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. There are fewer dollars to go around, especially in B2B sales. The post The Definitive Guide to Recession-Proofing Your Sales Organization appeared first on Spiff.

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Zoominfo

DECEMBER 17, 2020

It’s the big leagues and the experience is definitely worth the hustle. Each sales person’s motivation is unique, and while the financial incentives motivate many, a President’s Club award that comes with recognition and a unique prize also provides motivation. But this year, most companies had to push their events out.

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Incentives Incentive Travel Motivation 234

CloserIQ

JULY 20, 2020

Your ability in retaining B2B salespeople hugely impacts the success of your sales teams. Here are some best practices for retaining B2B salespeople: 1. Create a comprehensive benefits and incentives program. Although compensation isn’t the only factor that prompts excellent salespeople to leave, it definitely has an impact.

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B2B Incentives Incentive How To 52

Hubspot Sales

NOVEMBER 10, 2020

While this doesn’t encompass every aspect of a sales environment and culture, it’s definitely a critical part. B2B Sales Environment. A B2B sales environment is defined by who you’re selling to — other businesses. Incentive-Based Sales Environment. I sure did.

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B2C Incentives Incentive How To 104

Zoominfo

SEPTEMBER 1, 2019

Let’s talk about one of the biggest mistakes B2B brands make. This kind of ongoing education is particularly important in the B2B space, where products tend to be more multifaceted and are often updated with new features. Establish an Incentive-Based Customer Loyalty Program. Personalize Your Incentives.

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Loyalty Customer Incentives Incentive 130

DiscoverOrg Sales

NOVEMBER 27, 2017

Unlike B2C marketing, in the B2B world, not all the people who read your blog post or express interest in your product or service are a great fit. Coupons might feel like a B2C move, but the same idea works as a re-marketing tactic for B2B companies as well. That’s a powerful way to add incentive to your remarketing campaigns.

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Lead Rank Marketing Qualified Lead Sales Qualified Lead Top of Funnel 196

Zoominfo

JANUARY 27, 2019

Check out our recent blog post to learn more: The Definitive Guide to Addressing Negative Business Reviews. Encourage your customers to create UGC by offering an incentive. Learn more by reading the following posts: Influencer Marketing 101: The Beginner’s Guide 8 Best Practices for B2B Influencer Marketing.

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Social Media Marketing Referrals Influencer 210

DiscoverOrg Sales

NOVEMBER 27, 2017

Unlike B2C marketing, in the B2B world, not all the people who read your blog post or express interest in your product or service are a great fit. Coupons might feel like a B2C move, but the same idea works as a re-marketing tactic for B2B companies as well. That’s a powerful way to add incentive to your remarketing campaigns.

Lead Rank 133

Lead Rank Marketing Qualified Lead Sales Qualified Lead Top of Funnel 133

SBI

OCTOBER 23, 2017

Keep in mind, there will be 400+ booths and the floor is crowded; it’s tough to maneuver so don’t bring any roller bags and definitely don’t bring any heavy laptop bags with you. Zilliant @zilliant Zilliant is the one of the world’s leading providers of AI-enriched SaaS solutions that maximize the lifetime value of B2B customer relationships.

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Vendor Hoovers Lead Rank Sales Qualified Lead 140

Sales and Marketing Management

JANUARY 7, 2018

By definition, teams have middle performers and, depending upon how forgiving management is, even low performers. We asked veteran B2B sales managers, consultants and coaches how best to build and sustain a high-performing sales team with a clear understanding that a company’s success relies on a lot more than it sales personnel.

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Hiring Ideal Customer Profile Lead Rank Incentives 149

Highspot

JANUARY 28, 2024

A significant 71% of B2B buyers say they download and consume multiple assets to help with the decision-making process and an equal number said they share such content with their team members. Decision Stage In the decision stage, prospects are ready to make a definitive choice.

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Collateral Top of Funnel How To Distribution 96

PandaDoc

APRIL 18, 2023

In the B2B segment, returning the favor by providing a review to your client will help both your businesses grow and thrive. And if you operate in the B2B segment, it’s crucial to keep track of what’s going on with your client business. At the end of the day, losing your client over a review is hardly worth it.

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Policies Incentives Incentive Travel 52

Vengreso

JUNE 6, 2023

By incorporating these top sales strategies into your B2B Sales playbook, you’re setting yourself up for success as you work towards exceeding your company’s sales goals. Read our Definitive Prospecting Guide for sales management to grow pipeline. Incentives: Design plans that reward exceptional performance.

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Hiring Strategy Referrals Sales Qualified Lead 90

SBI

DECEMBER 4, 2013

Type “definition of sales enablement” into the Google Search bar and you’ll get 63,900 results. The short answer as to why the definition is so cloudy is that it means different things to different people (so they can sell more). That’s rather astonishing. Clearly, it’s a popular topic.

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The Spiff Blog

NOVEMBER 17, 2022

Customers have changed way faster than salespeople, especially in the B2B space. ” Alfie Kohn, Author of Punished by Rewards: The Trouble with Gold Stars, Incentive Plans, A’s, Praise and Other Bribes. For many B2B organizations, sales comp is the largest expense in their sales organization. Key Learnings.

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Compensation Commission Motivation Incentives 72

Sales Training Connection

NOVEMBER 10, 2016

All of this, of course, makes great sense since companies in B2B markets recognize that it’s increasingly difficult to win by product alone. Here let’s restrict the definition of selling to planning, doing and reviewing actual interactions with customers. There are incentives for all sorts of sales activities.

Top of Funnel 101

Top of Funnel Funnel Face-to-face Ideal Customer Profile 101

Nutshell

AUGUST 27, 2018

To point you in the right direction, we’ve compiled a list of some of the best and most popular B2B sales tactics from general practices to specific sales techniques you can use to close more of your deals. Around 90% of top-level B2B decision makers do not respond to cold outreach ( Source ). Prospecting. What is prospecting?

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Sales Qualified Lead Closing Lead Rank Lead Scoring 126

Miller Heiman Group

FEBRUARY 21, 2019

Not only is the definition of “good” completely subjective, but these types of evaluations are sometimes used to inform key decisions about hiring, promotions and performance reviews. Assessments provide a definitive answer about whether someone belongs in a role and what strengths and weaknesses they possess. Conclusion.

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Hiring Study Sales Talent Case Study 62

Nutshell

MARCH 19, 2021

Social media followers are nice to have, and we definitely recommend engaging with your audience on platforms like Facebook, Instagram, and Twitter. (Or Offer incentives for joining your list. That’s why you need to offer an incentive, AKA a lead magnet. Because it’s yours. You built it. Or even TikTok , maybe).

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Email Marketing Marketing Social Media Facebook 71

LeadFuze

JUNE 3, 2021

Account-based marketing (ABM in the rest of the text) is a B2B strategy that focuses not on the attempt to reach a wide audience but to cultivate high-value relationships with specific businesses. B2B marketers identified “revenue generation” as the top priority for conducting such a campaign. What is Account-Based Marketing.

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Account Based Marketing ROI Account Marketing 97

PandaDoc

DECEMBER 9, 2022

Pricing: a definition and business impact. Go beyond the limits of the accounting definitions — such as cost of goods sold (COGS) and cost of sales — and dig deeper into the actual cost basis that should cover all of the related promotions, distribution costs as well as sales commissions. Determine the full cost.

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Segment Lead Rank Lead Scoring Buyer Persona 52

Hubspot Sales

DECEMBER 7, 2023

FastSpring reviewed 30 randomly selected businesses serving B2C and B2B markets across the globe and found a noticeable increase in Q4 sales. They’ll either be able to devote time and money to address problems that weren’t previously high-priority or tell you definitively that they just can’t do it this year. Don’t be afraid to upsell.

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Data Discount How To Quota 117

Sales Hacker

JULY 14, 2021

For us as a high growth, SaaS based B2B product, that includes marketing, sales solutions, and client support and success.”. Depending on your sales team’s mandates, they may even help create incentive plans, monitor the adoption of new sales methodologies, and plan for sales territory alignment and forecasting.

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The Spiff Blog

MARCH 14, 2023

Lori Richardson, the acclaimed B2B sales strategist, now hosts the show, where she predominantly interviews saleswomen and entrepreneurs who work in a variety of roles and industries. The post Discover the 15 Best Sales Podcasts of 2023 appeared first on Spiff.

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Hiring Scale Pivotal Lead Rank 73

Sales Hacker

MARCH 30, 2021

Rather than just reading or listening, you can now ask questions and get amazing thoughtful answers from the world’s B2B sales professionals who’ve been there before, plus you can share your experience with others. Sam Jacobs: I’m always interested in how incentives drive behavior.

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Oracle Scale SalesForce Incentives 102

SBI

JUNE 25, 2013

Gamification is definitely a form of social engagement. And now we’re seeing some of these same practices applied to the B2B space. Businesses that sell to other businesses (B2B) leverage these same principles of motivating consumer behavior by applying it to their own external marketing efforts as well as their internal operations.

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Hiring InsideSales Incentives Incentive 122

Xvoyant

JULY 2, 2020

I’ve often used the analogy that B2B enterprise sales professionals are the Olympic athletes of the corporate world. That said, try putting them in a front line B2B sales role focused on the complex sale at the enterprise level and see how that works out for you. Let’s start with this definition. Are we coaching effectively?

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Sales Coaching Coaching Forecasting Lead Rank 62

No More Cold Calling

MARCH 3, 2016

The bulldog in question is Amy, director of sales strategy at a large B2B software company. She’s been there … as a customer of incentive compensation and a lover of performance management. Unless we take time to unplug , we can’t function as well at work, and we definitely can’t function at home.

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Referrals Scale Cold Calling Call-back 120

Product Management University

JANUARY 26, 2017

For 80% of B2B products and services, the answer is generally NO! What’s the Definition of a Really Big Problem? In the B2B space, I define a really big problem as something target customer CEOs care about directly or no more than one degree removed from something on a CEO’s A-list. Kudos to the 20% that can.

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Margin Retail Incentives Incentive 40

InsideSales.com

DECEMBER 4, 2019

An analysis by the Corporate Executive Board revealed that B2B customers completed nearly 60% of their purchasing decisions before even having a conversation with a supplier. Cadence Definition: This refers to a specific sequence of steps, actions, or activities to generate and convert a lead. Combining Data with Predictive Analytics.

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Data Hiring Analytics Top of Funnel 86

Zendesk Sell

JANUARY 8, 2019

In short, poor customer service affects both customer acquisition and, even more importantly, customer retention, which is the bread-and-butter of many B2B businesses. The definition of excellent customer service. These conflicting incentives can lead to silo’d departments (departments working separately).

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Customer Service Hiring Customer Hotels 90

The Spiff Blog

AUGUST 22, 2023

Recommended reading : A 3-Step Framework for More Informed B2B Software Buying 2. Recommended reading : The Definitive Guide to Recession-Proofing Your Sales Organization 5. Then, determine who is using what tool, how frequently they’re using it, and what revenue-generating function the tool supports. Erase silos between GTM teams.

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Strategy Compensation Commission ROI 74

The Spiff Blog

SEPTEMBER 16, 2022

Rachel is an experienced content writer/marketer, specializing exclusively in B2B SaaS for the past 4 years. She’s also an unapologetic B2B content nerd who *strongly* disagrees that B2C should have all the fun — one of her favorite pieces she got to write was a lead nurture guide styled after an IKEA manual.

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Meeting Top of Funnel Travel Engineering 75

Hubspot Sales

FEBRUARY 14, 2024

Give a few slots every month or every quarter, and maybe an incentive like a gift card.” Mark Colgan , B2B Sales SaaS Consultant at Yellowo , supports Ackerman’s recommendation. You definitely want to make sure that you are cohesive throughout the entire inbox experience.” Or, Ackerman recommends Schmoozing Sessions.

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Data Segment Email Marketing Webinar Metrics 87

InsideSales.com

DECEMBER 1, 2019

Sales Quota Definition and Types. Sales Quota Definition and Types. Aside from bonuses and incentives, you can also provide reps tips and points for improvement tailored for each of them. RELATED: Why Your Reps Are Not Hitting Quota And How They Can W/Ron Hollis @XANT. What Is a Sales Quota? Don’t worry. What Is a Sales Quota?

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Quota Discount How To Decision Maker 74

Hubspot Sales

SEPTEMBER 30, 2021

It's important to note we're primarily talking about sales organizations at SaaS, B2B, or technology organizations. Birch also recommends doubling down on sales incentives to get reps more excited about work. The larger enterprise sales teams that spend their time on the road follow a different model.).

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Scale Hiring How To Hubspot 71

LeadFuze

DECEMBER 31, 2021

Business Acumen Definition. On the other hand, if you want to be a successful B2B salesperson, you need business acumen. In B2B sales, it is critical to have a thorough understanding of the business that you are trying to sell into. A good B2B salesperson has an understanding of the business they are in, not just their own.

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Hiring How To B2B Banking 52