Salesforce

NOVEMBER 14, 2024

Sales organizations set lofty goals to drive revenue and generate growth for their business. But setting achievable but ambitious goals is only possible when sales leaders know exactly what their teams are capable of doing. Enter sales capacity planning. What you’ll learn: What is sales capacity planning?

Growth

Salesforce

MARCH 31, 2025

Sales motivation can make the difference between a company growing or stagnating. Your offering can have all the competitive advantages in the world, and your team can be trained in all the best scripts and techniques, but it’s your sales team’s willpower that gets them to dial, email, and message their leads. Learn more 1.

Drivers/motivators

Salesforce

SEPTEMBER 16, 2024

Provides usage and sales data: With this model, you can more easily track how your product is used. The detailed data allows you to see patterns more easily that can help you improve your product and sales strategies. Learn how Revenue Cloud can help. Connect every touchpoint What is usage-based pricing?

Price

Salesforce

NOVEMBER 1, 2024

With a spot bonus budget, you can show immediate appreciation for a sales rep’s efforts, providing fast recognition that boosts morale and encourages long-term productivity. But unlike other financial incentives such as sales commission, they aren’t a formalized part of a compensation plan. These bonuses are often monetary.

Commission

Salesforce

NOVEMBER 12, 2024

Learn how to create a CVP that stands out from the competition and catches your target customer’s attention so you can start making more sales. The State of Sales report found that 86% of business buyers say they’re more likely to buy from a company when their goals are understood.

Transportation

Salesforce

OCTOBER 29, 2024

Ask any seasoned sales pro about their early sales experience, and chances are, they’ll have a story about door-to-door sales. While not as common as it used to be, this approach to sales is still relevant and widely practiced. What you’ll learn What is door-to-door sales? I’ll show you how.

Objectives and Key Results

Salesforce

APRIL 2, 2025

That’s a classic example of product-led sales (PLS). And while your product or service might not be as tasty, there are proven strategies and tools that you can use to improve your sales. Discover how to make product-led sales a part of your go-to-market strategy. What you’ll learn: What is product-led sales?

Product

Salesforce

NOVEMBER 15, 2024

The SDR, or Sales Development Rep, is the backbone of many successful sales organizations. Despite these hurdles, SDRs are a driving force behind sales growth and revenue generation. Despite these hurdles, SDRs are a driving force behind sales growth and revenue generation. However, the role of the SDR is often thankless.

Tradeshows

Salesforce

NOVEMBER 19, 2024

Importance of competitive pricing in business Types of competitive pricing strategies Pros and cons of competitive pricing Steps to developing a competitive pricing strategy Unify sales, finance, and legal on the #1 AI CRM When sales, finance, and legal are disconnected, the customer feels the pain. Learn how Revenue Cloud can help.

Price

Salesforce

DECEMBER 17, 2024

These are the questions an ideal customer profile (ICP) helps sales organizations answer. In fact, the State of Sales report found that 86% of business buyers say they’re more likely to buy when their goals are understood. What would make them so uniquely suited to your product or service that they become a lifelong customer?

Prospecting

Salesforce

NOVEMBER 8, 2024

Did you know that almost 90% of B2B sales reps are experiencing burnout?Although Although it’s no secret that sales is a high-stress job, uncertain market conditions have only amplified the pressure to perform. Unfortunately, sales isn’t the only function experiencing high levels of burnout. Let’s start with the basics.

Commission

Salesforce

JANUARY 6, 2025

For decades, organizations of all sizes have struggled to effectively manage sales commission. Look up any organization with a sales team on a reputable employer review site and youll likely find at least one review, if not several, citing late, inaccurate, confusing, or constantly changing commission pay as a major criticism.

Commission

Salesforce

OCTOBER 25, 2024

As your organization rolls out more products or expands to new markets and territories, commission gets more complicated — and so does your expensing. Sales Selected 360 Highlights Selected C-Suite Selected IT Selected Commerce Selected Marketing Selected Service Selected Please select at least one newsletter.

Commission

Salesforce

DECEMBER 3, 2024

The best relationships are built on trust, and the sales world is no exception. To overcome that initial barrier, sales professionals have a powerful tool at their disposal: the Sandler sales methodology. To overcome that initial barrier, sales professionals have a powerful tool at their disposal: the Sandler sales methodology.

Sell

Salesforce

FEBRUARY 3, 2025

Words hold power in friendships and communities, but also in sales. Using the right sales terms can make your prospect feel secure instead of defensive, as if they’re investing in an answer rather than being pressured into a decision. Learn more What you’ll learn: What are sales terms?

Objectives and Key Results

Salesforce

MAY 12, 2025

In fact, according to Salesforce’s State of Sales report, 80% of sales representatives say their leadership is prioritizing long-term customer relationships over short-term wins. By doing so, they’re more likely to inspire customer loyalty, repeat sales and future viability. How to calculate NRR What is a good NRR?

Cross-sell

Salesforce

FEBRUARY 17, 2025

With 64% of sales reps expected to miss quota this year and 85% having fallen short last year, businesses can no longer rely on traditional sales tactics alone. In this article, we’ll explore actionable ways to refine your sales strategy , how to increase sales, and create a foundation for lasting success.

Territory

Salesforce

MARCH 3, 2025

That’s what it’s like when sales reps manage approvals, pricing, and legal terms piecemeal, chasing down stakeholders for every deal. A Deal Desk is essentially an assembly line for sales, replacing the need for one person to switch between various types of tasks with a streamlined, repeatable process.

Legal

Salesforce

APRIL 16, 2025

All you have to do is tap into your sales team’s potential and equip them to transform their ambitions into actionable goals all you need is the right training. Building a successful sales team takes time, strategy, trust, and the right sales management training. What you’ll learn: What is sales management training?

Technique

Salesforce

JULY 29, 2025

Is your customer data is in one place, and your sales numbers in another? Data integration is the process of combining data from different sources — like sales data, marketing tools, and customer service— into a single, unified view. Hey, small and medium-sized business (SMB) owners, we have a quick question for you.

E-commerce

Salesforce

OCTOBER 8, 2024

According to the Salesforce State of Sales report, organizations use an average of 10 channels to sell to customers. That’s a lot of channels for sales teams to manage in an ever-changing landscape of business. Sales channels stand as the conduits that connect companies to their customers.

Territory

SalesLoft

APRIL 6, 2020

While there are a lot of software development roles, they also have customer success/support and marketing and sales positions. Massachusetts: MassHire Central Region Workforce Board: The MCRWB is one of the 16 local boards in Massachusetts that oversees the public workforce system and implementing career development initiatives.

Retail

Salesforce

OCTOBER 9, 2024

The sales commission process plays an important role in motivating sales teams and therefore drives top line revenue growth — arguably the most important metric organizations track. There are many benefits to implementing sales commission software, but we’re going to focus on the four most important.

Commission

Lead Fuze

AUGUST 13, 2021

Sales rep salary varies heavily, but here’s how it breaks down by state. Whether you’re looking for a job, negotiating a raise, or looking to hire sales reps — knowing the average sales rep salary for your state will help you! The sales industry can be finicky. Note: The average sales rep salary in the U.S.A.

Transportation

Search Engine Land

JANUARY 23, 2024

Localized geo-targeting Start by targeting your core service areas or a specific region. Targeting the entire country would likely eat up the budget without significantly impacting their sales. From there, they can expand into neighboring counties and work their way up to the rest of the state, region, etc.

Territory

Heavy Hitter

FEBRUARY 11, 2017

Martin Sales Research Article Originally Appeared in the Harvard Business Review.   Does your location influence your sales success? In this article, we examine the impact geographic location has on sales success.  In which region of the country were salespeople most successful last year?   This Steve W.

Territory

Salesforce

OCTOBER 4, 2024

What started as a manageable headache is now causing your organization to leak revenue — especially as you add more products, territories, and go-to-market strategies into the mix. Unify sales, finance, and legal on the #1 AI CRM When sales, finance, and legal are disconnected, the customer feels the pain. Guess what?

GTM

Salesforce

OCTOBER 14, 2024

Modern media will have you believe sales motivation is best delivered in the form of an inspirational quote. But, while an inspirational quote can go a long way, it’s simply not going to fix any deep-rooted sales performance issues. That’s why we’ve created this sales performance checklist. Does your sales team trust you?

Commission

Salesforce

DECEMBER 12, 2024

Sales Selected 360 Highlights Selected C-Suite Selected IT Selected Commerce Selected Marketing Selected Service Selected Please select at least one newsletter. Some teams might respond best to a cash bonus, while others could be more appreciative of a group dinner or an extra day off. Back to top ) Get the latest articles in your inbox.

Non-Profits

Salesforce

JUNE 12, 2024

Gone are the days when sales only happened over a handshake. Here’s an example: Mike works in sales for a human capital management (HCM) company where businesses outsource some of their HR needs to them. As the pace of business accelerates, sales reps spend more time in front of a screen. Learn more What is social selling?

Sell

Salesforce

DECEMBER 11, 2024

Sales leads can quickly pile up, and figuring out how to prioritize them can be overwhelming. The methodology helps sellers rank the likelihood of their prospects converting to a sale. The process measures the quality of leads brought into the sales funnel and determines the likelihood of converting a sales lead into a customer.

Prospecting

Salesforce

MARCH 6, 2024

12 ways to prepare for an effective price negotiation Best practices for negotiating effectively Tee up for success See how Sales Programs from Sales Cloud helps reps win more — and win bigger — within the flow of work. Price negotiation is when a buyer and seller discuss and settle on the financial terms of a sale.

Negotiate

Salesforce

MARCH 12, 2024

Your sales team needs to move fast if you want to hit targets. And analyzing how quickly customers move through the sales pipeline — or where they stall — can identify things that are working well and areas that need improvement. That’s why measuring sales velocity is critical. Watch the demo What is sales velocity?

Territory

Salesforce

AUGUST 7, 2025

Slack works with the tools you already use and uses artificial intelligence (AI) to automate routine tasks like sending meeting notes or updating sales records. It tracks everything from sales calls to emails and customer service chats. Sales CRM helps you manage your sales from start to finish. Try it for free 5.

E-commerce

Salesforce

DECEMBER 13, 2024

Is there anything worse than sitting through a long, forgettable sales presentation? Sales presentations give you a chance to address your prospect’s needs in a way that shows you care. This guide will cover the ins and outs of creating and delivering impactful sales presentations so you can get one step closer to closing.

Presentation

Salesforce

MARCH 7, 2024

To successfully negotiate a contract in today’s sales climate, you need to prioritize relationship building over persuasion, practice active listening, and empathize with your customers’ challenges. In its most basic form, contract negotiation involves a seller working with a buyer to determine sales contract terms.

Contract

Salesforce

MARCH 1, 2024

Your sales team is close to meeting their quota. Now is the time to reveal the ace up your sleeve — sales SPIFFs. Sales SPIFFs, or incentives for reps, are an excellent resource to help your team achieve their full potential. What you’ll learn What is a SPIFF in sales? What are the different types of sales SPIFFs?

Commission