The Spiff Blog

NOVEMBER 22, 2022

If you’re currently creating sales comp plans for the new year and are struggling to come up with compensation plans for your sales engineers, you’re not alone. The best sales engineers are technically-minded like an engineer, forward-thinking like a product manager, and have the selling chops of an AE.

Engineering 71

Engineering Compensation Commission Motivation 71

Pipeliner

OCTOBER 17, 2023

The Revenue Engine Approach Hello everyone! We delved into the concept of a revenue engine and its implications for sales organizations. The Revenue Engine: A New Paradigm Julie and I started our conversation by discussing the concept of a revenue engine. The key to a successful revenue engine?

Engineering 69

Engineering Revenue Video Lead Rank 69

Mindtickle

JANUARY 9, 2018

If you’re looking for a quick win in your sales enablement programs then look no further than your sales engineering team. One of the most overlooked roles in sales enablement is that of the sales engineer, also known as technical sales, pre-sales or sales consultant. While 94.3% While 94.3%

Engineering 81

Engineering Sales Enablement Opportunity Guarantee 81

Zoominfo

AUGUST 24, 2021

Is it time to add chatbots (or live chat) to your demand engine? Chatbots are the perfect tool to improve your website conversion rates while seamlessly fitting into your demand engine. Your demand engine should be a well-oiled machine that continuously pulls in new prospects and retains existing ones.

Demand Generation 130

Demand Generation Demand Generation Targets Engineering Top of Funnel 130

MEDDIC

SEPTEMBER 22, 2022

When you think of tech salespeople and you think of engineers, you think of two completely different kinds of people, or you think of people like Jeff Bezos and Elon Musk. In this article, we will look at why those in tech sales with an engineering background succeed in tech business. GREAT LISTENERS. It’s also about repetition. .

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Engineering Up-Sell Face-to-face Training 52

Sales Hacker

JULY 25, 2022

In order for your car to run efficiently, you need every part of your engine firing on all cylinders. Everyone on your team must meet their specific goals in order for your engine to operate efficiently. Every part of your revenue engine serves a specific purpose, but each part supports the whole. Where your problem areas lie.

Engineering 99

Engineering Revenue Top of Funnel Sales Qualified Lead 99

Anthony Iannarino

APRIL 23, 2019

Creating continuous growth , what some people describe as a sales engine, begins with accountability. There will be no engine, even if you have all of the component parts necessary to build one. A sales engine requires salespeople who spend their time prospecting and creating new opportunities.

Engineering 91

Engineering Account Opportunity Report 91

Zoominfo

SEPTEMBER 1, 2021

The email should acknowledge your prospect’s interest and offer them an opportunity to take the next step. The downside of this approach is that you’ll be exposing your AE’s calendar to unqualified prospects, too, which could affect the overall efficiency of your sales and marketing engine.

Sales Qualified Lead 236

Sales Qualified Lead Inbound Lead Rank Lead Scoring 236

SalesforLife

DECEMBER 12, 2017

Between the ears of your sales engineers. Unfortunately, both VP’s of this division and the engineers themselves feel they’re above the laws of “selling” to customers. Sales engineers see themselves akin to ninjas, drop into an account for a few hours, razzle and dazzle the customer, and jettison out in rapid fashion.

Engineering 54

Engineering Opportunity Fashion Quota 54

Sales and Marketing Management

OCTOBER 4, 2017

Most models for building a sales engine haven’t changed much, yet those traditional channel networks are costlier to develop. Build in regular interactions through social media, group conference calls, and training opportunities available to the entire network. Through a channel partnership network? Affiliate marketing?

Engineering 227

Engineering Hiring Networking Channels 227

Janek Performance Group

AUGUST 15, 2022

“We don’t have problems, we have opportunities.” But before a problem can become an opportunity, you’ll need to find or create a solution to the problem. If you’re unable to follow through on that notion, you’re not going to end up with an opportunity, but with a problem. Skills are also measured by performance.

Opportunity 62

Opportunity How To Engineering Face-to-face 62

Mindtickle

JANUARY 9, 2018

If you’re looking for a quick win in your sales enablement programs then look no further than your sales engineering team. One of the most overlooked roles in sales enablement is that of the sales engineer, also known as technical sales, pre-sales or sales consultant. While 94.3% While 94.3%

Engineering 52

Engineering Sales Enablement Opportunity Guarantee 52

SBI

JANUARY 31, 2020

TechTarget Priority Engine Email Alerts Help Sales Teams Take Immediate Action on the Best Opportunities in Their Territory. According to recent research , companies that target active prospects with timely, relevant outreach can generate twice as many opportunities. ndrew Gilman, Head of Marketing, NWN Corporation.

Engineering 74

Engineering Territories Opportunity Intent 74

SocialSellinator

AUGUST 12, 2023

With the online realm presenting both opportunities and obstacles, it is crucial for companies to take intentional and strategic steps. Establishing a strong online presence is a constant challenge for businesses in today's digital landscape.

Engineering 98

Engineering Intent Marketing Opportunity 98

Zoominfo

APRIL 25, 2021

That piece of AI technology is revolutionizing the buyer journey today, and it may make you wonder: Is it time to add chatbots (or live chat) to your demand engine? Chatbots are the perfect tool to amp up your website while seamlessly fitting into your demand generation engine.

Demand Generation 100

Demand Generation Demand Generation Targets Engineering Top of Funnel 100

Sales Hacker

SEPTEMBER 18, 2020

Their goal is to build a cohesive revenue engine with ever-growing disjointed parts. That’s why I’ve built out the Revenue Engine Framework to help drive you to success. Revenue Engine Optimizers Focus on the Entire Customer Lifecycle. PEAS explains the what of the Revenue Engine. This is the how of the revenue engine.

Engineering 121

Engineering Revenue Lead Rank Hiring 121

Sales and Marketing Management

APRIL 4, 2017

It’s the foundation of our sales and marketing engine and spells out which team is responsible for what activity. To build an effective sales and marketing engine, you need a funnel consisting of the following stages: Prospect/Visitor. Opportunity. Opportunity. Prospect/Visitor.

Engineering 120

Engineering Marketing Qualified Lead Lead Rank Top of Funnel 120

Score More Sales

JULY 11, 2013

It can take weeks or months for some in sales to truly qualify a sales opportunity. This exercise will help you determine if a sales opportunity is probable or not – it can save you hours or months of effort, and it can help you close business sooner. Increase Opportunities. Get those answers. Expand Your Pipeline.

Sales Qualified Lead 309

Sales Qualified Lead Opportunity Lead Rank Lead Scoring 309

Partners in Excellence

APRIL 15, 2024

Something many people may not know is that Barry was trained as a civil engineer. And Barry’s commitment to change that, “I approach every interaction and honestly believe it’s an opportunity to contribute to a better world. Instead, I received my college degree in civil engineering. Why Am I So Interested in Sales?

Lead Rank 103

Lead Rank Lead Scoring Retail Engineering 103

Zoominfo

APRIL 25, 2021

The email should acknowledge your prospect’s interest and offer them an opportunity to take the next step. The downside of this approach is that you’ll be exposing your AE’s calendar to unqualified prospects, too, which could affect the overall efficiency of your sales and marketing engine.

Sales Qualified Lead 130

Sales Qualified Lead Inbound Lead Rank Lead Scoring 130

Sales Hacker

MARCH 17, 2021

Working with plenty of second-stage startups at House of Revenue , we see common missed revenue growth opportunities limit success time and time again. So much needs to happen for second-stage startups to scale, and many founders miss these necessary steps, leading to missed revenue opportunities. What is a second-stage startup?

Revenue 93

Revenue Scale Opportunity Top of Funnel 93

Score More Sales

JANUARY 31, 2014

Total perfection in managing your time is impossible – so try for a 1% improvement in keeping this focus: Important activities that lead you to more / better sales opportunities and ultimately to new revenue. Increase Opportunities. The post Improve Productivity to Grow Sales Opportunities appeared first on Score More Sales.

Opportunity 227

Opportunity Webinar Metrics Lead Rank Lead Scoring 227

Sales Evangelist

APRIL 16, 2020

How To Build A Sales Engine That Will Land Massive Deals – Repeatedly Every sales person wants to build a sales engine that will land them improve their business, earn massive deals, and generate future sales. That’s how you build your sales engine. The focus should be to keep the dialogue going.

Engineering 80

Engineering Lead Rank Lead Scoring How To 80

Steven Rosen

APRIL 22, 2024

Inspire Motivation Motivation is the engine of a high-performing sales team. Encourage your team to view challenges as opportunities to learn and improve. Encourage a culture of continuous learning where feedback is not perceived as criticism but as an opportunity for growth and professional development.

Strategy 156

Strategy Construction Motivation Incentives 156

Women Sales Pros

OCTOBER 4, 2019

Along Came Search Engine Marketing Now we are getting somewhere! But here is the good part; with the internet as a marketing medium, we have the opportunity to really find out what customers think. I even dabbled in philosophy, psychology, and consumer behavior and still the question nagged at me- but why ? Or so I initially thought.

Engineering 86

Engineering Customer Marketing Hiring 86

Anthony Iannarino

FEBRUARY 21, 2020

Creating new opportunities in B2B sales means capturing mindshare , shaping the way clients view their business, their challenges, their opportunities. You must provide the context around the advice you offer and explain where your client is in space, making sense of their world, their challenges, and their opportunities.

Opportunity 126

Opportunity How To Trends Data 126

SocialSellinator

MARCH 18, 2024

Introduction to SEO in 2024 In today's digital landscape, search engine optimization (SEO) remains a fundamental aspect of any successful online presence. As we step into 2024, the realm of SEO continues to evolve, presenting businesses with new challenges and opportunities.

Strategy 104

Strategy Engineering Competition Opportunity 104

Miller Heiman Group

JULY 16, 2019

Traditionally, manufacturers have turned technical experts like engineers into sellers because of their in-depth product knowledge. Engineers come into sales with the advantage of in-depth technical knowledge. One reason? Manufacturing sales organizations often assume technical expertise is enough.

Engineering 58

Engineering Competition Training Hiring 58

Score More Sales

MAY 16, 2012

You have no CRM system and use some combination of e-Mail, Excel, Outlook, and/or sticky notes to “track” your prospective sales opportunities. Instead, focus on understanding what sales opportunities you have, and what stages they are in so that you can create a plan of attack to move them forward.

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

Troops

DECEMBER 13, 2018

Joe is a Senior Manager of Solutions Engineering for Optimizely , and he manages a team of five sales engineers. As you’ll read below, by integrating sales engineers into their process, Optimizely has achieved two uncommon results—especially for software startups: Lower churn. Joe joined Optimizely as a sales engineer in 2014.

Churn 59

Churn Engineering Forecasting Positioning 59

Mindtickle

MAY 8, 2018

Sales engineers play a crucial role in the sales process for complex products. When you’re in the discovery stage, customers don’t need an engineer’s level of expertise, they just need to qualify that your product may be right for them. So when should you involve a sales engineer? Tell reps when to get them involved.

Engineering 52

Engineering Sales Process Software Software 52

Partners in Excellence

MARCH 2, 2024

Early in my career I started engineering roles like electronic engineer and applications engineer and realized what motivated me most was help people solving problems that allowed them to continue or improve their business.

Engineering 104

Engineering Education Face-to-face Intent 104

Partners in Excellence

MARCH 12, 2024

From a practical viewpoint, selling provides more opportunities for growth – personally and financially. I had also walked away from a full ride in college where I was studying to be an engineer. The fact is, I had lost interest in engineering (a class in differential equations was the last straw) and I was looking for a new career.

Lead Rank 102

Lead Rank Lead Scoring Hiring Engineering 102

InsightSquared

OCTOBER 31, 2019

While others might be thinking of candy and costumes on October 31st, those of us who are part of the go-to-market engine are hoping we receive treats from our prospects and not tricks. To ensure we have a strong end to 2019, we need to know which of our opportunities are viable versus those who plan to ghost us.

Pipeline 63

Pipeline Opportunity Decision Maker How To 63

Hubspot Sales

OCTOBER 31, 2019

A well-trained sales engineer. Sales engineers often bridge the gap between product development and sales functions. In the US, sales engineers typically work a full-time schedule and the average salary is $79,808 per year. Qualities of a Sales Engineer. Here are some of the key qualities of a successful sales engineer.

Engineering 45

Engineering Scale Hubspot Education 45

Sales Hacker Training

AUGUST 25, 2021

We increased the average number of qualified opportunities per SDR by 92% that year. For example, our reps had observed that our engineering persona hated telephone calls. The post How We Increased SDR Qualified Opportunities by 92% with Strategic Sequences appeared first on Sales Hacker. The results? Even better?

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Sales Qualified Lead Opportunity Buyer Persona Call-back 116

Alice Heiman

JANUARY 23, 2024

This approach fosters trust and opens doors for genuine business opportunities. Maximize Your Network: Use your personal and professional networks to identify potential clients and opportunities. Solving, Not Just Selling: Focus on understanding and solving client problems rather than just selling a product or service.

Hiring 75

Hiring Sage Networking Engineering 75