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. It’s about creating a systematic approach to selling at scale. When it comes to sales performance management, it’s a must-have.

Incentives 83

Incentives Incentive Scale Compensation 83

Hubspot Sales

JULY 28, 2021

One of the most lucrative ways to improve your bottom line is through boosting your sales team's effectiveness — yet many companies choose to focus on aspects of the business like product velocity or customer support costs rather than dialing in on their sales execution. That said, sales execution can be elusive. Create a plan.

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Top of Funnel Churn Face-to-face Pipeline 120

Jeff Davis

DECEMBER 17, 2018

I‘ve had the pleasure of learning so much about how to strategically align B2B Sales and Marketing this year through too many different interactions to count. Also, great content for sales leaders to better understand what they should be asking for from their marketing counterpart to help their sellers succeed.

Ideal Customer Profile 72

Ideal Customer Profile Resources B2B Marketing 72

Apptivo

NOVEMBER 10, 2023

In this guide, we will delve into the concept of sales analysis, elucidate the advantages and significance of conducting such analyses, and examine the prevalent types. By the end, you will gain a more holistic approach towards sales analysis, leading your way towards enhancing the company’s performance.

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Analysis Analytics CRM Forecasting 52

Showpad

JUNE 29, 2021

Engaging buyers in an effective way requires sales professionals having access to the right content and messaging for their targeted buyer roles and their business challenges. Additionally, it’s crucial that they can tailor their approach and their messages in each buyer interaction in a valuable, relevant and differentiating way.

Buyer 59

Buyer Face-to-face Churn Analytics 59

LeadBoxer

DECEMBER 8, 2019

Known as account-based marketing (ABM), companies that treat individual prospects like an entire market can generate 208% more revenue than those who don’t according to MarketingProfs. This strategy requires that a business’s sales and marketing teams work more closely together. Blog posts are just the beginning.

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Account Based Marketing Account Software Software 89

Miller Heiman Group

JULY 18, 2019

On the surface, your sales organization looks like it’s doing everything your shareholders or board expects: Your revenue attainment is up, and more salespeople are exceeding their goal than you’ve seen in the last five years. Assess Your Sales Performance. Evaluate Your Existing Talent—and Rebuild Your Hiring Profiles.

Strategy 55

Strategy Hiring Lead Rank Lead Scoring 55

OpenSymmetry

JULY 20, 2015

Make sure you sales strategy is not an empty promise. The answers lie in being better informed about your capabilities, being holistic in your approach and developing the capabilities to enable your employees to deliver the required change. The indicators that problems are on the horizon are easily recognisable.

SalesForce 40

SalesForce Webinar Metrics Scale Quota 40

Connext Digital

MAY 27, 2019

So you don’t end up in the same boat, here are 10 of the most important content performance metrics you need to track to get a holistic idea of your content’s success: The Most Important Content Performance Metrics to Track. Track your leads, email signups, analytics, and sales to determine the conversion rate of your page.

Lead Rank 75

Lead Rank Lead Scoring Campaigns Engineering 75

Mindtickle

FEBRUARY 27, 2018

A good coach can help more salespeople achieve quota by up to 10% and when you combine training and coaching, sales productivity also increases. Impactful coaching focuses on the needs of your reps and helps them improve how they approach different parts of the sales process or their customers.

Coaching 59

Coaching Lead Rank Lead Scoring Data 59

Mindtickle

FEBRUARY 27, 2018

A good coach can help more salespeople achieve quota by up to 10% and when you combine training and coaching, sales productivity also increases. Impactful coaching focuses on the needs of your reps and helps them improve how they approach different parts of the sales process or their customers.

Coaching 52

Coaching Lead Rank Lead Scoring Data 52

Altify

SEPTEMBER 10, 2018

This is an extract from the Executive Sponsor Program section of my book: Digital Sales Transformation in a Customer First World. In some cases it reports to Sales, in others to Marketing or Customer Success, and it can in many cases report directly to the CEO. Selecting the accounts. How important are you to them?

Ideal Customer Profile 49

Ideal Customer Profile Account Segment Revenue 49

OpenSymmetry

JULY 23, 2015

Peter O’Neill, Vice President, Research Director, Forrester Research and Laura Roach, Senior VP Marketing and Customer Success, OpenSymmetry shared valuable information on aligning the customer buyer journey for a holistic approach to accelerate Lead to Money in a recent live webinar. The answer is simple. What does this mean for you?

Webinar Metrics 40

Webinar Metrics Leads Marketing Qualified Lead Incentives 40

Salesmate

JULY 28, 2020

The more you learn, the better you can perform when it comes to nurturing and converting sales deals. In sales, you need to keep learning to excel and surpass competitors. So, take the help of various sales books to enhance your knowledge and brush up your skills. 25 sales books you must-read in 2020. The Modern Seller.

Lead Rank 103

Lead Rank Buyer Outbound Influencer 103

Connext Digital

MAY 27, 2019

So you don’t end up in the same boat, here are 10 of the most important content performance metrics you need to track to get a holistic idea of your content’s success: The Most Important Content Performance Metrics to Track. Track your leads, email signups, analytics, and sales to determine the conversion rate of your page.

Lead Rank 40

Lead Rank Lead Scoring Campaigns Engineering 40

PandaDoc

DECEMBER 12, 2018

If you’re in sales, sending cold emails is a part of your life. Whether you’re a sales rep following up on cold leads, a freelancer trying to connect with new clients or a sales manager thinking holistically about your lead generation approach: creating cold emails that convert is essential. Set up a meeting.

Lead Rank 61

Lead Rank Lead Scoring Segment Google 61

MarketJoy

APRIL 27, 2018

While working towards a fresh campaign to introduce a new product, all the teams are required to work in sync be it marketing or sales in order to put the same communication across the market. You will have to get familiar with the roles of the Sales development representative to best incorporate them into the team.

Marketing 45

Marketing Sales Qualified Lead Top of Funnel Campaigns 45

The ROI Guy

MARCH 23, 2011

In a recent Harvard Business Review article , one of the most respected names in technology marketing and strategies, Geoffrey Moore discussed how diagnostic and benchmarking sales techniques can be used, particularly during a downturn, to help engage executives, open up new opportunities and unfreeze previously stuck sales processes.

Sage 67

Sage Lead Rank Remedy Microsoft 67

Nutshell

FEBRUARY 20, 2024

Inbound marketing is an approach to marketing that focuses on attracting potential customers by providing valuable, relevant content rather than interrupting their experience with traditional advertising strategies. Inbound marketing takes a more targeted approach. In fact, you don’t have to choose one or the other. Of course you do.)

Paid Content 77

Paid Content Inbound Account Based Marketing Marketing 77

Sales and Marketing Management

OCTOBER 23, 2017

Author: Paige Musto In marketing, much like in life, success is often a function of how well you plan – how much you’re willing to research, strategize, optimize your approach. Build the plan around specific buyer stages. Expand (how to expand relationships with existing customers – marketing’s job no longer ends at the sale).

Marketing 192

Marketing eBook Social Media Trade Show 192

SocialSellinator

AUGUST 28, 2023

Their services include social media strategy, daily posting and community managemen t, blog writing, SEO audits and optimization, Facebook and Google ads management, and LinkedIn lead generation. Content Marketing - Blog writing, articles, videos, graphics, and other content creation. to generate more leads and sales.

Paid Content 88

Paid Content Social Media Marketing Lead Rank 88

Sales and Marketing Management

OCTOBER 23, 2017

Author: Paige Musto In marketing, much like in life, success is often a function of how well you plan – how much you’re willing to research, strategize, optimize your approach. Build the plan around specific buyer stages. Expand (how to expand relationships with existing customers – marketing’s job no longer ends at the sale).

Marketing 120

Marketing eBook Social Media Trade Show 120

Apptivo

JUNE 22, 2023

Why is it important in sales management? CRM Functions to Speed Up the Sales Process 5. Footnotes In today’s fast-paced business environment, effective sales management involves more than just charm and persuasion. Now, let’s look at how this is possible in the rest of the blog. What is a CRM? What is a CRM?

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CRM Sales Management Lead Rank Lead Scoring 52

Hubspot Sales

AUGUST 21, 2023

Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions. This guide can be used for startups, B2B businesses, and virtually any new venture you plan on launching. What is a Go-to-Market Strategy?

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

Nutshell

FEBRUARY 20, 2024

You’ve heard marketers talk about landing pages and how important they are as part of a holistic marketing plan. This visitor could land on any web page or blog post on your website as their first point of entry. The B2B Marketer’s Toolkit collects 120+ of the best lead generation tips ever published on the Nutshell blog.

Campaigns 71

Campaigns Lead Gen Marketing Webinar Metrics 71

PandaDoc

APRIL 3, 2023

For every business, it’s crucial to establish a steady stream of leads for generating the same stable revenue. As Invesp claims , 80% sales require five follow-ups, and 3 out of 5 customers prefer to say “No” four times prior to saying “Yes”. What a sales pipeline is We’ll start by clarifying the definitions of the terms we use here.

Pipeline 52

Pipeline Lead Rank Revenue Sales Qualified Lead 52

OpenSymmetry

FEBRUARY 26, 2015

Attention to performance results including your periodic reviews with your manager, regular sales progress, and management by objectives (MBO’s) all look to focus on the goals and objectives, as well as the achievement results after a period of time. Do we have the right sales enablement to execute on the plan effectively?

Hiring 40

Hiring Incentives Incentive Sales Talent 40

Apptivo

OCTOBER 11, 2023

What is sales productivity? Why is sales productivity important? Key Considerations in Choosing the Ideal Sales Tools Software 4. Top 10 Tools to Boost Sales Productivity The Sales sector in businesses is ever-shifting with the newest trends and tactics that raise new challenges annually.

Tools 52

Tools Webinar Metrics Pivotal Software 52

DialSource

JANUARY 16, 2020

The startup can analyze CRM data, blogs, forums, and social media to determine what the market is “saying.” Digital Transformation in Sales. How is the digital uprising, and the concurrent shift to the knowledge economy, impacting the sales environment? A staggering 57% of the buyers’ journey is happening online.

Ideal Customer Profile 41

Ideal Customer Profile Consumer Face-to-face Objections 41

Costello

JANUARY 15, 2019

“Aligning sales and marketing is an absolute must because they should work hand in hand,” says Nate Masterson of Maple Holistics. “If If they don’t, then there’s a lot of revenue being left on the table. Sales and marketing alignment is about leveraging those insights to drive business results. Here’s what we learned.

Lead Rank 105

Lead Rank Revenue Top of Funnel Lead Scoring 105

SBI

NOVEMBER 7, 2019

Seismic , the market leader for sales enablement platforms, today announced the acquisition of Percolate, a leading marketing campaign orchestration and content management platform. Seismic Acquires Percolate to Create Exceptional Content Experiences at Every Point in the Customer Journey. Doug Winter, Seismic co-founder and CEO.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52

Showpad

MARCH 26, 2021

While not especially glamorous, sales prospecting is an essential part of the trade. Sales prospecting tools grant a competitive advantage to sellers, allowing them to better target their efforts on high-intent leads while freeing up their time for value-add activities instead of performing routine tasks. A recent article from the U.S.

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Sales Enablement Tools Prospecting Social Media 52

Showpad

OCTOBER 14, 2019

Strategy is essential to success in B2B Sales. Having a defined roadmap for reaching goals will ensure your company’s Marketing and Sales efforts are targeted, measured, and highly effective. . Yet the B2B Sales landscape is always changing. Here are five strategies you can use to drive B2B Sales: 1. Social Selling.

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Account Based Marketing Ideal Customer Profile B2B Top of Funnel 40