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7 Ways to Design a Better Compensation Plan 20 Aug 2013 | 12:16 am
Today's blog post is by Christopher Cabrera, CEO of Xactly Corporation, the industry leader in sales compensation automation. Do you have a devil of a time designing an incentive-compensation plan tha...
New Ways to Pitch and Other Advice for Sellers from Daniel Pink 30 Jul 2013 | 11:03 pm
Today's blog post is by Christopher Cabrera, CEO of Xactly Corporation, the industry leader in sales compensation automation. Author Daniel Pink writes extensively about work and human motivation, and...
Enable Sales Teams to Spend More Time Selling 29 Jul 2013 | 08:15 pm
Today's blog post is by Javier Aldrete, Senior Director of Product Management at Zilliant. Given years of investment in sales effectiveness technologies, today’s B2B sales teams should be more efficie...
Do You Feel Handicapped by the Need to Boil the Ocean? 24 Jul 2013 | 06:13 pm
Several days ago, I was in Chicago, and I took a cab from O’Hare Airport to my hotel. The cab driver was wearing a Chicago Bulls basketball jersey with player Derrick Rose’s # 1 on the back. When I as...
Sales 2.0 Tools: They Work Only If You Do 15 Jul 2013 | 10:52 pm
Today's blog post is by Anabel de Vetter, Content Creator at Showpad. Some people want us to believe that sales is broken or has completely changed, or even that selling is dead. They believe that buy...
Sales Effectiveness in the Digital Age 12 Jul 2013 | 07:54 pm
Sales – has it ever been about anything other than generating leads, transforming them into opportunities, creating innovative solutions to suit your prospect’s needs, and successfully closing a sale?...
The Value of Presentations 9 Jul 2013 | 11:42 pm
Today's blog post is by Jacco van der Kooij, sales strategy consultant at Future Of Sales Is NOW. Attending, preparing, and giving presentations is a critical part of doing business. The big question ...
Selling for the Greater Good 2 Jul 2013 | 01:28 am
When people generally think “salesperson,” who comes to mind? The desperately unfulfilled Willy Loman? It’s a Wonderful Life’s heartless and greedy Mr. Potter? Or maybe even Sesame Street’s Lefty the ...
Getting Field Sales Reps off the Island: New Ways You Can Enable Reps to Win 25 Jun 2013 | 03:52 pm
Mark Bornstein is Director of Content Marketing at ON24. Before I retired my briefcase and became a marketer, I spent 12 years in high tech sales. Those seemed like much simpler times. When I think ba...
Avoid These Common SPIFF Mistakes 20 Jun 2013 | 10:37 pm
Today's blog post is by Christopher Cabrera, CEO of Xactly Corporation, the industry leader in sales compensation automation. “SPIFFs are dangerous,” says Joseph DiMisa, a senior VP with Sibson Consul...
