The Spiff Blog

APRIL 27, 2023

A call center uses a referral program to incentivize employees to refer their personal connections for open positions. But, if the gratification of payment is delayed, the positive feelings and motivation won’t have the same impact. Can you offer a non-cash incentive like a gift card immediately following deals of a certain size?

Motivation 75

Motivation Hiring Compensation Incentives 75

Highspot

FEBRUARY 25, 2024

We’ll talk about how good leadership, special sales incentives, and clear jobs can help make sales ops better. A root cause analysis shows the sales team needs better materials for competitive positioning. This responsibility includes working on incentives that motivate and reward sales personnel for their performance.

Sales Operations 52

Sales Operations Forecasting Incentives Incentive 52

Janek Performance Group

JULY 12, 2022

For sales reps, it is a place to research prospects. Align Incentive With Revenue Goal. Charles Munger, Vice Chairman of Warren Buffett’s Berkshire Hathaway, said, “Show me the incentive and I will show you the outcome.” The only answer I can think of is the above quote from Charles Munger about incentives and outcomes.

LinkedIn 62

LinkedIn Lead Gen Ideal Customer Profile Company 62

Nutshell

AUGUST 27, 2018

There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. Prospecting. What is prospecting? What is prospecting? Prospecting is the process of finding and reaching out to potential customers for your business. Scour Yelp for potential prospects.

Sales Qualified Lead 126

Sales Qualified Lead Closing Lead Rank Lead Scoring 126

Jeffrey Gitomer

MARCH 8, 2013

They help salespeople sell, and they’re a reflection of the quality of your business in the mind of the prospect. Have the same consistent positive attitude you expect of your people. Have incentives and contests to keep it competitive. Pay a larger incentive the second time. Act on them.

Incentives 255

Incentives Incentive Compensation Referrals 255

Zoominfo

MARCH 6, 2019

In the business world, a referral is the act of a customer recommending a product or service to a peer. Not every referred prospect will become a customer, but the increased conversation about your company and products will strengthen your brand and help maximize your reach. What Is Referral Marketing?

Referrals 130

Referrals Marketing Incentives Incentive 130

Sales Hacker

JULY 9, 2020

If you radiate positivity in all business interactions — directly with prospects and behind-the-scenes when they are not around — those potential customers will notice. Act as a resource. Position yourself as a credible and accessible resource to your customer base. The main takeaway here is simple.

Top of Funnel 115

Top of Funnel Lead Rank Lead Scoring Trends 115

Hubspot Sales

FEBRUARY 17, 2020

Let the answers to those questions guide how you describe your product to prospective customers. Thoroughly qualify your prospects. Are you sure you’re selling to the right prospects to begin with? When qualifying prospects, you want to reach those who are the best fit for your product, and are most likely to make a purchase.

Territories 114

Territories Incentives Incentive Sales Qualified Lead 114

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

The Digital Sales Institute

MARCH 12, 2024

” Direct Question Close Technique This closing technique involves asking a direct question, such as, “Are you in a position to decide today?” The urgency close only works where the customer already sees the value, and this is an incentive to decide now. Summarize the reasons to act now based on facts and needs.

Closing 52

Closing Objections Buyer Proposal 52

Pipeliner

MAY 14, 2024

This platform excels at engaging prospective students by offering tools on their homepage that allow users to discover and compare universities that match their preferences. Including the name, position, and, if possible, a photo of the person providing the testimonial adds to its authenticity.

Loyalty 52

Loyalty Case Study Lead Rank Lead Scoring 52

Hubspot Sales

DECEMBER 7, 2023

The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. As the end of the year approaches, prospects will divert excess money to priorities that are now financially feasible to tackle. Take advantage of team selling.

Data 120

Data Discount How To Quota 120

LeadFuze

NOVEMBER 30, 2021

Customers will notice how much more positive your interactions are when they don’t see it up close. A positive attitude will often lead to a successful sale in the short-term and a long lasting relationship. Act as a resource to advance sales career. Act ethically, even if you don’t see an immediate payoff.

Face-to-face 52

Face-to-face ACT Trends Banking 52

BrainShark

JUNE 28, 2023

As an incentive for engagement, teams that did not advance past the first round – but had 100%-member participation – were automatically allowed to compete in a consolation bracket for a $200 cash prize toward a team outing. Make it rewarding Incentives are a good way to encourage adoption, drive behavior change and reward participants.

Sales Coaching 62

Sales Coaching Coaching Scale Hiring 62

Hubspot Sales

SEPTEMBER 13, 2018

Great sales departments motivate their employees with incentives, contests, and -- you guessed it -- pep talks. Sirolli explains how to listen to the people you're trying to help -- take this lesson and apply it the next time you're on a sales call with a prospect. If your prospect doesn't trust you -- why would they buy from you?

Scale 145

Scale Motivation ACT Incentives 145

Pipeliner

NOVEMBER 2, 2022

You are marketing your skills when applying for a position in a sales firm. Because of this, sellers must act more like consultants by demonstrating their knowledge and offering their solutions in a way that links the prospective client’s goals, difficulties, and business. Everyone engages in sales to some extent.

Lead Rank 52

Lead Rank Commission Sales Qualified Lead Consumer 52

Miller Heiman Group

JUNE 17, 2020

If you haven’t yet adapted your sales tactics to address the changes wrought by the COVID-19 pandemic, it’s time to think about how to pivot as you position your company to rebound from the crisis. Before you attempt to get your customers to move forward, evaluate their mode and mindset to determine how likely it is that they will act.

Resources 69

Resources Webinar Metrics Compensation Sales Qualified Lead 69

Hubspot Sales

MAY 9, 2022

Compensation is the most fundamental, powerful incentive for reps to perform. If you want to get the most out of your team, they need to know how they're being compensated — with respect to base salary, commission, and any other financial incentives you might be offering them. Clearly articulate how your sales process works.

Lead Rank 106

Lead Rank Sales Qualified Lead Lead Scoring Leads 106

Sales Hacker

SEPTEMBER 24, 2022

Each funnel stage defines your steps to turn prospective buyers into customers, even if they’ve never heard of your business before. I’m the head of Product at Datanyze, specializing in sourcing up-to-date prospect contact info to keep your pipeline flowing and sales funnel fresh. And then there’s the sales funnel.

Paid Content 119

Paid Content Top of Funnel Funnel Ideal Customer Profile 119

Nutshell

AUGUST 28, 2023

A sales process is a set of repeatable steps that your sales team takes to convert prospects into customers. Prospecting Also known as lead generation, prospecting involves identifying potential buyers to add to the top of your sales funnel. It is best practice to target your ideal buyer persona throughout prospecting efforts.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Gong.io

JULY 11, 2022

Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations. An inside BDR (Business Development Representative), for instance, focuses on prospecting and pre-qualifying outbound leads.

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Miller Heiman Group

APRIL 25, 2019

Today’s CRMs capture insights that relate to—and create incentives around—the underlying key factor that drives better sales results: seller behavior. That combination allows you to extract key insights into buyer-influence patterns, competitive positioning and the chances of success with different behaviors. What’s changed?

CRM 74

CRM Sales Methodology Analytics Education 74

Allego

MARCH 28, 2024

And during today’s economic climate in which buyers are risk-averse and reluctant to meet with a seller, let alone purchase anything, SDRs must act like therapists, he said. “We Just because you’re in a director position it doesn’t mean you should stop learning. Look at my profile. I’m a human.’”

Strategy 62

Strategy Top of Funnel Lead Rank Lead Scoring 62

Marc Wayshak

MAY 25, 2022

They want to know that even if they start out lower (such as in a business development rep position), they can achieve higher levels of success (moving on to be an account executive, for example). You’ve got to hire the right people who can grow into the position. Align incentives. Right people.

Hiring 62

Hiring Sales Management Training Lead Gen 62

Hubspot Sales

JUNE 21, 2018

You will get rejected by prospects multiple times a day, there are some months when you won't hit your number, and losses are just part of the job. Intrinsic motivation is a more powerful force than extrinsic motivation, which drives you to act because of incentives like money, recognition, or praise. Make your bed.

Motivation 145

Motivation Exercises Journal Energy 145

LeadBoxer

JANUARY 10, 2021

Then there’s the fact that the probability of selling to a current customer is 60 to 70% , while the likelihood of selling to a new prospect is only 5 to 20%. A discerning sales strategy recognizes this and prioritizes prospects who are a proven fit. You can still leverage financial incentives to increase account expansion.

Account 97

Account Lead Rank Lead Scoring Commission 97

Sales Hacker

JUNE 29, 2020

Traditional sales: For SaaS companies, traditional usually means marketing the company as much as possible, building brand awareness, and generating interested prospects. Once you have a pool of prospects who have heard of the brand and might be interested in the product, you can begin working with them individually to close the sale.

Lead Rank 79

Lead Rank Strategy Scale Lead Scoring 79

SalesLoft

SEPTEMBER 7, 2022

Where a prospective client may not respond to your initial email, they may do so after the second, third, or fourth follow-up email. The best time to send a follow-up email depends on your prospective clients’ habits and location. Unanswered follow-up: Not every prospect will get back to you after the first email.

Follow-up 52

Follow-up Proposal Scale Call-back 52

Zoominfo

DECEMBER 5, 2018

Rather than one centralized location, Reddit is made up of hundreds of thousands of subfolders that act as individual forums—referred to as “subreddits”. Your Karma score represents your level of positive participation on Reddit and it’s measured by the number of “upvotes” you receive. Share valuable, non-promotional content.

B2B 157

B2B Advertising Advertising Promotion 157

Cincom Smart Selling

OCTOBER 5, 2017

You can hire the best sales superstars, reward performance with lavish incentives, and structure your pricing as aggressively as possible, but until you address an improved buying process, your impact on sales performance will be minimal. Providing a means and avenue for the buyer to act on decisions made. What Sales Performance?

Buyer 54

Buyer Hiring Telemarketing Cold Calling 54

Cincom Smart Selling

OCTOBER 5, 2017

You can hire the best sales superstars, reward performance with lavish incentives, and structure your pricing as aggressively as possible, but until you address an improved buying process, your impact on sales performance will be minimal. Providing a means and avenue for the buyer to act on decisions made. What Sales Performance?

Buyer 54

Buyer Hiring Telemarketing Cold Calling 54

LeadFuze

JULY 13, 2021

From prospects who cancel all their appointments last minute to secretaries who won’t let us get any time on the phone with the decision-makers. So when your prospect says no to what you’re selling them on the phone or face-to-face, don’t be discouraged! There are three reasons why prospects reject your product.

How To 98

How To Top of Funnel Decision Maker Face-to-face 98

The Brooks Group

DECEMBER 20, 2019

This happened not because of the quotas themselves, but because they were not accompanied by strong cultural incentives to remain honest and to act in integrity. In this environment, problems can be resolved and solutions developed in a healthy and constructive manner that leads to positive outcomes.

Construction 52

Construction Salary Retention Hiring 52

Emissary

JUNE 26, 2023

It’s tempting to allow for a somewhat relaxed Q3 as sellers, clients, and prospects all take well-earned summer vacations. Act now before they get out of reach for the year. “No E.g., If quotas are now increasingly unrealistic, you can install Q4 goals and incentives to avoid ‘sandbagging’ behaviors. Unstick stalled deals.

Ideal Customer Profile 52

Ideal Customer Profile Top of Funnel Account Based Marketing Lead Rank 52

Sales Hacker

MAY 26, 2021

These teams focus on converting leads into customers by tailoring their pitches to address prospects’ specific needs. If you love seeing results and helping sales teams get paid, focusing on performance and sales incentives is up your alley. Act as the chief advisor and go-to for the CRO. Salespeople are relationship builders.

Sales Operations 60

Sales Operations Top of Funnel Lead Rank Hiring 60

Hubspot Sales

JUNE 28, 2019

It’s also worth noting that Sales Enablement is usually more active earlier in the buyer’s journey, concentrating its energy on training and prospect education. Sales Operations manages sales representative compensation plans and incentives. The sales operations representative position is an entry-level sales operations role.

Sales Operations 101

Sales Operations Hiring Lead Rank Territories 101

Hubspot Sales

AUGUST 22, 2022

We surveyed over 1,000 sales professionals around the globe to find out the top sales trends of 2022, and one thing is certain – the pandemic made a lasting impact on the relationship between salespeople and their prospects. The number of interactions with prospects during the sales process is growing.

Trends 88

Trends Report Data Strategy 88