The Spiff Blog

AUGUST 22, 2023

They require you to have a clear picture of prospect and customer behavior, market trends, and performance metrics. There are many factors that indicate whether or not a piece of software is essential. Dig into software usage data to gain a better understanding of how teams are using the tools your organization pays for.

Strategy 74

Strategy Compensation Commission ROI 74

Hubspot Sales

JANUARY 5, 2023

The software buyer's journey has shifted dramatically over the past few years. As G2's Director of SMBs, Mike Buscemi , puts it: "Software buyers today act like B2C consumers because they have so many options. There are hundreds of thousands of software vendors out there, and over 115,000 on G2. Let's dive in.

Top of Funnel 108

Top of Funnel Buyer Data Buyer Intent 108

Hubspot Sales

JULY 22, 2020

But, sales professionals cannot rely on cold calls and haphazard prospect visits if they want to meet their sales goals and make it into the top 10%. When your email arrives at the top of your prospect's inbox at a time that aligns with their schedule, you increase your email success rate. TimeTrade Sales Scheduling Software.

Tools 113

Tools Closing Territories Hubspot 113

Zoominfo

SEPTEMBER 10, 2020

Maybe they were in a meeting. Streamlined Prospecting If we haven’t made it clear yet, your sales dialer should be integrated. Specifically, it can integrate with your lead management software, which can then help a sales team filter out blacklisted or inaccurate numbers. That way, they have more time to prospect.

Closing 130

Closing Call-back How To Outbound 130

Partners in Excellence

JANUARY 11, 2023

There’s a lot of excitement from sellers about the power of AI tools like ChatGPT, we can inflict infinite amounts of content on unsuspecting prospects. We can meet and exceed Gartner’s projection of 66 touches per meeting with all sorts of sequences that can be generated in a few minutes.

Buyer 88

Buyer Vendor Face-to-face Buying Cycle 88

SalesLoft

OCTOBER 5, 2022

Sales engagement software is uniquely positioned to drive organizational success, particularly for teams closing deals through a combination of pipeline generation, account-based strategies, and opportunity management. How is Sales Engagement Software Different from Sales Enablement? Myth #1: It’s Only for Prospecting.

Lead Rank 52

Lead Rank Lead Scoring Buying Cycle Forecasting 52

SBI Growth

SEPTEMBER 2, 2012

The quickest way to understand customers is to actually spend time with sales reps and meet with customers. Does the stage of the opportunity logged in CRM sync with where the customer is in the buying cycle? White papers offer prospects the greatest deal of information about our product.

Data 267

Data Analysis Sales Operations Buying Cycle 267

Sales Hacker

MAY 8, 2020

Key Challenges in Remote Sales: Connecting with prospects and coworkers. Connect With Prospects and Coworkers. One of the hardest things to do when working remotely is connecting with your prospects and coworkers on a personal level. Let’s look at how you can connect with your prospects to make the sale, even when you’re remote.

Quota 75

Quota Social Media Face-to-face Follow-up 75

Hubspot Sales

AUGUST 30, 2023

85% claim their prospecting efforts have become more effective with AI. AI recognizes facial impressions and drives emotion-based decisions The market size for facial recognition software was valued at USD 4.35 That said, the future of AI in sales is moving toward predictive prospect analytics and hyper-personalization.

Lead Rank 89

Lead Rank Data Top of Funnel Cost per Lead 89

Pipeliner

DECEMBER 13, 2022

Some standard workplace automation tools include: Lead generation software: This software allows sales agents to manage leads easily by automating tasks such as data entry and email communication with potential customers. For example, suppose you have a CRM, and it’s integrated with your sales automation software.

Sales Cycle 52

Sales Cycle Outsourcing Services Lead Generation Scale 52

LeadFuze

JULY 3, 2023

We will also explore how effectively communicating problem-solving abilities can guide prospects toward purchase decision-making. For example, if they’re struggling with team communication, offer them software with collaboration features that will make their heads spin. You need to understand their needs better than they do.

Lead Rank 52

Lead Rank Lead Scoring Webinar Metrics Case Study 52

Pipeline

JUNE 7, 2023

year-on-year (YoY) growth of CRM adoption According to Gartner, at the end of 2017, the revenue of CRM overtook the place of database management systems (DMBSs), making CRM the largest software market in the world. Then, in 2018, with 16% growth, CRM easily became one of the fastest-growing software and leads the market until today (2023).

CRM 52

CRM Lead Nurturing Face-to-face Handbook 52

Customer Centric Selling

DECEMBER 28, 2016

As a new hire sales trainee at IBM it was confusing and discouraging to attend the monthly Branch Office Meetings that were held. My concern is that sellers may be guilty of confusing buyers because terms used inside organizations are likely to be used in front of prospects and customers. Player: our software.

Hiring 75

Hiring Buying Cycle Software Software 75

Crunchbase

MARCH 19, 2021

For example: In a 4-year study, our client Dynamis found that MQLs turn into sales meetings at 3x the rate that a cold lead does, and marketing-driven sales close at twice the rate. These prospects aren’t truly ready to buy, which means sales is contacting unqualified or cool leads, wasting their own time and that of their audience.

Lead Rank 98

Lead Rank Marketing Qualified Lead Company Sales Qualified Lead 98

Allego

DECEMBER 20, 2023

I’m willing to bet you’re like me when it comes to buying something, whether it’s a new pair of boots or enterprise software. One such technology, Digital Sales Room software , has emerged as a game-changer, empowering sales teams to operate seamlessly in a virtual environment. What Is Digital Sales Room Software?

Software 125

Software Software Lead Rank Vendor 125

Zoominfo

JUNE 28, 2023

To be successful, a go-to-market strategy must be comprehensive enough to capture the breadth of a company’s sales, marketing, and customer success efforts, meeting highly empowered, informed buyers on their terms and focusing on their needs above all. Support: How can you offer greater support during the buying cycle and beyond?

Ideal Customer Profile 130

Ideal Customer Profile Strategy Lead Rank Marketing 130

Allego

JUNE 28, 2022

It isn’t enough to generate lots of meetings and then say conversion rates are down because of a poor sales effort. Look for these seven characteristics in prospects: Ready: They have an urgent problem to be solved, or an opportunity they don’t want to miss. Able: They can afford the solution and have authority to buy.

Ideal Customer Profile 62

Ideal Customer Profile How To Top of Funnel Lead Rank 62

Hubspot Sales

JANUARY 16, 2020

First, buying cycles continue to involve more people. For example, if you’re meeting with highly technical prospects they’ll likely want to dive into your products architecture and how it will relate to their own infrastructure. Selling software is more complicated than ever before. Sell to a committee with a team.

Sports 95

Sports Scale Up-Sell Follow-up 95

Allego

DECEMBER 17, 2020

Enterprise training and enablement teams don’t have the time, staff, budget, or resources to manage this growing number of software solutions. Asynchronous video will become more important than ever as a way for sellers to engage with prospects and share important information. We all learned a lot, very quickly.

Hiring 93

Hiring Sales Enablement Coaching Video 93

InsideSales.com

JUNE 4, 2020

Together the SDR and BDR roles entail building a business’s prospect database with leads. Each department has a specific task taking care of different aspects of prospect development. It’s inefficient and expensive to employ account executives to call prospects all day. BDR is focussed on outbound lead prospecting.

Sales Qualified Lead 58

Sales Qualified Lead Lead Rank Lead Scoring Top of Funnel 58

Sales Hacker

OCTOBER 31, 2019

As you probably know, getting “ghosted” in sales means the dialogue you were having with a prospect appears to have abruptly ended. Common ones include: Timing – Your prospect may have simply been researching options and the lead isn’t yet an actual opportunity. Again, prospects often keep this to themselves. You had a lead.

Lead Rank 45

Lead Rank Decision Maker Sales Qualified Lead How To 45

Sales Hacker

NOVEMBER 30, 2018

It’s not surprising, just getting prospects to engage at all has become so hard! Their job is usually to get the best possible price for a solution that meets a minimum specification. You’ll find requirements written in a way that makes it very hard for most vendors to meet – with the exception of the competitor of course!

Commission 76

Commission Gatekeeper Decision Maker Face-to-face 76

Leading Results Rambings

NOVEMBER 9, 2013

At Leading Results we do a lot of work with ERP (aka accounting) software resellers and consultants. These consulting businesses are in a difficult market: The sales cycles are long. The products are complex because the problems that ERP software solves for the customers is complex.

Software 85

Software Software Lead Rank Lead Scoring 85

Velocify

OCTOBER 17, 2017

Acknowledge customer needs as they arise throughout the buying cycle. For example, if you’re talking to a customer that tells you they need to reschedule your meeting because they are going to be on vacation, remember to include that bit of personalization in your follow-up. Don’t hesitate to ask for clarification.

Customer 75

Customer Real Estate Licensing Buying Cycle 75

The Pipeline

FEBRUARY 13, 2018

The challenge with prospecting is that it takes place between two human beings, and as with anything human, subjectivity instantly and permanently plagues it. I recently read a piece presenting the case as to why prospecting should be automated. The author gave some valid arguments as to why elements of prospecting should be automated.

Prospecting 262

Prospecting Cold Calling Lead Gen Inbound 262

HeavyHitter Sales

NOVEMBER 5, 2010

IT Sales Strategy: Software, SaaS & Hardware Sales. Four Critical Sales Kickoff Meeting Success Factors. Martin: Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy. To some marketing departments, selling is simply a series of steps that you guide a prospect through.

Marketing 113

Marketing Lead Rank Lead Scoring Sales Cycle 113

Tony Hughes

MARCH 4, 2018

Gerhard , Huthwaite and many other sci-fi fans have prognosticated that sales itself may face an existential threat from artificial intelligence (AI) as we move further and further toward the COMPLETE buying cycle. Andreessen put it best: "Software is eating the world." This is very Minority Report meets Princess Leia!

Hiring 68

Hiring Top of Funnel Lead Rank Lead Scoring 68

Customer Centric Selling

JANUARY 28, 2015

For that reason they don’t want sellers influencing their requirements with a bent more toward winning the business than addressing the needs of prospects. I appreciate why this view is taken, but believe most B2B sellers do try to qualify prospects to ensure their offering is a reasonable fit.

Enterprise 40

Enterprise Enterprise Vendor Margin 40

Zoominfo

JUNE 15, 2022

Profiling prospective customers is vital to ensuring that a marketing campaign is targeting the right people with the right message. Remember, nobody buys business software for its own sake. People invest in business software to solve specific problems. What is an Ideal Customer Profile?

Ideal Customer Profile 130

Ideal Customer Profile Marketing Customer Demand Generation Agencies 130

OnePageCRM

SEPTEMBER 2, 2020

Today, you’re finally supposed to have a meeting with a prospect (Jack), head architect in a firm you’ve been trying to score a deal with for months. So during your meeting, Jack is tired, frustrated, and wondering about his sleep arrangements for the night. Is your prospect away on holidays until next Tuesday?

Ideal Customer Profile 37

Ideal Customer Profile Referrals Follow-up Lead Rank 37

ExecVision

JUNE 24, 2019

Reliant on scheduled meetings online, in person, or both. • Selling software isn’t the same as selling consumer debt repair or small business loans. These calls require the rep to clarify or reverse the buyer’s question, followed by longer monologues and then checking with the buyer to see if that meets their needs.

Conversion 40

Conversion Call-back Inbound Cold Calling 40

Sales Evangelist

SEPTEMBER 1, 2019

The business development reps may be the ones finding new prospects for the business. If you’re on outbound sales then your job includes taking the first appointment, having a deeper discussion with the prospect, and building value with the prospects. For some companies, the sales development reps are focused on the inbounds.

Outside Sales 40

Outside Sales Inside Sales Government Inbound 40

Hubspot Sales

DECEMBER 16, 2020

The second layer is encouraging reps to balance empathy with prospects. “[To Instead, focus on the value, so your sales process is rooted in what's good for [the prospect].”. Zach Rego is the VP of Sales and Marketing at Unstack , a marketing platform software. Mintis questioned.

Real Estate 138

Real Estate Face-to-face Forecasting Hubspot 138

The ROI Guy

NOVEMBER 4, 2010

As a result, sales is being invited later into the decision making process, sales cycles are extending and deals are stalling. These economic driven decisions greatly exceed sentiment for all other purchase drivers such as improving competitiveness, meeting regulatory requirements, or increasing staff utilization.

ROI 45

ROI Buyer Buying Cycle Social Media 45

Tony Hughes

FEBRUARY 22, 2018

Dave Brock says it the best ever: Prospecting is the New Prospecting ! You need to pinpoint the mobilizers, your advocates and build consensus amongst champions inside the prospect's ecosystem. In selling, powerful prospects are trying to outwit you on a three dimensional chess board with a backgammon board underneath.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

SalesLoft

OCTOBER 6, 2022

Improving effectiveness: Sellers can identify the best prospects from new leads and deals most likely to close, heightening focus and prioritization . Instead of using separate apps for dialer , email, S MS, call recording, conversation intelligence, and revenue intelligence, use one platform that meets all these needs and more.

Sales Tools 52

Sales Tools Tools Forecasting Lead Rank 52

Sales and Marketing Management

SEPTEMBER 18, 2019

Technology provides more ways than ever to reach prospects, but that’s a double-edged sword. The fact that it’s easier than ever to get in front of prospects makes it more difficult to get their attention. If statistics are to be believed, this is the era of the self-educated buyer, B2B buying teams of 9.6 The dark funnel.

Lead Rank 166

Lead Rank Lead Scoring Top of Funnel Leads 166