Sales
Sales
How to comp and manage parent child accounts in your CRM
Like other processes and procedures in sales, approaching hierarchies of parent child accounts contains a lot of blurred lines and situational dependencies. Fortunately, we’ve got some experience to clear this...
Sales
10 essential metrics to track before investing in a sales enablement program
This is a guest blog written by Tanhaz Kamaly, a Partnership Executive at Dialpad. Sales enablement has evolved over the past few years from a trendy concept to a strategic investment for businesses....
Sales
Is your commission check wrong?
In the world of sales, it’s common to receive an incorrect commission check. Most times, it’s not done on purpose, but instead, a mistake occurred along the way. The challenge...
Sales
How to calculate commission
A commission plan with accelerators, bonuses, and spiffs can motivate positive selling behaviors but only if you can see how close you are to reaching key milestones and thresholds. In...
Sales
Does your comp plan encourage sandbagging in sales?
Ready for this? If there is sandbagging in sales at your company, it’s your fault.Reps sandbag deals for a reason and oftentimes that reason makes sense based on what you’ve...
Sales
Sales Nerds Live! Ep. 3 recap “Prospecting Tips from a Cold Calling Champ”
On Sales Nerds Live Ep. 3, our host and QuotaPath Sales Nerd, Graham Collins welcomed Carabiner Group Account Executive Amelia Taylor to the show! Amelia recently earned the title “Cold Calling Champion”...
Sales
Is your POC the decision maker? Here’s how to tell.
Countless hours of research. Sales training after sales training. You’re actively perfecting your demo, editing your sales email template, and finetuning your cold call script. You’re even bantering like a...
Sales
How to nail sales forecasting
The sales forecasting struggle is real. Fewer than 25% of sales organizations have forecast accuracy of 75% or greater according to a Korn Ferry study. The same study found that...
Sales
Inside sales vs. outside sales: The difference explained
The following post discusses inside sales vs. outside sales and highlights the similarities and differences between the two roles. Inside and outside sales share the same goal — to generate...
Sales
What is the MEDDIC sales methodology?
The MEDDIC sales methodology is a highly popular qualification method and sales training for complex sales that flourished in the 90s. This approach was developed by John McMahon, Richard Dunkel,...
Sales
What is a clawback?
Reps don’t love them, but clawbacks play an integral role in the sales compensation space. Below, we define clawbacks, how companies present them in comp agreements, example clause copy, and...
Sales
How a discovery call can help you win more deals (with 10 sample questions)
Everybody loves to close a deal. But, before you have a chance at crossing the finish line, you need to figure out how to execute a strong start. A great...