PandaDoc

MAY 9, 2024

So, what is a sales spiff, exactly? It’s no secret: sales is a fast-paced industry. How do you hold onto your top salespeople and keep hitting those targets? You can offer anything from cash bonuses to physical gifts or experiences. Competitions can bring fun and games into your sales department.

Drivers/motivators 52

Drivers/motivators Commission Objectives and Key Results Launch 52

Partners in Excellence

MARCH 28, 2023

When we lose sight of them, we struggle, our performance suffers. Recognizing that selling (and buying) is a people to people endeavor. In complex B2B sales, there are many people involved, directly and indirectly, in the buying process. Despite all these changes, the fundamental principles of selling remain constant.

Sell 103

Sell Trust Growth Technology 103

Sales Hacker

MARCH 23, 2023

Sales is the transfer of conviction and inspiration: The person who is most certain during the interaction will win. Which means your sales conversation will either inspire in them the certainty to say yes — or it will reinforce their uncertainty, and they will say no. On a sales call, attitude and conviction are your two superpowers.

Closing 100

Closing Up-sell Gaming Follow-up 100

Veloxy

OCTOBER 29, 2021

As you and I both know, there are thousands of professions that require a human touch. Sales is near the the top of that list. In order for salespeople to succeed, they must be proficient at establishing and nurturing value-driven relationships. The question now becomes, how does Sales Artificial Intelligence fit into all this?

Non-Profits 223

Non-Profits Sales CRM Pipeline 223

ConversionXL

OCTOBER 18, 2018

How many of those do you trust? Why are we so bad at this? Why we fall for false expertise. My perceptions of the world must be accurate.”. If it feels right, it must be true.”. How much do you know about Philadelphia, Pennsylvania? When I last checked, there were 987,119 “thought leaders” on LinkedIn.

UX 188

UX Strategize Appointment Education 188

Veloxy

DECEMBER 28, 2021

Helping You Sell Faster, Easier, and Smarter. Sales Managers are constantly under pressure to hit BIG numbers. While sales acceleration spent 2021 as a powerful, yet underutilized solution across the B2B landscape, the software market is expected to enjoy explosive growth in 2022. Sales managers are paying close attention.

Non-Profits 200

Non-Profits Sales Inside sales Price 200

Partners in Excellence

JUNE 28, 2020

I’m suppose, after all the years I’ve spent working with “sales people,” I shouldn’t be surprised. But I continue to be stunned by how few people who are in sales roles, truly sell. ” They love meetings and phone calls, thinking these are progress. ” Their deals slip and slip and slip.

Sell 98

Sell Pipeline Meeting Customers 98

Search Engine Land

SEPTEMBER 11, 2023

Organic traffic performance of established publications vs. newer, smaller publishers While tracking the performance of media companies doing affiliate marketing, I started seeing traffic declines for established brands. Below are some snapshots of the websites’ performance. What can be the reason behind these movements?

Niche 139

Niche Commission UX Trust 139

Martech

OCTOBER 11, 2022

That means the people you serve — your customers — and the people who do the marketing — your team. If you want better performance and results from your marketing, then you must give your people the support and resources they need to excel. And all employees must report their progress and present their projects.

UX 132

UX Gaming Start-ups Clients 132

SaaStr

JUNE 29, 2023

Why is this? Oates explains, “Companies are recognizing the need to incorporate AI into their operations to gain efficiencies.” SaaS buying has changed. As buyers grapple with expanding technology, higher prices, and a need for efficiency, SaaS companies need to deliver what their audience is looking for to win in the market.

Price 96

Price Contract CRM Engineering 96

Sales Hacker

JUNE 30, 2022

Account-based marketing (ABM) is a growth tactic and revenue accelerator, but many sales reps and even sales leaders are skeptical about this approach. ABM doesn’t work without tight sales and marketing alignment. To get there, sales needs to be all in. Learn: Why is sales and marketing alignment important to ABM?

Appointment 101

Appointment Cross-sell B2B Sales 101

Veloxy

SEPTEMBER 5, 2023

Whether you’re a beginner, intermediate or inside sales expert, we can all agree on a few things. One; sales is no longer just about high pressure, ‘won’t take no for an answer’ pitches. Today, it’s more of a different dynamic where sales reps listen, empathize, and even kill pitches early if they sense the prospect isn’t interested.

Inside sales 130

Inside sales Pipeline Quota Cold Call 130

Women Sales Pros

JANUARY 24, 2020

Guest post by Maria Tribble, VP, Enterprise Sales, PathFactory [Note from Lori Richardson: This is an important post and I’m so thrilled Maria wrote it to share originally on Linkedin and gave us permission to post and share through Women Sales Pros. We need to make these safe topics for girls and women of all ages to discuss.

Territory 147

Territory Non-Profits Promote Quota 147

Martech

DECEMBER 21, 2022

In a highly competitive environment, effective marketing management helps you to remain competitive. What’s inside: What is marketing management and why is it important? What is marketing management and why is it important? Then, you can work to develop them into advocates for your business as part of referral generation.

Objectives and Key Results 101

Objectives and Key Results Teamwork Cross-sell Customer Relationship Management 101

Hubspot

NOVEMBER 22, 2023

When it comes to sales, there's a lot of innovation happening — and therefore, a litany of new tools. But only one type of tool is considered "effective" by 78% of global sales professionals. If you're in sales, this result shouldn't be a big surprise. If you're in sales, this result shouldn't be a big surprise.

Closing 68

Closing CRM Customer Relationship Management Pipeline 68

Partners in Excellence

FEBRUARY 28, 2024

Introduction: Several weeks ago, I wrote, “ Sellers, Are You Really Interested In Selling? ” My good friend, Christian Mauer , challenged me, “Dave, why are you so interested in selling?” ” It was a great question and he caused me to reflect, I wrote, “ Why I Am Obsessed With Selling.

Customers 113

Customers Contract Consult Electrical Engineering 113

The 5% Institute

MAY 22, 2023

In today’s competitive business landscape, setting and achieving sales targets play a pivotal role in driving growth and ensuring the success of organizations. Sales targets serve as the guiding light for sales teams, motivating them to perform at their best and contribute to the company’s overall objectives.

Profit margin 52

Profit margin Non-Profits Objectives and Key Results E-commerce 52

Anthony Cole Training

SEPTEMBER 15, 2014

It’s the same sound that you hear from a diseased coronary artery. That got me thinking about sales managers and their assets – people. As a sales VP or manager, people are your only asset. You don’t own equipment, buildings or other capital. And, believe it or not, some of the “assets” have put their trust in you!

Objectives and Key Results 160

Objectives and Key Results Sales Contract Trust 160

Anthony Cole Training

DECEMBER 3, 2014

My dad used to tell me, “Anthony, sometimes you have to pick up the dirty end of the stick.” Well, actually, my dad’s quote was “Sometimes you have to pick up the shi**y end of the stick.” Why would I ever want to pick up the shi**y end of the stick when there was a perfectly clean end to grab?

Territory 193

Territory Sales Up-sell Drivers/motivators 193

PandaDoc

FEBRUARY 13, 2023

It’s vital to recognize the importance of collaboration across your company. For example, you must make sure you’re avoiding silos. The sections below provide tips on how to foster efficient interdepartmental communication, which will save you both time and money. These arise when different teams fail to work together.

E-commerce 91

E-commerce Legal Promote Trust 91

Search Engine Land

DECEMBER 16, 2022

SEO is impacting website performance across every type of industry. SEO is impacting website performance across every type of industry. Additionally, as competition for digital marketing budgets intensifies, the importance of SEO success and performance must be recognized and rewarded.

Objectives and Key Results 93

Objectives and Key Results CTR Campaign Promote 93

SaaStr

NOVEMBER 30, 2023

The four stages of growth are: Early stage Early growth Growth Pre-IPO Each of those stages has key GTM milestones, benchmarks, and team-building strategies that allow you to grow effectively. Without it, you don’t have a business. But to develop a GTM strategy, you must have Product Market Fit.

Go To Market 93

Go To Market GTM Cross-sell Growth 93

The 5% Institute

AUGUST 1, 2023

What is business development, and why is it important? In today’s highly competitive world, businesses must adopt effective strategies to remain relevant and thrive in the market. In today’s highly competitive world, businesses must adopt effective strategies to remain relevant and thrive in the market.

Strategic partnership 52

Strategic partnership E-commerce Healthcare Objectives and Key Results 52

The 5% Institute

MAY 23, 2023

In today’s highly competitive business world, the role of a sales manager is crucial for driving growth and achieving sales targets. A skilled sales manager possesses a unique blend of qualities that allow them to inspire and lead their sales team effectively.

Objectives and Key Results 52

Objectives and Key Results Construction Drivers/motivators Sales 52

SaaStr

JANUARY 7, 2022

Have you ever had a sudden realization that you’re spending more on sales and marketing than research and development? If so, you aren’t alone –– the median enterprise SaaS company spends twice as much on sales and marketing than R&D. This question demands you understand what you are telling the buyer.

Pipeline 92

Pipeline Price Technology Technology 92

SaaStr

JULY 6, 2023

Board meetings –– why do they sometimes feel like such a chore? Or worse, why do board meetings sometimes go so poorly? However, with a basic understanding of social psychology, it’s easier to manage the group and get more productive results from board meetings. The answer is simple. Sign up for free.

Cold Call 83

Cold Call Meeting Appointment Sports 83

Hubspot

JUNE 14, 2022

Ah, here you are — searching for articles on the riveting topic of revenue recognition and the latest accounting standard, otherwise known as ASC 606. You’re here because you know that when you run a business, there is typically one goal. Under accrual basis accounting, companies recognize revenue when it’s earned.

Non-Profits 56

Non-Profits Contract Price Commission 56

Highspot

JANUARY 2, 2023

You already know a solid sales strategy can lay the groundwork for a successful, cohesive sales organization. But we’re here to show you how implementing a plan for sales enablement sets the stage for your sales strategy to align seamlessly with your sales goals. What Is Sales Enablement?

Sales 75

Sales Quota Cross-sell Pitch 75

Highspot

FEBRUARY 22, 2024

Are you overwhelmed by inaccurate forecasting, inventory surplus, and fragmented team communication? You’re not alone. This is where the importance of Sales and Operations Planning (S&OP) becomes evident. This guide will walk sales teams through the details of S&OP. What is Sales and Operations Planning?

Manufacturing 52

Manufacturing Finance Objectives and Key Results Sales 52

ConversionXL

JANUARY 18, 2022

You can’t force the other 95% into a buying position by spamming them with nurture sequences. When people are finally ready to make a purchase, your goal should be one of two things: Customers recall your brand, or at least; They recognize you in a lineup of other brands. Brand is how you win in crowded markets.

Campaign 122

Campaign Networking Non-Profits Launch 122

Closing Bigger

AUGUST 31, 2023

This sales podcast episode is on the fundamentals of sales leadership with focus on behavioural change and coaching. I have taken the transcript from the sales podcast episode and am providing it below with minimal formatting or grammatical changes. You can find that at Salesacademy.ca. It’s constantly evolving.

Objectives and Key Results 69

Objectives and Key Results Sales Appointment Meeting 69

Partners in Excellence

JUNE 12, 2022

In selling (marketing, sales, customer experience) and business, in general, data, measures, metrics, and KPIs are important, and, sometimes, helpful. When you think about it, Goodhart’s statement is less about measures and more about human behavior. ” Well……, Yes……, but what does that mean? .”

Gaming 88

Gaming Pipeline Start-ups Conversion 88

Anthony Cole Training

SEPTEMBER 15, 2014

It’s the same sound that you hear from a diseased coronary artery. That got me thinking about sales managers and their assets – people. As a sales VP or manager, people are your only asset. You don’t own equipment, buildings or other capital. And, believe it or not, some of the “assets” have put their trust in you!

Objectives and Key Results 123

Objectives and Key Results Sales Contract Trust 123

Partners in Excellence

SEPTEMBER 17, 2020

I read an article about how to be a successful sales manager. He goes on to say, “people will find their own path to the target… ” Well, yes, but…… There are a lot of problems with the advice, it sounds good, but when you dive in, virtually all elements become problematic. Let’s dissect it.

Pipeline 98

Pipeline Quota Meeting High impact 98

Lead Fuze

JUNE 29, 2023

Organizations seeking to boost productivity ought to consider when a Performance Improvement Plan (PIP) is appropriate. As sales reps, recruiters, marketers, and small business owners alike will attest, effectively managing employee performance can make the difference between success and stagnation.

Objectives and Key Results 52

Objectives and Key Results Legal Construction Growth 52

Sales Pop!

NOVEMBER 13, 2023

Sales professionals must equip themselves to thrive in this evolving landscape. In an ideal world, negotiations would always happen face-to-face, allowing for immediate responses and a clearer read of the room. However, as virtual communication becomes the norm, negotiating via email has become increasingly prevalent.

Negotiate 64

Negotiate Strategize Trust Construction 64

Heinz Marketing

OCTOBER 15, 2022

In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below.

B2B 89

B2B Trust Follow-up Start-ups 89