The Spiff Blog

JULY 21, 2022

Standardize Your Vendor Assessment Process. However, it’s also important to establish a framework for evaluating the answers to those questions for multiple vendors. Otherwise, it can feel like comparing apples to oranges, since every vendor has their own way of explaining and contextualizing how their software works.

Software 76

Software Software B2B Vendor 76

Sales and Marketing Management

JUNE 28, 2017

However, a lot has changed in the business world since 1992, and a different kind of sales strategy has emerged – one that can help you close more deals AND benefit your organization as a whole: ABC.Always Be Collaborating. The B2B world has experienced a shift in the way buyers engage with vendors. The Buying Evolution .

Hiring 180

Hiring Incentives Incentive Compensation 180

Distribution Pricing Journal

OCTOBER 9, 2023

We asked Jon Nettles, Director, Rebates & Channel Management at Vendavo , a leader in price, quote, and rebate management solutions for distribution, for advice on tackling some of the most common challenges in managing rebates as well as the benefits of implementing rebate automation technology.

Distribution 52

Distribution Incentives Incentive Face-to-face 52

OpenSymmetry

FEBRUARY 7, 2017

Sales transformation is often a tricky process, especially when it comes to automating many of the back-end business processes in a sales organization such as planning and incentive compensation. As a byproduct of organizational dynamics, incentive compensation plans are often prone to changes over time and wrought with exceptions.

Outsourcing Services 40

Outsourcing Services Vendor Compensation Incentives 40

OpenSymmetry

FEBRUARY 10, 2016

In the second scenario, the organisation has a strong HR or Sales leader driving the project who wants to look at a simplified process or wants a simplified incentives landscape before they start automating. Finally, 70-80% of companies will have no or at best inflexible technology to support incentives. Cost Impact.

Incentives 40

Incentives Incentive Compensation Territories 40

Sales and Marketing Management

JUNE 28, 2017

However, a lot has changed in the business world since 1992, and a different kind of sales strategy has emerged – one that can help you close more deals AND benefit your organization as a whole: ABC.Always Be Collaborating. The B2B world has experienced a shift in the way buyers engage with vendors. The Buying Evolution .

Closing 120

Closing Hiring Incentives Incentive 120

The Spiff Blog

SEPTEMBER 14, 2023

The Benefits of AI-Powered Finance Technology Before we get to the risk factors, it’s important to emphasize the incredible benefits AI can deliver. Revenue growth All of the above advantages coalesce to yield the most important benefit of all: driving more revenue for your organization.

Commission 84

Commission Account Compensation Face-to-face 84

The Spiff Blog

JUNE 1, 2023

Though it mainly serves a protective function, when implemented correctly, this type of provision can deliver a variety of benefits. If a customer cancels their subscription shortly after signing up, the vendor doesn’t earn much from the deal in the long term. Therein lies the biggest indirect benefit of clawback clauses.

Commission 77

Commission Compensation Cancellation Strategy 77

The Spiff Blog

MARCH 21, 2023

Salesforce brought all of the benefits of modern enterprise software over spreadsheets. We believe Salesforce realizes that its software isn’t ideal for handling incentive compensation systems. The company was a pioneer in Internet-delivered software as a service, or SaaS. True, I’m biased. )

Commission 74

Commission SalesForce Siebel Software 74

Openview

MAY 30, 2018

A program framework will outline all the benefits you can offer to a partner, and all the requirements you’d like to receive from a partner. It seems like new channel types are being born daily and the demand and monetization of cloud/SaaS have reshaped the way vendors and partner work together.

Lead Rank 70

Lead Rank Lead Scoring Vendor Channels 70

Distribution Pricing Journal

NOVEMBER 30, 2023

SPAs are a common vendor program that provide a special framework for offering exclusive pricing and incentives to strategic customers. While there are many benefits to SPAs, they also come with their own set of challenges. Sometimes you need some extra help closing strategic customers.

Margin 52

Margin Distribution Discount Vendor 52

Women Sales Pros

JULY 27, 2018

Transparency: Details of the process, benefits to the client and expectations are communicated consistently, and often, along the referral lifecycle timeline. Incentives: Non-monetary incentives are the better choice here, tied directly to your product or service (ex: priority support, added features, etc.).

Sales Qualified Lead 93

Sales Qualified Lead Lead Rank Lead Scoring Referrals 93

Allbound

OCTOBER 31, 2018

In fact, partners churn about 10% of their vendors per year. After all, the goal of any partnership is to have two equally invested parties who are both benefiting from the success of the relationship. . As a bonus for the vendor, referred customers are more likely to adopt, quicker. Developing Your Ideal Partner Persona.

Churn 74

Churn Incentives Incentive Vendor 74

LeadFuze

AUGUST 7, 2021

And the operations manager, expediting delivery of a manufacturing item with the vendor and the vendor’s freight company, to prevent a production line from shutting down. Finally, the warehouse manager, working with a vendor to change the number of boxes on a pallet to improve storage efficiency. 2 Focused on price.

Buyer 98

Buyer Vendor Consumer Negotiation 98

Hubspot Sales

MARCH 5, 2018

Offer Incentives. Share relevant content with them, stay in touch after the close, and let them know when your company releases new products or features that would benefit them. Ask for people they like, and you’ll benefit from the closeness and trust that relationship already has. Offer incentives. Build Value First.

Referrals 107

Referrals Ideal Customer Profile How To Cold Calling 107

OpenSymmetry

AUGUST 22, 2017

Expanding upon SalesGlobe ’s sales incentive design, territory and segmentation, and quota methodology practices, a new partnership with OpenSymmetry will allow us to help clients make the most out of a sales performance management solution.

Incentives 55

Incentives Incentive Territories Compensation 55

Sales Evangelist

OCTOBER 22, 2023

Spencer is a senior tenured SDR for Awardco, a SaaS company based in Provo, Utah, that focuses on employee recognition and incentives. Spencer emphasizes the importance of vendor managers and their oversight of profitability and contracts. This approach is often overlooked but can yield significant benefits.

Decision Maker 40

Decision Maker Hubspot LinkedIn Pipeline 40

The Spiff Blog

APRIL 7, 2022

Gone are the days when commission, bonuses, and incentive pay were accounted for as direct expenses. Using Excel or another type of commission spreadsheet has a couple benefits. Everything ultimately depends on your vendor and their ability to keep pace with new business rules. Think about it. Scalability is seriously limited.

Commission 79

Commission Software Software Vendor 79

Allbound

JANUARY 9, 2019

For the longest time, channel partner recruitment put vendors in the driver’s seat. Many partners work with as many as 50 vendors at a time, so they have to be strategic about picking the right vendor to partner with. To make your channel partner program recruitment efforts successful, use these tips: . Build Brand Awareness.

Social Media 52

Social Media Channels Media Vendor 52

Customer Centric Selling

SEPTEMBER 20, 2018

Vendors and their marketing staffs have faced many challenges in managing inbound leads. For vendors selling complex, expensive offerings website visitors provide less than optimal entry points. A case can be made that vendors and prospect organizations are worse off than they were twenty years ago. Middle Ground.

Buyer 59

Buyer Vendor How To Inbound 59

OpenSymmetry

DECEMBER 4, 2015

On November 19 th , 30 organisations gathered in London at the e-reward conference to discuss the benefits of compensation management software. OpenSymmetry’s (OS) focus was Sales Performance Management (SPM) software – how we define it, how we identify the business benefits and how to chose the right software. What is SPM?

Compensation 40

Compensation Incentives Incentive Vendor 40

Janek Performance Group

MARCH 12, 2024

or “How would you respond to a customer stating that they’ve used the same vendor for more than five years and are not looking for a new solution?” 3) Clearly communicate benefits and compensation New hires should have a clear understanding of commission plans and other important benefits and compensation from the start.

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

OpenSymmetry

NOVEMBER 3, 2016

From executive compensation and incentive strategies to the legislative framework, we will dissect this case to address the fact that this is not just a problem plaguing Big Pharma, but any entity that drives people within the organization to a goal through incentive compensation. What is the correlation here?

Incentives 40

Incentives Incentive Compensation Salary 40

Allbound

AUGUST 29, 2018

As an end-to-end strategy for managing relationships between vendors and indirect sales channel partners, PRM is crucial because it changes partners from contacts on a spreadsheet to extensions of your organization. Benefits of a PRM Platform. Some of the other major benefits of a PRM solution include: Empowering the Channel.

Scale 48

Scale Collateral Channels Distribution 48

Appbuddy

DECEMBER 1, 2020

Security vendor Mimecast reports a 26% increase in spam messages and a 56% increase in blocked clicks. A positive side-benefit of DMARC is senders can implement Brand Indicators for Message Identification (BIMI), a new standard making it easier to display logos next to emails in the inbox.

Scale 52

Scale Face-to-face Travel Channels 52

Hubspot Sales

JANUARY 16, 2020

If you’re selling in the Marketing Technology space, you know that the problem you’re solving might also include one of 7,040 other vendors in the industry. Wouldn’t it be nice to have a specific person around from your company who’s experienced integrating, or maybe even replacing a specific vendor?

Sports 90

Sports Scale Up-Sell Follow-up 90

Allbound

OCTOBER 17, 2018

This prevents back-and-forth emails between the partner and vendor, which tightens the sale timeline and ultimately improves and streamlines the customer experience. With a PRM, vendors can deliver content to the platform the moment it’s ready and partners can retrieve it immediately. The best thing about a PRM solution?

Top of Funnel 48

Top of Funnel Vendor Case Study Channels 48

The Spiff Blog

DECEMBER 14, 2023

Lead with cost benefits. Most experienced CFOs trust unbiased third parties far more than they trust a vendor or salesperson. Anything from their recent decision-making history to a social media post about their key interests can inform your action plan and help you win the CFO’s trust.

Decision Maker 75

Decision Maker Sales Forecasts Forecasting Compensation 75

SBI

JUNE 5, 2019

JOHN: While transformative change must necessarily deliver benefits at scale, it shouldn’t begin there. By this, I mean things like if your KPIs or incentives are driving the wrong behavior, you need to adjust them. NANCY: HOW SHOULD COMPANIES DECIDE WHICH APPROACHES TO SALES TRANSFORMATION ARE RIGHT FOR THEM?

Account 135

Account Scale Ideal Customer Profile Intent Data 135

The Spiff Blog

FEBRUARY 24, 2023

We see the benefit of your product but the timing isn’t right.” “We You haven’t communicated the time savings, ROI, or benefit in terms that resonate with your potential buyer. Right now your competitor is our vendor of choice.” “XYZ Your product seems superior, but we don’t want to deal with the hassle of switching vendors.”

Objections 80

Objections Hiring Face-to-face Buyer Persona 80

Cincom Smart Selling

DECEMBER 8, 2016

Demonstrate how the technology works, and highlight both the rational and economic benefits both for sales managers and for each member of the sales team. Outline the benefits and features. Beyond knowing the features and benefits of sales technology, it’s helpful for your team to understand the implementation timeline.

Sales Technology 61

Sales Technology Software Software Proposal 61

Pipeliner

SEPTEMBER 5, 2019

Yes, some problems in a seller’s funnel come about because management put inappropriate incentives in place. Take the time to make your funnel yours, instead of your CRM vendors. Lack of visibility is often a product of dysfunctional incentives. Some are indicators of dysfunctional management behavior. Have Regular Cadence.

Top of Funnel 75

Top of Funnel Funnel Lead Rank Lead Scoring 75

Customer Centric Selling

FEBRUARY 10, 2016

One of the vendor slides I abhor comes late in presentations. Vendors are chasing low-level, entry-point visitors that can’t buy. In having a hard look, sellers and vendors have taken liberties with buyers for decades. There is an underlying challenge for vendors. There likely is too much emphasis on product training.

Buyer 40

Buyer Vendor How To B2C 40

The ROI Guy

JUNE 29, 2015

Procurement specialists’ incentive pay is now directly tied to the discounts they can extract from each vendor. IDC reports discounts of 20% are now commonplace, but most vendors wich that was all. So how bad has it become? Why Now? – Why Renew? - And the value communication and quantification doesn't stop with the initial sale.

Discount 83

Discount Lead Rank Proposal ROI 83

OpenSymmetry

MARCH 25, 2015

We have been ushered through the age of Incentive Compensation Management (ICM) being the buzzword 4 to 5 years ago into an age of where the focus is now on the performance. Competition and Cloud enabled product vendors to quickly bring to market improvements on the ICM and SPM technology products.

Compensation 40

Compensation Cost Per Thousand Territories Forecasting 40

Hubspot Sales

MARCH 25, 2019

If set correctly, incentives can have a positive effect on your team's behavior. The commission, bonuses, and sales performance incentive funds (SPIFs) you thought were inspiring your team can become more harmful than helpful if reps put their numbers ahead of their customers, who can feel pressured to buy. Source: PFX.

Incentives 89

Incentives Incentive Motivation Company 89

Your Sales Management Guru

AUGUST 10, 2016

After working in a VAR partner organization for 8 years as a Sales Manager, leading an entire channel focused company for 8 years as a VP of Sales and spending the last 19 years consulting with vendors, distributors and VARs, dealers, resellers, partners all focused on channel based strategies, I believe I can say: I have seen it all.

Channels 40

Channels Lead Rank Lead Scoring Strategy 40