Compensation Plans for Top Sales Performers

Posted by John Kenney

May 27, 2014 at 6:45 AM

Effective incentive compensation is designed to reward desired selling behaviors. Your top sales reps have been living with the comp plan since kickoff. By now, they have figured out how to leverage this year’s plan. The top performers have calculated their income for the rest of the year.

This is a crucial time for Sales leaders and their HR business partners. Top sales reps have banked the remaining commissions earned last year. There is nothing keeping them if the new comp plan isn’t working in their favor. Unwanted turnover could be around the corner. Is your comp plan putting your top performers at risk?

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Topics: Compensation Planning, Human Resources, Buyer Behavior, Buyer Process Map, Sales Turnover

How to Execute the Sales Leader’s Vision

Posted by John Kearney

April 21, 2014 at 6:45 AM

When a new CSO takes over, he must be fast out of the gate. Chances are there are big visions for the future. It would be nice if this one survived to see the outcome. To help him succeed, Sales Operations must turn vision to tactics. Execution makes or breaks a sales initiative. Execution leads to adoption. When everyone is rowing in the same direction, success follows. This is especially important if the last sales leader failed due to poor execution.

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Topics: buying process, Sales Operations Strategy, Buyer Persona, Buyer Process Map, sales operations

CMO: Did You Get It Right When Creating Personas & Buyer Process Maps?

Posted by John Koehler

March 10, 2014 at 6:45 AM

Most CMO’s have created Buyer Personas. Best in Class CMO’s go a step further to invest in creating buying process maps. The most important question these CMO’s ask is “Did we get it right?”

Buyer Personas have to be right. Your company is building products, content and campaigns based on the personas. The sales force utilizes them to make sales. If there are inaccuracies, the company’s success in making the number is in jeopardy. Furthermore, the CMO will be held accountable.

How do CMOs know they got it right?

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Topics: buying process, Buyer Personas, Buyer Persona, CMO, Buyer Process Map, Marketing Resources, buyer persona development

CMO: Why Don’t Your Prospects Care?

Posted by John Staples

December 21, 2013 at 7:00 AM

You’re asking yourself “Why aren’t my prospects responding to my campaigns?” or “Why isn’t my customer count growing?” The warnings are clear; lack of new logo acquisition and increased churn. Minimal change in cross-sell / upsell as a percentage of total revenue is another. Here’s the bad news: your target audience just isn’t listening.

The fact is customers and prospects aren’t responding to your campaigns. The return on the marketing investment (ROMI) is not there. Your budget was cut yet again and you’re starting to wonder if you’ll have a job next year.

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Topics: Content Marketing, Content Strategy, CMO Resources, Chief Marketing Officer, CMO, Buyer Process Map

CMO: Enable Reps with the Right Content at the Right Time

Posted by John Koehler

November 19, 2013 at 7:00 AM

Sales reps want solid materials to support them in sales campaigns.  Today this means having the right content at the right time.  Having the right content enables the sales rep to have the best chance to make a sale.

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Topics: Buyer Persona, CMO, Buyer Process Map, Marketing Resources, Buyer Mapping

How to Bridge the Sales & Marketing Divide

Posted by George de los Reyes

November 10, 2013 at 7:00 AM

It’s an unfortunate reality.  More often than not, sales and marketing live in siloes.  Reps wonder what marketing does and contributes; marketing complains reps ignore their efforts.  For a company to survive these days, sales and marketing must work in concert. 

The best marketing leaders know how to overcome the divide and gain credibility with sales.  One way they do this is through actionable buyer intelligence.  They bring buyer insights to the sales team that can be easily leveraged in sales campaigns and prospecting.  And they involve the sales team in the process.

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Topics: buyer research, Buyer Behavior, Buyer Persona, CMO, Buyer Process Map, Marketing Resources

Sales: Crack the Case of the Unknown Customer

Posted by Andrew Urteaga

November 3, 2013 at 3:00 AM

In a study by IBM, 33% of CEO’s are out of touch with customers.  76% of executives want to know their customers better.  The internet has forever changed how organizations engage with customers.  The fact is that buyers complete 60% of the purchasing journey on their own.  You have to ask yourself the question.  How well does your team know the sales customer?  Who should own it?  More importantly, if you do not address it, will it get worse?

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Topics: CEO, Buyer Persona, CEO Resources, Buyer Process Map

CMO: You’re Killing the Sales Team’s Selling Time!

Posted by John Staples

October 10, 2013 at 7:00 AM

Let’s recap the time you have sucked out of the sales rep’s day. Perhaps you implemented a new CRM, Marketing Automation or Enterprise based social network. The goal is improved efficiency and sales rep effectiveness. The statistics support the majority of automation implementations fail. You’re trying to help but you’re killing the sales teams’ selling time in the process. And you wonder why the sales team is a reluctant participant in the new initiatives.

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Topics: Social Selling, Sales Process, CMO Resources, Chief Marketing Officer, CMO, A Players, Buyer Process Map

Why the Deal Went Dark

Posted by Scott Gruher

September 21, 2013 at 7:00 AM


In this post we will discuss why sales opportunities go dark.

Nothing is more frustrating for a sales person.  You can’t get access to the decision maker.  Your boss repeatedly asks you when the deal is going to close.  Your bonus is on the line.  Sales leaders have to provide clarity so their seller can advance the opportunity.

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Topics: Buyer Personas, Sales Leader, Buyer Process Map, Small Company Sales Leader Resources

3 Most Common Mistakes in Lead Generation - Video Blog

Posted by Vince Koehler

September 13, 2013 at 7:00 AM

There are three themes commonly present in under-performing lead generation programs. Marketing leaders can quickly diagnose the most common Lead Generation mistakes.  

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Topics: Lead Generation, Marketing, CMO Resources, CMO, Buyer Process Map

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