The Spiff Blog

APRIL 27, 2023

A call center uses a referral program to incentivize employees to refer their personal connections for open positions. To make the referral beneficial for both the company and the referring party, the call center offered a $500 bonus once the employee was hired and actively employed for 90 days. Super motivating right?

Motivation 75

Motivation Hiring Compensation Incentives 75

Zoominfo

OCTOBER 6, 2020

Before jumping the gun and hiring a seasoned veteran or promoting a rep from your (relatively) green team to Sales Manager, you should consider a middle ground: a team lead role for the inbound crew. But we have to warn you, there are sales leaders who will advise otherwise. Are There Risks Associated with A Team Lead Role?

Lead Rank 169

Lead Rank Lead Scoring Leads Marketing Qualified Lead 169

Sales and Marketing Management

MARCH 8, 2020

B2B companies are making significant investments in solutions that ensure they have access to data across their prospect base. These investments include technologies and platforms that ensure prospects are tracked in a B2B world. What are the incentives for B2B companies to invest in AI (other than their competitors may be doing so)?

Top of Funnel 218

Top of Funnel Marketing Scale Lead Rank 218

Janek Performance Group

MARCH 12, 2024

This may end up contributing to a lack of direction and belonging many sales professionals experience, and ultimately may negatively impact performance. In this post, we’ll delve into some of the components that go into an effective hiring and onboarding sales strategy. What did his predecessor do right?

Hiring 62

Hiring Sales Talent Compensation Lead Rank 62

Zoominfo

OCTOBER 6, 2020

Before jumping the gun and hiring a seasoned veteran or promoting a rep from your (relatively) green team to sales manager, you should consider a middle ground: a team lead role for the inbound crew. But we have to warn you, there are sales leaders who will advise otherwise. Are there risks associated with a team lead role?

Lead Rank 130

Lead Rank Lead Scoring Leads Marketing Qualified Lead 130

LeadFuze

DECEMBER 31, 2021

The Complete Guide to Prospecting for Sales Using Proven Outreach Techniques. Need Help Automating Your Sales Prospecting Process? What is Sales Prospecting? What are the best ways to prospect in sales? What does Sales Prospecting means? Prospecting is the first step in sales.

Prospecting 52

Prospecting Hiring Social Media Ideal Customer Profile 52

No More Cold Calling

SEPTEMBER 21, 2017

I’ve summarized interviews with three successful women in tech sales, and share why and how they outsell their peers. The first is Sue, a successful field sales manager in a tech company. But she brought a unique capability to technology sales: domain expertise as an end user. Neuroscience backs up these observations.

Cold Calling 266

Cold Calling Loyalty Account Intent 266

Hubspot Sales

JULY 25, 2023

18% of sales professionals use AI for content creation, making it the most popular use case. 87% of sales professionals say that AI tools assisting with writing sales content or prospect outreach messages are effective. Prospect Outreach AI alleviates one of the most time-consuming tasks in sales: prospecting.

Top of Funnel 82

Top of Funnel Forecasting Sales Qualified Lead Lead Rank 82

Hubspot Sales

OCTOBER 20, 2020

Achieving sales excellence is, in large part, a matter of putting in more effort than your colleagues. You want your reps to be ambitious and dedicated — willing to do that much more to book an extra meeting or keep a prospect with waning interest in your pipeline. Rewarding sales excellence can be tricky.

Commission 105

Commission Incentives Incentive How To 105

Hubspot Sales

MAY 19, 2018

Contrary to what most people believe, prospecting is not a numbers game. A common lazy salesperson’s practice is asking an employee at a prospective company to send you the contact information of the key decision-maker. 50-500 employees: At this size, look for specialized roles, such as Sales Manager, Business Development Manager, etc.

Prospecting 108

Prospecting Decision Maker Sales Qualified Lead Social Media 108

Hubspot Sales

JULY 30, 2020

This is a toxic combination for sales reps and their managers. Sales leaders that fall back on run-of-the-mill motivation techniques struggle to drive their reps toward aggressive growth targets. Invest in sales management coaching. Plan a sales contest. Limit the cost to 5% of an incentive budget.

Motivation 117

Motivation Commission Webinar Metrics Decision Maker 117

Vengreso

JUNE 6, 2023

We will explore various aspects such as developing a winning mindset, consistently prospecting for new opportunities, and engaging in meaningful conversations with potential clients. Consistently Prospect for New Opportunities Use social media, industry events, email campaigns, cold calling, and referrals to find new prospects.

Hiring 90

Hiring Strategy Referrals Sales Qualified Lead 90

Crunchbase

MARCH 27, 2020

To better understand COVID-19’s impact on our sales and customer-facing teams, we sat down with our sales leadership team to understand the top five ways our sales and customer teams are adapting to stay on track during this unprecedented time. . Listening to our customers. Prioritizing internal communication.

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Face-to-face Top of Funnel SalesForce Sales Leadership 125

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. Ever heard of the Ebbinghaus Forgetting Curve ? Get creative!

Sales Coaching 62

Sales Coaching Coaching Scale Hiring 62

No More Cold Calling

MAY 12, 2015

These prospects come into the sales process at different stages and go bouncing around, collecting new information and shifting their focus back and forth. Reps are measured on calls made, social touches generated, and emails sent. The result: Salespeople aren’t providing accurate information about prospects.

Lead Rank 120

Lead Rank Top of Funnel Face-to-face Lead Scoring 120

Hubspot Sales

JULY 30, 2018

It's not missing quota or an understocked pipeline -- it's silence from a prospect. A silent prospect leaves deals in indefinite limbo. You can't mark the sale as closed-won, but it's human nature to hope that maybe it'll close. Is your prospect avoiding your email or have they just not read it yet? (If Your stuck.

Hubspot 105

Hubspot Call-back Follow-up Resources 105

InsideSales.com

APRIL 16, 2020

Call recording systems are a great tool for training, quality assurance, and legal purposes. Read on to find out 10 reasons how they can benefit your sales team. 10 Reasons Why You Need A Call Recording System For Your Sales Team. Improve Sales Training. Sales managers can utilize various tech tools for training.

System 52

System Benefit Scale Lead Rank 52

Chorus.ai

JANUARY 17, 2020

These sales slumps are often a matter of error in practice or approach and can look like one of these scenarios: Poor Mechanics : The most immediately solvable reason behind a slump: Your sales rep has, through lack of care or inexperience, gotten away from best practices. No wonder they’ve hit a bump in the road! It’s a lot to ask!

Top of Funnel 68

Top of Funnel How To Cold Calling Funnel 68

Salesmate

JUNE 4, 2021

For example, the way salespeople used to interact with customers has changed drastically over the past decade, thanks to the introduction of new calling methods and emails. Similarly, many other practices in sales have changed with the changing world around. One such practice is that of providing sales incentives to the salespeople.

Incentives 105

Incentives Incentive Compensation Motivation 105

Nutshell

NOVEMBER 9, 2018

We’ve compiled six of the best strategies for improving sales rep performance based on real-world research and case studies so you can get back to hitting your benchmarks in no time: 1. They dislike cold calling prospects.”. Why do they dislike cold calling? “It Get to the root of the problem.

Lead Rank 94

Lead Rank Sales Qualified Lead Lead Scoring Follow-up 94

Sales Hacker

AUGUST 22, 2019

In 2016, it was discovered that Wells Fargo employees secretly created millions of unauthorized bank and credit card accounts — without their customers’ knowledge — to meet sales goals. Now, looking back, it’s important to understand why these salespeople were willing to implement such dishonest tactics. What would that mean?

Incentives 68

Incentives Incentive Banking Call-back 68

Nutshell

AUGUST 28, 2023

The stages of the sales process 5 less-common (but still important) sales process stages 4 formats for organizing your sales process Strategies for creating and improving your sales process Challenges of a sales process What is a sales process? Why is it important to have a structured sales process?

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

The Spiff Blog

MARCH 16, 2023

Amy Plante, Sales Engineer Team Lead at Spiff “Don’t get discouraged by the losses as they’re inevitable and even necessary to become a better seller.” Alexine Mudawar, CEO of Women in Sales “If I could go back in time to my first sales job, I would tell myself to keep pushing forward! Cold calling sucks!

Negotiation 69

Negotiation Face-to-face Hiring Lead Rank 69

Chorus.ai

MARCH 5, 2021

Good persona building will make prospecting and turning those prospects into qualified leads much easier. Setting clear goals for your sales strategy is just as important, helping establish company-wide performance expectations and giving your salespeople the incentives they need to excel. Step 1: Find your data.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

The Spiff Blog

OCTOBER 28, 2022

The expectation to Always Be Closing: Sales teams often operate under the belief that the customer or prospect always comes first, even when it means the wellbeing of the sales rep takes the back seat. Unattainable or irrelevant goals: In sales, reps live and die by their quotas. Perceived Lack of Control.

Commission 78

Commission Lead Rank Lead Scoring Hiring 78

SBI

OCTOBER 2, 2018

Inside sales reps who engage prospects with a personalized pitch see better open rates, have longer conversations, and book more meetings. But migrating from a traditional cold calling model to one that requires a high-level of customization can be challenging, even for the most sophisticated inside sales environments.

Inside Sales 102

Inside Sales Data Lead Rank Hiring 102

Cincom Smart Selling

OCTOBER 14, 2020

For years, marketing had to manually collect information about companies, contacts and product preferences from service reports, call logs and assorted survey questionnaires. They would also rely on third parties who offered contact lists for sale, but the quality of these lists was questionable. Content Management.

Data 62

Data Ideal Customer Profile Marketing Campaigns 62

LeadFuze

JUNE 2, 2021

Here are the things the top sellers are doing right: They focus on the prospects’ needs. They ask questions that require a lot of information from the prospect, which will help them demonstrate their knowledge and understanding. They’ll get back up and keep going with the intention of succeeding soon thereafter.

Closing 98

Closing How To Decision Maker Top of Funnel 98

Don on Selling

JANUARY 4, 2019

We all experience highs and lows in sales. Your sales manager loves you. Are you making your follow-up phone calls? Are you wasting too much time chasing after low hanging fruit and not investing enough time on more difficult, but long-term profitable, prospects? Are you managing your time correctly?

Decision Maker 40

Decision Maker How To Call-back Retail 40

Pipeliner

MARCH 2, 2020

So get out and network face-to-face, you might be surprised how much prospects and customers will appreciate getting to know you in person. Take A Cold Hard Look At Your Sales Process. In fact, there was an 18% difference in revenue growth between companies that defined a formal sales process and companies that didn’t.”.

Face-to-face 95

Face-to-face Guarantee Incentives Incentive 95

Cincom Smart Selling

OCTOBER 4, 2016

Sales is seen more in the role of problem-solver, information-dispenser, expeditor and helper. Essentially, Sales’ job is to respond to the needs of the prospect and not worry so much about moving the prospect to some desired action—personality has been upstaged by knowledge. Selling Tools for Sales Automation.

Sales Automation 78

Sales Automation Gatekeeper Software Software 78

Hubspot Sales

JANUARY 17, 2018

Linking Into Sales Podcast. The Sales Evangelist. Bowery Capital Startup Sales Podcast. Get in the Door: Sales Prospecting Strategies & Tactics. The Sales Babble Podcast. Sales Pipeline Radio. Make It Happen Mondays -- B2B Sales with John Barrows. The Sales Podcast. In the Arena.

Scale 145

Scale Sage Lead Rank Lead Scoring 145

Openview

FEBRUARY 5, 2018

As a sales leader, you are evaluated by the success of your team – for better or worse. Going beyond that, you need to show them that you’ve got their back when things get tough. Align incentives with company goals. Take their target revenue number and break that into the number of prospects needed, presentations made, etc.

Compensation 72

Compensation How To Incentives Incentive 72

SBI

APRIL 24, 2012

I soaked in the information presented at the breakout sessions that covered relevant topics such as, how to lead a Gen Y team and drive results, effective on-boarding, compensation and incentive strateiges, account planning; and the art and science of online sales calls. of leads will close. Anneke Seley).

Inside Sales 122

Inside Sales Cold Calling Webinar Metrics Sales Qualified Lead 122

PandaDoc

NOVEMBER 15, 2021

Take advantage of a number of sales competitions and incentives. However, make sure you don’t repeat the same sales contests — not only will the same people keep winning (causing everyone else to give up ultimately), but you’ll also turn the winners into natural targets. A competent manager strives to achieve this.

Hiring 52

Hiring Scale How To Incentives 52

Troops

APRIL 18, 2018

It’s great if you can fill the top of the funnel, but you won’t get far if your sales pipeline is a leaky bucket. This article is designed to help you identify ways to improve the way you engage with prospects in your sales pipeline stages. The importance of defining sales pipeline stages. Rethink incentives.

Pipeline 48

Pipeline Maximizer Conversion Sales Qualified Lead 48

SBI

OCTOBER 16, 2012

Top-performing sales organizations harness the collective intelligence of their organizations to shift the selling odds back in their favor. They do this with the help of actionable insight from their data – data about their markets, customers, contracts, products, and historical sales. Sales & Marketing.

Conference 131

Conference Social Selling Data Marketing 131