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

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 29, 2020

A survey of B2B sales operations by McKinsey & Company shows the pandemic has accelerated previous trends?—?omnichannel omnichannel selling, inside sales, tech-enabled selling and e-commerce. from all of your sales channels. Offer the human touch whenever customers need it with your sales team?–?whether

Face-to-face 156

Face-to-face Lead Rank Decision Maker Pivotal 156

Sales and Marketing Management

JUNE 14, 2020

“The 9-to-5 workday, or any semblance of it, seems like a relic of a bygone era,” states a recent Bloomberg article. “I sales and marketing at Intel, told Bloomberg. Click on any of the articles below to read more from our "NEXT" special report. . The office as a recruitment tool. Is it frustration, fear or anxiety?

Face-to-face 218

Face-to-face Decision Maker Insurance Insurance 218

Act!

APRIL 16, 2024

Did you know that by 2025, 80 percent of B2B sale s interactions between buyers and sellers are predicted to happen virtually? That’s how fast the remote sales landscape is evolving. Virtual sales teams allow organizations to optimize costs, hire the best sales talent worldwide, and engage with prospects in different time zones.

Strategy 52

Strategy Hiring Top of Funnel Face-to-face 52

Vengreso

JULY 5, 2023

As the world of sales continues to evolve, Digital Sales Referrals have emerged as a powerful tool for driving business growth. In this comprehensive guide, you will gain insights into the transition from traditional to modern selling techniques and understand the impact COVID-19 has had on sales strategies.

Referrals 89

Referrals Maximizer Ideal Customer Profile Social Media 89

Nutshell

MARCH 19, 2024

As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. Keeping an eye on your team’s sales productivity is one of the best ways to track performance and nip bottlenecks in the bud. Table of Contents What is sales productivity? What is sales productivity?

How To 71

How To Sales Qualified Lead CRM Face-to-face 71

SBI Growth

DECEMBER 19, 2013

A few weeks ago, I was talking to an SVP of sales. The SBI Sales Initiative Assessment Tool has answers. No matter what initiatives your sales organization is considering, this tool carefully evaluates them. After you download the SBI Sales Initiative Assessment Tool , you’ll need to do a little customization.

How To 303

How To Incentives Incentive Demand Generation Targets 303

Sales Hacker Training

MARCH 14, 2023

Here’s a list of the best lead generation tools on the market today. These solutions range from CRM tools to exit-intentlead capture to sales management tools to marketing software and beyond. We’ve broken down the best lead generation tools into four distinct categories. 1) Outreach.io 1) Outreach.io

Lead Rank 52

Lead Rank Lead Scoring Lead Generation Sales Qualified Lead 52

The Spiff Blog

MARCH 21, 2023

Why share this story at the beginning of an article about using Salesforce to calculate sales commission? A Brief History of Salesforce We started this article talking about the invention of VisiCalc, the first spreadsheet. Using Salesforce to Calculate Sales Commission: Pros and Cons We’ve spoken with folks at Salesforce.

Commission 74

Commission SalesForce Siebel Software 74

PandaDoc

OCTOBER 30, 2023

Gamification took the sales industry by storm in the latter half of the previous decade — and with good reason. 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!

Sales Process 52

Sales Process Incentives Incentive Hiring 52

Sales Hacker

APRIL 4, 2024

Now is a better time than ever for your sales team to align their goals, motivations, and strategies for the upcoming year (and beyond). With a sales kickoff (SKO). But with the guidance of David Nour, CEO of Nour Group , we will prepare you to have the most effective sales kickoffs. And one of the best ways to do this?

Webinar Metrics 90

Webinar Metrics Analysis Motivation Follow-up 90

Sales Hacker

OCTOBER 7, 2022

Scott Barton, Varicent’s VP of Industry Solutions & 20-year sales compensation industry pro, attended WorldatWork’s 2022 Sales Compensation Conference. Despite these advances, few industry pros currently use predictive or prescriptive analytics for determining sales compensation plan effectiveness. Is change in the air?

Compensation 76

Compensation Conference Trends Incentives 76

Understanding the Sales Force

JULY 22, 2014

Understanding the Sales Force by Dave Kurlan The Harvard Business Review finally published a relevant article that I agreed with! Much too frequently, their articles on selling are written by out-of-touch researchers with little field experience and lots of theories. References verify that information. It''s all about potential.

Hiring 236

Hiring Decision Maker Construction Incentives 236

Bigtincan

SEPTEMBER 15, 2021

Working in or leading medical device sales teams is not for the faint of heart. Here are 7 medical device sales tips that help top reps stand apart from their competition. Sales territories and incentives restructuring. New sales training and certification obligations. . Leverage Virtual Communication.

Hiring 105

Hiring Territories Networking Microsoft 105

Sales and Marketing Management

JULY 26, 2017

With those numbers in mind, if you are a sales manager, HR director, marketing manager or other executive charged with increasing employee engagement or driving customer loyalty, what tools do you think make sense to use as your starting point? Software is eating the world,” stated Marc Andreessen in a 2011 Wall Street Journal article.

Incentives 209

Incentives Incentive Retail Loyalty 209

The Spiff Blog

APRIL 11, 2023

If you’ve spent any time in sales, chances are you’ve witnessed gender bias and discrimination in action– even if you weren’t aware of it at the time. That’s why, as part of our ongoing Sell Like a Girl series, we’ve delved deep into the topic of gender bias in male-dominated industries like sales.

Commission 83

Commission Hiring Face-to-face Incentives 83

Sales Hacker

AUGUST 20, 2020

Sales contests are a great way to get your reps hustling and keep their heads in the game. But if you’re only leveraging them for short-term results, you’re majorly underestimating the heavy lifting they can do for your team, your sales org, and ultimately, your bottom line. Why Sales Contests? Get specific.

Incentives 103

Incentives Incentive Competition Distribution 103

Janek Performance Group

OCTOBER 5, 2022

It’s the last day of the month and the sales team rolls in early. At least, that’s how the sales leader envisioned it when they created this month’s sales contest. Most sales contests are created with the best intentions, but many slowly lose momentum and are quietly shelved without much fanfare.

Promotion 62

Promotion Incentives Incentive Motivation 62

Crunchbase

JUNE 28, 2021

This article is part of the Crunchbase Community Contributor Series. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. . Sales is a dynamic area of business that’s constantly in flux.

Webinar Metrics 111

Webinar Metrics Training Strategy Software 111

Sales Hacker

FEBRUARY 15, 2024

Your sales team doesn’t have time for efficiency blockers in a competitive, fast-paced market. Learn how these factors impact your prospecting, and what you can do to yield better outcomes in sales. #1: Learn how these factors impact your prospecting, and what you can do to yield better outcomes in sales. #1:

Ideal Customer Profile 90

Ideal Customer Profile Prospecting Lead Rank Lead Scoring 90

Showpad

MARCH 3, 2020

Sales operations (sales ops) and sales enablement are terms used often within an organization. But how do they contribute to sales productivity and overall business performance? Sales Enablement versus Sales Operations. We’ll get into unique responsibilities of each later in this article.

Sales Operations 100

Sales Operations Sales Enablement Hiring Compensation 100

SBI Growth

MARCH 29, 2013

B2B Sales Reps compete with their peers for sales support resources. Good Sales Reps consistently secure these resources and create their own virtual teams. Online networks such as LinkedIn provide tools that facilitate social gifting. Online networks such as LinkedIn provide tools that facilitate social gifting.

B2B 293

B2B Incentives Incentive Commission 293

SBI

FEBRUARY 23, 2020

Brainshark is a data-driven sales readiness platform. Nancy Nardin, Smart Selling Tools. Nancy Nardin, Smart Selling Tools. Resources All Awards & Recognition Blog Article Brief eBook ebooks & Guides Funding & Acquisitions Industry News Interview Report Video Video Reviews Webinars. Sales Enablement.

Video 128

Video Webinar Metrics Face-to-face eBook 128

Hubspot Sales

FEBRUARY 14, 2024

The last thing you want from a sales email is sleazy, spammy… or even sales-y copy. That might sound counterintuitive, but I interviewed Yuval Ackerman , email strategist, who shared her top tips for writing sales email marketing that don’t give you the ick! Gaudio’s sales emails receive: 36.3% click-through.

Data 87

Data Segment Email Marketing Webinar Metrics 87

The Spiff Blog

APRIL 27, 2023

In this article we plan to resurface a few well-known, but often overlooked, principles of compensation and motivation that can boost you and your team during these tough times. When there is no ambiguity as to how an employee is paid, it promotes a sense of fairness and equity within the sales organization. Let’s get into it!

Motivation 75

Motivation Hiring Compensation Incentives 75

BrainShark

JUNE 28, 2023

Why sales coaching matters — a few key points Knowledge retention Sales coaching activities add an interactive element to learning and are an excellent way to ensure knowledge retention and evaluate whether reps can “play back” what they learned in their training. Revenue At the end of the day sales coaching delivers ROI.

Sales Coaching 62

Sales Coaching Coaching Scale Hiring 62

Crunchbase

JANUARY 13, 2022

This article is part of the Crunchbase Community Contributor Series. Please note that the author is not employed by Crunchbase and the opinions expressed in this article do not necessarily reflect official views or opinions of Crunchbase, Inc. The same goes for the health of your sales department.

Compensation 98

Compensation Insurance Insurance Sales Methodology 98

Mindtickle

DECEMBER 10, 2018

Creating and maintaining an impactful sales coaching framework in the modern age isn’t as easy as one might think – but with the right mindset and the right tools, it’s not out of reach. In the article, Himanshu analyzes the six major things a next-gen, AI-supported approach to sales coaching can help your company accomplish better.

Sales Coaching 80

Sales Coaching Coaching Remedy Incentives 80

Hubspot Sales

JULY 25, 2023

Like many disciplines, sales teams everywhere are trying to understand what role artificial intelligence will play in their industry. It’s here, and it’s already changing sales as we know it. Whether you’re skeptical, curious, or fully on board, it’s important to educate yourself about how sales reps are using AI.

Top of Funnel 79

Top of Funnel Forecasting Sales Qualified Lead Lead Rank 79

Sales and Marketing Management

OCTOBER 29, 2018

This kind of content positions you as a thought leader in a given field or industry, does not contain a sales pitch, and should never mention your company or brand except as the source of the content. Blog Posts and Articles. The video is essentially a tutorial, but also serves as a great promotional tool aimed at business consumers.

Top of Funnel 237

Top of Funnel B2B Webinar Metrics Marketing 237

PandaDoc

APRIL 20, 2022

Creating an effective outbound sales strategy for your team can be a tricky proposition. But just because the days of cold calling and big email blasts are mostly gone doesn’t mean that the outbound sales process is dead. Here are four great methods to boost your ROI when using outbound sales techniques. Target your email list.

Outbound 98

Outbound Top of Funnel Strategy Ideal Customer Profile 98

Act!

FEBRUARY 28, 2024

In this article, we’ll describe the different stages of these customer feedback loops and show you how to create one for your business. Each stage has distinct goals and should ideally involve the key stakeholders from your customer service , product development , data analysis, and marketing and sales teams.

Customer 52

Customer Analysis ACT Incentives 52

The Spiff Blog

OCTOBER 6, 2022

That’s all it takes for a sales rep to jump ship and take their skills elsewhere. This article will show you how the right commission plan execution can retain your employees, reduce customer churn and increase trust between internal teams. . Prioritize a positive sales culture. One wrong commission payment.

Commission 75

Commission Compensation Churn Incentives 75

Hubspot Sales

JUNE 16, 2022

The role of a sales team is to sell. The sales manager is responsible for creating, advancing, and managing the people, processes, and systems for their team to be successful. While this job routinely requires setting goals for the team, sales managers must set goals for themselves as well. Sales goals are often specific.

Sales Goal 79

Sales Goal Examples Sales Management Hiring 79

Sales and Marketing Management

AUGUST 20, 2020

In addition, a cutting-edge training facility also serves as an effective recruitment tool for college or professional athletes as they decide where to apply their skills. This means that building performance is a critical metric that every business should be tracking,” they state in an article on what makes a building healthy.

Real Estate 120

Real Estate Hiring Incentives Incentive 120

Canidium

JANUARY 3, 2024

Sales performance software has emerged as a game-changer, providing businesses with advanced tools to monitor, analyze, and enhance their sales strategies. This article will explore sales performance software and its benefits and give real examples of success.

Software 40

Software Software Benefit Examples 40