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!

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Compensation Incentives Incentive Commission 83

Allbound

NOVEMBER 12, 2019

Even for the most channel-centric companies, partner conflict is inevitable. Conflict can occur for various reasons such as pricing, poor communication, or even deals poached by the direct sales team. To increase channel sales, it’s vital to keep your product top of mind with your partners. Let’s face it.

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Channels Face-to-face Collateral Software 52

No More Cold Calling

AUGUST 1, 2019

You won’t pitch, you’ll share best practices, and you’ll follow up. It’s also the ultimate sales advantage. Sales has always gotten a bad rap, but it’s gotten much worse as sales channels have evolved. The problem is with typical sales metrics. Forget about incentives. We all know why.

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Referrals System Cold Calling Social Media 289

Act!

DECEMBER 19, 2023

A strong referral network helps fill your sales pipeline with high-quality leads in your target market who are interested in purchasing from you. It can also help you close sales faster and build a loyal customer base. If you’re wondering how to gain referrals and grow your business, follow the steps below. For instance, Act!

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Referrals Networking Ideal Customer Profile Sales Qualified Lead 52

SBI Growth

NOVEMBER 15, 2013

If you are like most CMOs, here’s the problem: You’re way ahead of Sales. The competencies required by Sales for Marketing to be successful are just not there. Does the CSO/VP of Sales even understand how Marketing works? Something needs to change for sales to benefit from your marketing programs. Sales people are simple.

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Sales Qualified Lead Ideal Customer Profile Referrals Incentives 312

The ROI Guy

FEBRUARY 8, 2017

Rightly or wrongly, a growing number of companies perceive direct sales as ever more expensive. As a result, many companies are looking to channel partners as a more efficient revenue source. A survey reveals that the majority of B2B firms are now generating 60% of their revenue through indirect channels (The 2112 Group).

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Channels ROI Sales Goal Microsoft 53

Zoominfo

MARCH 6, 2019

There are more answers to that question than ever before, thanks to the variety of tools and channels at a modern marketer’s disposal. A comprehensive referral marketing program treats referrals like any other marketing channel— which means it includes strategic preparation, targeted decision-making, analysis, and iteration.

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Referrals Marketing Incentives Incentive 130

SalesLoft

OCTOBER 26, 2023

Customer engagement strategies, like loyalty programs, can help develop relationships as they’re deployed through various channels, such as social media or email marketing campaigns. Use Sales Cadence & Automation and customer data to scale and personalize every touchpoint. Are they active on social media?

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Scale Customer Loyalty Social Media 52

Act!

APRIL 16, 2024

Did you know that by 2025, 80 percent of B2B sale s interactions between buyers and sellers are predicted to happen virtually? That’s how fast the remote sales landscape is evolving. Virtual sales teams allow organizations to optimize costs, hire the best sales talent worldwide, and engage with prospects in different time zones.

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PandaDoc

OCTOBER 30, 2023

Gamification took the sales industry by storm in the latter half of the previous decade — and with good reason. Research has shown that there are huge benefits to gamifying your sales process, including better worker productivity and retention when it comes to learning new things. Let’s jump in!

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Sales Process Incentives Incentive Hiring 52

Highspot

FEBRUARY 25, 2024

Sales operations teams frequently encounter hurdles such as juggling too many tasks, outdated procedures, insufficient data management, and communication breakdowns. When sales performance starts slipping, it’s a call to action for a sales operations strategy makeover. As a result, data silos emerge.

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Sales Operations Forecasting Incentives Incentive 52

Zoominfo

SEPTEMBER 22, 2023

At its core, intent data helps marketing and sales teams identify the companies and individuals most likely to make a purchase, especially in the near future. The more up-to-date information you can see on your future customers, the better equipped you’ll be throughout the entire sales process, which is why we focus on real-time intent.

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Intent Data Buyer Intent Intent Data 130

Nutshell

MARCH 19, 2024

As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. Table of Contents What is sales productivity? What is sales productivity?

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How To Sales Qualified Lead CRM Face-to-face 71

Miller Heiman Group

MAY 12, 2020

Two out of three sales reps are more concerned about their paycheck than catching the coronavirus, according to a recent survey that we conducted. Survey the sales landscape in your organization. What’s happening with various accounts and in your sales funnel? Set Up an Incentive Compensation Relief Committee.

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Compensation Quota Incentives Incentive 75

SBI Growth

JANUARY 10, 2013

This post helps CEO’s determine where to spend money on sales to make the number. Common questions we hear from CEOs regarding sales investments include: Do we have enough feet on the street? Start by defining the current state of your sales organization. Maybe you’ve tried hiring more sales heads in the past.

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Hubspot Sales

FEBRUARY 14, 2024

The last thing you want from a sales email is sleazy, spammy… or even sales-y copy. That might sound counterintuitive, but I interviewed Yuval Ackerman , email strategist, who shared her top tips for writing sales email marketing that don’t give you the ick! Gaudio’s sales emails receive: 36.3% click-through.

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Data Segment Email Marketing Webinar Metrics 95

Alice Heiman

SEPTEMBER 2, 2021

On this episode of the Sales Talk for CEOs Podcast, Alice speaks with Ganesh Shankar, CEO at RFPIO Inc. After relying on workaround solutions for RFPs, Ganesh decided to build the solution to this confusing yet essential aspect of sales. And as a part of that, he wanted to ensure he was directing sales profitability with transparency.

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Lead Rank Lead Scoring Incentives Incentive 80

SBI Growth

NOVEMBER 30, 2013

How should the top sales leader in the company utilize this limited time? Download the SBI Sales SVP New Year’s Guide here. Let’s look at several ways sales leaders misallocate their year-end days. These competencies correlate to sales success. I know one sales VP who took minimal vacation around the holidays.

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Policies Incentives Incentive Channels 303

Pipeline

MARCH 12, 2024

From making the first contact to nurturing a lead, sales prospecting is a delicate art. The method your sales reps use to contact the leads affects your bottom line and customer relationships significantly. After all, 43% of buyers think impression matters , and you get only one chance to make a memorable first sales impression.

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Cold Calling Prospecting Buyer Persona How To 52

Zoominfo

SEPTEMBER 1, 2019

Invest in Multi-Channel Customer Service. Today’s customers interact with brands through a variety of channels, and they expect high-quality service on each one. Their sales reps get super hands-on with prospects during the buying journey — they provide demos, answer questions, ask for feedback, etc. But times have changed.

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Loyalty Customer Incentives Incentive 130

Smooth Sale

MARCH 21, 2024

For example, you may have begun posting online to be active with social media, YouTube, or another platform and found that a following naturally gravitated towards you. One of the more popular niches lately is make-up tutorials, which can also be considered a creative endeavor. You can offer tips and tricks on all kinds of subjects.

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Act!

APRIL 29, 2024

Regardless of the industry or scale of an organization, an effective team will exhibit the following characteristics: Shared values: The entire team is aligned toward predefined values, objectives, and expectations. Follow these steps to get started. And they do it without feeling burdened or burnt out.

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Handbook Small Business Small Business Face-to-face 52

Hubspot Sales

MAY 18, 2018

Sales Goals. Monthly sales goals. Below, find out how to set sales goals on an individual and team level. How to Set Sales Goals. Calculate your monthly sales goal. If you’re setting personal or team goals, they should align with annual sales goals. The incentive for your reps to meet their quota?

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Sales Goal Incentives Incentive Quota 145

Vengreso

FEBRUARY 10, 2022

With so many channels available for sales reps to connect, engage, and nurture relationships with potential buyers, getting sales referrals has become even more critical than before to book more sales appointments and grow the sales pipeline. Not all sales or customer referrals are made equal.

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Referrals Strategy Buyer Persona LinkedIn 78

Vengreso

FEBRUARY 10, 2022

With so many channels available for sales reps to connect, engage, and nurture relationships with potential buyers, getting sales referrals has become even more critical than before to book more sales appointments and grow the sales pipeline. Not all sales or customer referrals are made equal.

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Referrals Strategy Buyer Persona LinkedIn 78

The Spiff Blog

APRIL 27, 2023

After 90 days, the call center found that employees who made referrals typically didn’t remember that they were owed a bonus and most didn’t even notice when it showed up in their paycheck. When there is no ambiguity as to how an employee is paid, it promotes a sense of fairness and equity within the sales organization.

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Motivation Hiring Compensation Incentives 75

No More Cold Calling

SEPTEMBER 21, 2017

Women in sales have everything they need to succeed. It’s sneakier than gender discrimination or racial prejudice of old, but just as damaging for careers, relationship-building opportunities, and account based sales teams. The first is Sue, a successful field sales manager in a tech company. Comments were prolific.

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Cold Calling Loyalty Account Intent 266

Cience

NOVEMBER 6, 2019

His most recent book is Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling (Harvard Business Review Press), which was cited as, “the best sales book of the year” ( Strategy + Business ), “a must read” ( Gartner Group) , and “perhaps the best sales book ever” ( Forbes ). Answer: Yes.

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Channels Marketing Retail How To 42

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. If you’re looking for a specific insight, you can skip ahead to these sections: The Top Sales Trends.

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Trends Report Data Strategy 87

Sales Hacker

SEPTEMBER 24, 2022

Building a sales funnel that aligns with your business goals is essential. 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. What is a sales funnel? And then there’s the sales funnel. The 4 stages of a sales funnel.

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Paid Content Top of Funnel Funnel Ideal Customer Profile 119

No More Cold Calling

FEBRUARY 4, 2016

B2C incentives work like magic. We line up when stores offer limited supplies of “whatever.” ” We grab every coupon and sales ad we can find, use Groupon for deep discounts on special events and luxury services, and take advantage of “refer a friend” offers any chance we get. .”

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Referrals Incentives Incentive Discount 120

Nutshell

NOVEMBER 9, 2018

It’s a tale as old as time: Your sales team isn’t meeting its goals. We’ve compiled six of the best strategies for improving sales rep performance based on real-world research and case studies so you can get back to hitting your benchmarks in no time: 1. The same can be said of fixing an underperforming sales team. As “Mr.

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Lead Rank Sales Qualified Lead Lead Scoring Follow-up 94

Highspot

MAY 3, 2024

Imagine that only 28% of your sales reps expect to hit quota. As a sales leader, you’d probably scoff at this. But according to Salesforce, this is the reality for many businesses, and the pressure to hit revenue targets has companies looking to improve sales processes to boost performance. What is Revenue Enablement?

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Revenue Face-to-face Hiring Sales Enablement 93

Apptivo

MAY 31, 2023

What is a sales funnel? Why is a sales funnel important? Sales funnel stages: understanding the customer journey 4. How to build an effective sales funnel for more sales? Optimizing and managing your sales funnel 6. Prepare for an energizing journey that will boost business’s sales efforts.

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Paid Content Top of Funnel Funnel Social Media 52

The Sales Developers

DECEMBER 6, 2019

Sales teams have everything needed for outbound prospecting activities. big databases, low cost researchers, in-house manual scraping) and tools that make sales activities more efficient than ever. There are more vendors in sales acceleration every day and ever expanding budgets fueled by venture capital and other forces.

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Top of Funnel Funnel Outsourcing Services Outbound 81

Sales and Marketing Management

JANUARY 20, 2018

Author: Kostas Chiotis Picture this: your company wants to boost its sales with an incentive program. Here’s the thing: in this ever-changing digital landscape, marketing and communication channels can work together like peanut butter and jelly. What do you do? You Can Set Clear Guidelines for Media Outreach.

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Guidelines Media Channels Google 189

Zoominfo

SEPTEMBER 26, 2018

To build a strong employer brand, you must craft a comprehensive, multi-channel content strategy to engage your target candidates. For this reason, we recommend that you offer incentives to employees who recommend new hires, share content, and promote branded information. Leverage social media. Test and measure your employer brand.

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