The Spiff Blog

AUGUST 22, 2023

But, when revenue starts to decline and budgets start to shrink, it’s always smart to go back to the basics and patch up any revenue leaks. There are many factors that indicate whether or not a piece of software is essential. Recommended reading : A 3-Step Framework for More Informed B2B Software Buying 2. Audit your tech stack.

Strategy 74

Strategy Compensation Commission ROI 74

LeadFuze

MAY 26, 2021

In a study by the Aberdeen Group, it was found that companies with strong marketing and sales alignment achieved 20% annual revenue growth. Examples of KPIs include the number of calls , revenue targets, demo requests, MQLs, SQLs, and so on. It’s important to provide regular feedback on performance, even with modern software systems.

Hiring 91

Hiring Software Software System 91

Apptivo

OCTOBER 3, 2022

The difference is, with the first sale, the business has got a buyer, and when the business makes the buyer come back and buy more, they have got themselves a customer. The goal is to ensure that the prospect is aware of the brand as it lowers the barriers when the actual sales call / sales interaction is made. Strategies: 1.Engagement

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Marketing Lead Rank Lead Scoring Campaigns 98

The Spiff Blog

JUNE 6, 2023

She majored in Human Resources, is a Professional Ontological Coach, and has found her professional calling in Tech recruiting, where she feels she can innovate, be flexible, creative, and meet a lot of interesting people. He recently moved back to Detroit and is enjoying living in the city and exploring all that it has to offer.

Meeting 67

Meeting Travel Engineering Hiring 67

Salesmate

JUNE 9, 2020

Well, everyone wants the applause and incentives that are given when the sales quotas are achieved. Discovery call” is one of the most important parts of the initial sales process that’s not taken seriously by most of the sales reps. Through successful sales discovery calls, you can uncover those needs and expectations.

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Face-to-face Sales Qualified Lead Ideal Customer Profile How To 125

The Spiff Blog

SEPTEMBER 16, 2022

Welcome, or in some cases, welcome back to our meet the team series. Connor Shlatz, Front-End Software Engineer. She is currently studying Psychology at Brigham Young University, hoping to become a counselor in the future. Brandyn Bennet, Software Engineer. She’s excited to join Spiff’s marketing team!

Meeting 75

Meeting Top of Funnel Travel Engineering 75

Nutshell

APRIL 28, 2020

If you’re a salesperson, this working arrangement has probably been a tough transition—making sales calls from your kitchen table while the kids fight over the remote in the living room isn’t what we’d call an ideal work environment. Or use Nutshell’s click-to-call to make unlimited sales calls on the job.).

Skype 121

Skype Webinar Metrics How To Call-back 121

Chili Piper

NOVEMBER 21, 2018

This stat comes from a Harvard Business Review study and for today’s B2B sales and marketing teams, it has several problems…. Uber had only just launched (and it was called UberCab ). Second, that HBR study is actually often misquoted. Third, do you want your reps even calling bad fit leads? That was almost 7 years ago!

Lead Rank 80

Lead Rank Lead Scoring B2B Leads 80

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. One such practice is that of providing sales incentives to the salespeople. What are sales incentives? Types of sales incentives.

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Incentives Incentive Compensation Motivation 105

Allbound

OCTOBER 17, 2018

times shorter, according to a 2017 Aberdeen Group Research Study on channel partner marketing and sales. Instead of exchanging emails back and forth to retrieve a case study or content marketing piece, everything is readily available in the PRM 24/7/365. Pain Point #2: “Our channel partners don’t save the files we send.”.

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Top of Funnel Vendor Case Study Channels 48

The Spiff Blog

JULY 28, 2022

Welcome back to our Meet the Team series! He soon discovered he had a passion for technology and software! After spending some time in Japan, he moved to Idaho to attend school where he studied Psychology. Harshitha was born in India where she studied and lived until later in life. Vincent Cifelli, Solutions Engineer.

Meeting 84

Meeting Sports Travel Engineering 84

The Spiff Blog

FEBRUARY 24, 2022

You could toss your rep a napkin with a prospect’s name and number scrawled on the back, and technically call it data. One study from the University of California, Irvine found that if you’re interrupted at work, it takes an average of 23 minutes to refocus ( source ). But that’s not how real data-driven sales teams operate.

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Commission Compensation How To Data 56

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. This often means sales is a 24/7 gig- taking calls at all hours and maintaining extreme schedules to suit the needs of the customer.

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Commission Lead Rank Lead Scoring Hiring 78

Lessonly

AUGUST 4, 2021

And while bonuses and other short-term incentives can produce blips of better performance, money isn’t generally a motivating factor long-term. In fact, one study found that strategies that focus primarily on the use of extrinsic rewards—like bonuses–run the risk of actually diminishing motivation rather than promoting it. .

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Training Coaching Sports Incentives 49

The Spiff Blog

FEBRUARY 24, 2023

If you sell software to small businesses, you can anticipate and prepare for objections related to product complexity and pricing. Going into the sales call, you prepare to speak to both the usability of your product as well as its strong integrations. Would it be helpful to see case studies we’ve done with companies similar to yours?

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Objections Hiring Face-to-face Buyer Persona 80

Close.io

OCTOBER 22, 2019

In their MRR churn study, Price Intelligently found that SaaS companies. I often like to say that the most important word in SaaS (Software as a Service) is the word service. They were my first call for recommendations. Email template for setting up a call: Subject line: I want to offer you a better price for [product].

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Churn Hiring Discount How To 77

Xactly

AUGUST 30, 2018

Download the "2018 Sales Compensation Administration Best Practices Executive Guide," for incentive compensation trends, best practices, and tips to drive the right sales behaviors to kickoff your sales compensation planning. Xactly Incent will ensure your commission structure is optimized for your team on each and every sale.

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

Hubspot Sales

JUNE 28, 2019

By studying and understanding past data and performance trends, Sales Operations can forecast future sales and report on future goals and needs. Sales Operations manages sales representative compensation plans and incentives. The senior sales operations analyst position calls for 4+ years’ experience. Sales Forecasting.

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Sales Operations Hiring Lead Rank Territories 95

Nutshell

AUGUST 28, 2023

Through an initial phone call or email, the rep’s goal is to gather information on the lead and determine if they are a good fit for your product or service. on-site visit, webinar, phone call) What did the rep do to prepare for that presentation? DOWNLOAD THE FREE LIST 2. Still working off spreadsheets?

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Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

DiscoverOrg Sales

MAY 4, 2017

Henry : The two things that jumped out from the study about doing the hard things are, you can see that high-growth companies view cold calling, or basically outbound sales development, as something that’s alive and adding great results at more than two and a half times more frequently than low-growth companies.

Company 120

Company Conversion Outbound Video 120

Allbound

SEPTEMBER 12, 2018

As AppDirect co-CEO Daniel Saks points out , “80% of on-premise software vendors operate a channel program to enable other companies to sell their products, while only 20% of SaaS vendors operate similar programs.” Study them, learn from them, and apply their best practices in your own partner programs.

Commission 112

Commission Referrals Hubspot Marketo 112

Cience

NOVEMBER 6, 2019

Power study, U.S. But processing a return costs retailers an average of about $3 per item when handled in the shop versus twice as much when an online order is shipped back to the distribution center (and, thanks to competition with Amazon, it’s now often “free” shipping). Buying a car is an example. According to a 2018 J.D.

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Channels Marketing Retail How To 42

PandaDoc

JULY 11, 2022

There are millions of account executives, SDRs, and other sales-related jobs in the US, all of which are backed by a healthy supply of skilled sales professionals who can fulfill the role. If you have specific requirements, like skills with Salesforce or daily expectations for performing cold calls, be sure to mention those details.

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Hiring How To Salary Scale 52

The Spiff Blog

JULY 21, 2022

If you’re reading this, it’s likely because you’ve made a regrettable software purchase or gone through a nightmarish buying process at some point in your career. And, unfortunately, your software buying woes may only get worse in the near future. Many teams go into demo calls with a checklist of questions. We’ve all been there.

Software 76

Software Software B2B Vendor 76

Sales Hacker

NOVEMBER 19, 2018

Building out career ladders and incentives to drive retention and performance. They provide in-call coaching and they give you the ability to add new lines in minutes. They think it’s a $10 billion market, but in reality, when you peel back the onion, it’s a $100 million TAM. The impact of culture on future growth.

Benefit 59

Benefit Company Hiring Outsourcing Services 59

OnePageCRM

SEPTEMBER 2, 2020

Can you imagine a customer support member taking only a third of the calls? 42% of people are more likely to buy if the sales rep calls them back at the agreed time. The moment you complete an action, like reply to an email or get off a call, is when you know best what needs to be done next. Makes sense.

Ideal Customer Profile 37

Ideal Customer Profile Referrals Follow-up Lead Rank 37

Sales Hacker

NOVEMBER 17, 2020

Loopio’s response software automatically fills in your RFPs based on answers from past proposals. Matt Klepac: Let me take a step back and give you a little bit of my background because I think that influences what Vertify does. So we have the operational foundational piece, which is the back end, which is completely automated.

Company 102

Company Scale Hiring Revenue 102

OnePageCRM

MARCH 8, 2017

Out of $450 in potential revenue, you capture only $150 and there’s $300 in what we call consumer surplus. Anchoring is possibly the most powerful and simplest tactics you can add to your call or sales pitch. They call them Charm Prices. Why is Enterprise Software so Expensive? Further Opportunities.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

Close.io

FEBRUARY 24, 2020

Just five years ago, CSO Insights ran a study about sales enablement and only 25% of the companies they surveyed had developed sales enablement for their teams. It depends on the size of the company: In one study, it was found that more than 70% of companies with a sales force of over 50 people had a dedicated sales enablement person.

Sales Enablement 85

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

The Spiff Blog

JULY 20, 2023

Potential vs. Reality: The Disconnect Holding Back Sales Comp Effectiveness Commission programs have a direct impact on a company’s success. Now let’s take a deeper look at what you could accomplish, and what’s holding you back. Say you study commission data from the past year. Identify gaps and flaws in your comp plan design.

Commission 80

Commission Compensation Scale Report 80

Sales Hacker

APRIL 21, 2022

Enterprise buyers typically have a certain window of opportunity every year to buy a new piece of software. These enterprise features are usually the incentive for the company to purchase the bigger package. End users will start to use software and then the product will spread virally within an organization. I’m not kidding.

Ideal Customer Profile 85

Ideal Customer Profile Marketing Enterprise Enterprise 85

Apptivo

APRIL 8, 2022

In turn the sales people will start cold calling these people. Lead generation is very much vital for businesses today unlike traditional calling, they allow a flowchart that structures a lead generation scheme and allows for maximum ROI. Pre-targeting: Traditionally, the sales team used to email and call over and over again.

Paid Content 98

Paid Content Lead Generation Lead Rank Lead Scoring 98

OnePageCRM

MARCH 8, 2017

Out of $450 in potential revenue, you capture only $150 and there’s $300 in what we call consumer surplus. Anchoring is possibly the most powerful and simplest tactics you can add to your call or sales pitch. They call them Charm Prices. Why is Enterprise Software so Expensive? Further Opportunities.

Strategy 20

Strategy Discount Lead Rank Enterprise 20

Chorus.ai

MARCH 24, 2021

You may have found new competitors entering your market, backed by explosive amounts of venture capital. New Incentives and Channels Creating new incentives is another great way of encouraging sales growth. Along with coming up with new incentives, seek out new channel dealers and channel partners.

Buyer Persona 62

Buyer Persona Top of Funnel Lead Rank Discount 62

Tony Hughes

MARCH 12, 2018

Psychologically, numerous studies show that when we present a client with the unit economics in a deal, we risk self-commoditization. In an effective discovery call, these four elements are ascertained but only in a ratio of 25% seller speaking to 75% customer revealing pain. The Earth is flat for many software companies.

Social Selling 67

Social Selling Government Top of Funnel Call-back 67

LeadFuze

DECEMBER 31, 2021

Here’s how you can make them work for you: When the prospect has taken an action, I call them back to see if they have any questions about what we discussed. It turns out that we are wired to give back, not just take. Properly Position the Offer and Call to Action (CTA). Call to action. Sharing a blog post.

Email Marketing 52

Email Marketing Marketing Lead Rank Lead Scoring 52

The Spiff Blog

JUNE 8, 2023

Let’s look beyond the semantics and explain why most attempts to re-engage cold prospects fall short: Unclear call-to-action: Prospects often ignore “touch base” emails out of confusion rather than annoyance. Are you free for a quick call on [date and time]? Have you been experiencing this as well? Ask questions.

Prospecting 72

Prospecting Top of Funnel Follow-up Face-to-face 72