The Spiff Blog

SEPTEMBER 22, 2022

The signs of a downturn are recognizable– business slows, closing deals becomes more difficult, and analysts everywhere keep close tabs on market conditions. After our conversation with the Alexander Group, we came away with an action item. Recommended reading: The Definitive Guide to Recession-Proofing Your Sales Team.

Groups 67

Groups Conversion Commission Lead Rank 67

The Spiff Blog

SEPTEMBER 7, 2023

These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement. Incentive alignment : Shared goals enable the design of incentive structures that motivate sales reps while aligning with the broader success of the organization.

Incentives 83

Incentives Incentive Scale Compensation 83

Highspot

OCTOBER 11, 2023

It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals. Incentives and Recognition Reward top performers with appropriate incentives and recognition. Communication Foster open and transparent communication within the team.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

PandaDoc

OCTOBER 30, 2023

Employee engagement increases when the incentives are worth the effort required to do well. Manage your sales activities twice as fast Increase your close rate by 36% wuth PandaDoc. When you’re pushing team members to close deals and hit big numbers, that motivation matters.

Sales Process 52

Sales Process Incentives Incentive Hiring 52

Crunchbase

NOVEMBER 9, 2021

Lead generation is pointless if it doesn’t result in a prospect and a conversion. Before we dive into how to drive conversions, let’s first unpack the difference between a lead and a prospect, and how to turn one into the other. Close more. Does it need your software (is it already working with a competitor)? Close more.

Sales Qualified Lead 111

Sales Qualified Lead Lead Rank Lead Scoring Prospecting 111

Nutshell

MARCH 19, 2024

An improvement in productivity translates to more deals closed and more revenue for your business, which means productivity directly impacts your bottom line. The result is that sales reps spend more time doing administrative-type work when conversing with customers and less time managing leads and pipelines.

How To 71

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

Sales and Marketing Management

OCTOBER 15, 2020

Author: Paul Nolan On the first Friday in March this year, Jeb Ory led an employee appreciation celebration at the Arlington, Virginia, headquarters of Phone2Action, a provider of advocacy software that enables organizations to create grassroots marketing campaigns. Companies are also using Tango cards as incentives to complete training.

Incentives 227

Incentives Incentive Face-to-face Survey 227

PandaDoc

MAY 15, 2024

Key takeaways: Lead nurturing boosts your conversion rate and builds lasting customer loyalty. The right lead nurturing software, platforms, and tools can make the job easier and more effective. Lead nurturing is guiding a lead (aka a potential customer) through your sales process to conversion and beyond.

Lead Nurturing 52

Lead Nurturing Sales Qualified Lead Lead Rank Examples 52

Troops

APRIL 18, 2018

18 ways to improve conversion from stage to stage. Software to visualize stages. Evaluation – A vendor trials or evaluates your software against competitors. Closed Won – An opportunity has made a purchase. You will be able to quickly identify gaps and bottlenecks in your process by measuring conversion drop offs.

Pipeline 48

Pipeline Maximizer Conversion Sales Qualified Lead 48

Hubspot Sales

JANUARY 19, 2018

Once the prospect has invested time in creating a deal plan, they have more incentive to move forward so their work doesn’t go to waste. In HubSpot’s case, I check for previous purchases of enterprise software. Not only does a deal plan remove this hesitation to act, it also helps accelerate the deal. This question is crucial.

Closing 138

Closing Tools Sales Cycle ACT 138

LeadFuze

DECEMBER 31, 2021

What Does Sales Closing Phrases Really Mean? The phrase “Always Be Closing” does not mean to be always closing the deal. What this means is that you need to be closing on the sale. But how do you actually close? The 12 Most Impactful Sales Closing Statements. How would you close a sale?

Closing 52

Closing Discount Banking Follow-up 52

Hubspot Sales

OCTOBER 2, 2019

For example, if a sales rep earns a 15% commission for each deal they close, and are projected to close $100,000 in sales for the quarter, then your finance team will anticipate an allocation of $15,000 in commission payroll for that rep. Having clear, visible goals and incentives builds well-rounded sales professionals.

SAP 127

SAP Oracle Compensation Territories 127

Zoominfo

MAY 9, 2022

Whether your sales team is one person or 100 people, there are limits to how efficient you can get without using modern software solutions. Brace Yourself We’ve got millions of verified B2B contacts — ready for you to close. Why Do You Need a Sales Engagement Platform? Are Sales Engagement Platforms Difficult to Use?

Scale 130

Scale Sales Automation Hiring ROI 130

Act!

APRIL 16, 2024

It’s difficult to find specialized remote sales professionals In conventional sales, you leverage both verbal and non-verbal communication to build trust with your prospects and close deals. allows you to see exactly how a prospect came into your sales funnel and what led to their conversion into a customer.

Strategy 52

Strategy Hiring Top of Funnel Face-to-face 52

Zoominfo

JULY 25, 2023

All of this culminates in time and money savings to boost your bottom line and more closed sales to boost revenue. Increase Conversion Rates Of course, the more spot-on your sales and marketing messaging and offers are, the higher your chances are of moving leads through the funnel and eventually converting them.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Xactly

NOVEMBER 15, 2018

In fact, the best way to ensure sales managers do their job well is by creating an incentive plan that drives the right behaviors. Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project. Annual Target Incentive. Pay Mix and Upside.

Compensation 87

Compensation Examples Sales Management Incentives 87

Vengreso

JUNE 6, 2023

We will explore various aspects such as developing a winning mindset, consistently prospecting for new opportunities, and engaging in meaningful conversations with potential clients. Engage in Meaningful Conversations As a Sales Strategy Build trust by being genuine and empathetic. Practice active listening techniques.

Hiring 90

Hiring Strategy Referrals Sales Qualified Lead 90

SBI

OCTOBER 23, 2017

Conversica @myconversica Conversica’s conversational AI automatically qualifies leads with human-like conversations to convert 30% more leads into opportunities. Salespeople spend more time closing business, not chasing leads. DF17 Exhibitors. CallidusCloud @Calliduscloud Their goal is simple—to help you make more money.

Vendor 140

Vendor Hoovers Lead Rank Sales Qualified Lead 140

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. The recent pandemic, however, has shown that even larger deals can close remotely (and buyers actually prefer it!).

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Hubspot Sales

JUNE 24, 2019

but when push comes to shove, vanilla sales teams are going to do whatever it takes to close a deal, then collect a check, and let other teams pick up the pieces later. This was an epidemic in pre-SaaS software (and still happens, even in SaaS). Think about this scenario: you have two reps who both closed $1M in revenue this year.

Scale 102

Scale Churn Motivation Commission 102

DiscoverOrg Sales

MAY 4, 2017

Join DiscoverOrg CEO Henry Shuck and Justin Withers, VP of Product Management and Marketing, for a conversation about what drives high-growth companies. Watch the video here, or read through the conversation below. Last year, our outbound calling team generated close to $10 million in net new business – just by going outbound.

Company 120

Company Conversion Outbound Video 120

Sales and Marketing Management

OCTOBER 21, 2019

Imagine how quickly a casual conversation at a networking event can become a meaningful lead when reps can pull up relevant content right on their phone. Through virtual attendance and recordings, sales teams can learn on their own schedule, without sacrificing critical time that could otherwise be dedicated to closing a deal.

Top of Funnel 136

Top of Funnel Hiring Commission SAP 136

Costello

OCTOBER 1, 2018

In our conversation with Amy, we discussed improving the sales process by seeing it through the eyes of the buyer. Amy also laid out the qualities that make a great sales professional, the best practices to consistently improve the sales process, and the importance of deferring to the buyer and letting them lead toward the close.

Conversion 40

Conversion Scale Buyer Software 40

Sales Hacker Training

MARCH 14, 2023

These solutions range from CRM tools to exit-intentlead capture to sales management tools to marketing software and beyond. Most B2B companies use some combination of sales development , demand generation, SEO , conversion rateoptimization, affiliate marketing and eCommerce to maximize their lead gen efforts. 1) Outreach.io

Lead Rank 52

Lead Rank Lead Scoring Lead Generation Sales Qualified Lead 52

The Spiff Blog

FEBRUARY 24, 2023

If you sell software to small businesses, you can anticipate and prepare for objections related to product complexity and pricing. By understanding the prospect’s perspective, sales reps can anticipate and address potential objections proactively, increasing the chances of closing each deal. Let’s look at an example.

Objections 80

Objections Hiring Face-to-face Buyer Persona 80

Xactly

SEPTEMBER 5, 2018

If you aren’t employing a solid MBO program , especially one that is automated, then your answer is probably close to never. Software Sales. As a result, you might see a traditional organizational goal for those in software sales stated as something like “Sell 1,000 units of new product.” We need to be doing more. Watch Webinar.

Examples 78

Examples Compensation Incentives Incentive 78

Pipeliner

NOVEMBER 27, 2019

For instance, if in the course of a sales call, you find out that the prospective member is interested in reducing pain in her body, then you can go on to talk to her about classes tailored towards that and avoid conversations about rigorous and complex training sessions. Prepare a Sales Script. Follow Up In a Timely Fashion.

Fashion 92

Fashion Follow-up Competition Incentives 92

Velocify

JUNE 28, 2017

Sales gamification software leverages game mechanics to incentivize rep performance. Buyer and company intelligence tools provide sales professionals the insight needed to get the conversation going. Predictive analytics software extracts patterns and trends from data sets using machine learning, data mining, and statistics.

Sales Technology 53

Sales Technology Top of Funnel Hiring Software 53

PandaDoc

AUGUST 25, 2019

Software-defined radio (SDR) technology empowers sales teams to drive communications forward. Start by allocating SDR expenses into three categories: fixed costs, additional expenses, and incentive costs. Software technology : Provide top-notch sales development solutions for your sales development representatives.

Hiring 53

Hiring Outbound Sales Qualified Lead Inbound 53

Crunchbase

MAY 19, 2023

When done right, it can help you close more deals and increase revenue. This kind of targeted approach enables you to focus your prospecting efforts on quality leads who align with your ideal customer — resulting in more qualified leads, relevant messaging, higher conversion rates and a better customer fit.

Ideal Customer Profile 59

Ideal Customer Profile Prospecting Lead Rank Lead Scoring 59

Nutshell

JANUARY 30, 2020

Although typically perceived as software for salespeople, CRMs are the secret sauce behind most successful marketing initiatives. A CRM is an integral piece of software for marketers and salespeople. Tracking conversations and activities. Skip Ahead: Newsletter distribution. Top-of-funnel metrics and adjustments. Segmentation.

Top of Funnel 155

Top of Funnel CRM Webinar Metrics Marketing 155

Nutshell

AUGUST 28, 2023

Your steps may vary based on your industry and how thorough your process needs to be to secure leads, but in general, you’ll want to have strategies for each of these moments in the sales funnel: Prospecting Qualifying Developing rapport Presenting solutions Handling objections Closing the sale Following up 1.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Apptivo

MARCH 9, 2023

Sales automation refers to the software, tools, and techniques that assist salespersons in eliminating time-consuming, manual, repetitive chores so they can concentrate on what they do best: close deals. 3 Ways sales automation can help your reps sell more! Automated follow-up Drip!

Sales Automation 64

Sales Automation Lead Rank Lead Scoring Campaigns 64

Xactly

JULY 5, 2018

As a part of a managerial role, sales managers need to split their time between sales coaching and closing business. For reference, here is a sample compensation plan of a Sales Manager role typically used for a Software as a Service company (learn more about the software sales commission plan, here ). Annual Target Incentive.

Compensation 69

Compensation Sales Management Examples Commission 69

Highspot

FEBRUARY 15, 2022

increase revenue by $1M) so that you can benchmark your performance, and have your tools and software set up to track your progress toward the goal (i.e. new deals closed, repeat purchases, and customer churn). Close More Deals. Individually, use sales best practices to close 3 deals each month by the time we start Q3.

Sales Goal 59

Sales Goal Examples Top of Funnel Churn 59

The Spiff Blog

AUGUST 11, 2022

Common examples include sales activity, earned commission, commission rate, closed sale, etc. Active sales reps will be able to point out the things you may have missed or close gaps in communication that you felt were otherwise clear. Leverage your change of commission letter to start a bigger conversation. Commission plan.

Commission 77

Commission Compensation Salary Remedy 77

PandaDoc

APRIL 20, 2022

They might comment, follow up on conversations, or provide advice that directly assists customers who fit their ideal customer profile. Because trust and authority are built over time, savvy social users focus on building relationships that eventually lead to a sales call and a closed deal. Teach yourself 3 deal-closing methods.

Outbound 98

Outbound Top of Funnel Strategy Ideal Customer Profile 98