SiriusPerspectives® Blog
No Caps! Making Sales and Finance Happy With Compensation Authorizations
May 23, 2018 | By Barbara Rubis
- Schedules of authorizations document the decisions required to administer sales compensation programs and delegate decisionmaking authority
- Having sales leaders self-govern certain compensation events (e.g. large payouts) and sales operations validate account crediting increases sales’ credibility with finance
- Including an approval step at very high achievement levels mitigates the need for compensation plan caps and permits sales reps to continue on the path to high earnings
Interview With a SiriusStar: Mary Backstrom, PAREXEL
May 21, 2018 | By Luis Gonzalez
- The SiriusStars blog series provides an inside look at how select high-performing clients use SiriusDecisions research and analyst inquiry to increase revenue, meet and exceed goals, and transform their organizations
- In this edition we feature Mary Backstrom, vice president of marketing strategy and insights at PAREXEL
- We chatted with Mary and discussed what inspires her, her favorite SiriusDecisions models and tips for success she would offer to other healthcare leaders
Sales Compensation: Should We Use Splits or Team Quotas?
May 18, 2018 | By Dana Therrien
- Use sales compensation splits when sellers’ individual contributions are identifiable and measurable
- Team quotas are appropriate when selling is a true team effort and sellers’ contributions are largely indistinguishable
- Let account coverage models and buyer purchasing behaviors dictate compensation policy
The Demand Waterfall®: What Sales Operations Needs to Know
May 17, 2018 | By Steve Silver
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- Sales operations must collaborate with marketing to define, measure and manage marketing-generated demand
- Implementing the SiriusDecisions Demand Waterfall gives the organization a shared view of new-business-related activities across functional boundaries
- The SiriusDecisions e-book “The Intelligent Growth Playbook: The SiriusDecisions Demand Waterfall® Family” is designed to help understand standard demand management processes
Summit 2018 Highlights: All We Can Say Is…Wow!
May 16, 2018 | By Kate Pierpont
- Playing on the theme of “Building the Playbook for Intelligent Growth,” Summit 2018 at Mandalay Bay in Las Vegas was an event that attending sales, product and marketing leaders won’t soon forget
- With 121 sponsors, over 3,200 attendees and more than 100 practitioner case studies, Summit 2018 was the biggest and best ever
- Keynote speakers Molly Bloom and Platon, supported by SiriusDecisions’ own incredible cast of analysts, delivered an all-star Summit 2018 that spoke to the importance of empathetic leadership and always putting the customer first
Aligning Sales and Marketing Planning: Three Key Phases
May 15, 2018 | By Mike Belden
- At Summit 2018 in Las Vegas, Steve Silver and Craig Moore of SiriusDecisions introduced a new model that helps organizations align their sales and marketing planning processes
- Failing to align sales and marketing during the planning process results in disconnects during execution
- Sales and marketing leaders must agree on points of intersection during the planning process and participate in joint planning sessions as a checkpoint
Defining Digital Transformation
May 14, 2018 | By Robin Whiting
- “Digital transformation” has become a buzz phrase with many different meanings
- Marisa Kopec and Gil Canare delivered a presentation on digital transformation at SiriusDecisions Summit 2018
- Three types of business change are enabled by technology: relate, operate and evolve
Ditch the Watering Can: It’s Time to Rethink B-to-B Lead Nurture
May 10, 2018 | By Jessica Lillian
- The classic garden-themed image of lead nurture no longer reflects the modern realities of these complex nurture programs and gives marketers false ideas of what nurture can accomplish
- At SiriusDecisions Summit 2018, Erin Bohlin and Laura Cross presented the new SiriusDecisions Buyer Treatment Plan – a new model for improved lead nurture programs
- Marketers should incorporate insights about buying groups, individuals’ preferences and other nuances when creating nurture plans
Guest Speaker Platon Inspires Summit 2018 Audience of B-to-B Leaders
May 10, 2018 | By Mike Belden
- The British photographer and philanthropist Platon, celebrated for his portraits of world leaders and celebrities, spoke to the Summit 2018 audience in Las Vegas
- As Platon showed his award-winning photographs and told stories about his interactions with his subjects, he also spoke eloquently about what makes a good leader
- Platon urged the b-to-b leaders attending Summit to uphold the leadership values of courage, empathy and respectful debate
The Top Tweetable Moments of SiriusDecisions Summit 2018, Day Two
May 10, 2018 | By Jessica Lillian
- The second day of SiriusDecisions Summit 2018 brought a full day of keynote presentations and specialized track sessions for every b-to-b role
- Delegates enthusiastically tweeted their takeaways and reactions throughout the day, and we’ve rounded up the top tweetable moments
- Keep watching the official SiriusDecisions blog for full-length recaps of the most buzzworthy Summit keynote sessions
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