The Spiff Blog

MARCH 8, 2023

Though Sharpe didn’t share the exact language used, she didn’t have to. Despite progress made toward a more diverse, inclusive workforce in recent years, this anecdote highlights just some of the challenges women in sales– and women in general– continue to face regularly.

Face-to-face 76

Face-to-face Incentives Incentive Commission 76

Sales and Marketing Management

JANUARY 27, 2020

And incentives can take many forms -- economic (via your pricing structure), psychological (image, brand, etc.), I call this a blueprint for how to become the next Blockbuster, the next Kodak or the next taxi cab medallion owner. . Streaming is the future in video. Customers will likely go where they’re incentivized to go.

Incentives 199

Incentives Incentive Negotiation Channels 199

Zoominfo

MARCH 21, 2022

Public-facing roles, in particular, saw heavy losses. Faced with increasingly stressful work environments, many workers are leaving lower-paying roles to pursue jobs with better compensation. Faced with increasingly stressful work environments, many workers are leaving lower-paying roles to pursue jobs with better compensation.

Quota 100

Quota Hiring Face-to-face Advertising 100

Sales and Marketing Management

OCTOBER 21, 2019

One of the biggest problems facing the workplace today is an overabundance of meetings, many of which don’t actually provide useable information. Salespeople, as a profession, are certainly not immune. That, in turn, leads to greater sales rep churn. But this isn’t just a problem for salespeople in their day-to-day. Is This Training Over Yet?

Top of Funnel 136

Top of Funnel Hiring Commission SAP 136

Hubspot Sales

APRIL 11, 2023

At times, companies may have a high eNPS score organization-wide but face shortcomings in certain departments. Sales teams have higher-than-average turnover rates than other business units. Below, we’ll explore the factors that lead salespeople to quit, the sales landscape in 2023, and how you can retain top talent. Let’s dive in.

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Churn Hiring Survey Hubspot 120

Allego

MARCH 11, 2021

The business challenge ultimately,” Lotka says, “is that so much of what we do is a face-to-face connection, and converting a face-to-face connection to be equally valid and have an equal amount of power, but not be in the same room as each other.”. “The 1 Differentiating With Sales Relationships.

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Face-to-face Sports Groups Promotion 111

Zoominfo

MAY 9, 2022

The most successful sales teams rely on a combination of sophisticated technology and human expertise to ensure they’re selling the right product, to the right prospect, at the right time. In an increasingly competitive business environment, organizations of all sizes are turning to sales engagement platforms to manage this workload.

Scale 130

Scale Sales Automation Hiring ROI 130

Salesmate

MAY 29, 2020

When faced with a challenge, look for a way, not a way out – David Weatherford. Here are the most common challenges that most of the sales reps’ face and the solutions to tackle them. Most of the sales reps go blank when they face such questions or take some impulsive decision that sabotages their profits.

Face-to-face 93

Face-to-face Ideal Customer Profile Negotiation Lead Rank 93

No More Cold Calling

FEBRUARY 29, 2016

But while technology may power sales research, people still power the close. . Top salespeople have always won deals based on their well-nurtured relationships, inquisitive nature, insightful questioning, ability to demonstrate the value of their solution, and willingness to walk away if their solution doesn’t fit. You can listen here.

Referrals 120

Referrals Incentives Incentive Cold Calling 120

The Accidental Negotiator

MAY 27, 2022

Negotiators need to know how to deal with false negotiation tactics Image Credit: Viewminder. When we enter a negotiation we generally have one goal in mind: we want to reach a deal with the other side. It is our assumption that the other side of the table has the same goal in mind. When The Other Side Does Not Want A Deal.

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Negotiation Incentives Incentive Intent 98

The Spiff Blog

JUNE 1, 2023

The goal is to strike a careful balance between incentivizing sales performance and protecting the company against financial crisis. These competing priorities lead many organizations to implement one of the most consequential– and sometimes controversial– provisions you’ll find in a compensation plan: the clawback clause. Keep reading!

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Commission Compensation Cancellation Strategy 77

The Spiff Blog

OCTOBER 12, 2023

How you pay sales reps depends on the way you design your comp program, what metrics relate to what incentives, and so on— all the details we’ve covered in many past articles about comp plan design. The “why” behind your compensation strategy is now a crucial factor, albeit one that many organizations fail to define.

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Compensation Commission How To Incentives 84

The Pipeline

MAY 4, 2015

Let’s face it while in the aforementioned piece we assumed experience equalled success, in reality it does not. Real “rock stars” rarely have a reason to move, at times there extenuating circumstances, there may be some financial incentives, but those are outside the bell curve. From my vantage point, here is how it looks.

Hiring 120

Hiring Wireless Face-to-face Incentives 120

PandaDoc

OCTOBER 30, 2023

Employee engagement increases when the incentives are worth the effort required to do well. 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! People love to play games.

Sales Process 52

Sales Process Incentives Incentive Hiring 52

LevelEleven

JANUARY 2, 2020

Not only do they help motivate your team, they can do a lot of good for your organization beyond the competition itself, for a variety of reasons. Looking to kick off a sales contest in the new year? Here are 5 benefits you can expect to see as a result… 1. Tap into your team’s desire for competition & recognition.

Lead Rank 62

Lead Rank Lead Scoring Face-to-face Compensation 62

The Accidental Negotiator

NOVEMBER 4, 2022

Finally, by adding “if, then” contingencies to a deal, we can agree to disagree by building incentives and penalties into the contract based on our differing predictions. Just exactly how can we make good decisions when we are under pressure? Image Credit: Thomas Hawk. Going into a negotiation can often seem like going into battle.

Negotiation 52

Negotiation Face-to-face Intent Incentives 52

The Accidental Negotiator

JUNE 10, 2022

One of the biggest questions that we are always facing during a negotiation is just exactly what we should reveal to the other side in order to move things along. One of the biggest questions that we are always facing during a negotiation is just exactly what we should reveal to the other side in order to move things along.

Negotiation 52

Negotiation Face-to-face Positioning Exact 52

LeadFuze

JULY 7, 2023

We will explore how past data analysis, future company changes consideration, and incentive programs implementation play a significant role in goal-setting. Knowing how to set sales goals is a crucial skill for any business owner, sales manager or marketer. How do you set a realistic sales target? What are good goals for a sales person?

Sales Goal 52

Sales Goal Churn Incentives Incentive 52

LeadFuze

AUGUST 19, 2021

Let’s face it, we all need to know how to do a good sales presentation. Many salespeople fumble at this stage by having a cookie-cutter presentation that lacks focus on the exact needs of the company they are presenting to. How to Do a Good Sales Presentation. Click To Tweet. Five Tips to Do a Good Sales Presentation .

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Case Study How To Study Comparison 98

The Spiff Blog

APRIL 28, 2022

Modern media will have you believe sales motivation is best delivered in the form of an inspirational quote. But, while an inspirational quote can go a long way, it’s simply not going to fix any deep-rooted sales performance issues. That’s why we’ve created this sales performance checklist. That’s why we’ve created this sales performance checklist.

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Commission Compensation Lead Rank Hiring 80

Hubspot Sales

AUGUST 3, 2020

Is that the biggest problem that they face? If the difference between a hobby and a business is making sales to customers, then how do you make the transition? It’s one thing to have a theory around who you’d like to sell to but how do you actually find those initial customers to sell to? It doesn’t have to be this way.

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Ideal Customer Profile Customer Demographics Exercises 140

Close.io

JUNE 20, 2018

Without ambitious goals to strive for, they have no incentive to put their best foot forward. If you’re not restricting your potential employee pool to one location, you’re able to hire the best of the best no matter where they live. These things aren’t so easy with a remote sales team.

Hiring 127

Hiring Face-to-face Objections Inside Sales 127

Understanding the Sales Force

FEBRUARY 8, 2012

The first group of events are salesperson-facing and related to the sales force evaluation : They must have their sales assessment results to fully understand the skill gaps need to be filled, the sales weaknesses they have, and how those issues are affecting their sales calls. It's muscle memory.

Training 205

Training Sales Methodology Face-to-face Cold Calling 205

SBI

OCTOBER 23, 2017

MindTickle @mindtickle MindTickle offers one of the industry’s most comprehensive readiness solutions for closing the knowledge and skill gaps found in customer-facing teams. There are over 3,000 sessions scheduled—936 if you filter by role for sales operations or sales professional, and 179 if you filter by Marketing /ABM as a role.

Vendor 140

Vendor Hoovers Lead Rank Sales Qualified Lead 140

The Spiff Blog

AUGUST 10, 2023

If you’re tasked with managing commission plans , you typically face a steep learning curve, as you must become a master of the nuanced logic used to build and optimize plans. Artificial intelligence is no longer a nascent or experimental technology. More than 60% of business owners believe AI will increase productivity ( source ).

Commission 80

Commission Compensation Forecasting Trends 80

Highspot

MARCH 18, 2024

Sales teams often face hurdles in hitting targets and meeting revenue growth expectations. Luckily, tech advances have paved the way for new solutions to refine sales processes and improve performance. Enter Artificial Intelligence (AI) sales tools – a breakthrough development in the world of sales. What Are AI Sales Tools?

Sales Tools 52

Sales Tools Tools Lead Rank SAP 52

Sales Hacker

MAY 9, 2019

It needs to provide fair compensation to employees in customer-facing roles. Know what to Include in a Sales Incentive Plan. This is what the person would be paid annually and it has two elements; a base salary and a sales incentive held against sales, also known as variable pay. Variable Pay (Commissions). Set Targets.

Face-to-face 102

Face-to-face Compensation Commission Lead Rank 102

PandaDoc

MAY 15, 2024

So, it’s clear that nurturing your leads and prospects is a great way to improve your sales and build lasting customer loyalty. But to do it properly, a lead nurturing campaign takes some solid strategizing and tactics. Key takeaways: Lead nurturing boosts your conversion rate and builds lasting customer loyalty. We’ve listed a few of them below.

Lead Nurturing 52

Lead Nurturing Sales Qualified Lead Lead Rank Examples 52

Sales Hacker

MARCH 30, 2021

If you missed episode 153, check it out here: Learning Drives Sales Effectiveness with Paul Fifield?. powered by Sounder. What You’ll Learn. How Revenue Grid enables smarter selling. Guided selling and engagement. Scaling sales during the pandemic. How to build a winning sales team. Subscribe to the Sales Hacker Podcast. We’re on iTunes.

Oracle 102

Oracle Scale SalesForce Incentives 102

Cincom Smart Selling

MAY 3, 2024

Manually creating customized communication documents like quotes, invoices, contracts, and reports is an inefficient process prone to human error. Solutions like Cincom’s Eloquence CCM empower users to effectively manage high-volume customer communications across both digital and traditional channels.

Tools 48

Tools Scale Policies Enterprise 48

Mindtickle

JANUARY 28, 2020

Traditional, in-person training is challenging to coordinate, expensive to execute, and requires taking the sales staff away from valuable customer-facing activities for hours or days at a time. For many decades, long presentations in classroom environments were the only form of career learning available. Sales enablement is a wide umbrella.

Training 59

Training Incentives Incentive Motivation 59

The Spiff Blog

JUNE 2, 2022

In the face of economic hardship, the world of B2B selling is likely to see more competition and less willingness to spend money than ever before. Do your best to understand and quantify what the exact value of each purchase is in comparison to what you spend on it. Let’s get into it. Step 1: Evaluate your sales tech stack.

Hiring 79

Hiring Compensation Commission Face-to-face 79

Nutshell

APRIL 28, 2020

Last year, remote work was a growing trend. In 2020, it’s the new normal. As the COVID-19 pandemic continues to sweep across the globe, professionals in nearly every industry have been forced to work from home in order to follow social distancing best practices. Working from home is an adjustment for most people. Have a Dedicated Workspace.

Skype 121

Skype Webinar Metrics How To Call-back 121

LeadBoxer

JANUARY 10, 2021

It also digs into the best practices and exact strategies for making it happen. It also digs into the best practices and exact strategies for making it happen. The secret to jet-powered business growth is account expansion. This guide explains exactly what account expansion is and why it’s vital for your business.

Account 97

Account Lead Rank Lead Scoring Commission 97

Zendesk Sell

MARCH 21, 2019

The sales department grows frustrated because they don’t have the necessary material (i.e., blog posts, white papers, eBooks) to make a sale. Therefore, marketing may become annoyed when sales doesn’t even use what they produce. The result? Separate customer messaging. A feedback loop is where outputs become inputs and vice versa.

Lead Rank 68

Lead Rank Marketing Qualified Lead CRM Sales Qualified Lead 68

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. I’m a big believer in preparation, so whenever I can, I create a deal plan with my prospect. Why You Should Create a Deal Plan. It’s important to keep goals front-of-mind, both for you and your prospect.

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Closing Tools Sales Cycle ACT 138

Mindtickle

JANUARY 28, 2020

Traditional, in-person training is challenging to coordinate, expensive to execute, and requires taking the sales staff away from valuable customer-facing activities for hours or days at a time. For many decades, long presentations in classroom environments were the only form of career learning available. Sales enablement is a wide umbrella.

Training 52

Training Incentives Incentive Motivation 52