The Spiff Blog

APRIL 27, 2023

Real World Examples of How to Motivate Employees During Tough Times Let’s look at an example of how motivation and reward go hand in hand. For example: Does your employee know that if they do x, they will get y? Of course, your reps know they’re supposed to be closing deals and generating pipeline.

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Motivation Hiring Compensation Incentives 75

Janek Performance Group

AUGUST 23, 2023

Of course, B2B selling is different. For example: How often do you hit your weekly, monthly, and quarterly goals? Prospect Theory A theory of behavioral economics and finance, this idea was developed by Daniel Kahneman and Amos Tversky in 1979. Simply put, prospect theory deals with the psychology of decision making.

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B2B Case Study Collateral ACT 62

Sales Hacker

OCTOBER 7, 2022

Related: How to Build Sales Compensation Plans for All Customer-Facing Roles – Templates and Examples. Sales compensation, of course, relies heavily on the sales planning process. Related: Top 8 Sales Incentives That Actually Motivate Your Team (Besides Cash).

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Compensation Conference Trends Incentives 77

Janek Performance Group

SEPTEMBER 13, 2023

Today, of course, with the internet and social media, there are countless websites for greater reach. Of course, that’s not to say asking is easy—and there’s much that can go wrong. For example, “We’ve been trying to get in with your contact, Walter, from Walter’s Widgets. With referrals, the benefits are clear.

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Referrals Networking Social Media Ideal Customer Profile 62

Janek Performance Group

JULY 12, 2022

For sales reps, it is a place to research prospects. Imagine if the new lead gen form only generates a dozen leads over the course of a year of which only one turns into a new client relationship. Align Incentive With Revenue Goal. Have you ever wondered about the purpose of having a LinkedIn company page? Create the lead form.

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LinkedIn Lead Gen Ideal Customer Profile Company 62

The Pipeline

FEBRUARY 6, 2018

No doubt there may be other incentives or ways to prime the pump, be that money or title; but for the most part, those have short-lived impacts, with minor if any lasting change. Being The Example. ” Answer: Of course you can. Walking To Run. Mindset is one of the critical variables. ” Answer: no.

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Coaching Lead Rank Incentives Incentive 247

Hubspot Sales

FEBRUARY 14, 2024

Here’s an example. Give a few slots every month or every quarter, and maybe an incentive like a gift card.” He drives the importance of focusing on the prospects' challenges/pain points. Focusing on pain points in your messaging is going to help you tap into the emotion of the prospect and increase reply rates,” Colgan says.

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Data Segment Email Marketing Webinar Metrics 95

The Spiff Blog

JANUARY 9, 2024

With 2023 in the rearview mirror, business leaders find themselves reflecting on their Q4 results and simultaneously charting the course for the forthcoming year. is crucial, of course, but accelerating the ramp-up process requires as much applicable, interactive training as possible. What does this mean for sales teams?

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Banking Hiring Churn Scale 84

Highspot

OCTOBER 11, 2023

Incentives and Recognition Reward top performers with appropriate incentives and recognition. Incentives, training, engagement, and process strategies are proven to work based on the motivation and urgency they drive upon sellers. Communication Foster open and transparent communication within the team.

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Sales Management Strategy Lead Rank Lead Scoring 59

Sales Hacker

SEPTEMBER 24, 2022

Each funnel stage defines your steps to turn prospective buyers into customers, even if they’ve never heard of your business before. 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. And then there’s the sales funnel.

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Paid Content Top of Funnel Funnel Ideal Customer Profile 119

Hubspot Sales

AUGUST 21, 2023

When it comes to sales prospecting , it's more important than ever that you write concise, effective communication. Even if you do get your prospect’s attention, you can’t expect them to read your long, fluffy emails filled with the buzzwords of the day when they have many other emails to open. Spend some time on the subject line.

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Case Study Proposal Lead Rank Follow-up 98

Sales and Marketing Management

AUGUST 20, 2020

The problem of split incentives. One challenge to increasing the focus on healthy commercial buildings is that of split incentives. the temperature, for example?—?can Of course, a work environment that is right for one enterprise may be wrong for another. Who will foot that bill?

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Real Estate Hiring Incentives Incentive 120

Nutshell

MARCH 19, 2024

Faster onboarding: After building more efficient and effective processes, you’ll have a fine-tuned prospecting, qualifying, and lead nurturing system that makes it easy for new recruits to get up to speed. Sales teams have adapted to this, spending far more time interacting with prospects and customers via online channels.

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

Salesmate

JUNE 4, 2021

For example, the way salespeople used to interact with customers has changed drastically over the past decade, thanks to the introduction of new calling methods and emails. One such practice is that of providing sales incentives to the salespeople. What are sales incentives? What are sales incentives? Split incentives .

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Incentives Incentive Compensation Motivation 105

Sales Hacker

APRIL 8, 2019

Of course, other considerations are important too. For example, an SDR may ask their manager how to become an AE. Typically, team goals are stretch goals with a juicy incentive tied to goal achievement. In addition to a Most Pipeline Generated challenge, for example, consider also running team-based challenges.

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Top of Funnel Incentives Incentive Hiring 106

PandaDoc

APRIL 18, 2023

At the same time, it’s a clear signal to other prospects looking to conduct business with you: 49% of clients use online reviews as a basis for decision-making, while 60% also deem them trustworthy. That being said, asking clients for a review can easily become an awkward prospect to pursue. Schedule a demo to learn more.

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Policies Incentives Incentive Travel 52

Crunchbase

FEBRUARY 16, 2021

Find prospects that match your ICP with Crunchbase Pro – try it free. Finding things that keep your reps motivated and accountable can be difficult — especially for leaders who watch their reps grow over the course of their career — but it is well worth the effort. Learn what your reps value.

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Competition Hiring Motivation Incentives 59

Janek Performance Group

JANUARY 3, 2023

Of course, much of this depends upon numbers. Also, like sellers with prospects, managers must relate to and connect with their team members. They lead by example in how they carry themselves. Of course, it’s one thing to acquire the skills needed to succeed. Of course, sales is a result-oriented profession.

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Coaching Hiring Sales Coaching Lead Rank 62

Pipeliner

DECEMBER 11, 2019

For months you’ve been trying to get a meeting with an exciting new prospect. You have your hero (the prospect or someone the prospect can closely identify with). Of course, you do — that’s the pain point you’re selling to. Reminder of big incentives for change. You’ve emailed. You’ve chatted on the phone.

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Meeting Ideal Customer Profile How To Sales Qualified Lead 95

Crunchbase

JUNE 28, 2021

Set aside time for bi-weekly or monthly teleconference meetings where sales reps can converge to discuss their course, what they’ve learned, and how that knowledge aligns with company goals. Sales prospecting tools: Tools like Crunchbase will help your sales reps to identify valuable leads that are more likely to become paying customers.

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Webinar Metrics Training Strategy Software 111

LeadFuze

AUGUST 13, 2021

Before we get go too far, we thought it would be helpful for you to grab this example sales rep hiring template (no email required!). This may even require a move or two over the course of your working life. Bad Example: Hawaii on the other hand—not so much. The sales industry can be finicky. 2 Average Salary (Not Sales).

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Salary Hiring Transportation Negotiation 98

Nutshell

AUGUST 28, 2023

A sales process is a set of repeatable steps that your sales team takes to convert prospects into customers. Prospecting Also known as lead generation, prospecting involves identifying potential buyers to add to the top of your sales funnel. It is best practice to target your ideal buyer persona throughout prospecting efforts.

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Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Hubspot Sales

MAY 9, 2022

That way, you can set them on the right course and provide a solid basis for identifying where lapses in understanding might stem from if they occur. Compensation is the most fundamental, powerful incentive for reps to perform. And that handful of examples is barely scraping the surface of the technology at your disposal.

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Lead Rank Sales Qualified Lead Lead Scoring Leads 106

Hubspot Sales

JULY 25, 2023

87% of sales professionals say that AI tools assisting with writing sales content or prospect outreach messages are effective. What we like : AI prospecting tools can help salespeople move past their own roadblocks with written communication and easily generate personalized messages. 16% of sales professionals use AI for research.

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Top of Funnel Forecasting Sales Qualified Lead Lead Rank 86

LeadFuze

AUGUST 18, 2021

Are you leveraging sales voicemail as part of your prospecting process? What if I were to tell you that no matter how great a salesperson you are, the majority of prospects aren’t going to call you back? Take advantage of that short time you have to connect with your prospect. 3 Offer a clear value incentive.

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Closing Call-back Decision Maker Incentives 98

Hubspot Sales

JANUARY 9, 2018

For example, HubSpot salespeople might primarily sell marketing software to CMOs and sales software to sales directors. For example, you might set a total target of $10 million in annual recurring revenue (ARR). Of course, you’ll probably have more than one goal. Identify 100 potential prospects and assign tiger team to each.

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Buyer Persona Referrals How To Commission 145

MTD Sales Training

DECEMBER 3, 2014

One of my trainers had an interesting conversation with a salesperson on a recent course. Use your marketing people to design and run focus groups of prospects and current customers, enabling you to get explicit feedback from people whose opinions count. A small incentive is a useful tool to achieve higher attendance levels.

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Customer Incentives Incentive Loyalty 120

Pipeliner

MARCH 13, 2020

Many people today, therefore, are opting to live where they choose – somewhere with a better cost of living and more family-friendly for example – and looking for a job that allows them to telecommute or becoming freelancers (or “gig workers”). And people who can work remotely are feeling especially free to do so.

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Benefit Real Estate Survey Decision Maker 98

Janek Performance Group

APRIL 15, 2024

Of course, it’s best not to present your must-haves as must-haves. Give a price range You might say, for example, “We pride ourselves on being able to offer solutions for every budget. Of course, you must show this without stating ultimatums, “This is my final offer.” This will result in a very short negotiation.

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Negotiation Decision Maker Discount Lead Rank 62

Zoominfo

JULY 25, 2023

In the not-so-distant past, a significant portion of a typical business-to-business (B2B) sales professional’s life revolved around in-person meetings with key prospects and high-value clients. Layer intent data on top of this view to find prospects in your ICP that are actively searching for your product or a similar solution.

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Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

LeadFuze

DECEMBER 31, 2021

Rather than being seen as tedious, emailing prospects will become fun. Need Help Automating Your Sales Prospecting Process? Writing long sales emails is a huge mistake because prospects will either delete or ignore them. This technique allows for the successful delivery of information to prospects.

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Sales Qualified Lead Lead Rank Lead Scoring Leads 52

Hubspot Sales

JUNE 21, 2018

You will get rejected by prospects multiple times a day, there are some months when you won't hit your number, and losses are just part of the job. It's not all bad, of course. Intrinsic motivation is a more powerful force than extrinsic motivation, which drives you to act because of incentives like money, recognition, or praise.

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Motivation Exercises Journal Energy 145

Janek Performance Group

MARCH 12, 2024

2) Don’t Ignore the Candidate’s Red Flags Perhaps your prospective sales rep has an impressive resume, one which lists a series of excellent sales positions with an exciting range of duties, goals, and accomplishments. What matters is the potential mentor’s approach to sales and prospecting. 5) Exit Interview: What Went Wrong?

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Hiring Sales Talent Compensation Lead Rank 62

Chorus.ai

JANUARY 17, 2020

This is an even more difficult type of wider slump to deal with than our previous example, but reassessing your sales objectives is a good start. Particularly in SaaS, where the most purchase-ready prospects are also the most informed, even a small knowledge/skill deficit can provoke a slump. It’s a lot to ask!

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Top of Funnel How To Cold Calling Funnel 68

Janek Performance Group

JULY 26, 2022

As part of discovery, sales calls follow prospecting. Of course, your place in the process can dictate the questions you ask. For example, consider who’s on the call and the types of objections they may raise. We have quotas, commissions, bonuses, and any number of other incentives. Of course, some calls are recorded.

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Decision Maker Objections Sports Social Media 62

Sales Hacker

JUNE 19, 2019

Let’s look at three specific live chat campaign examples that you can incorporate in your sales strategy to generate more leads and boost revenue. Here’s just a taste of what’s possible when you use chatbots for lead gen … At their most basic, you can automate chatbots to interact with prospects and qualify them as leads.

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Campaigns Top of Funnel Lead Gen Scale 94

Pipeliner

NOVEMBER 22, 2021

Courses, how-to videos, research papers, books, and software programs for desktop computers and mobile devices are all examples of educational content. Education marketing is not to be confused with education-based marketing, a marketing technique that focuses on educating prospects rather than pitching them to build trust.

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Paid Content Strategy Marketing Social Media 52