The Spiff Blog

AUGUST 22, 2023

After all, RevOps teams play an active role in supporting every function that drives revenue growth, from sales to marketing to finance to customer success. They require you to have a clear picture of prospect and customer behavior, market trends, and performance metrics. Audit your tech stack.

Strategy 74

Strategy Compensation Commission ROI 74

Emissary

SEPTEMBER 30, 2022

After a three-year hiatus, Dreamforce came back with dozens of venues, hundreds of vendors, thousands of sessions, and millions of steps. In person is back…kind of! Check out Sales Enablement PRO for the recordings from the annual Sales Enablement Soiree. There were several excellent sessions on sales process.

Sales Enablement 52

Sales Enablement Scale Hiring Buyer 52

The Spiff Blog

FEBRUARY 24, 2022

So how do you, as a seasoned sales operations professional, do your part by fixing a lack of transparency within sales? Today, we cover: What it means to be a data-driven sales organization. You could toss your rep a napkin with a prospect’s name and number scrawled on the back, and technically call it data.

Commission 56

Commission Compensation How To Data 56

Sales Hacker

OCTOBER 30, 2018

She was recognized as a leading sales mentor by Women in Sales North America. She is the co-author of a business book, called Aligned to Achieve , about sales and marketing alignment. Brooke Bachesta is a SaaS sales professional with experience as an individual contributor, people manager and process builder.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

DiscoverOrg Sales

MAY 4, 2017

Join DiscoverOrg CEO Henry Shuck and Justin Withers, VP of Product Management and Marketing, for a conversation about what drives high-growth companies. It showed the concrete steps that a sales leader or a marketing leader can put in place to accelerate growth in the years to come.

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Company Conversion Outbound Video 120

The Spiff Blog

MARCH 17, 2022

Welcome back to our Meet the Team series where we give you a peek behind the curtain and introduce you to some of the people behind the Spiff brand. Returning to his roots, he moved back to California to earn his MBA at Pepperdine University. After three extremely formative years in the city he found his true calling.

Meeting 62

Meeting Engineering PeopleSoft Travel 62

The Spiff Blog

FEBRUARY 9, 2023

However, if quotas are set too high or too low, it can negatively affect employee morale and productivity, leading to underperformance or sales burnout. Thus, proper quota setting requires careful consideration of various factors including market conditions, sales trends, and individual employee capabilities.

Quota 70

Quota Revenue Lead Rank Territories 70

Crunchbase

JULY 27, 2022

If you own a business, lead a sales team, or are otherwise interested in how best to create a solid sales ecosystem within your organization that is conducive to growth, this article on sales operations (sales ops) is for you. What is sales operations? Sales operations vs. sales enablement.

Sales Operations 52

Sales Operations Company Territories Sales Qualified Lead 52

The Spiff Blog

JULY 28, 2022

Welcome back to our Meet the Team series! Taylor Montero, Sales Operations Analyst. Patrick Shea, Mid-Market Account Executive. Connecting with people and helping them solve their problems led Pat into Sales. Sarah Hughes, Senior Product Marketing Manager. So, without further ado, let’s meet the team!

Meeting 84

Meeting Sports Travel Engineering 84

Mindtickle

DECEMBER 28, 2023

Sales operations teams were once the unsung heroes of the sales organization. A recent Salesforce report found that 82% of sales professionals feel “sales ops plays a critical role in growing the business.” Furthermore, 82% feel sales ops is becoming more strategic. What is sales operations (Sales Ops)?

Sales Operations 52

Sales Operations Top of Funnel Sales Enablement Forecasting 52

The Spiff Blog

SEPTEMBER 16, 2022

Welcome, or in some cases, welcome back to our meet the team series. Without further ado let’s jump into the latest edition and meet some of our favorite Spiffers: Rachel Cravit, Marketing Content Writer. Rachel is an experienced content writer/marketer, specializing exclusively in B2B SaaS for the past 4 years.

Meeting 75

Meeting Top of Funnel Travel Engineering 75

Nutshell

AUGUST 28, 2023

Building a sales process is absolutely necessary to your company’s success, and is perhaps the most important thing you can do as a sales manager to impact your team’s ability to sell. Why is it important to have a structured sales process? ‍ Whitney Sales Founder of The Sales Method 3.

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Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

InsightSquared

NOVEMBER 19, 2018

Don’t expect a 6-12 month enterprise opportunity to close just because they are offered an incentive. Ensure that your sales team has a close plan that the client agrees to. Call it a close plan internally, but you won’t want to call it this with your clients. Don’t forget Q1 in terms of your go-forward sales plan.

Top of Funnel 78

Top of Funnel Face-to-face Analytics Enterprise 78

Close.io

OCTOBER 22, 2019

We heavily invest in helping our customers succeed, and customers appreciate that: "The bonus of Close is I have a dedicated rep who is almost like a business consultant who I can reach out to with ideas and he can answer them back with his thoughts. They were my first call for recommendations. Hi [firstname], Hope you're doing well.

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Churn Hiring Discount How To 77

Sales Hacker

FEBRUARY 12, 2021

As businesses grow and adapt, software shouldn’t hold them back. If you’re familiar with what a CRM is already, then you intuitively know that an enterprise CRM is basically a CRM solution tailored to larger (enterprise-level) companies with complex processes and large sales teams. A simple CRM can’t handle this level of complexity.

Enterprise 84

Enterprise Enterprise CRM NetSuite 84

Sales Hacker

NOVEMBER 16, 2020

Whether you call them lost deal reviews, loss reviews, or win/loss analysis , these programs are ultimately the same thing. The data source and analysis may vary, but the goal is always the same — to win more deals and increase revenue by improving overall rep execution, your sales process , or by fixing gaps in enablement and product.

Outsourcing Services 99

Outsourcing Services Data Survey Analysis 99

Sales Hacker

JUNE 9, 2020

How to reassess the market for now and for later. Subscribe to the Sales Hacker Podcast. How to reassess the market for now and for later [31:43]. We’re about a $3 billion market cap company in the human resources space. It was private equity backed over the years, but really exploded in the last 10 years.

SalesForce 78

SalesForce Video Call-back LinkedIn 78

Close.io

AUGUST 11, 2019

A sales operations team can change that. If you want to make sure your sales team is firing on all cylinders and making as much money for your company as possible, you need sales ops. Don't fall into the trap of thinking that sales operations is a new field; it's not. 5 best software and tools for sales ops.

Sales Operations 91

Sales Operations Hiring Top of Funnel Lead Rank 91

Sales Hacker

NOVEMBER 19, 2018

Using conversations with customers to inform the development of the sales playbook. Building out career ladders and incentives to drive retention and performance. Subscribe to the Sales Hacker Podcast. They are a phone system designed for the modern sales team. The impact of culture on future growth.

Benefit 59

Benefit Company Hiring Outsourcing Services 59

Cincom Smart Selling

MAY 6, 2015

Aviation and space exploration have provided the incentive to develop this technology to ever higher levels of sophistication. The onboard GPS sends real-time data back to the precinct or central command center, so dispatch knows where the vehicle is at all times. The Sales Rep as Technical Advisor. Increased Product Complexity.

Wireless 48

Wireless Networking Engineering Constant Contact 48

Sales Hacker

MAY 9, 2019

Know what to Include in a Sales Incentive Plan. Once you understand how to create a fair compensation plan for your sales team, you can check out some examples: Sales Development Rep (SDR) Compensation Plan Example. This is how the sales compensation plan should work for reps in a prospecting role. Set Targets.

Face-to-face 102

Face-to-face Compensation Commission Lead Rank 102

The Spiff Blog

APRIL 28, 2022

It helps your team feel included in big-picture sales strategy and demonstrates the fact that you want what’s best for your team. It’s never easy to discipline or call out someone’s poor performance, but doing so directly and without mincing words will help to build trust. Does your team have a hand in choosing their own incentives?

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Commission Compensation Lead Rank Hiring 80

Close.io

FEBRUARY 24, 2020

This involves giving your sales team the processes, information, technology, and training they need to sell more effectively. Sales enablement also bridges the gap between sales and marketing to create a smoother experience for both the team and the customers. Sales enablement vs. sales operations: what’s the difference?

Sales Enablement 85

Sales Enablement Top of Funnel Hiring Face-to-face 85

Sales Hacker

AUGUST 18, 2020

We’ve got two sponsors, including a new one called Sapper Consulting. Sales enablement is easy. Welcome to the Sales Hacker podcast. He is the chief revenue officer of a company called ADARA, a data cooperative focused on the travel and discretionary spending space, so we’ll dig into that.

Lead Rank 106

Lead Rank Scale How To Travel 106

The Spiff Blog

NOVEMBER 17, 2022

As another year comes to a close, go-to-market teams everywhere convene to begin their annual sales compensation planning processes. Key stakeholders from sales, finance, and RevOps will join meetings and analyze data in an attempt to create a sales compensation plan that satisfies each party’s needs. Let’s get into it!

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Compensation Commission Motivation Incentives 72

Chorus.ai

MARCH 24, 2021

A company that made $380,000 in net sales during the current period, having made $293,153 in the previous period, enjoyed a 29.6% sales growth during that period. Not bad at all, especially given the difficulties of the market. This company’s sales operation needs a little course correction.

Buyer Persona 62

Buyer Persona Top of Funnel Lead Rank Discount 62

The Spiff Blog

JUNE 20, 2023

But, when change occurs or conflict arises, you can’t always fall back on numbers and systems– you must also be able to think outside the box and leverage intuitive problem-solving skills. Problem solving refers to your ability to remove blockers, prioritize work, act with urgency, and make good judgment calls in the face of adversity.

Account 90

Account Commission Hiring Compensation 90

The Spiff Blog

JULY 21, 2022

So today, let’s get back to the basics and look at a simple framework that will help you make more informed B2B software purchases. Many teams go into demo calls with a checklist of questions. Take it to your DMs or schedule a phone call if the other party is open to it! Standardize Your Vendor Assessment Process.

Software 76

Software Software B2B Vendor 76

Close.io

DECEMBER 23, 2019

Another year is in the books—so it’s time to ready your sales game-plan for 2020. In this post, we look back at the sales posts and topics that sparked the most engagement in 2019. This year we saw even more physical and software subscription services emerge, increasing competition in already aggressive markets.

B2G 89

B2G Outbound Government Sales Forecasts 89

Sales Hacker

JANUARY 21, 2021

Organic marketing alerts and CRM integrations. Sponsored Marketing Alerts. LinkedIn Sales Insights is a new tool from LinkedIn that works directly alongside Sales Navigator to help sales operations managers and sales leaders plan their go-to-market strategy. How to Use LinkedIn Sales Navigator.

LinkedIn 97

LinkedIn Demand Generation Targets Ideal Customer Profile How To 97

The Spiff Blog

MAY 19, 2022

If you find you’ve ventured too far to either extreme, you can always dial it back. This approach pays out a set amount for each call made, each opportunity created, or each meeting booked by the SDR. Determine Which Activities or Metrics to Tie to Commission. Let’s take a quick look at each: Compensate on activities.

Commission 85

Commission Compensation Salary Inbound 85

Sales Hacker

SEPTEMBER 16, 2019

Subscribe to the Sales Hacker Podcast. Marketing, sales, CS, should all be unified under one leader [11:40]. On this episode Jason walks through his career journey, beginning all the way back with a company called Hyperion. We’ve got Lucidchart Sales Solutions. Outreach has your back.

Omniture 51

Omniture Marketo Oracle Hiring 51

The Spiff Blog

MARCH 14, 2023

Mental Selling: The Sales Performance Podcast Psychology plays a pivotal role in sales — which is why we kick off today’s list with a podcast called Mental Selling. The podcast, which launched in 2022, looks beyond the oft-repeated sales tips and best practices and instead examines the mindsets and emotions that drive success.

Hiring 73

Hiring Scale Pivotal Lead Rank 73

Sales Hacker

JULY 8, 2020

It is that wonderful sales engagement company that we call Outreach. Right now, he is the chief sales and strategy officer for the real estate company that most of us know, that has become a household name over the course of the last couple of years. Before that, he was at Square, where he was vice president of global sales.

Scale 113

Scale Real Estate Tools Lead Rank 113

LeveragePoint

OCTOBER 25, 2018

” with a famous slogan, but now I’m starting to think it’s a subtle way of him expressing, “Please stop coming back. This week I’m at The Sales 3.0 Speakers reflect a unique mix of thought leaders, powerhouse motivators, analysts, and successful sales leaders. Conference. Unpredictable Forecasts.

Conference 26

Conference Lead Rank Face-to-face Lead Scoring 26

Close.io

SEPTEMBER 4, 2019

So how do you separate the signal from the noise, and only deal with the sales data that matters most? The answer: with a sales dashboard. As Ezra Fishman, VP of Business Intelligence at Wistia says: When we let data drive our marketing, we all too often optimize for things that are easy to measure, not necessarily what matters most.

Examples 82

Examples Top of Funnel Forecasting Lead Rank 82

Sales Hacker

DECEMBER 8, 2017

The evolution of Sales & Marketing into Revenue Ops & Customer Ops. Growth of Omni-Channel Sales Strategies & Social Selling. The Continued Emphasis on Alignment of Sales & Marketing. To hit your growth targets every month you will need to make your system operate like a well oiled machine.

Trends 96

Trends Outsourcing Services Top of Funnel Account Based Marketing 96