The Best Sales Commission Structure

All compensation structures have their flaws. Commission pay structures  are a tempting option because, as the old saying goes: People do what you pay them to do, not what you tell them to do. If this is true, then commission pay structures can function as a sort of autopilot sales management system — no need to have sales managers overseeing …

coaching-sales-reps

Field Of Dreams: Coaching Sales Reps

We can all agree that all coaching, not just coaching sales reps, is important. Our coaches from an early age set us on a course in life whether it is on the little league ball field or on the sales floor. There’s the old saying “you don’t know what you don’t know” and coaching is one tried and true path …

effective-sales-strategies

Effective Sales Strategies: The Power of the A/B Test

A while ago, we at Prospect.io decided to give affiliate marketing a try. So we targeted 100 blog owners specializing in sales and marketing with a cold email campaign. But we didn’t just send them all the single same email, we decided to test our outreach operation by employing one of the most effective sales strategies in our arsenal — …

effective-sales-coaching-techniques

Effective Sales Coaching Techniques: Why Your “Sales Training” Was a Waste of Time and Money

It’s an unfortunate situation. You’ve invested time and resources into coaching sales teams, but your sales reps still aren’t improving. Bummer, right? But don’t give up just yet. In this post, I’m going to talk about what you can do after conducting a sales training to ensure you’re continually engaging in effective sales coaching techniques — applying the lessons learnt …

inside-sales-motivation

Inside Sales Motivation

My longtime friend, Ralph Barsi, spoke with our team on inside sales motivation.  Though you missed out on an incredible talk, I asked Ralph if I could share his subsequent email as a public blog.  He agreed. The rest speaks for itself.  Every single young sales professional needs to read the below and follow Ralph.  Enjoy. Hello Vorsight, We covered …

I-love-cold-calling-companies

Why I Love Cold Calling Companies

I was at a sales leader networking event tonight.  During happy hour everyone was shocked when I said that I love cold calling companies.  Their shock surprised me.  I know it’s not a popular activity but you had to think some of these people would at least have some fond memories of cold calling.  All I got was strange looks …

Sales Engineer Job Description: Unsung Hero

I was sitting in the airport over hearing the conversation of a guy who was clearly a sales engineer (aka solutions consultant, solutions architect, solutions engineer). Judging by what he said it was a pre-sales call where he handled the finer points of the proposed solution to the prospective customer.  He navigated through how the solution would work in their …

Sales Coaching Programs: The Business Case and ROI

Coaching is the thing every sales leader wants their managers doing more of.  Yet it is the thing that consistently falls through the cracks?  Why?  Because building and maintaining a coaching program is hard.  Sales managers themselves say they aren’t very good at coaching. Why do sales managers admit that they underperform on coaching?  Because in order to develop a …

better-sales-development-plan

Is Calling or Emailing Better for A Sales Development Plan?

When I first met Peter Chun (VP Inside Sales at LucidChart) a few years ago, he was just taking over as the Director of Sales Development at HireVue. I was working there as a Regional Sales Manager which is fancy talk for “Account Executive.” We hit off a great working relationship immediately, as our sales philosophies aligned quite well. One …

What’s Missing in the Sales Tech Stack?

It was one of those moments of clarity. A profound ‘Ah-hah’ that smacks me on the head. This past week, I was at SalesLloft Rainmaker 2017.  What an AMAZING event. What they do to help the modern seller effectively engage the today’s buyer is transformative. If only I had these tools when I was coming up through the ranks many …