Salesforce

NOVEMBER 8, 2024

Sales burnout: prevention vs. intervention How to solve sales burnout once and for all Make your enablement about results, not effort Close your revenue gaps and get more out of every rep — with Sales Programs delivered in your CRM. Learn more What is sales burnout and why is it so common? Let’s start with the basics.

Commission 91

Commission Territory Quota Sales 91

Salesforce

OCTOBER 22, 2024

Attracting qualified prospects — companies that are a good fit for your product or services — is more important in B2B (business-to-business) sales than earning a large number of leads. This provides insight into a prospect’s needs so you can zero in on qualified buyers who are a good fit for your product or service.

E-commerce 79

E-commerce Territory Pitch Sales 79

Salesforce

MARCH 31, 2025

Make sure they know youre in their corner Anita Nielsen Sales Performance Strategist and President, LDK Advisory Services “Make sure your team knows youre in their corner. Build a dashboard in your CRM system to track and publish those results, and award appropriate prizes and recognition. Salespeople dont need rah-rah hype.

Drivers/motivators 56

Drivers/motivators Quota Territory E-commerce 56

Salesforce

SEPTEMBER 16, 2024

But how you charge for your products and services is just as important. Usage-based pricing, also called pay-per-use or a consumption model, means that a customer only pays for the products or services they use. This can be used for mobile data plans, as well as for internet service providers (ISPs).

Price 52

Price Electricity E-commerce Finance 52

Salesforce

DECEMBER 17, 2024

What would make them so uniquely suited to your product or service that they become a lifelong customer? An ideal customer profile (ICP) is a detailed description of a company that’s a perfect fit for your products or services. If you could create your ideal customer in a lab, who would they be? Where would they work?

Prospecting 52

Prospecting Customers Territory E-commerce 52

Salesforce

NOVEMBER 19, 2024

There are cases in which a business brings an entirely new product or service to the marketplace and is able to set prices as high as customers will tolerate. Sales Selected 360 Highlights Selected C-Suite Selected IT Selected Commerce Selected Marketing Selected Service Selected Please select at least one newsletter.

Price 52

Price Profit margin Territory Cross-sell 52

Salesforce

OCTOBER 29, 2024

However, this typically relies on a highly targeted approach — making sure the right product or service is offered to the right audience at the right time. Sales Selected 360 Highlights Selected C-Suite Selected IT Selected Commerce Selected Marketing Selected Service Selected Please select at least one newsletter.

Objectives and Key Results 52

Objectives and Key Results Territory E-commerce Pitch 52

Salesforce

OCTOBER 25, 2024

Because white glove commission expensing relies on a third party for modifications, you’ll need to budget for professional service fees down the road. Self-service software is no exception, and requires onboarding. Front loading Although self-service software was built for quick and easy modifications, it’s still not grab and go.

Commission 52

Commission Territory Transportation Contract 52

Salesforce

JUNE 12, 2024

360 Highlights Selected C-Suite Selected IT Selected Commerce Selected Marketing Selected Service Selected Sales Selected Please select at least one newsletter. I don’t know what you’re currently using for your CRM, but as a marketing director, have you considered a CRM that can integrate and work directly with your sales folks?

Sell 111

Sell E-commerce Territory Pitch 111

Salesforce

OCTOBER 8, 2024

Back to top ) Direct sales channels A direct sales channel is where a customer engages with a salesperson and purchases a product or service directly from their business. Online sales channels An online sales channel is exactly what it sounds like — a business sells its product or service to customers via online platforms.

Territory 88

Territory E-commerce Profit margin Sales 88

Salesforce

OCTOBER 4, 2024

Unify sales, finance, and legal on the #1 AI CRM When sales, finance, and legal are disconnected, the customer feels the pain. When sales reps forget to update their deals in the CRM, for instance, marketing has limited visibility into which programs are working, while customer success can’t tap previous deal activity during handoffs.

GTM 98

GTM Territory Finance E-commerce 98

Salesforce

OCTOBER 14, 2024

Make your enablement about results, not effort Close your revenue gaps and get more out of every rep — with Sales Programs delivered in your CRM. Sales Selected 360 Highlights Selected C-Suite Selected IT Selected Commerce Selected Marketing Selected Service Selected Please select at least one newsletter.

Commission 98

Commission Drivers/motivators Sales Trust 98

Salesforce

OCTOBER 16, 2024

The information is used for call summaries, which can be automatically entered into a customer relationship management (CRM) system and shared with sales leadership and other teams. Sales Selected 360 Highlights Selected C-Suite Selected IT Selected Commerce Selected Marketing Selected Service Selected Please select at least one newsletter.

Conversion 59

Conversion Customers Territory CRM 59

Salesforce

MARCH 6, 2024

It’s the stage of the sales process where buyers should be sharing whether your service has been short-listed, if not outright chosen. For example, in negotiations, I might offer a 2% discount for marketing services. Your pricing shouldn’t be based on what you think your products or services are worth.

Negotiate 81

Negotiate Price Territory E-commerce 81

Salesforce

MARCH 11, 2024

This makes it easier for them to cross-sell and upsell products and services. When it’s time for you to pitch, your solution should be so targeted to their specific needs and pain points that they feel like your product or service was tailor-made for them. Building an ICP or buyer persona starts with data.

Sell 59

Sell Cross-sell Territory CRM 59

Salesforce

MARCH 12, 2024

If you’re using a CRM like Salesforce, these metrics are tracked automatically and are readily available. Sales Selected 360 Highlights Selected C-Suite Selected IT Selected Commerce Selected Marketing Selected Service Selected Please select at least one newsletter. Back to top ) Get the latest articles in your inbox.

Territory 64

Territory Pipeline E-commerce Sales 64

Salesforce

DECEMBER 13, 2024

A sales presentation is a meeting where sales teams speak to prospective clients using curated content to present an overall view of a product or service. Some customer relationship management (CRM) tools use generative AI to help sales teams personalize their content. Learn more What is a sales presentation?

Presentation 52

Presentation Closing Territory E-commerce 52

Salesforce

MARCH 7, 2024

This information can be used in future sales and service conversations to help deliver value. Here are a few examples I’ve seen as CEO of JB Sales: When it’s time to renew: This is a great chance to evaluate product/service performance, see where you might improve, or adjust terms of service.

Contract 59

Contract Negotiate Objectives and Key Results Legal 59

Salesforce

MARCH 1, 2024

4 scenarios when reminder emails are critical How to write a reminder email 3 reminder email best practices 3 reminder email templates to try How to automate reminder emails A new way to go from lead to close Harness CRM data outside the CRM with Sales Engagement, and engage buyers as they move across the web. Are you excited?

Territory 52

Territory E-commerce CRM Start-ups 52

Salesforce

MARCH 12, 2024

Pros of competition based pricing Cons of competition based pricing 5 steps to build a competition based pricing strategy What competition based pricing looks like in practice Unify sales, finance, and legal on the #1 AI CRM When sales, finance, and legal are disconnected, the customer feels the pain. Want to take the #1 CRM for a test drive?

Price 52

Price Profit margin Territory E-commerce 52

Salesforce

MARCH 5, 2024

And don’t forget your CRM can help you with this research as well as lead qualification itself.) Sales Selected 360 Highlights Selected C-Suite Selected IT Selected Commerce Selected Marketing Selected Service Selected Please select at least one newsletter. This can help you deliver better service after closing.

Territory 52

Territory SQL E-commerce Contact 52

Salesforce

MARCH 1, 2024

Sales Selected 360 Highlights Selected C-Suite Selected IT Selected Commerce Selected Marketing Selected Service Selected Please select at least one newsletter. You can integrate your SPIFF objectives into your CRM platform, so your team has the information at their fingertips. Back to top ) Get the latest articles in your inbox.

Commission 52

Commission Teamwork Drivers/motivators Territory 52

Salesforce

SEPTEMBER 25, 2024

Sales Selected 360 Highlights Selected C-Suite Selected IT Selected Commerce Selected Marketing Selected Service Selected Please select at least one newsletter. If you have a central knowledge base the whole team uses, such as a CRM , that’s a good place to put it. Back to top ) Get the latest articles in your inbox.

Commission 95

Commission Drivers/motivators Territory Sales 95

Salesforce

MARCH 3, 2025

Professional services firms , like consultants and legal practices, use Deal Desks to define service scope, pricing, and client expectations for major engagements. This includes setting prices, drafting custom contracts, and keeping service delivery on track. If you have a CRM, this should already be baked into the system.

Legal 59

Legal Contract Finance Non-Profits 59

Salesforce

FEBRUARY 17, 2025

By integrating APMs such as digital wallets, Buy Now Pay Later (BNPL) services, and direct bank transfers, you cater to diverse customer preferences, potentially increasing conversion rates and reducing cart abandonment. Automating reporting through a CRM ensures teams always have up-to-date insights without manual tracking.

Territory 54

Territory Negotiate E-commerce Objectives and Key Results 54

Salesforce

SEPTEMBER 13, 2024

Building and maintaining customer relationships: Scheduling visits with key clients to understand their needs, following up about products and services, and gathering feedback. Sales Selected 360 Highlights Selected C-Suite Selected IT Selected Commerce Selected Marketing Selected Service Selected Please select at least one newsletter.

Territory 59

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

Salesforce

SEPTEMBER 9, 2024

What kind of changes require the assistance of a professional services rep or a customer support rep? Instead of just talking compatibility, drill down into the actual integrations and which objects the software can pull from your CRM, ERP, HRSI, or payroll. Can admin users modify data without impacting the CRM source code?

Commission 52

Commission Territory E-commerce Sales 52

Salesforce

SEPTEMBER 12, 2024

Sales Selected 360 Highlights Selected C-Suite Selected IT Selected Commerce Selected Marketing Selected Service Selected Please select at least one newsletter. Conversation insights: Have your CRM create a playlist collection of your challenger sellers’ successful calls so your other reps can replicate what works.

Territory 52

Territory E-commerce Sales Technique 52

Salesforce

JANUARY 6, 2025

Then, you also have commissioned employees who sit outside of the sales team sales engineers , account management, support, service roles, and more. Whether youre pulling from a CRM, an ERP, or a complicated tangle of spreadsheets, consolidating data from multiple sources can be a nightmare particularly at scale.

Commission 52

Commission Territory E-commerce Sales 52

Salesforce

JANUARY 30, 2025

Get an assist from AI: Using data from your CRM platform, generative AI can help you draft personalized, contextually relevant emails. Sales Selected 360 Highlights Selected C-Suite Selected IT Selected Commerce Selected Marketing Selected Service Selected Please select at least one newsletter. I can unsubscribe at any time.

A/B testing 52

A/B testing Territory Prospecting Referrals 52