The Spiff Blog

SEPTEMBER 7, 2023

As a sales leader, you already know that effective sales performance management isn’t just setting lofty sales targets and then pushing your team to achieve them. These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement.

Incentives 83

Incentives Incentive Scale Compensation 83

Zoominfo

JULY 2, 2020

Oftentimes, this is due to a lack of strategy. But if you feel like you’ve fallen into the category of companies who have marketing automation platforms, but are not using them to their fullest potential, we’ve got you covered. Closing more sales. Marketing automation is beneficial. How Does Marketing Automation Work?

Marketing 246

Marketing Webinar Metrics Reachforce Top of Funnel 246

Allego

MAY 17, 2023

As the pressure for sales teams to succeed increases, so too does the need for sales leaders to develop their sellers’ skills and potential. First, many sales leaders rely on an outdated sales leadership approach. In fact, 76% of sales leaders have too many demands on their time, Brandon Hall Group research shows.

Positioning 113

Positioning Hiring Strategy Scale 113

Hubspot Sales

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds.

Lead Rank 99

Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 99

Sales and Marketing Management

JUNE 19, 2017

Author: Mark Donnolo Account planning is an essential part of any high-performing sales organization. It brings together critical information about your customer, your competitors and your strategy to win business. This section answers the questions, “Who are the buyers and how do we align?”. Use the right structure.

Account 214

Account Ideal Customer Profile Revenue Forecasting 214

DiscoverOrg Sales

FEBRUARY 21, 2019

This means creating a vision and a plan, setting goals, building relationships, understanding your product, and implementing analytics so your marketing strategy is data-driven. Add 1-2 new channels to experiment with – e.g., content syndication, targeted advertising, or webinars – then test and refine quickly.

ROI 171

ROI Survey Webinar Metrics Channels 171

The Spiff Blog

NOVEMBER 17, 2023

In this day and age, no one doubts the importance of sales compensation when it comes to driving growth for a business. Although these may vary from company to company and role to role, here are the core functions of an incentive compensation manager. If you can relate to these concerns, you’ve come to the right place.

Incentives 81

Incentives Incentive Compensation Commission 81

Sales Hacker

OCTOBER 17, 2022

Because of this, companies have become hyper-focused on the top line of their business. As cross-functional leadership teams across the country clamor to prioritize and agree upon the top threats to address, many underestimate the importance of effective change management. Adaption is more critical now than even two years ago. “In

Strategy 77

Strategy Revenue Lead Rank Lead Scoring 77

Zoominfo

MARCH 31, 2023

Control and governance of business data, especially when there are regulatory and compliance standards at hand, are mission-critical tasks for any enterprise company. Data silos make it difficult to share information across an entire company. Having good data is no guarantee that a business will make good decisions.

Data 130

Data Government Decision Maker Lead Rank 130

Hubspot Sales

MARCH 19, 2022

The goal of any sales organization is, ultimately, to increase revenue. Which means the goal of any effective sales leader is to inspire and motivate their sales team to hit, or exceed, their revenue targets. Creating a healthy, effective goal-driven sales environment is vital for long-term success and employee satisfaction.

Hiring 118

Hiring Lead Rank How To Cold Calling 118

Sales Hacker

MARCH 1, 2024

Hello and welcome to The GTM Newsletter – read by over 50,000 revenue professionals weekly to scale their companies and careers. Why are SaaS companies embracing it? The smartest companies are embracing Ecosystem-Led Growth, or ELG. The B2B playbook is changing. So, owned media. What is it? Austin’s F1 track.

Media 71

Media Company Distribution How To 71

Allego

FEBRUARY 3, 2022

A company might have sales reps who individually sell well. But without a sales enablement strategy, it won’t become a growth company. Daniel Perry, Managing Director-Sales Excellence at The Riverside Company, has witnessed this firsthand. 3 Strategies to Accelerate Revenue Growth.

Revenue 116

Revenue Ideal Customer Profile Strategy Buyer Persona 116

Zoominfo

FEBRUARY 23, 2023

And that means data governance — managing the data produced, acquired, and used by a company — has become a critical function. A comprehensive data governance strategy is essential to addressing data quality , security, privacy, and access — all of which are key to maximizing the value of a company’s data assets.

Government 100

Government Data Policies How To 100

Zoominfo

OCTOBER 5, 2021

Besides ensuring that your existing customers are a good long-term fit, the ICP framework also helps new customers feel valued, supported, and part of your community long after the sale. Alignment with Sales and Marketing Writing an ICP is a strategic exercise that requires sales, marketing, and leadership alignment.

Ideal Customer Profile 100

Ideal Customer Profile Lead Rank Lead Scoring Customer 100

Zoominfo

NOVEMBER 1, 2022

In collaboration with Bain & Company , we recently hosted two panel discussions for enterprise CMOs in New York and Boston. A recession can be a great opportunity to grow It’s easy to panic when the market is shaky — and many companies do. They implement aggressive cost-cutting strategies and initiate layoffs.

Hiring 100

Hiring Intent Data Intent Scale 100

Sales Hacker

DECEMBER 9, 2022

Nearly every sales organization will admit they could be better at planning. According to a study by Cascade Insights , more than 75% of sales leaders agree their planning efforts are problematic — and 90% of sales ops leaders confessed on LinkedIn they need to do sales planning faster and more frequently.

Lead Rank 97

Lead Rank Territories Lead Scoring Quota 97

Zoominfo

OCTOBER 5, 2021

Learn more about how a successful demand generation strategy can help to nurture the long-term relationship between your brand and customers. Marketing teams work in a cross-functional capacity to develop ongoing, omnichannel strategies that utilize a portfolio of tactics to connect value propositions to the right audience.

Demand Generation Agencies 130

Demand Generation Agencies Demand Generation Targets Demand Generation Paid Content 130

Hubspot Sales

OCTOBER 24, 2022

The same is true in sales. As a sales leader, part of staying agile is recognizing the trends unfolding around you and pushing your team ahead of the curve. HubSpot's 2022 Sales Strategy & Trends Report takes a closer look at these trends and how sales leaders can leverage them.

Data 70

Data Hubspot Lead Rank Trends 70

Mereo

JANUARY 27, 2021

While B2B product management teams around the globe are convening to refresh their solution strategy for the next two to five years, most will never actually succeed. Most companies fail to ensure they can realistically achieve what they set out to do. Will sales and support teams be prepared? A major lack of validation.

Strategy 88

Strategy Airlines Decision Maker Case Study 88

Hubspot Sales

AUGUST 22, 2022

We surveyed over 1,000 sales professionals around the globe to find out the top sales trends of 2022, and one thing is certain – the pandemic made a lasting impact on the relationship between salespeople and their prospects. If you’re looking for a specific insight, you can skip ahead to these sections: The Top Sales Trends.

Trends 81

Trends Report Data Strategy 81

Crunchbase

APRIL 11, 2023

It’s a vital part of any sales strategy because it helps develop your sales pipeline and brings you one step closer to securing new customers. Find a balance between inbound and outbound prospecting There are two main prospecting methods used by sales reps to generate leads and prospects: outbound and inbound.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Hubspot Sales

JULY 5, 2021

The best sales org can only take a business so far if its marketing, customer service, or customer success is lackluster — and vice versa. Isolation between departments can be easy to fall into and have big-time implications on sales. How Company Silos Hurt Sales. Customer Service. Customer Success.

Customer Service 103

Customer Service Up-Sell Networking Sales 103

Crunchbase

APRIL 11, 2023

It’s a vital part of any sales strategy because it helps develop your sales pipeline and brings you one step closer to securing new customers. Find a balance between inbound and outbound prospecting There are two main prospecting methods used by sales reps to generate leads and prospects: outbound and inbound.

Ideal Customer Profile 98

Ideal Customer Profile Closing Prospecting Intent Data 98

Hubspot Sales

AUGUST 10, 2020

What does it really take to be successful in sales? Though one’s idea of success can vary from person to person, there are some core proficiencies top reps and sales organizations have in common. Core Competencies in Sales. At a high level, there are core skills that are a must for a career in sales. Communication Skills.

Ideal Customer Profile 142

Ideal Customer Profile Face-to-face Gatekeeper Negotiation 142

Crunchbase

MARCH 1, 2023

The Crunchbase 2023 Influential Women in Sales List is a submission-based list. They’re taking the reins at their companies and driving explosive growth. They’re launching sales podcasts, YouTube channels and startups of their own. In no particular order, here are 35 leading women in sales you should be watching in 2023.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

Sales Hacker Training

OCTOBER 17, 2022

Bennis Because of this, companies have become hyper-focused on the top line of their business. As cross-functional leadership teams across the country clamor to prioritize and agree upon the top threats to address, many underestimate the importance of effective change management. Adaption is more critical now than even two years ago.

Strategy 52

Strategy Hiring Lead Rank Lead Scoring 52

Sales and Marketing Management

MAY 23, 2017

To effectively jump-start social selling, key stakeholders and sales staff will need to do more than just be present online. Here are five straightforward tips to help power up your brand's social selling strategy. They promote the qualities and values of your brand as a whole, but they don't conduct targeted sales interactions.

Social Selling 189

Social Selling InsideView Social Media Loyalty 189

SBI Growth

AUGUST 15, 2013

Organizations that have achieved real sales and marketing alignment are as rare as unicorns. Changes in leadership offer new chances to achieve this mythical goal. Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute.” sales cycle duration.

Top of Funnel 282

Top of Funnel Marketing Lead Generation Face-to-face 282

Zoominfo

OCTOBER 5, 2021

The disconnect between marketing and sales is an age-old story. Research shows that 90 percent of sales and marketing professionals believe their strategy, processes, content, and culture are not aligned. This has major consequences for both the marketing team and their sales counterparts. “If Let’s dive in.

Lead Rank 130

Lead Rank Paid Content Marketing Qualified Lead Sales Qualified Lead 130

SBI

FEBRUARY 9, 2021

The consequences of a decision are different, but still weighty: How their decision is perceived by peers and leadership Impact on their future in the company (e.g., This new perspective means all these sales and marketing activities need to be re-thought in terms of bolstering the buyer’s confidence. Customer references.

Buyer 115

Buyer Customer Vendor Lead Gen 115

Vengreso

FEBRUARY 3, 2021

When I set it out to curate a list of the best sales podcasts for this year, I had two motivating forces in mind: Continuous Learning and Growth is not an Option for Sales Professionals. In sales leadership, we always talk about growing and doing. Growing in the craft is critical to our sales success.

Scale 111

Scale B2B Lead Rank Outside Sales 111

SBI

APRIL 8, 2020

Recent studies have shown that (Sales) Enablement is on the rise with over 60 percent of organizations having (Sales) Enablement established in their organizations. Very rarely are practitioners able to say, “Enablement at our company is responsible for 1…, 2…, 3…., Defining Roles & Objectives. Enablement Services.

Face-to-face 120

Face-to-face Hiring Vendor Sales Enablement 120

Steven Rosen

AUGUST 9, 2016

Many companies are going through their annual planning process. Global leadership must anoint your plans. Global leadership goes back and forth with country management. Global leadership pushes you to increase your sales numbers and reduce expenses, and you have to dance. You have dry run after dry run.

Strategy 159

Strategy Call-back Objections Forecasting 159

Vengreso

DECEMBER 2, 2020

A sales plan or sales strategy can be the difference between an organization merely surviving, or a company exceeding all sales objectives. With so many ups and downs this year, as well as company pivots and new long-term strategies, sales planning is more important than ever before for success.

Ideal Customer Profile 120

Ideal Customer Profile Top of Funnel Hiring Segment 120

Bernadette McClelland

SEPTEMBER 18, 2018

As everyone was preparing for the Y2K bug to close down the world, I was closing up my files, picking up my bag and saying my goodbyes to a company I had called home for some 20 years. I was part of a tribe, albeit one that frustrated the living daylights out of me on one hand, yet gave me a sense of family on the other. Your family.

Lead Rank 170

Lead Rank Lead Scoring Follow-up Exact 170

DiscoverOrg Sales

NOVEMBER 14, 2018

Besides ensuring that your existing customers are a long-term fit, the ICP also tells your teams what resources are needed to keep them feeling valued, supported, and part of your community once all of the new customer activities subside. Shorten sales cycles by reducing time in the awareness stage of the buyer’s journey. “To

Ideal Customer Profile 150

Ideal Customer Profile Lead Rank Lead Scoring Customer 150

Mindtickle

NOVEMBER 16, 2023

We recently sat down with Adam Whiddon, Sales Enablement Trainer at Paytronix to learn more about his plans to boost sales performance in 2024 and beyond. Here are Adam’s top learnings using Mindtickle to assist in Paytronix’s revenue transformation: 1. Director of Enablement and Strategy.

Revenue 52

Revenue Conversion Remedy Lead Rank 52