintain customer relationships while motivating sales reps to input data and climb the leaderboard (called “Motivator”). The unique Motivator feature creates a leaderboard to engage sales reps and motivate them to stay on top of data entry.

CRM

Salesforce

NOVEMBER 15, 2024

So as an SDR manager, how can you ensure your team stays motivated, engaged, and productive in such a demanding and often thankless role? Together, we will uncover actionable insights that will elevate your team’s performance and ensure they remain motivated and fulfilled throughout their journey.

Tradeshows

Highspot

OCTOBER 29, 2024

Everyone has different learning styles, is at different stages in their career, and even different motivations. By acting as a virtual co-pilot, AI virtual assistants help sales representatives navigate complex customer calls with confidence and finesse.

Objectives and Key Results

Martech

JULY 21, 2025

Not just track clicks and conversions, but recognize the hopes, doubts and motivations driving those behaviors? Each stage represents a distinct emotional state that needs a different kind of support. This shift in perspective forces you to rethink your customer stages completely. Referral tools should facilitate natural sharing.

Referrals

Hubspot

JANUARY 14, 2025

Instead, they should be recognized as strategic thinkers, relationship builders, and growth drivers. Chances are, youre now thinking: How do I draw in these top performers and keep them motivated? So, once again, sales champions should not be solely seen as deal-closers (Ill die on this hill). Want to Seal a Deal?

Negotiate

Salesforce

NOVEMBER 14, 2024

Sales capacity planning is the process of identifying and forecasting the number and type of sales representatives needed to achieve a given revenue goal. The right commission plan motivates your reps to do more of the right behaviors that lead to closed deals. Create a better plan What is sales capacity planning?

Growth

SaaStr

JUNE 2, 2025

Snowflake’s $250 million purchase of Crunchy Data and Databricks’ $1 billion acquisition of Neon represent a fundamental shift in how B2B software companies are preparing for the era of autonomous AI agents. Databricks: The $1.25 Consolidation Accelerating In the first half of 2024 alone, software M&A transactions in the U.S.

Government

Highspot

FEBRUARY 20, 2025

Product training techniques like gamification keep teams motivated. Product Training for Partners Channel partners, resellers, and distributors extend your reach, but they need the right tools and product knowledge training materials to represent your product and brand effectively. co-marketing materials).

Product

Salesforce

AUGUST 6, 2025

That deal didn’t just represent a win — it reflected the kind of trust that takes time, care, and consistency to build. And Agentforce, in particular, has become a key driver of how her team shows up smarter, faster, and more prepared in every customer interaction. It was a huge leap of faith on the customer’s part.

Territory

Partners in Excellence

JUNE 19, 2025

I anonymized the customers–they represented managers/execs in small to large companies, manufacturers, professional services, technology. There were some that were hyper motivated, and some slackers. By background, most of these students had little or no formal business background. They had little formal sales training.

Customers

Salesforce

NOVEMBER 1, 2024

Learn more about how these bonuses can motivate employees — and how to use this type of reward the right way. Here are a few more benefits: Enhanced employee experience: Awarding these bonuses can increase employee engagement, motivation, and loyalty. After an employee has represented the brand publicly and in a positive light.

Commission

Hubspot

MAY 26, 2025

Ive coached over 50 sales development representatives who went on to become account executives, SDR Managers, and even leaders in completely different industries. When it comes to motivations, I recommend that reps keep track of all their wins. Ive run mock calls with reps and watched their confidence shift in real time.

Cold Call

PandaDoc

JUNE 16, 2025

” OTE represents the total amount that a rep can expect to earn if they hit 100% of their quota, combining their base salary with annual commissions or bonuses. For employers, it’s a tool for motivating teams and projecting costs. In most cases, sales representatives will need to evaluate OTE plans on a case-by-case basis.

Commission

Salesforce

AUGUST 5, 2025

Phase 1 Training: Noiseless Environments The Go Board Advantage This Phase 1 approach represents training in what we might call a “noiseless environment”—clean, predictable, with clearly defined rules and perfect information. This Phase 3 work represents what we’re focused on now—our current frontier.

Drivers/motivators

SaaStr

MARCH 5, 2025

The 10-Point Checklist for Selling Your Company Understand Buyer Motivations – Have conversations with potential acquirers before announcing you’re for sale to understand what they truly value. The decision to sell your company represents one of the most consequential choices a founder will make.

Sell

Salesforce

NOVEMBER 8, 2024

Nearly three in five employees report negative impacts of work-related stress, including lack of interest, motivation, or energy (26%) and lack of effort at work (19%). Perceived lack of control Research shows that job autonomy is one of the most important predictors of job satisfaction, motivation, and improved performance.

Commission

Highspot

MARCH 6, 2025

Conducting sales performance reviews flips the script, offering clarity, coaching, and motivation. Praise improves employee engagement and keeps them motivated. Sales development representatives (SDRs), account executives (AEs), and account managers (AMs) have different responsibilities and success indicators.

Objectives and Key Results

Highspot

NOVEMBER 24, 2024

Sales enablement training is not a one-time effort; it’s a long-term initiative that benefits sales representatives from their first day with your organization. How Do I Get Started with a Sales Enablement Training Program? This training is valuable for both new and seasoned sales reps.

Pitch

Martech

FEBRUARY 3, 2025

These calculated bets on emerging solutions represent capabilities that larger vendors haven’t yet standardized. Your best people become technology traffic cops instead of growth drivers (and they hate it). MOps teams spend more time connecting systems than using them. Data fragments across platforms. The human impact cuts deep.

Finance

Martech

JUNE 12, 2025

The value of great marketing with a great leader A great marketing leader is not just a storyteller but a strategist, growth driver and cross-functional partner who works closely with sales, product and customer success to accelerate pipeline and expand customer value. He believes fractional GTM roles represent the future.

GTM

Martech

FEBRUARY 20, 2025

Each stakeholder views a proposal through their own lens, shaped by their role and personal motivations for approving or rejecting the deal. The decision-making group is too small to represent what the account will do. Your marketing must address these varied expectations.

Objectives and Key Results

Highspot

JULY 3, 2025

Gartner’s 2025 sales engagement survey revealed 61% of B2B buyers now prefer a sales-representative-free buying experience—but don’t let this statistic fool you into thinking sales reps are becoming obsolete. These enablement resources help reps quickly uncover prospects’ true pain points, goals, and motivations.

B2B

Salesforce

DECEMBER 3, 2024

Many potential buyers view salespeople with trepidation, often due to hard-charging representatives who will say anything to get them to sign on the dotted line. Sandler helps improve deal-closing rates: The focus on building rapport and gathering crucial information means that sales representatives will spend far less time chasing dead ends.

Sell

Hubspot

APRIL 9, 2025

Representing the business in key decisions. million returns and representing over 28 million partners in the 2022 tax year, its clear that defining leadership roles within these structures is crucial for sustainable growth. According to the IRS, limited partnerships represent only 9.9% Managing finances and strategy.

Strategize

PandaDoc

JUNE 2, 2025

That said, self-assured and self-motivated reps can still learn enough about the industry to become sales leaders in the space. Examples of how to link product capabilities to business outcomes, along with examples of other companies who have done so, can also be powerful motivators.

Process

SaaStr

JUNE 12, 2025

For 400+ CMOs surveyed by Gartner , this represents a harsh new reality—the days of growing marketing budgets are over, at least for now. Forty-one percent of top-performing CMOs are leveraging data, analytics, and measurement to optimize performance—making this the #1 productivity driver.

Drivers/motivators

SaaStr

AUGUST 7, 2025

Building Top-Performing Sales Orgs: Hard-Won Lessons from Scaling 4 Unicorns (Including OpenAI’s Hypergrowth from 10 to 500 People) Maggie Hott has spent 15 years building go-to-market teams at four unicorns that collectively represent over $500B in market value.

GTM

Salesforce

JULY 18, 2025

If you’re a Business Development Representative (or dreaming of becoming one) in Norway, your next big opportunity might be just across the sea. What does a Business Development Representative (BDR) do at Salesforce, and how can this be a launchpad for your career? Booking meetings is key, and the commission is a great motivator.

Commission

SaaStr

AUGUST 2, 2025

The Bottom Line: Monday.com Pulls Decisively Ahead Monday.com generated $972M in revenue for 2024 compared to Asana’s $653M – a gap of $319M that represents Monday.com’s commanding 49% revenue advantage. This represents an 8-year CAGR of approximately 79% since 2017.

Non-Profits

ConversionXL

SEPTEMBER 20, 2018

Three out of every four B2B buyers would rather self-educate than learn about a product from a sales representative, according to Forrester. A product-led go-to-market strategy relies on product features and usage as the primary drivers of customer acquisition, retention, and expansion. Tidal Wave 1: Buyers now prefer to self-educate.

Go To Market