The Spiff Blog

JULY 13, 2023

Ali is thrilled about the opportunity to engage with users and help them overcome their day-to-day obstacles. I love all of the learning opportunities I have working at Spiff. Lulu has experience in customer service, sales, onboarding, data analysis, and languages (he speaks three). Ali Schurman, Customer Support Tech Meet Ali!

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Meeting Travel Fashion Sports 71

The Spiff Blog

AUGUST 22, 2023

Many of these strategies are built upon insights derived from data analysis. Compensation is a business investment, after all, and you need to study it closely to identify areas of overspending or risk potential. When inbound interest is slow, it’s important to make each and every opportunity count.

Strategy 74

Strategy Compensation Commission ROI 74

Xactly

MAY 24, 2018

In other words, 45% of the time, compensation plans are leading to missed selling opportunities. These missed opportunities stem from misalignment between sales and overall business objectives, i.e. poorly executed strategy. the applied analysis that is derived from the numbers. Yet, this perspective is reductive. Watch Webinar.

Compensation 51

Compensation Enterprise Enterprise Webinar Metrics 51

The Spiff Blog

JUNE 6, 2023

I’m excited to have an opportunity to build processes and improve the hiring experiences for both hiring managers and candidates at Spiff. I am excited to have the opportunity to work with some of the brightest minds in the industry and to help create something truly special and impactful!

Meeting 67

Meeting Travel Engineering Hiring 67

SBI Growth

FEBRUARY 5, 2014

Erik Charles is the Principal Incentive Strategist at Xactly Corp. In a recent webinar , Erik noted that: "The total outlay for Incentive Compensation in the U.S. Studies show that these managers are significantly more likely to pull the trigger. Enlighten: Enable sales reps to calculate the value of each opportunity.

Compensation 120

Compensation Territories Hiring Commission 120

PandaDoc

APRIL 25, 2023

It includes a thorough analysis of the customer segments , including their demographics, psychographics, and buying behavior. Another benefit of sales planning is that it aids the process of identifying new sales opportunities and potential customers. This will help you identify opportunities and threats in your market.

Examples 52

Examples How To Hiring Segment 52

Miller Heiman Group

FEBRUARY 26, 2019

According to CSO Insights’ 2018-2019 Sales Performance Study , only 54 percent of salespeople are making or exceeding quota. For instance, the top-down approach may miss the potential of each individual sales rep’s opportunities in their territory or accounts (e.g. Organizations aren’t setting quotas effectively.

Strategy 71

Strategy Territories Quota Proposal 71

Pointclear

MAY 10, 2012

Christopher has served as editor-in-chief or senior editor with Meeting News, Corporate & Incentive Travel, and Life Extension. But they’re finding colleagues super enthused and thankful for the added opportunity to talk about their company and about their products. Magazine, Multi-Housing News and Hospitality Design.

CRM 178

CRM Sales Qualified Lead Marketing Social Media 178

Apptivo

MAY 26, 2023

Based on this analysis, the sales manager can take corrective action. This analysis serves as a foundation for developing realistic goals that build on previous accomplishments. Study customer data, conduct market research, and listen to feedback from the sales team. Customer Insights Get to know the customers inside out!

Sales Forecasts 52

Sales Forecasts Forecasting CRM Top of Funnel 52

Salesmate

MAY 29, 2020

Map out the competitors’ strengths and weaknesses after in-depth competitive analysis. Share case studies and testimonials of satisfied customers who chose you over the competitors. Create a lot of opportunities for yourself so that few rejections don’t affect your target. Sales challenge 2 – Lack of time for selling.

Face-to-face 93

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

Pointclear

MAY 10, 2012

Chris has served as editor-in-chief or senior editor with Meeting News, Corporate & Incentive Travel, and Life Extension. But they’re finding colleagues super enthused and thankful for the added opportunity to talk about their company and about their products. Magazine, Multi-Housing News and Hospitality Design.

CRM 133

CRM Sales Qualified Lead Marketing Social Media 133

LeadFuze

DECEMBER 31, 2021

Create an incentive compensation plan for every market segment. Run a competitor analysis. It is also an opportunity for you to collaborate with other brands. Run a competitor analysis. The second part of the analysis is to learn more about how competitors do business, what they are strong in and where they fall short.

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

The ROI Guy

APRIL 12, 2013

As the studies indicate, business-as-usual is a more comfortable state of mind, because we all tend to outweigh potential downside risks higher than significant and compelling upside rewards - a risk aversion that causes a natural resistance to change.

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

The ROI Guy

JANUARY 3, 2012

Step 4: Lean on Me Many studies indicate that, more than any other factor, the key to sales success is coaching, yet how many sales enablement programs include a formal coaching plan and commitment to drive adoption, usage and change?

Sales Tools 80

Sales Tools Tools Incentives Incentive 80

Close.io

OCTOBER 1, 2018

Mentoring individual sales reps and administering incentive programs. If a candidate doesn’t prepare enough ahead of time to have a case study they can proactively bring up during their interview, how can you expect them to show up prepared and ready to close their first presentation? Overseeing the organization’s sales training.

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

Mindtickle

FEBRUARY 14, 2016

According to a Huthwaite study, the Citi sales training team used behavior analysis techniques to assess a range of sales behaviors including this key objective: increasing benefit focused conversations. For example, test your field sales rep’s ability to handle objections to evaluate their readiness.

Hiring 52

Hiring Training How To Lead Rank 52

Mindtickle

FEBRUARY 14, 2016

According to a Huthwaite study, the Citi sales training team used behavior analysis techniques to assess a range of sales behaviors including this key objective: increasing benefit focused conversations. For example, test your field sales rep’s ability to handle objections to evaluate their readiness.

Hiring 52

Hiring Training How To Lead Rank 52

Nutshell

AUGUST 28, 2023

Each stage has its purpose and a set of actions, reducing ambiguity and the likelihood of missed opportunities. Enhanced data-driven insights A structured sales process allows for accurate tracking and analysis of each stage’s performance. Ensure your sales team can study and reference it at any time.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Showpad

AUGUST 23, 2018

It may seem obvious, but a study by ATD discovered that only 11 percent of organizations train their sales managers to a high extent. Determine specific goals surrounding opportunity management, account management, call management and other important selling skills. Coaching should also focus on the manager’s team as a whole.

Coaching 45

Coaching Sales Management Scale Sports 45

LeadFuze

JANUARY 1, 2022

When we were testing different outsource sales team incentives, it was crucial to find out what motivates the person and why they might not be doing well. They also have the responsibility of discovering outsource sales team opportunities that would be good for your account executives. Closing the sale or sales execution.

Outsourcing Services 52

Outsourcing Services Sales Outsourcing Hiring Lead Rank 52

LeveragePoint

MAY 4, 2018

Value Propositions can be introduced naturally into customer conversations, as Flexible Case Studies , where they become an effective means to present your solution from a customer-centric perspective. Good case studies highlight what you do for your customers, how you do it, how much better you are and what that is worth to the customer.

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Sales Cycle Negotiation Closing Case Study 20

LeadFuze

DECEMBER 31, 2021

A new study by CSO Insights shows that 60% of deals forecasted do not actually close. The technique of projecting the data in a series to estimate future events is called time-series analysis. The qualitative technique relies on data that is more specific and refined than the time series analysis, which focuses on patterns.

Sales Forecasts 52

Sales Forecasts Forecasting Lead Rank Revenue 52

Tenbound

JANUARY 3, 2024

Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline By Marylou Tyler & Jeremey Donovan Part 1: TARGET Chapter 1: Internalizing Your Competitive Position Conduct a Six-Factor analysis of your strengths, weaknesses, opportunities, and threats. The goal of a salesperson should not be perfection.

Prospecting 49

Prospecting Outsourcing Services Top of Funnel Sales Qualified Lead 49

The Spiff Blog

JULY 20, 2023

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. Say you study commission data from the past year. Identify gaps and flaws in your comp plan design.

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Commission Compensation Scale Report 80

PandaDoc

SEPTEMBER 19, 2023

Businesses that target a vertical market might gain an opportunity to occupy a niche that no one else can yet possess, operating with a unique technology or expertise nobody else has acquired at the given time. This limited customer pool can possibly restrict your growth opportunities and revenue potential.

Paid Content 52

Paid Content Marketing Outsourcing Services Lead Rank 52

Highspot

JANUARY 28, 2024

During consideration, case studies and datasheets make a difference. Research indicates an opportunity for salespeople: only 5% of potential buyers are currently in-market, but the remaining 95% are likely to consider a purchase decision in the future. For awareness, educational blogs and eBooks build trust.

Collateral 96

Collateral Top of Funnel How To Distribution 96

Sales Hacker

APRIL 26, 2019

Control what you can control, and you’ll have greater success in getting the career opportunity offers you want. In college, I worked to minimize student loans, and studied business because I’m fascinated by it.” OR… “I won the top sales incentive trip the last three years.” Or, theater because I love acting.

Hiring 21

Hiring How To Skype Promotion 21

The Spiff Blog

SEPTEMBER 14, 2023

The efficiency and power that AI provides will enable you to consistently optimize and refine your strategy, make impactful changes faster, and uncover new revenue-driving opportunities hiding within your different datasets. While this wealth of data analysis leads to key benefits, it also presents newfound cybersecurity risks.

Commission 84

Commission Account Compensation Face-to-face 84

Appbuddy

SEPTEMBER 24, 2020

The world of triggered email is very complex, and if you haven’t had the opportunity to set up a triggered email program of your own yet, fear not! The main steps to setting up an effective triggered email program are: Step I: Situation Analysis. Nearly 50% of senders are still working on getting their programs up and running.

Everest 52

Everest Segment Demographics Hubspot 52

Sales Hacker

APRIL 21, 2022

Enterprise buyers typically have a certain window of opportunity every year to buy a new piece of software. These enterprise features are usually the incentive for the company to purchase the bigger package. Get case studies from bigger companies. Now it’s time to turn those leads into an opportunity and close the deal.

Ideal Customer Profile 85

Ideal Customer Profile Marketing Enterprise Enterprise 85

Apptivo

APRIL 8, 2022

Planning and analysis: In this stage, you need to make a proper plan on how you are going to generate the leads. Start by researching the market and make a complete analysis on competitors. The content can take any form, say blogs, infographics, videos, images,case studies, webinar and whitepapers. What is Lead generation?

Paid Content 98

Paid Content Lead Generation Lead Rank Lead Scoring 98

Close.io

DECEMBER 23, 2019

The most common sales objections including detailed analysis and ways to counter each one. Appointment booking is both a science and an art, and quite possibly one of the most under-appreciated opportunities sales teams have. Go where others are afraid to go and you'll find massive opportunity. READ THE FULL ARTICLE ?.

B2G 89

B2G Outbound Government Sales Forecasts 89

Sales Hacker

DECEMBER 21, 2020

This digital shift presents a lot of opportunities that may be converted into sales. Start with an analysis. For the planning part, you’ll need to: Organize your lead data for analysis. Case studies. Webinars give you a unique opportunity to talk to tens, hundreds, or even more potential customers.

Paid Content 104

Paid Content Lead Generation Top of Funnel Lead Rank 104

Sales Hacker

DECEMBER 13, 2018

A widely cited study published by the Journal of Applied Psychology found that lack of clear goals is a major cause of student attrition. Whether through inspiration, coaching, training, technology, or incentives, sales managers need to enable each member of the team to deliver high performance and achieve their individual targets.

Sales Management 79

Sales Management Revenue Incentives Incentive 79

Sales Hacker

AUGUST 21, 2018

A widely cited study published by the Journal of Applied Psychology found that lack of clear goals is a major cause of student attrition. Whether through inspiration, coaching, training, technology, or incentives, sales managers need to enable each member of the team to deliver high performance and achieve their individual targets.

Sales Management 62

Sales Management Revenue Incentives Incentive 62

Close.io

JUNE 3, 2019

Opportunity stage forecasting. What is it: The opportunity stage method looks at your sales pipeline and considers how likely that lead is to close and, thus, turn into sales for your business. Test-market analysis forecasting. Multivariable analysis. A multivariable analysis accounts for these kind of factors and more.

Sales Forecasts 91

Sales Forecasts Forecasting Top of Funnel How To 91

Sales Hacker

DECEMBER 8, 2017

Despite all the AI fear mongering, we dug deep to find out what really matters next year – so aside from our own analysis, we asked sales leaders, experts, and top sales reps to predict the top sales trends of 2018. Increased Importance of Personal Branding & Career Development to Create Your Own Sales Opportunities.

Trends 96

Trends Outsourcing Services Top of Funnel Account Based Marketing 96