The Spiff Blog

APRIL 27, 2023

Reflecting on this example, there are three notable hallmarks of a good incentive program : Simplicity Visibility/Transparency Appropriate Timing Let’s take a look at how each of these factors plays a crucial role in a successful incentive program: Simplicity “That’s been one of my mantras – focus and simplicity.

Motivation 75

Motivation Hiring Compensation Incentives 75

Zoominfo

MARCH 6, 2019

We touched on this phenomenon in a recent blog post about word-of-mouth marketing. In the business world, a referral is the act of a customer recommending a product or service to a peer. Choose the Right Incentives Rewards are the most critical part of your referral marketing strategy. What Is Referral Marketing?

Referrals 130

Referrals Marketing Incentives Incentive 130

Smooth Sale

MARCH 21, 2024

Our collaborative blog explores the possibilities of what an influencer does and how they make money. As such, there is always a market for those who can showcase and review products or keep up with industry news to act as filters and sources of insight for followers looking for others with similar interests.

Influencer 110

Influencer Licensing Hiring Media 110

Xactly

MAY 7, 2018

The resulting incentive plan must develop a compensation process that will motivates the right sales behaviors to achieve goals, all while driving growth. By partnering with our customers, we arm them with the tools they need to collect the necessary data for incentive compensation and sales planning, from start to finish.

Compensation 49

Compensation Incentives Incentive Networking 49

Partners in Excellence

FEBRUARY 3, 2021

We will reinforce that with incentives or discounts. Implicit in the act of convincing our customers is that somehow they must be wrong, and we are right. first appeared on Partners in EXCELLENCE Blog -- Making A Difference. We will provide references, case studies to support our arguments. We may leverage our relationships.

Customer 131

Customer Case Study Face-to-face Incentives 131

Janek Performance Group

AUGUST 23, 2023

We’ve all seen the late-night TV commercials with demonstrative salespeople urging us to ACT NOW! Often, once they verbalize these consequences, they see it’s time to act. Product sheets, blogs, and white papers are effective tools, especially when strategically deployed in the sales process. Of course, B2B selling is different.

B2B 62

B2B Case Study Collateral ACT 62

Jeffrey Gitomer

MARCH 8, 2013

Have incentives and contests to keep it competitive. Pay a larger incentive the second time. Act on them. appeared first on Jeffrey Gitomer’s Sales Blog. Instill pride for sales. Dangle the carrot, whet the appetite — get them to go for the brass ring. The bigger the prize, the bigger the effort.

Incentives 255

Incentives Incentive Compensation Referrals 255

The Spiff Blog

JANUARY 9, 2024

In today’s blog post, we’ll cover some key tactics that will position both you and your team for success this year. The more exposure to the act of closing deals new reps receive, the faster they’ll be able to close deals themselves. Unfortunately, accomplishing this will require a bit more than a motivational speech.

Banking 84

Banking Hiring Churn Scale 84

Igniting Sales Transformation

DECEMBER 1, 2019

What is surprising is how many companies remain mired in their own status quo, and as a result, they fail to adapt and act on what B2B buyers keep making clear. Your plan must include what happens prior to the SKO, during the event, and how the training you deliver will be adopted and acted upon after the event. Be specific.

Meeting 130

Meeting Decision Maker Revelation ACT 130

Zoominfo

MAY 20, 2021

That statistic alone offers an incentive for brands to take a closer look at their email marketing strategy and to maximize return. Email can also be used to familiarize customers with your product and services by sharing content such as blogs or case studies. Building trust is essential to convincing customers to buy more than once.

Email Marketing 130

Email Marketing Benefit Webinar Metrics Marketing 130

Partners in Excellence

APRIL 12, 2021

We have a tendency to react to and act on symptoms of issues we face–within our organizations. Win rates not sufficient, increase discounts/incentives. The post Start With Why, Then Ask Why Again, Then… first appeared on Partners in EXCELLENCE Blog -- Making A Difference. Not achieving business goals, raise quotas.

Face-to-face 65

Face-to-face Incentives Incentive Discount 65

Crunchbase

NOVEMBER 9, 2021

While every company defines leads a bit differently, a few examples of leads include: People on your email list(s); New connections on LinkedIn; People who engage with you on social media (likes, comments, shares); People who’ve engaged with your website (blog posts, views/clicks on key conversion pages, etc.); Offer an incentive.

Sales Qualified Lead 111

Sales Qualified Lead Lead Rank Lead Scoring Prospecting 111

Increase Sales

AUGUST 11, 2012

Yet we never acted upon that idea. When we have to shell out hard cold cash, there is a greater incentive to take action because we have mentally internalized greater value for those dollars than we have for our time. There are many how to increase sales marketing and selling strategies including: Business to Business networking.

How To 129

How To Webinar Metrics Referrals Small Business 129

Xactly

SEPTEMBER 5, 2018

Watch the webinar, "How Best-in-Class Companies Approach Incentive Comp” to learn compensation best practices and see how with 13+ years of empirical industry pay and performance data from Xactly Insights is helping companies strengthen their sales compensation plans. Brainstorm list of 50 blog topic possibilities by 8/15/16 (10%, $300).

Examples 78

Examples Compensation Incentives Incentive 78

Smooth Sale

NOVEMBER 30, 2022

Our collaborative blog post, ideas to boost sales and grow your reselling business, will provide tips to help you grow your resale business and increase profits. This blog post will provide tips to help you grow your resale business and increase profits. Blog Regularly. Boost Sales and Grow Your Reselling Business. Be Resilient.

Paid Content 78

Paid Content Hiring Social Media Loyalty 78

Zoominfo

JULY 25, 2023

Business development managers (BDMs ) or account executives (AEs) act on useful leads from the SDR/BDR team to close the sale through demos, discovery sessions, and follow-up. This gated content serves as a lead magnet — a valuable asset that creates an incentive for leads to share their contact information in order to access it.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Zendesk Sell

DECEMBER 4, 2018

Both departments are pushed in opposite directions by different goals, causing them not to share information or act as one team. It reflects a problematic structure — departments acting as silos. As discussed, traditional incentives between departments are polarizing. They operate as silos or separate entities.

Customer Service 121

Customer Service Customer How To Lead Rank 121

Allbound

JANUARY 2, 2020

They tend to be big believers in, and advocates of, your product, but also usually get an incentive for completed sales. These referrals can be powerful: that pre-existing relationship means the potential customer is more likely to value and act on the partner’s recommendation. It’s unlikely they know potential customers personally.

Referrals 78

Referrals How To Scale Social Media 78

No More Cold Calling

APRIL 30, 2017

For more on the power of referral selling, check out this month’s blog posts from No More Cold Calling: Why Reps Hate Asking for Referrals Just as Much as Cold Calling. I tried coaching, I tried demonstrating, and I tried setting goals and incentives. Then it’s up to the referred sales reps to create the buying vision.

Referrals 149

Referrals Cold Calling Lead Rank Lead Scoring 149

OpenSymmetry

JULY 20, 2016

In some cases, incentive compensation (IC) methods have evolved to align with new regulations regarding specific sales metrics. For example, Corporate Integrity Agreements (CIAs) were implemented by the DoJ as a way to curtail off-label drug promotion which forced companies to ensure their sales incentives encouraged proper compliance.

Pharmaceuticals 40

Pharmaceuticals Compensation Incentives Incentive 40

OpenSymmetry

JULY 20, 2016

In some cases, incentive compensation (IC) methods have evolved to align with new regulations regarding specific sales metrics. For example, Corporate Integrity Agreements (CIAs) were implemented by the DoJ as a way to curtail off-label drug promotion which forced companies to ensure their sales incentives encouraged proper compliance.

Pharmaceuticals 40

Pharmaceuticals Compensation Incentives Incentive 40

Zoominfo

DECEMBER 5, 2018

In a recent blog post, we offered some tips on using Reddit to conduct market research. If you’ve never considered incorporating Reddit into your marketing strategy, today’s blog post is for you. We recommend offering an incentive to those who check out or engage with posts in your subreddit.

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B2B Advertising Advertising Promotion 157

The Accidental Negotiator

JANUARY 19, 2024

During a negotiation, when others appear to be acting irrationally, what is the best way for you to respond? When they are built into formal contracts, contingent agreements with incentives and penalties can increase the odds of compliance by both sides with a deal. After all, the other side is likely to be just as biased as you are.

Negotiation 52

Negotiation Follow-up Incentives Incentive 52

Pipeliner

MAY 14, 2024

By dedicating pages akin to blog posts for each service niche, you offer a deep dive into what you do, how you do it, and why it matters. The promise of rewards before even trying the service acts as a powerful incentive for prospects, showcasing the benefits of becoming a regular Uber user.

Loyalty 52

Loyalty Case Study Lead Rank Lead Scoring 52

The Spiff Blog

AUGUST 25, 2022

In today’s blog post, we’re introducing you to a performance management framework called the skill vs. will matrix. Sales goals are often closely tied to sales performance and incentive compensation. But, over time, if you stay true to your word, and act with transparency, your team will begin to trust you. Set SMART Goals.

Commission 78

Commission Compensation Motivation Intent Signal 78

OpenSymmetry

NOVEMBER 3, 2016

Don’t act like you’re surprised either — this isn’t the first time we’ve seen this kind of price gouging strategy in recent years. Mylan’s Executive Compensation Structure – The Incentive Plan that Started It All. The principle demonstrated in this high profile case is that incentives undoubtedly drive behavior.

Incentives 40

Incentives Incentive Compensation Salary 40

Sales Hacker

SEPTEMBER 24, 2022

To gather data, analyze your existing customer base by tracking their interactions with your website or blog, social media pages, sales reps, and more. Lastly, identify your customers’ pain points and address them on your website or blog. Keep your message short and include links to relevant articles, blog posts, and resources.

Paid Content 119

Paid Content Top of Funnel Funnel Ideal Customer Profile 119

Allbound

APRIL 1, 2020

Utilize incentive programs like SPIFs and MDFs. When you notice something is awry, act on it promptly. Are you encouraging engagement? Here are a few tips: Keep your content organized and up to date. Partners lose interest when there doesn’t appear to be any growth within your portal. Allow partners to easily co-brand materials.

Channels 89

Channels How To Promotion Pivotal 89

The Spiff Blog

AUGUST 11, 2022

For example, if your organization is shifting up market and wants to dedicate more time and resources going after enterprise accounts, you may decide to increase your minimum contract size— and therefore, no longer offer incentives for smaller deals that fall outside that range. Get feedback from other sales professionals. About Spiff.

Commission 77

Commission Compensation Salary Remedy 77

OpenSymmetry

JANUARY 12, 2017

As mentioned in my previous blog , Incentive Compensation Management (ICM) solutions have moved far beyond being an automated calculator for determining commission and bonus incentives. Evaluate your current system for incentive compensation management. Reaping the field benefits.

Compensation 40

Compensation Incentives Incentive Field Sales 40

OpenSymmetry

NOVEMBER 22, 2016

How likely is your sales incentive plan going to be dead on arrival, riddled with holes caused by requests for changes and exceptions? At least three months prior to the new year, finance teams slave over intricate details and policies for sales incentive plans to make for a smoother payroll cycle next year. Don’t miss a thing!

Compensation 40

Compensation Hiring Incentives Incentive 40

SBI

JUNE 25, 2013

By their very nature games get people to act and when they act, they begin to change behavior. SPIFs (Sales Performance Incentive Funds) are commonly used to incentivize salespeople to sell more of a particular product in a given period of time. Follow Nancy on Twitter @sellingtools or subscribe to her Sales Productivity blog.

Hiring 122

Hiring InsideSales Incentives Incentive 122

Highspot

MAY 3, 2024

Either way, this blog is your next step – a comprehensive guide to understanding what revenue enablement is, how to get started, and so much more. Put training and support programs in place to highlight the benefits of the latest tools and processes and implement incentives for adoption. Interested to learn more? Still on the fence?

Revenue 52

Revenue Face-to-face Hiring Sales Enablement 52

Your Sales Management Guru

SEPTEMBER 22, 2014

There are many variations to concept and I don’t have room to detail in this blog, but the facts are where we have annual team reward trips, I see great sales organizations. In my book; Creating High Performance Sales Compensation Plans I have an entire chapter on incentive compensation. They build pride, team work and drive revenue.

Quota 89

Quota Sales Leadership Compensation Penetration 89

Zendesk Sell

MARCH 21, 2019

blog posts, white papers, eBooks) to make a sale. Marketing requires heavy input from sales as they develop sales enablement materials such as videos, blog posts, and eBooks. Marketing can then create nurturing content that acts as an accelerator for sales and their interactions with potential customers. blog post).

Lead Rank 68

Lead Rank Marketing Qualified Lead CRM Sales Qualified Lead 68

PandaDoc

DECEMBER 9, 2022

Act carefully and record all of your insights to gradually form a robust suite of insights that will empower your long-term pricing strategies. Another major pricing mistake is to act too aggressively when determining how much specific products should cost. Misaligned incentives for sales and management teams.

Segment 52

Segment Lead Rank Lead Scoring Buyer Persona 52

Your Sales Management Guru

DECEMBER 3, 2012

While every plan should include goals and objectives for training, marketing and sales incentive programs; it is also the perfect time to consider how you will maintain your sales team’s emotional focus on exceeding your goals. I would encourage you to share your thoughts on this topic in the blog comments below.

Sales Leadership 82

Sales Leadership Incentives Incentive Motivation 82