The Spiff Blog

SEPTEMBER 1, 2022

The average Enterprise Account Executive in Tech is $106,202.00 The average Tech Enterprise Account Executive total compensation is $215,232.00 90% of top-performing companies utilize incentive programs to reward their sales associates ( source ). More than 40% of surveyed sales leaders missed revenue targets in 2020 ( source ).

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Compensation Salary Incentives Incentive 81

OpenSymmetry

JANUARY 18, 2016

Our customers are seeing long-term success with implementing enterprise Incentive Compensation Management and Sales Performance Management solutions for their organizations. The post Leveraging Kaizen Principles for Incentive Compensation Management appeared first on OS Blog. About the Author. Connect on LinkedIn.

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Incentives Incentive Compensation Banking 40

Zoominfo

JULY 1, 2018

IT Central Station: Described as a “Yelp or TripAdvisor for enterprise technology.”. Even better than trying to control negative reviews, offer an incentive to customers who leave positive reviews of your product online. Check out our recent blog post for a more comprehensive guide to social listening.

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Buyer Social Media Social Selling Incentives 190

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. You’ll get high ROI. Stage 3: Active Customers and Subscribers.

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Email Marketing Benefit Webinar Metrics Marketing 264

No More Cold Calling

MARCH 13, 2014

You can (and should) spend money on training, CRM systems, incentives, off-site meetings, and developing better sales processes. You can find his blog at www.salesmanagernow.com/sales-blog. Associations Enterprise Sales Management Salespeople Small Business' Think belief is too “touchy-feely?”

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Small Business Small Business Sales Outsourcing Face-to-face 240

The Spiff Blog

SEPTEMBER 28, 2023

About Spiff Spiff is a new class of commission software that combines the familiarity and ease-of-use of a spreadsheet with the power of automation at scale- enabling finance and sales operations teams to self-manage complex incentive compensation plans with ease.

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Commission Software Software Scale 81

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. Palo Alto Networks is a network and enterprise security company helping their customers prevent security breaches. Below is our interview with Palo Alto Networks Sr.

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Compensation Incentives Incentive Networking 49

Hubspot Sales

MAY 18, 2018

The incentive for your reps to meet their quota? So what’s the incentive for meeting these smaller goals? Don’t have the budget to offer monetary incentive? Or ask them to contribute one article per quarter to your company's blog. Provide an incentive that’s only awarded when everyone meets the goal. No problem.

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Sales Goal Incentives Incentive Quota 145

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 platform’s intuitive UI, in-depth reporting capabilities, and seamless integrations make it the first choice among high-growth and enterprise organizations. Let’s get into it!

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Banking Hiring Churn Scale 84

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. )

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Commission SalesForce Siebel Software 74

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

Sales Hacker

SEPTEMBER 29, 2023

Manny Ataebi (SVP of Marketing, Eureka – Seed) shares his perspective from experience with B2B enterprise from Seed through Series B/C: “In person dinners: Doing very well with these as we travel around the globe for locations. Most times working with another company or two, sometimes alone.

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Top of Funnel Marketing Ideal Customer Profile Channels 100

Crunchbase

JANUARY 18, 2022

blogs, social media and ads). If necessary, throw in an incentive to make it happen. For example, in general, small businesses tend to convert faster than larger enterprises with multiple decision-makers involved. Best for over-the-phone B2B sales Enterprise ? Step 1 – Prospecting : Get yourself out there!

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Sales Process Lead Rank Sales Qualified Lead Lead Scoring 85

OpenSymmetry

JANUARY 23, 2018

In this six-part blog series OpenSymmetry and IBM outline the impact of Sales Performance Management (SPM) Technology on each area of the business including Sales, HR, Finance and Executive Management. In some cases, this will be due to poor incentives plan design. Register today!

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Webinar Metrics Incentives Incentive Strategy 56

Sales Hacker

FEBRUARY 15, 2018

While The Revenue Summit is a phenomenal destination for c-level enterprise leaders, we’ve got something for everyone, so don’t count yourself out if you’re in junior sales, sales management, or if you’re a demand generation marketer. Enterprise Sales – Selling to the Enterprise from Seed to IPO.

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Top of Funnel Revenue Marketing Marketo 66

The Spiff Blog

MARCH 16, 2023

We believe that the experiences and insights we share in this blog post will shine a light on both the struggles women in sales face but also on the strengths and achievements of women in sales. Kandace Banks, Senior Enterprise Business Development at SetSail “Show up authentically. I’ve been successful in all of these environments.

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Negotiation Face-to-face Hiring Lead Rank 69

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.

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Commission Compensation Salary Remedy 77

OpenSymmetry

MAY 18, 2017

As I work with companies to weigh different best-of-breed Incentive Compensation Management (ICM) platforms that might be optimal for their situations, I frequently witness companies grasp the robust capabilities of these solutions and immediately try to start sprinting to that ideal end state straight out of the gate.

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Compensation Incentives Incentive Enterprise 40

No More Cold Calling

FEBRUARY 29, 2016

For more on the power of a referral program, check out this month’s blog posts from No More Cold Calling: How Getting Referrals Got Me to the Protected C-Suite. B2C incentives work like magic. But in the B2B world, incenting people to provide referrals isn’t the no-brainer sales strategy that it is for consumer-facing companies.

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The Spiff Blog

DECEMBER 7, 2023

About Spiff Spiff is a new class of commission software that combines the familiarity and ease-of-use of a spreadsheet with the power of automation at scale- enabling finance and sales operations teams to self-manage complex incentive compensation plans with ease.

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Commission Banking Cold Calling Scale 80

Xactly

SEPTEMBER 19, 2018

Download "The Enterprise Guide to Sales Performance Management (SPM),"to discover sales compensation best practices, the benefits of enterprise SPM solutions, and how Xactly can help you unleash sales attainment potential. The Incentive of Getting Fired. However, these ventures led her to study digital marketing.

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Motivation Compensation Enterprise Enterprise 97

Smooth Sale

MARCH 17, 2022

Gordon provides today’s guest Blog, ‘Are You Ready to Break the Bias?’ I moved from B2C to selling to small businesses and enterprises. A 2019 study by incentive solution provider Xactly reported that 86% of women achieved quota, compared to 78% of men. Related Blog Stories: Are You Doing Enough To Support Employee Development?

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Scale Hiring Lead Rank Report 78

Xvoyant

JULY 2, 2020

I’ve often used the analogy that B2B enterprise sales professionals are the Olympic athletes of the corporate world. That said, try putting them in a front line B2B sales role focused on the complex sale at the enterprise level and see how that works out for you. by Mike Kunkle. 4 min read. Are we coaching effectively?

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Sales Coaching Coaching Forecasting Lead Rank 62

Pipeliner

MARCH 18, 2021

Use a search string like “your industry + blog” or “your industry + write for us” without the quotes. Blogging, email newsletters, informational webinars , and videos are all great ways to share what you know. Here, ebooks and in-depth white papers can offer greater value than top-level blog posts. 7 Use omnichannel marketing.

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Promotion Social Media eBook Comparison 98

The Spiff Blog

JUNE 6, 2023

Whether you’re a Spiff blog regular or a first-time visitor, we’re thrilled to have you here for our latest installment of our Meet the Team series. He began his career in Finance in the Washington, DC area where he discovered the world of Incentive Compensation Administration. Welcome, readers!

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The Spiff Blog

JULY 13, 2023

Whether you’re a regular Spiff blog reader or new to our site, we’re super excited to have you here. Jack Denning, Enterprise Sales Development Representative Jack is originally from Charlotte, North Carolina. Hey there, readers! Welcome to the next installment of our Meet the Team series.

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OpenSymmetry

FEBRUARY 15, 2017

With this huge loss, the client understandably wanted to restructure the incentive compensation process so that sales reps only received commission once invoices were paid. These decisions vary by company and this blog covers only a few factors to consider. Subscribe to our blog and email us a topic for our next post!

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Commission Lead Rank Compensation Policies 62

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.

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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

Xactly

AUGUST 27, 2018

Back in March, we celebrated International Women’s day and kicked off our female executives blog series, where we introduced Xactly Chief Marketing Officer, Micheline Nijmeh, and VP of Human Resources, Leanne Bernhardt. Meet Lisa Welch, Xactly VP Enterprise Sales. HR: Anything else you’d like to add?

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Sales Leadership Hiring Compensation Incentives 40

Apptivo

AUGUST 25, 2023

This blog tries to shed light on these important issues. Here’s why this integration is so beneficial: Comprehensive Customer View Enterprises gain access to an all-encompassing portrait of each customer through the integration of POS and CRM systems. This includes their purchasing history, preferences, and contact information.

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Small Business Small Business CRM Retail 52

Cincom Smart Selling

OCTOBER 14, 2020

Marketing is now well positioned to initiate digital transformation within the enterprise. Digital information is generated by the enterprise in prodigious quantities. Content management systems allow marketing departments to create specific content (blogs, white papers, vlogs and customer stories) that are then organized and indexed.

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Data Ideal Customer Profile Marketing Campaigns 62

The Spiff Blog

AUGUST 22, 2023

Whether you’re feeling that pressure right now, or simply want to prepare for future down swings, today’s blog post is for you. The platform’s intuitive UI, in-depth reporting capabilities, and seamless integrations make it the first choice among high-growth and enterprise organizations.

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Strategy Compensation Commission ROI 74

The Spiff Blog

MARCH 17, 2022

Dave Kozisek, Senior Enterprise Product Manager. Raphael brings over 25 years of experience in Enterprise Financial Applications & SaaS working with leading software companies such as PeopleSoft/Oracle, Microsoft, Workday, FinancialForce and more recently as the Chief Product Officer at Tradeshift.

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Meeting Engineering PeopleSoft Travel 62

Hubspot Sales

MARCH 21, 2019

To accurately calculate an organization’s sales velocity, start by separating small, mid-market, and enterprise pipelines. Is it when they read a specific blog post on your site? Now that we know what sales velocity is and why it’s important, how do we calculate it? Creating Sales Velocity. How Discounts Affect Sales Velocity.

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How To Sales Cycle Discount Lead Rank 107

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.

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Outsourcing Services Vendor Compensation Incentives 40

Smooth Sale

MAY 15, 2023

That’s why we created this guide: to give enterprises proven strategies for ensuring total success. Our collaborative blog offers actionable tips to implement immediately to take your profits to new heights while increasing business success. Employers can engage their workers by regularly offering meaningful feedback.

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