The 5% Institute

MARCH 30, 2021

One of the most important functions in business, is to build an effective sales team that you can rely on to sell your products and services. What do you do on a daily basis to stay motivated?”. Related article: Qualities of A Leader – 10 x Needs For High Performance. If so, why?”. Final Thoughts.

Outside Sales 145

Outside Sales Inside sales X-functional Sales 145

ConversionXL

OCTOBER 13, 2015

people born in Europe between 1918 and 1939; survivors of an aircrash; truck drivers who smoked between age 30 and 40).”. Not only can we compare smoking truck drivers and graduating classes, but we can also compare user groups over time to analyze the effectiveness of site changes. Activated users in February. Acquisition Efficiency.

Conversion 116

Conversion A/B testing X-functional Drivers/motivators 116

SaaStr

FEBRUARY 4, 2020

Lexi explains the importance of team trust, driver and passenger mindsets, and much more. We have 1,000 employees across three locations, San Francisco, Denver, and New York, and everything in the past four years has grown by more than 10 X. So driver mentality, and we’ll use some examples that bring this to life.

Drivers/motivators 98

Drivers/motivators X-functional Trust Cross-sell 98

Martech

OCTOBER 20, 2022

But when looking at the growing list of marketing technologist titles across the ever-widening martech landscape, it is crucial we understand as an industry which roles are the primary drivers of marketing technology and its place within the marketing organization. The four primary marketing technologist roles.

X-functional 102

X-functional Objectives and Key Results Technology Technology 102

Hubspot

OCTOBER 16, 2017

That is to say, if you want your salespeople to do X, reward them financially for doing X. Yet without commission, reps are usually less motivated to go above and beyond. You’re also giving reps the freedom to earn as much money as they can -- which is highly motivating. Selling function (hunting or farming).

Commission 101

Commission Quota X-functional Non-Profits 101

ConversionXL

APRIL 23, 2019

Motivated buyers come here to finish their order. The bottom line is this: Behavior = Motivation x Ability x Trigger. You want to aim for the top right of the graph—high motivation, easy to do, a trigger in place. If you have high motivation and low ability (difficult to do), what you’ll get is frustration.

E-commerce 115

E-commerce X-functional UX Drivers/motivators 115

SaaStr

DECEMBER 13, 2023

People mislead because they’re afraid of being bludgeoned, or they don’t have a functional relationship with the Board, so it’s seen as something to survive. Does it mean bringing in X% of new business to hit that number? You need to find the underlying driver to figure out the real causation. #15: 2: Misleading. 15: Torture.

X-functional 136

X-functional Trust Presentation Drivers/motivators 136

Hubspot

JUNE 13, 2018

Explicit needs are specific features or functions. Do you have a strategy in place for X? Who’s responsible for X? What happens if you’re not successful with X? Has a problem with X ever negatively impacted your KPIs? Would X make it simpler to achieve [positive event]? How do you do X? The results?

Sell 101

Sell X-functional Objectives and Key Results Up-sell 101

Sales Hacker

JULY 21, 2021

Quick wins get the sales rep onto the leaderboard and can be very motivating during a tough quarter. Unfortunately, optimize is not a magic word that you wave like a wand over complicated systems, hoping that they start functioning perfectly. By mapping out the steps, you can optimize any function. I just wanted to touch base”.

X-functional 134

X-functional Sales Strategize Cold Call 134

Sales Hacker

MAY 10, 2019

Ask me a thoughtful question about the function of my role or our sales process. Here’s how we have helped other FinTech companies do X, Y, and Z” would get my attention faster than the list of F500s who use your tech. But you do need to consider the key drivers of the people you’re selling to. Bottom Line. Memorize them.

Sell 21

Sell X-functional Pitch Drivers/motivators 21

ConversionXL

MARCH 13, 2019

The fear of making a mistake with an unproven vendor can be a powerful motivator, even if the post-purchase rationalization ignores the impact of that emotion. B2B buyers from Gen X expected phone calls and handholding. The first ecommerce functionality served mainly existing customers—those who just wanted an efficient way to reorder.

B2B 130

B2B B2C Retail X-functional 130

SaaStr

APRIL 30, 2024

2023 saw the team grow from 6-10 reps, which is pretty modest, and they built an SDR function. At the end of ‘22, they started a small pilot and grew that function from one and two BDRs to a team of 10 and then 12. This forcing function happens monthly to pause and think structurally about your business. They grew 2.5x

Go To Market 122

Go To Market GTM X-functional Objectives and Key Results 122

ConversionXL

SEPTEMBER 17, 2018

Technically, SQL is a “declarative language,” not a programming language, but it has the “ functionality of a mature programming language.”. Find a small project to apply your freshly gained coding skills to demonstrate the real-world problems you can solve and boost your motivation. JavaScript. Even the syntax looks similar.

SQL 134

SQL A/B testing Structured Query Language X-functional 134

ConversionXL

JUNE 30, 2019

Competitor X is doing Y. We should do that, too,” or “X is the market leader, and they have Y, so we need Y.” Run a functional investigation. Reliable lifts come from knowing your customer and tailoring the value proposition to match that customer’s motivations in a way that no other website will. Set your goals.

UX 126

UX X-functional A/B testing User Experience 126

Hubspot

DECEMBER 15, 2015

4) Get inspired by a motivational wallpaper. There are other wallpaper options that can give you the motivation to stay organized. According to psychologist and motivation expert Jonathan Fader, inspirational or motivational messages often serve as a powerful incentive for us to try harder. No worries.

X-functional 69

X-functional Drivers/motivators Follow-up Start-ups 69

Search Engine Land

DECEMBER 28, 2023

The decline of X Following Elon Musk’s takeover in 2022, Twitter’s ad revenue steeply declined. The following month, the platform changed its name to X and tried to lure back advertisers by slashing the price of video ads. Experts have predicted that X will lose as much as $75 million in ad revenue by the end of the year.

Retail 116

Retail X-functional Launch Non-Profits 116

Search Engine Land

JUNE 26, 2024

Fellow SEO Kristina Azarenko conducted an X survey , which shows that more than half of the SEOs responding see 40% or less of their recommendations implemented by client and brand teams. Their primary motivation is usually around growth KPIs or market share, so speak to them in those terms.

X-functional 85

X-functional Drivers/motivators Clients Growth 85

Hubspot

DECEMBER 10, 2019

In fact, the company I currently lead, Spotted Media, used these tactics below to acquire our first set of customers before we even had a fully functioning web site. and start asking yourself in-depth, meaningful questions about these professionals’ motivations. Create an ideal customer profile. That leads me to the next step.

Customers 93

Customers Manufacturing X-functional Contact 93

Lead Fuze

AUGUST 12, 2021

Let me point out one important fact — We are all human beings, and our minds function in a similar way. Even when the losses and gains are equal, we are more motivated to consider the potential loss than a potential gain. Changing what they were told from “If you insulate your home, you will save X cents per day.” Conclusion.

Sell 98

Sell X-functional Sales Follow-up 98

Hubspot

FEBRUARY 21, 2020

Most CRMs come equipped with dashboard functionality. Here are a few metrics that can promote a little friendly competition between reps and give your sales team some motivation mid-month: Opportunities created. Use dashboards to promote and manage sales contests as a way to keep motivation high and burnout low. Meetings held.

Quota 95

Quota X-functional Objectives and Key Results Drivers/motivators 95

Hubspot

OCTOBER 10, 2018

With projection-based AR, you could project a functioning keyboard on your desk. It is most commonly used to help drivers see the edges of the road in low-light and to guide pilots towards landing strips. Navion also introduces gesture control commands to prevent drivers from looking down at their phones to enter or change a route.

Transportation 101

Transportation Drivers/motivators Healthcare Electrical Engineering 101

Hubspot

APRIL 13, 2015

According to the Fogg Behavioral Model for persuasive design , human behavior is a product of three factors: motivation, triggers, and ability. 1) Motivation. According to Fogg''s behavioral model, humans are primarily motivated by: pleasure/pain, hope/fear, and social acceptance/rejection. 2) Ability. 3) Triggers.

X-functional 78

X-functional Drivers/motivators Lead generation Conversion 78

Pointclear

JANUARY 26, 2012

Business mailers generally prefer enveloped mail for cold prospecting, whether it is inside a #10 business size envelope or 6 x 9 inch or larger package. Business buyers themselves are looking for information to help them do their jobs, and they generally welcome and open letters as they arrive on their desks.

Prospecting 93

Prospecting X-functional Lead generation Niche 93

SaaStr

FEBRUARY 27, 2024

Go-to-market (GTM) design and efficiency are sometimes overlooked, but they’re a critical driver of any SaaS business. x in this case, you would already be at break even. Total GTM spend has now over-rotated towards non-AE functions. What does this mean? Going forward, there needs to be a reset on GTM design principles.

Go To Market 111

Go To Market GTM Non-Profits Quota 111

ConversionXL

SEPTEMBER 5, 2019

There are many ways to do this in R, most commonly the out-the-box factanal() function. Here’s the code in R for that (where x is your data frame): pcanalysis <- prcomp(x, scale = TRUE, center = TRUE) plot(pcanalysis). Is training individually motivated or assigned to you? What are you motivated by?

X-functional 115

X-functional Represent Follow-up User Experience 115

Salesforce

MARCH 30, 2023

Example: Motivating your sales team 3. X things smart {prospect’s role}s do Why it works: This one taps into the prospect’s desire to be the best at what they do. X} options to get started Why it works: Prospects love a short list of actionable items that can move them closer to implementing your solution. Unexpected question}?

X-functional 98

X-functional Referrals Follow-up Prospecting 98

Heinz Marketing

JUNE 27, 2024

By Tom Swanson , Engagement Manager at Heinz Marketing CLG (customer-led growth for the unaware) is another entry in the X-Led Growth trend. Understanding the Silo Problem One of the main drivers of silos within organizations is the misalignment of incentives and goals. If you don’t live it, your teams won’t either.

GTM 59

GTM Growth Customers X-functional 59

ConversionXL

JULY 15, 2020

While developers may measure success based on “working code,” a functioning campaign is not enough for marketing success. Build marketing programs around motivated individuals. A typical structure for a strategic-level user story is: “As a customer persona type X, I want PRODUCT X, so I can achieve goal X, Y, Z.”.

X-functional 87

X-functional Technique Strategize Campaign 87

Hubspot

NOVEMBER 8, 2017

I’ll admit it: For many marketers, the motivation behind these exchanges used to be, “So I can sell my product.” Now, the motivation has evolved from the point of, "So I can help" -- a founding principle of the Inbound Methodology -- to, "We're changing the way buyers can be helped." Then, it evolved into, "So I can help my buyers."

X-functional 101

X-functional Contact Meeting Conversion 101

ConversionXL

JULY 29, 2020

Yes, Google and Amazon’s search functions are not the same. That rationale applies to other aspects of your Amazon product listing, too: Include great images because they will help you sell the product, not because Amazon ranks listings with X number of images at Y resolution higher. Of course, not everything requires reworking.

Click Through Rate 113

Click Through Rate Objectives and Key Results Retail Engineering 113

ConversionXL

SEPTEMBER 30, 2020

Even if mobile traffic is a huge driver of new users and potential customers, it’s hard to justify pushing resources there when we don’t have the data to back it up. The final step, then, is normalization: Attributed value for google/cpc = $300/($300+$500) = $300/$800 = 0.375 x $500 = $187.5 Oh, and don’t forget about private browsing.

X-functional 93

X-functional SQL Campaign Launch 93

ConversionXL

FEBRUARY 3, 2022

Everything they do is scrutinized by its potential impact on scalable growth… An effective growth hacker also needs to be disciplined to follow a growth hacking process of prioritizing ideas (their own and others in the company), testing the ideas, and being analytical enough to know which tested growth drivers to keep and which ones to cut.

Growth 113

Growth Referrals Minimum Viable Product Drivers/motivators 113

Sales Hacker

MAY 9, 2019

And of course, a strong sales comp plan needs to motivate reps to hit goals that grow the company while still maintaining a profit margin. Here’s a simple example to begin with that covers the SDR, AE and Customer Success Manager (CSM) functions: Table 1. The Process for Creating a Sales Compensation Plan. Earn the draw.

SQL 110

SQL Commission Customers Non-Profits 110

Hubspot

JUNE 25, 2018

The app even pushes encouraging messages throughout the day to your device to keep users motivated. This is a great option for someone seeking structure and motivation. This app is great for people who need a little bit of visual stimulation and motivation, and it only costs $1.99. Added bonus: Taskful is free. Google Calendar.

Product 101

Product X-functional Drivers/motivators Meeting 101

Salesmate

OCTOBER 28, 2020

Accurate forecasting can help a sales team function more efficiently and achieve as well as excel sales expectations. Lead Value = Sale value x Lead-to-sale conversion rate. 30 paid advertising x $600 lead value= $18000. 200 demo leads x $100 lead value= $20,000. Deal value x likelihood of closing = expected sale.

Territory 96

Territory X-functional Pipeline Appointment 96

ConversionXL

MARCH 7, 2017

There are many ways to do this in R, most commonly the out-the-box factanal() function. Here’s the code in R for that (where x is your data frame): pcanalysis <- prcomp(x, scale = TRUE, center = TRUE). Is training individually motivated or assigned to you? What are you motivated by? plot(pcanalysis).

X-functional 102

X-functional Represent Follow-up Up-sell 102

SalesHandy

JUNE 29, 2021

B2B(Short for Business to Business) sales is a function of B2B product sales(i.e. Your sales function requires a certain volume of B2B Sales leads to pursue periodically, so a fraction of them can convert and buy from you towards the end. What is B2B Sales? selling products to other businesses). B2B Sales Principles.

B2B 98

B2B Cross-sell X-functional Follow-up 98