The Spiff Blog

SEPTEMBER 1, 2022

Although, commission structures vary dramatically across industries and companies ( source ). Door-to-door Sales Workers, News and Street Vendors, and Related Workers: $26,430. Nearly 60% of companies say that quotas are set as a collaborative effort between the CEO with input from senior management ( source ).

Compensation 81

Compensation Salary Incentives Incentive 81

Sales and Marketing Management

FEBRUARY 8, 2021

No B2B buyer wants to hear that from a vendor when they place an order the old-fashioned way, by phone. However, according to the Episerver report, 54% of B2B companies are letting one obstacle keep them from selling online?—?potential Customers searching the web are usually looking for a product type, not a specific company.

Outsourcing Services 156

Outsourcing Services Channels B2B Incentives 156

Distribution Pricing Journal

DECEMBER 28, 2023

Read more > > Elevate Your Rebate Game with Technology : Rebates and incentives play a vital role in fostering relationships among customers, sales teams, vendors, and various trading partners. SPAs are a common vendor program that provide a special framework for offering exclusive pricing and incentives to strategic customers.

Journal 52

Journal Distribution Incentives Incentive 52

Act!

DECEMBER 19, 2023

Different types of referral networks The goal of a referral network is to bring in new clients by encouraging your current clients , employees, vendors, and other partners to spread the word. Offer compelling incentives Typically, you’ll have to offer some kind of incentive in exchange for successful referrals.

Referrals 52

Referrals Networking Ideal Customer Profile Sales Qualified Lead 52

Selling Essentials RapidLearning Center

OCTOBER 24, 2023

Experts say trying to create a program in-house will run up against employee suspicions about discussing their finances with the company. Using a third-party vendor alleviates this potential problem. Others provide non-cash incentives like gift cards, electronic tablets or vacations. Will you pay people to enroll?

Retention 52

Retention Training Incentives Incentive 52

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. Company: Palo Alto Networks. Palo Alto Networks is a network and enterprise security company helping their customers prevent security breaches. Who: Padmaja Chavali.

Compensation 49

Compensation Incentives Incentive Networking 49

Xactly

AUGUST 6, 2018

When I founded Xactly more than 13 years ago , I was on a mission to completely transform the world of incentive compensation. I knew that to accomplish all of this I would need to build a new kind of company, one with employees who were engaged, passionate, and dedicated to customer focus and excellence. Watch Webinar. Watch Webinar.

Company 42

Company Automotive Incentives Incentive 42

SBI Growth

SEPTEMBER 21, 2012

The trend in business is that more companies are going to RFP, and this won’t be changing anytime soon. Take note – an RFP is not a mechanism for vendor selection. What An RFP really Is: A mechanism for vendor de -selection. What An RFP is Not : A mechanism for vendor selection. Are you seeing more projects go to RFP?

Strategy 282

Strategy Vendor How To Proposal 282

The Spiff Blog

MARCH 21, 2023

The company was a pioneer in Internet-delivered software as a service, or SaaS. We believe Salesforce realizes that its software isn’t ideal for handling incentive compensation systems. In the past they have invested in and partnered with other companies that focus on commissions.

Commission 74

Commission SalesForce Siebel Software 74

Pointclear

OCTOBER 21, 2017

That certainly does not incent list owners to make investments in list cleansing. Finally, vendors simply get away with selling sub-optimal lists. It was a relatively expensive list and the vendor guaranteed 100% deliverability. Some companies had moved and some were just, well, bad. The client said no.

Direct Mail 124

Direct Mail Vendor Incentives Incentive 124

The Spiff Blog

MARCH 8, 2023

In the clip, the vendor accidentally shares the wrong screen– exposing an internal group chat making crude comments about Sharpe’s appearance. These same companies were less likely to have employee turnover rates ( source ). The clip shows her, not in her typical role as a seller, but as a buyer evaluating a piece of software.

Face-to-face 76

Face-to-face Incentives Incentive Commission 76

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

Partners in Excellence

MAY 10, 2021

Whether it’s convincing our customers to change vendors or products, helping them address a new opportunity, helping them solve a problem, helping them grow and improve their performance—it’s all about change. Imagine the opportunity from companies that have already committed to a change–but fail to navigate it.

Vendor 127

Vendor Incentives Incentive Opportunity 127

Women Sales Pros

JULY 27, 2018

Incentives: Non-monetary incentives are the better choice here, tied directly to your product or service (ex: priority support, added features, etc.). Asking Promoter clients (NPS score: 9 or 10) for referrals is given, yet shockingly few companies proactively add this method to their sales process.

Sales Qualified Lead 93

Sales Qualified Lead Lead Rank Lead Scoring Referrals 93

SBI Growth

SEPTEMBER 6, 2012

This post is about a CEO of a $450M company who focused on winning large deals to double revenues in a flat market. Our margin increases were coming from cost cuts and vendor renegotiations rather than increased sales.”. When defining a key target account list for your company, you have to know what the customer wants.

Hiring 297

Hiring Penetration Demand Generation Targets Incentives 297

Pointclear

MARCH 29, 2017

That certainly does not incent list owners to make investments in list cleansing. Finally, vendors simply get away with selling sub-optimal lists. It was a relatively expensive list and the vendor guaranteed 100% deliverability. Some companies had moved and some were just, well, bad. The client said no.

Direct Mail 100

Direct Mail Vendor Incentives Incentive 100

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 Hacker

SEPTEMBER 22, 2023

Offering too many features on the free plan can reduce the incentive for users to upgrade, so monitoring data usage and adjusting limitations can help create a value gap that encourages users to upgrade. Let’s hear from two experienced go-to-market leaders who have “been there done that” at some of the best PLG companies in SaaS.

Enterprise 89

Enterprise Enterprise Scale Lead Rank 89

The Bridge Group

MARCH 9, 2018

Search for “account-based technology” on Google, and before you know it, targeted display ads will fill your browser, vendor branded socks will arrive in your mailbox, and dozens of new SDR cadences will flood your inbox. They were able to identify lookalike companies and map them against this framework. Lessons Learned.

Top of Funnel 45

Top of Funnel Account Demand Generation Targets Sales Qualified Lead 45

Hubspot Sales

MARCH 5, 2018

I started my business in 1986 by calling every company I could in the Blue Book. 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. Offer incentives. There’s no sugarcoating this: It sucked.

Referrals 110

Referrals Ideal Customer Profile How To Cold Calling 110

Hubspot Sales

APRIL 24, 2019

Did you know 43% of workers would be willing to leave their companies for a 10% salary increase ? Imagine if almost half of your sales team left the company because of a poorly designed compensation plan. Will additional bonuses or incentives be a part of the compensation plan? The results wouldn't be pretty. Documentation.

Commission 127

Commission Salary Compensation Territories 127

OpenSymmetry

MAY 23, 2016

While, incentive compensation administration is still a main piece, the broader SPM technology concept is expanding more holistically to include other key aspects which directly impacts how a sales team might perform, including talent development, sales enablement, and territory and quota management.

Territories 40

Territories Vendor Incentives Incentive 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. Growing Pains.

Incentives 93

Incentives Incentive Motivation Company 93

Sales Hacker

MARCH 29, 2021

They have shifted their buying process even further online, only talking to vendors after they have already conducted significant research. If you look at the 10 largest SaaS companies and the five leading cloud providers , for example, 14 out of the 15 have hundreds or thousands of technology and channel partners.

Revenue 101

Revenue How To Ideal Customer Profile Software 101

Openview

JANUARY 14, 2019

According to Gartner , “By 2020, all new entrants and 80% of historical vendors will offer subscription-based business models.” Clearly, the software as a service (SaaS) model is here to stay; most vendors that sell via the long-established model need to contemplate making the switch. So someone needs to manage the account actively.

Hiring 88

Hiring Lead Rank Face-to-face How To 88

The Spiff Blog

APRIL 7, 2022

Gone are the days when commission, bonuses, and incentive pay were accounted for as direct expenses. For SaaS companies, this is typically 3-5 years ( source ). Now, a lot of software is “customizable”, but it’s important to understand what exactly a company means when they describe themselves as such. Front loading: .

Commission 79

Commission Software Software Vendor 79

Igniting Sales Transformation

DECEMBER 1, 2019

Conservatively, it can cost $75,000+ for a 50-person sales team to attend your SKO plus the cost of other people in your company who attend too. Companies are literally burning cash on SKO activities that do not advance sales performance. The activity KPI’s we set today, which incent the wrong behavior? Then go deeper.

Meeting 130

Meeting Decision Maker Revelation ACT 130

SBI

JUNE 5, 2019

NANCY: HOW SHOULD COMPANIES DECIDE WHICH APPROACHES TO SALES TRANSFORMATION ARE RIGHT FOR THEM? By this, I mean things like if your KPIs or incentives are driving the wrong behavior, you need to adjust them. For us, it’s especially exciting when companies apply the same rigor to the outside world.

Account 135

Account Scale Ideal Customer Profile Intent Data 135

The Sales Developers

DECEMBER 6, 2019

There are more vendors in sales acceleration every day and ever expanding budgets fueled by venture capital and other forces. Every social profile was reviewed for title and current company. This requires having access to a data vendor or an internal team and in the next section we’ll go over how this works. Bad phone numbers.

Top of Funnel 81

Top of Funnel Funnel Outsourcing Services Outbound 81

OpenSymmetry

NOVEMBER 3, 2016

Having written compensation plans for plenty of Big Pharma and health companies, including Merck, Pfizer, Johnson & Johnson, St. Mylan’s Executive Compensation Structure – The Incentive Plan that Started It All. The principle demonstrated in this high profile case is that incentives undoubtedly drive behavior.

Incentives 40

Incentives Incentive Compensation Salary 40

Hubspot Sales

JUNE 24, 2019

It reduced the friction to implement software or move to a different vendor if one overpromised. By paying over time, software companies are incented to keep customers happy, rather than extract as much money upfront as possible. This was an epidemic in pre-SaaS software (and still happens, even in SaaS).

Scale 101

Scale Churn Motivation Commission 101

Sales Hacker

NOVEMBER 16, 2020

It’s still uncommon, but some companies use their CRM to gather more than just closed reasons. The leader of the CI program at a large enterprise technology vendor described to me their four-year journey to using CRM data, all sourced by reps. So can a creative incentive. Don’t be surprised if it’s 10% or even lower.

Outsourcing Services 101

Outsourcing Services Data Survey Analysis 101

Green Lead's B2B

JANUARY 25, 2011

There are so many demand gen vendors out there, and if you are a demand gen professional in sales or marketing, we've probably called you. Outsourcing some or all of your appointment setting or lead generation activity to a third party vendor is a task that shouldn't be undertaken by responding to one cold call. Pay for performance?

Outsourcing Services 36

Outsourcing Services Lead Gen Vendor Lead Rank 36

Janek Performance Group

MARCH 12, 2024

Many companies tend to underestimate the importance of guidance, training, and support for their new hires, and that tends to be detrimental. If they’re an amazing candidate in every other respect, at least take the time to uncover the reasons for the short-lived positions with other companies. Avoid bringing bad hires on board.

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

The Spiff Blog

FEBRUARY 24, 2023

Do your due diligence and research each prospect’s company and potential pain points ahead of time. I understand your concern, we know there isn’t a lot of budget to spare right now, but companies like yours have found that using this product has saved them 30 hours of work a month. Let’s look at another example. “I

Objections 80

Objections Hiring Face-to-face Buyer Persona 80

Hubspot Sales

JANUARY 16, 2020

Introducing specific people with different skills and expertise from your company into your sales cycle might be the solution for maintaining momentum in the ever growing complexity in today’s sales cycles. However, anyone from your company can be a part of this process. Enter: team selling. Why You Should Try Team Selling.

Sports 96

Sports Scale Up-Sell Follow-up 96

HeavyHitter Sales

MARCH 22, 2012

I’ve had the privilege of conducting “Win/Loss/No Decision Sales Cycle Analysis Studies” for leading companies including IBM, EMC, ATT, Acxiom, and PayPal. As the customer, you are going to meet with multiple vendors, watch their presentations, and read their marketing collateral. Given that, how will you behave with each vendor?

Analysis 146

Analysis Acxiom Face-to-face Revelation 146