The Spiff Blog

JULY 20, 2023

Recommended reading: A Pocket Guide to Preventing Commission Nightmares Potential: You track and analyze the ROI of your sales compensation programs. With a streamlined process for designing comp plans and flexible technology at your disposal, you’re able to redirect time and resources to more valuable work– like comp plan ROI analysis.

Commission 80

Commission Compensation Scale Report 80

The Spiff Blog

AUGUST 22, 2023

For maximum efficiency, the tools that make up your RevOps tech stack— including CRMs, sales enablement tools, analytics and reporting platforms, and so on— must offer the necessary automation and customization capabilities to support agile RevOps strategies. Recommended reading : A 3-Step Framework for More Informed B2B Software Buying 2.

Strategy 74

Strategy Compensation Commission ROI 74

Sales Hacker

JANUARY 5, 2024

Upcoming Digital Live Event: The software space is becoming increasingly crowded. More for your eyeballs: David Sacks published a great piece about the dark side of sales , outlining sales incentive problems and elements of the sales compliance regime. You could have one person sign up and get value out of it.

Scale 99

Scale Intent Signal Ideal Customer Profile Intent 99

The Spiff Blog

MAY 31, 2022

Managing your biggest line item with disjointed commission spreadsheets or clunky legacy software muzzles efficiency, motivation, and ultimately growth. You need a proper commission management software to effectively future-proof your compensation strategy, so your team can run like a well-oiled machine— rain or shine.

Resources 83

Resources Commission Compensation Hiring 83

Sales Hacker

DECEMBER 14, 2018

This is an example of a nice incentive to shop that is attractive to a buyer and provides a little extra perk. Beware the bait and switch software”. Selling stories and dreams may sound good to investors, but software vendors need real results for a sales leader to keep paying the hefty price tag.”. She’s been through enough.

Discount 66

Discount Software Software Vendor 66

Highspot

MARCH 18, 2024

Businesses that invest in AI have seen a revenue uplift of 3 to 15% and a sales ROI uplift of 10 to 20% , according to McKinsey and Company. Compounding this challenge, 78% of RevOps and sales leaders report a lack of correct data to make accurate forecasts. AI-powered platforms such as Gong.io

Sales Tools 52

Sales Tools Tools Lead Rank SAP 52

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. Recommended reading: The Sales Commission Software Buyer’s Guide [Checklist] 2.

Compensation 84

Compensation Commission How To Incentives 84

OpenSymmetry

JANUARY 2, 2018

The main issue is a lack of visibility which leads to an unknown total cost of sales and lower ROI than expected from sales compensation. Lack of visibility not only leads to poor results from incentive compensation initiatives, but it could cause future financial and legal issues if payments are inaccurate.

Compensation 56

Compensation Incentives Incentive Commission 56

Sales Hacker

NOVEMBER 16, 2021

SalesHandy is software that lets businesses and sales teams automate and track their email outreach from Gmail and Outlook. Report scheduling, enhanced scripts, the Rule Engine, and Shopping Campaign Refresher automation. It offers time-saving alerts, workflow tools, and a cross-platform reporting dashboard. Contact management.

Paid Content 109

Paid Content Lead Generation Lead Rank Lead Scoring 109

The Spiff Blog

JUNE 29, 2023

A sales compensation manager– or similar roles such as incentive compensation manager or variable compensation manager– is responsible for the design, deployment, and continuous improvement of sales commission plans, along with the reporting and interdepartmental collaboration necessary to effectively manage sales compensation.

Compensation 72

Compensation Commission Hiring Salary 72

PandaDoc

AUGUST 25, 2019

Software-defined radio (SDR) technology empowers sales teams to drive communications forward. After you’ve ironed out these main areas, you’re ready to dive deeper into tracking ROI and SDR activity metrics. Your ROI relies significantly on your SDR expenses. Incentive costs. Overview of SDR metrics. Fixed SDR costs.

Hiring 53

Hiring Outbound Sales Qualified Lead Inbound 53

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. Sales automation tools can generate reports on sales performance periodically, giving salespeople real-time insight into their progress.

Sales Automation 64

Sales Automation Lead Rank Lead Scoring Campaigns 64

The Spiff Blog

DECEMBER 14, 2023

Unsurprisingly, cost reduction is currently the top business priority for CFOs, according to recent reports ( source ). Explain how your product’s ability to solve a problem will ultimately reduce their business’s overall costs and what ROI they can expect if they choose to work with you. Lead with cost benefits.

Decision Maker 75

Decision Maker Sales Forecasts Forecasting Compensation 75

The Spiff Blog

JUNE 2, 2022

Even in the best of times, it’s best practice to keep tabs on the ROI you’re seeing from each and every sales solution you invest in. ROI : What kind of return on investment does each tool have? And, just like your other investments it’s important that you keep tabs on the program’s ROI. About Spiff.

Hiring 79

Hiring Compensation Commission Face-to-face 79

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. Steps to Success.

Territories 40

Territories Vendor Incentives Incentive 40

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. To be clear, you feel like our software would take too long to deploy, is that accurate?” You haven’t communicated the time savings, ROI, or benefit in terms that resonate with your potential buyer.

Objections 80

Objections Hiring Face-to-face Buyer Persona 80

PandaDoc

APRIL 20, 2022

Here are four great methods to boost your ROI when using outbound sales techniques. As LinkedIn reports: A referral like this comes with some measure of social proof that sales reps can leverage into a qualified lead. Methods to boost your outbound sales strategies. Engage in social selling. Target your email list. Get the eBook.

Outbound 98

Outbound Top of Funnel Strategy Ideal Customer Profile 98

Accent Technologies

NOVEMBER 10, 2018

Benefits/ROI myths. For example, we at Accent Technologies specialize in developing software that makes reps want to use their CRM. Incorporating CRM usage into SPIFs, contests and other incentives. CRM is often considered “sales software,” but this is a limitation of CRM’s versatility. Rich, customizable reporting.

CRM 55

CRM ROI Commission Vendor 55

Gong.io

JULY 11, 2022

Field reps for a B2B software company (a CRM platform, say), might attend trade shows, conferences, and industry events to promote their products and generate new business. Revenue and ROI tend to be more predictable from inside sales teams. Reporting on own sales performance in a CRM or dedicated inside sales software .

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

SugarCRM

MAY 1, 2018

It’s an enormous process to enter into an agreement with a new CRM software vendor. Training: A Lesson in ROI. At a minimum all employees should learn how to use modules, filter list views, and build reports. Consider building in incentives for your Sugar champions to earn and maintain their Sugar Certification.

Maximizer 50

Maximizer Training SugarCRM CRM 50

Crunchbase

MARCH 24, 2021

TrustInsights reports a steady decline in organic engagement rate for branded content after analyzing over 4,000 business profiles and 1 million posts in a single year. A report by Sprout Social shows the top reasons a person chooses to follow the brands they follow online: Source. percent as of 2019. Collaborate with influencers.

Social Selling 98

Social Selling Buyer Persona Strategy Ideal Customer Profile 98

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. Reporting on metrics (AKA results) is a key responsibility for any marketer. INTGRATION. Top-of-funnel metrics and adjustments.

Top of Funnel 155

Top of Funnel CRM Webinar Metrics Marketing 155

Troops

APRIL 20, 2018

One way to rally people around the cause is setting up a spiff or incentive program to encourage your team to reach their sales goals. Use these free templates to bump up your competitive advantage: Calculating Basic ROI on Sales Activities. Calculating incentive for top performers. Create a sales report that measures success.

Ideal Customer Profile 90

Ideal Customer Profile Top of Funnel Incentives Incentive 90

SugarCRM

DECEMBER 29, 2015

Modern marketing automation software (MAS) no longer suffers the stigma of being too complicated for anyone but a large enterprise technology company to adopt. At the end of the day, reporting and ROI are king, and modern marketing automation platforms offer the real accountability that only data can provide.

Software 20

Software Software Outsourcing Services Marketing 20

SugarCRM

DECEMBER 29, 2015

Modern marketing automation software (MAS) no longer suffers the stigma of being too complicated for anyone but a large enterprise technology company to adopt. At the end of the day, reporting and ROI are king, and modern marketing automation platforms offer the real accountability that only data can provide.

Software 20

Software Software Outsourcing Services Marketing 20

Apptivo

APRIL 8, 2022

These high-quality leads help companies’ boost sales and increase ROI significantly. Lead generation is very much vital for businesses today unlike traditional calling, they allow a flowchart that structures a lead generation scheme and allows for maximum ROI. These prospects are referred to as ‘good leads.’

Paid Content 98

Paid Content Lead Generation Lead Rank Lead Scoring 98

The ROI Guy

JUNE 29, 2015

Procurement specialists’ incentive pay is now directly tied to the discounts they can extract from each vendor. IDC reports discounts of 20% are now commonplace, but most vendors wich that was all. IDC reports discounts of 20% are now commonplace, but most vendors wich that was all. So how bad has it become?

Discount 83

Discount Lead Rank Proposal ROI 83

Xactly

JUNE 4, 2018

Most “software” problems are truly data/analysis problems. Leaders will hear that current software needs to be replaced because metrics aren’t looking promising–“I need this software/tool to solve this problem.” Technology enables her to move that data more efficiently. Is more data better? Only as long as it’s the right data.

Remedy 48

Remedy Analytics Analysis Forecasting 48

Allbound

SEPTEMBER 12, 2018

As AppDirect co-CEO Daniel Saks points out , “80% of on-premise software vendors operate a channel program to enable other companies to sell their products, while only 20% of SaaS vendors operate similar programs.” Every software company is different, and likewise, every partner program is different. 3 Types of SaaS Partner Programs.

Commission 112

Commission Referrals Hubspot Marketo 112

Cincom Smart Selling

OCTOBER 14, 2020

For years, marketing had to manually collect information about companies, contacts and product preferences from service reports, call logs and assorted survey questionnaires. These two facts should form the basis of justification for funding any marketing project that involves the digital transformation of processes.

Data 62

Data Ideal Customer Profile Marketing Campaigns 62

Sales Hacker

JUNE 19, 2019

Today’s chatbots can integrate with your CRM software, so you can essentially configure it to be a “leadbot.” Email is personal, low-pressure, and has a great return on investment (ROI). As a report from Campaign Monitor puts it, email. Chat + Email Campaigns. Email continues to be the favorite tool in the arsenal sales team.

Campaigns 95

Campaigns Top of Funnel Lead Gen Scale 95

Sales Hacker

SEPTEMBER 13, 2019

They report using various strategies to close deals based on the prospective customer. The #1 tactic for overcoming deal fatigue is to reiterate the value and ROI of the product/service. I like to create urgency at the very beginning, tying incentives that benefit the buyer directly. Closing Process. Overcoming Deal Fatigue.

Closing 78

Closing Strategy Quota Pipeline 78

Sales Hacker Training

NOVEMBER 21, 2022

There are thousands of options when it comes to software for sales that promise to make your life easier as a sales professional. There are plenty of sales prospecting tools and sales management software to help automate your manual tasks while personalizing your outreach. Don’t make it more difficult than it already is.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

The Spiff Blog

SEPTEMBER 26, 2023

Recommended reading: Discover the 15 Best Sales Podcasts of 2023 Con #2: Ignores multi-stakeholder buying committees Gartner reports that the average B2B purchase decision involves six to ten stakeholders ( source ). Failing to capture important contextual information can result in a seemingly qualified lead turning into a lost opportunity.

Sales Qualified Lead 83

Sales Qualified Lead Lead Qualification Sales Cycle Scale 83

Salesmate

JUNE 11, 2021

Email automation uses of predefined rules to trigger email messages and personalize your messages based on specific actions that the customers take or don’t take, with the help of an email automation software. For every dollar spent on email marketing, ROI can reportedly reach $44. Use the info collected to create an incentive .

Real Estate 52

Real Estate Campaigns Lead Rank Lead Scoring 52

SalesHandy

OCTOBER 28, 2022

Beyond this, cold emails have consistently been known to bring a higher ROI. Use a Cold Email Software To Speed Up The Results You Want To Achieve. LinkedIn has also been reported to be 277% more effective for lead generation than any other social media platform. Also, PPC campaigns have a 200% ROI rate!

Lead Generation 59

Lead Generation Paid Content Outbound Ideal Customer Profile 59

Cience

NOVEMBER 6, 2019

and many other countries), business developers are called Associates, Managing Directors, or Vice Presidents, not placed in a ‘sales’ category for labor-department reporting purposes. Companies that sell software-as-a-service (SaaS) are a good example. Consider a SaaS service like collaboration software or file sharing.

Channels 42

Channels Marketing Retail How To 42