In this business environment, you’ve got to do such a stellar job for your customers that they return to you again and again – and become lifelong customers. Here are five abilities that top performers use.

The boom in sales enablement software has created a $700 million market spanning dozens of companies that is expected to be worth $5 billion by 2021 – and this volume is creating new challenges for the customers using the products. There is a market shift coming that will solve some problems, including too many platforms and too many vendors.

Salespeople must begin client relationships where their clients are — and those clients begin vendor searches online. Salespeople who want to maintain a human touch while leveraging the power of digital selling can use these three strategies to get the best of both worlds.

We know early-stage demand generation commands a lot of focus. What blind spots does that create around other opportunities to maximize growth?

Sales leaders are always trying to figure out how to get the most out of their reps at the lowest cost, and incentives are excellent at revealing that sweet spot.  Finding the sweet spot for an incentive is like how Mama Bear’s porridge was juuust right.
ONLINE BONUS ARTICLE:  Calculating the ‘Just Right’ Value for Incentives

Think back to your childhood. Can you recall a time when you got lost? Maybe it was at the mall, a supermarket or museum. Maybe it was just for a few moments. Do you recall the sinking feeling in your gut? Were you anxious, frightened or downright terrified? And do you remember the joy that came when you were reunited with your mom or dad?

Most incentives are paid out between 3 and 10 percent of the income earned during the incentive period. To figure out what the best amount of the award should be, consider starting with the midpoint of the average (7 percent) and make minor adjustments from there.