Nutshell

APRIL 26, 2023

Imagine a locally-owned store operating in a small town—a simple, familiar place where the shopkeep knows your name and knows precisely how to help you find what you need. CRM stands for customer relationship management, the process companies use to track and analyze interactions with their customers throughout the customer lifecycle.

Marketing 171

Marketing SugarCRM CRM Campaigns 171

The Spiff Blog

SEPTEMBER 7, 2023

As a sales leader, you already know that effective sales performance management isn’t just setting lofty sales targets and then pushing your team to achieve them. These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement.

Incentives 83

Incentives Incentive Scale Compensation 83

The Spiff Blog

OCTOBER 12, 2023

How well can you explain (or defend) the way your company compensates sales employees? In today’s world, where pay transparency and compensation fairness are increasingly in the spotlight, sales employees and high-quality job candidates want to know more than just “how” your sales reps are paid. Let’s get into it!

Compensation 84

Compensation Commission How To Incentives 84

Nutshell

APRIL 11, 2023

Customer relationship management (CRM) software is one of the most important tools for you to have in your marketing and sales arsenal. But the question is, how can you do that? How should you go about choosing a CRM? Maybe one CRM has a 5-star rating on a particular site while another CRM has a 4.7-star

CRM 62

CRM Software Software Sales Forecasts 62

Zoominfo

NOVEMBER 20, 2023

The rapid rise of generative AI has become the most captivating trend in the tech industry today. Prompted by predictions of massive economic impact and the disruption of multiple industries, professionals in many fields are assessing how this new breed of AI tools will complement and complicate their working lives.

Data 130

Data Scale Lead Rank Marketing 130

PandaDoc

APRIL 17, 2024

“What is ACV in sales?”, What does ACV stand for in sales The meaning of ACV in sales is “annual contract value” and is a metric that tells you the revenue generated by a contract over a year. ACV can be used for a variety of different contracts. It shows which customers are the most lucrative. we hear you ask.

Examples 52

Examples How To Retention Revenue 52

Zoominfo

OCTOBER 15, 2020

Last November, I spent a weekend with our executive team brainstorming the biggest and most exciting opportunities for our growth in 2020 and beyond. We invited a trusted outsider—an expert on the sales and marketing technology landscape—to join us and share a unique perspective. The Leader in Buyer Intent. Not good enough.

Intent Signal 246

Intent Signal Intent Data Intent Buyer Intent 246

Nutshell

FEBRUARY 20, 2024

Keep reading to learn about what inbound marketing is, how it can benefit your business, and the steps to take to launch your inbound marketing strategy. The benefits of inbound marketing Who can use inbound marketing? How does inbound marketing work? Table of Contents What is inbound marketing?

Paid Content 77

Paid Content Inbound Account Based Marketing Marketing 77

Emissary

SEPTEMBER 27, 2021

Quarterly Business Reviews (QBRs) have been a mainstay for key account management for some time. It goes something like this: The customer success manager (CSM) grabs usage data from the analytics team. Here are six indicators that your QBRs could use a refresh: 1. Use account plans to align QBRs to meaningful milestones.

Exercises 245

Exercises Demand Generation Agencies How To ROI 245

Autoklose

FEBRUARY 26, 2024

Sales is challenging. Having proven rules to follow adds to predictability, which is of paramount importance to every high-performance sales development team. For things to run like a well-oiled machine, your SDRs have to feed your account managers with a steady flow of high-quality meetings and demos. Table of Content 1.

Hiring 98

Hiring Top of Funnel Scale Campaigns 98

The Spiff Blog

NOVEMBER 17, 2023

As an incentive compensation manager, you hold a critical role that keeps your organization running. In this day and age, no one doubts the importance of sales compensation when it comes to driving growth for a business. What does an incentive compensation manager do? Then there’s the technology conundrum.

Incentives 81

Incentives Incentive Compensation Commission 81

Zoominfo

MAY 13, 2018

It’s common knowledge that working in sales is hard. Yet—what most people don’t understand is the extent to which sales pressure can negatively impact an organization. In today’s post we explain the effects of sales pressure and provide ways to mitigate this stress productively. So, how common is workplace stress?

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Nutshell

MAY 26, 2023

Every business has a sales pipeline. What’s a sales pipeline? But while every business has a sales pipeline, not every business makes a point of tracking or managing it—something you should definitely do. But you might not be sure how to manage a sales pipeline for a professional services company.

Pipeline 62

Pipeline Lead Rank Lead Scoring Company 62

Nutshell

APRIL 5, 2021

If you’re looking to master the ins and outs of digital marketing, it’s in your best interest to add these to your repertoire, your resume, and most importantly, your brain. Skip ahead: Blogging. Project management. Rather, the sales and marketing teams work together towards a unified goal. Writing marketing copy.

Marketing 104

Marketing Top of Funnel Sales Qualified Lead Google Analytics 104

The Spiff Blog

JUNE 20, 2023

But, mathematical skills and role-specific expertise are just a piece of the puzzle– success in finance or accounting also requires a number of equally important soft skills. If you want to get ahead in your career, these are the attributes you should actively work on improving. Keep reading!

Account 90

Account Commission Hiring Compensation 90

Zoominfo

FEBRUARY 28, 2018

Technological advancements have the ability to transform any industry or job function overnight—including B2B sales. Today’s blog post breaks down some of the most impactful technological developments B2B selling has seen in the last few years. Here are five important ways technology has permanently changed B2B selling.

B2B 225

B2B Social Media CRM Social Selling 225

The Spiff Blog

JULY 20, 2023

Most organizations recognize that their sales commission process isn’t perfect. Managing compensation is a complex undertaking, one in which the smallest error can create a domino effect of administrative labor and protracted troubleshooting. You focus on tedious but incredibly detail-oriented manual tasks.

Commission 80

Commission Compensation Scale Report 80

Hubspot Sales

MAY 30, 2023

Like all disruption, generative AI in sales has the potential to completely change the way things are done. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales. In this post, we’ll share the state of generative AI in sales today with three use cases for AI in sales.

Lead Rank 99

Lead Rank Hubspot Microsoft Lead Scoring 99

The Spiff Blog

SEPTEMBER 14, 2023

While it’s too soon to fully understand the long-term impact of AI on the business world and society at large, one thing’s for certain: nearly every technology-driven organization will be using some form of AI in the near-future. Already, 77% of businesses are currently using or exploring the use of AI ( source ).

Commission 84

Commission Account Compensation Face-to-face 84

Zoominfo

APRIL 3, 2018

Discord between marketing and sales departments is an age-old story. The marketing team gets annoyed at the sales team for failing to follow up on leads and in return, the sales team is annoyed with the marketing team for generating low-quality leads in the first place. 5 Ways to Facilitate Better Marketing and Sales Alignment.

Marketing Qualified Lead 223

Marketing Qualified Lead Lead Rank Sales Qualified Lead Marketing 223

Zoominfo

OCTOBER 10, 2019

In today’s blog post we take a look at the current state of marketing attribution, and the latest marketing attribution trends you should be aware of. Marketing attribution refers to a system used to determine how each touchpoint in a customer’s journey contributes to an eventual conversion. use last-click attribution.

Trends 160

Trends B2B Marketing Channels 160

The Spiff Blog

JUNE 29, 2023

Managing sales compensation is both a highly complex and highly consequential responsibility. The design and execution of a sales compensation program directly influences the performance and morale of a sales organization, as well as the overall financial success of a company at large.

Compensation 72

Compensation Commission Hiring Salary 72

Nutshell

FEBRUARY 28, 2023

Your customer relationship management (CRM) software can be the most powerful tool in your business’s toolbox. It can help you organize your customer information, speed up your sales process, and close more deals, ultimately helping you earn more revenue and grow your business.

CRM 71

CRM Face-to-face How To Report 71

Zoominfo

AUGUST 5, 2021

Among many takeaways — about sales enablement , forecasting , hiring , and more — one thing was certain: Sales has changed a lot since the pandemic began. We’re seeing more meetings per closed-win and more buyer-side focus on how a product will immediately provide ROI. Knowledge is the foundation of all sales enablement.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

PandaDoc

FEBRUARY 23, 2024

Leads, opportunities, sales: That’s the natural sequence of the sales process, right? Below, we’ll discuss the impact that a robust opportunity management process can have on your bottom line. Below, we’ll discuss the impact that a robust opportunity management process can have on your bottom line.

Opportunity 52

Opportunity Sales Qualified Lead How To Proposal 52

Apptivo

APRIL 8, 2022

Lead generation is important for businesses today, as it can result in sales and increase the revenue of your business. Acquiring leads is one of the important objectives for any business. What is to be understood is if your prospects are not willing to buy what you sell, then eventually there will be a drop in sales.

Paid Content 98

Paid Content Lead Generation Lead Rank Lead Scoring 98

Zoominfo

JUNE 20, 2018

What’s more, only 9% have and use the tools they need ( source ). The bottom line is: Marketing tech can make a big impact on marketing performance– but only if we know when and how to use it. Today, we break down the most important categories of marketing tech. 1. Market Intelligence. Advertising.

Marketing 170

Marketing Social Media Advertising Advertising 170

Mindtickle

JANUARY 25, 2024

Any organization aiming to grow revenue must make sales engagement a priority. When buyers are engaged, they’re more likely to advance through the sales funnel – and make a purchase. In order to engage buyers, sales reps must deliver the right information at the right time. The right sales collateral is essential.

Collateral 59

Collateral Top of Funnel Closing Buyer Persona 59

Hubspot Sales

APRIL 5, 2023

There are many things to consider if you are interested in starting your career in sales. You’ll also need a thorough knowledge of sales trends and stats to succeed. With a modest, go-get-'em attitude, you can learn the stats you need to know to anticipate what a career in sales has in store for you.

Ideal Customer Profile 111

Ideal Customer Profile Salary Hiring Lead Rank 111

The Spiff Blog

OCTOBER 19, 2023

Believe it or not, the new year is right around the corner– and that means it’s time to plan your sales compensation strategy for 2024. But, in this era of constantly shifting market conditions, it can be difficult to know what changes will best set your sales organization on the path towards success. Don’t worry, we’re here to help!

Compensation 83

Compensation Incentives Incentive Commission 83

The Spiff Blog

DECEMBER 14, 2023

In other words, knowing how to sell to the CFO is essential if you want to hit your sales quota. This first tip might sound obvious, but it’s important to note that selling to a CFO requires more targeted and in-depth research than you may be accustomed to in your traditional sales preparation. Lead with cost benefits.

Decision Maker 75

Decision Maker Sales Forecasts Forecasting Compensation 75

Partners in Excellence

AUGUST 4, 2021

My friend, Orrin Broberg, wrote a great post: 5 Critical Sales Enablement Mistakes To Avoid. His first point was stunning in it’s simplicity, we fail to give sales people what they need. It’s a critical issue, we have to understand, at a deep level, what sales people need to perform at the highest levels possible.

Sales Enablement 125

Sales Enablement Coaching Policies Tools 125

Mindtickle

APRIL 18, 2024

Building relationships is essential in sales. Modern sales reps leverage many different techniques to build rapport. Sales mirroring is one that’s especially common and effective. In fact, research shows that sales mirroring can increase sales reps’ closing rates by 17%. What is sales mirroring?

How To 52

How To Buyer Revenue Prospecting 52

Autoklose

FEBRUARY 12, 2024

The first thing you should get right is capturing their attention and intriguing them enough to click on your email. Catch Their Attention With the Right Subject Line Networking subject lines Sales/Offers Job seeking 2. Mentioned a Shared Similarity or Commonality 5. Mentioned a Shared Similarity or Commonality 5.

How To 52

How To Networking Follow-up Call-back 52

Nutshell

MARCH 1, 2023

Odds are, you’ve heard of plenty of marketing different tools you can use for your business. But one of the most important tools to use in your business is a customer relationship management (CRM) platform. But why is that useful? What are some of the key benefits of using CRM software?

Software 62

Software Software Benefit CRM 62

The Spiff Blog

AUGUST 22, 2023

After all, RevOps teams play an active role in supporting every function that drives revenue growth, from sales to marketing to finance to customer success. Whether you’re feeling that pressure right now, or simply want to prepare for future down swings, today’s blog post is for you. Audit your tech stack.

Strategy 74

Strategy Compensation Commission ROI 74

Nutshell

FEBRUARY 14, 2023

In today’s competitive market, running a business—whether a small one or an enterprise—requires customer relationship management (CRM) software. Because CRMs can improve your business’s conversion rates by 300% , it’s a good idea to use one to grow your small business.

Small Business 62

Small Business Small Business CRM Tools 62