The Spiff Blog

OCTOBER 6, 2022

This article will show you how the right commission plan execution can retain your employees, reduce customer churn and increase trust between internal teams. . But remember that while the execs are driven by revenue and low customer churn, your sales reps are driven by their incentive compensation plans. That’s pretty incredible.

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Nutshell

JANUARY 14, 2020

Software-as-a-service (SaaS) refers to any cloud software product that a company hosts and makes available to customers over the Internet, rather than offering it as a download onto their computers or mobile devices. Essential Software Tools for SaaS Sales. By Cody Slingerland and Ben Goldstein. SaaS Sales Techniques That Work.

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Paid Content Lead Rank Commission Lead Scoring 127

Highspot

JULY 20, 2023

In this guide, discover how sales coaching software with conversation intelligence becomes a real-time mentor for your sales team. Call Tracking Software Versus Conversation Intelligence Platforms: What’s the Difference? Conversation intelligence is like having a smart coach for your sales reps.

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Conversion Hiring Software Software 52

SBI

MAY 12, 2020

However, if you do focus just on the sellers, you need to focus on the fundamentals: Enable sales managers to be tremendous coaches. Bigtincan goes far further, by also focusing upon content personalization, training, coaching, and much more. It requires a focus on the entire go-to-market team, not just for sellers. Linkedin.

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Discount Face-to-face Maximizer Lead Rank 122

Lessonly

SEPTEMBER 29, 2020

What sales enablement software will do is be the glue in your sales enablement plan. When it comes to software buying, investing wisely is king! And, just as a quick sidebar, of all the sales tech categories, sales enablement software enjoys the highest perceived value and satisfaction ratings. . Invest wisely.

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Chorus.ai

SEPTEMBER 21, 2020

Paying attention to your pipeline is key to your business’s ability to identify and solve these deal-obstructing factors — like deal relay, decision-maker churn, more scrutiny from CFOs — when they arise. Prospect conversion rate Another fundamental sales metric is the percentage of your prospects who are converting.

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Analytics Top of Funnel Buyer Persona Marketing 114

Lessonly

MARCH 24, 2021

It’s a series of steps that lead to a sale, and using sales enablement software can really step your sales pipeline up a notch. What Is Sales Enablement Software? Sales enablement software is an easy-to-use platform to bring together data, content, tools, analytics and improve sales conversions and rates. Content measurement.

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Sales Enablement Software Software Top of Funnel 26

Highspot

FEBRUARY 25, 2022

Working on the go isn’t new for your sales reps, but a recent explosion in digital selling tools forces reps to adapt, and instead of navigating planes, trains, and automobiles, they’re constantly hopping in and out of disparate software systems. 3 Top Performers are Great Coaches. Ready to take action?

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Sales Enablement Hiring Quota Churn 52

Nutshell

APRIL 23, 2020

Poor relationships with customers lead to churn. The Sales Manager’s Survival Guide includes 70+ expert tips on hiring, coaching, and motivating your sales team. Support reps need this information so they can better serve the customer and reduce their risk of churning. Nutshell also integrates with your help desk software.

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Churn Hiring Lead Rank Lead Scoring 71

LeadFuze

MAY 26, 2021

TIP: Nobody likes micromanagement, so try to allow each person to problem solve either individually or with coaching. For one, it makes coaching much easier. Coaching should always be based on metrics rather than gut feeling. It’s important to provide regular feedback on performance, even with modern software systems.

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Lessonly

AUGUST 25, 2020

You should check out this fun playbook— Major League Sales Coaching. ). This means coaching each player individually and ensuring they’re getting repetitions in on what’s needed to excel. At the end of the day, efficiency is key, and that should be the same for your sales enablement training software. Not convinced?

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Sales Enablement Software Software Training 26

Lessonly

NOVEMBER 11, 2020

Sure, Lessonly provides powerfully simple customer service training software , so customer service training programs probably matter more to me than to the average person, but it’s also part of something bigger. Here’s why customer service training software matters. Our world is increasingly automated and technology-dependent.

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Customer Service Software Software Training 26

Janek Performance Group

DECEMBER 20, 2022

They are not buying software. If SaaS customers are not buying software, why do sales reps spend so much time selling software features? If you ever had the mind-numbing experience of sitting through a software presentation where the sales rep only talked about software features, you understand the problem.

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Ideal Customer Profile B2B Negotiation How To 62

Highspot

OCTOBER 11, 2023

Managers are involved in recruiting, sales coaching and training, and onboarding new sales representatives. Training and Development While 57% of teams agree that their sales managers can coach reps to reinforce desired behaviors, nearly half (44%) of teams are not confident in their managers’ coaching abilities.

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Sales Management Strategy Lead Rank Lead Scoring 59

Chorus.ai

MARCH 5, 2021

Churn rate target: Are you keeping your churn rate at or below 1%? Churn is any SaaS company’s nightmare, and in a recovering economy, it is less affordable than ever. Start with your customer relationship management (CRM) software. Step 3: Coach sales reps who may be falling behind.

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Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Highspot

NOVEMBER 21, 2023

Responsibilities of a Sales Manager Qualities You Need To Go From Good To Great Sales Management Strategy for Sales Managers The Importance of Sales Coaching And Training What Does Sales Manager Success Look Like? This is the only way a sales manager can onboard, train, and coach their sales team.

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Sales Management Strategy Lead Rank Coaching 52

No More Cold Calling

APRIL 9, 2015

Are you coaching your sales team, or leaving them to fend for themselves? “ Sales execs recognize that coaching and recognition contribute to performance. Most sales leaders are so busy that the only coaching they have time for is asking reps who they plan to call throughout the week. That’s not coaching. But by how much?

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Hiring Lead Rank Lead Scoring Guidelines 120

Highspot

FEBRUARY 15, 2022

increase revenue by $1M) so that you can benchmark your performance, and have your tools and software set up to track your progress toward the goal (i.e. new deals closed, repeat purchases, and customer churn). Reduce Customer Churn. If your churn rate is higher than it should be, you should take steps to lower it.

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Sales Goal Examples Top of Funnel Churn 59

Nutshell

JUNE 2, 2019

My hypothesis was that providing a proactive onboarding experience would reduce the churn rate after 10 months, and every month in between. Here, I make sure teams are fully armed with the tools they need when software breaks (it happens anywhere) or changes occur within their organization. The payoff.

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Retention Scale Customer Churn 107

Hubspot Sales

JULY 28, 2021

In that case, even if it sells to larger companies, those companies are likely to end up churning because the product isn’t a great fit. Instead of boosting your numbers upfront and paying with subsequent churn, identify your markets from the start — and focus your selling, time, and resources on them. Create a plan.

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Top of Funnel Churn Face-to-face Pipeline 114

ExecVision

JUNE 4, 2018

Understanding and empathizing with customers is crucial to their satisfaction – one bad Support call could lead to an account churning. Conversation Intelligence technology provides a means for Support Leaders to coach their reps while encouraging reps to participate in their own development. Coaching Support Reps.

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Customer Churn Face-to-face Lead Rank 40

PandaDoc

APRIL 24, 2023

Sales enablement techniques include using coaching, relevant content, training, and technology to help sales agents onboard, improve their sales skills, and sell more and faster. Training and coaching Training and coaching are also vital pieces of the sales enablement puzzle.

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Sales Enablement Webinar Metrics Strategy Top of Funnel 52

Sales Hacker

FEBRUARY 12, 2021

As businesses grow, their software requirements grow as well. As businesses grow and adapt, software shouldn’t hold them back. HubSpot and Salesforce are top two enterprise CRM solutions, according to user ratings and reviews on G2, Capterra, and Software Advice. What is an enterprise CRM software? Average Rating: 4.43.

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Enterprise Enterprise CRM NetSuite 84

Chorus.ai

MARCH 18, 2021

Paying attention to your pipeline in real-time is key to your business’s ability to identify and solve these deal-obstructing factors — like a deal relay, decision-maker churn, more scrutiny from CFOs — when they arise. Sales analytics plans with elite functionality will often represent pipeline health and velocity through visualizations.

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Analytics Top of Funnel Buyer Persona Marketing 62

SBI

JUNE 22, 2021

When we think of our role as Buying Coaches instead of Sellers, we’re more effective in a remote environment. From there the software adjusts the demo to show them only the content they have identified as important to them. Q: What is the impact on organizations that adopt Demo Automation software?

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Top of Funnel Engineering Sales Qualified Lead Buyer 92

Chorus.ai

SEPTEMBER 29, 2020

Owing to there being fewer leads, a higher number of deal risk vectors, and less money to spend on finding new business, coach your sales department to secure more value per successful deal. Any amount of new business acquisition is meaningless if your churn rate is too high to keep your sales funnel and overall cash flow healthy.

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Scale Top of Funnel Churn Buyer Persona 114

Chorus.ai

APRIL 20, 2021

How’s Our Churn Rate Looking? Your churn rate is the rate at which customers are leaving your company. Some conventional wisdom might suggest that churn rate isn’t really your sales team’s problem—but, in Software as a Service (SaaS), the after-sales period is arguably more important than the pre-sales period.

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Hiring Top of Funnel Lead Rank Churn 62

Partners in Excellence

FEBRUARY 27, 2019

If we were purchasing a million dollar capital asset or making a million dollar investment in software tools, we would study, analyze, and evaluate the investment, the risk, the ROI, and the alternatives critically. The high churn, voluntary or involuntary, is, largely, a result of what we as managers and leaders have created.

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Sales Talent Hiring Face-to-face Churn 73

LeadFuze

DECEMBER 31, 2021

The Average Contract Value is a key metric for software-as-a service businesses. Churn Rate. The churn rate is the number of customers who leave a company before their contract expires. A company’s churn rate is technically the percentage of customers who don’t renew their service. Coach your team to success.

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Strategy Hiring Churn Lead Rank 52

SBI

DECEMBER 12, 2018

In 2019, companies must nail their segmentation, value proposition, and build a sales strategy that is executed professionally – by well-trained and well-coached salespeople. There will also be a demand for customer success technology – to minimize churn and ensure that customers stay and grow. We cannot rely on self-regulation alone.

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Sales Qualified Lead Lead Rank VanillaSoft Lead Scoring 139

Zoominfo

AUGUST 5, 2021

Sales coaching: Ideal for skills-based enablement, these technologies help salespeople improve key competencies, such as perfecting pitches, articulating a value proposition, or delivering a product demo. Needless to say, sales enablement is a key component of your overall approach to sales coaching.

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Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Hubspot Sales

NOVEMBER 2, 2020

Product Metrics: Data related to product success says as purchase rate, churn rate, or revenue attributed specifically to a product. To give you an idea of what this data might look like when getting reviewed by a rep or sales leader, here's a screenshot of Gong's software. Identify where reps need coaching.

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Crunchbase

MAY 14, 2020

Abel’s wealth of knowledge in the software as a service space is demonstrated by not only his success at G2, but his previous work; he founded and led BigMachines, a leading SaaS CPQ company, to its acquisition by Oracle in 2013 for over $400 million. Coach at Dan Martell. Oh, and queue the sass. Dan Martell.

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Top of Funnel Scale Twitter LinkedIn 132

SugarCRM

JUNE 25, 2020

The driver behind strategic business system adoption, like CRMs and MAPs, is to solve a business problem, like increasing customer satisfaction, improving lead management, or reducing churn. Once there is a common understanding new software is needed, the process of selecting a vendor begins.

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CRM SugarCRM Marketing Education 49

Hubspot Sales

JANUARY 31, 2018

Trials of on-premise software were rare. Hardware and software were also much more differentiated a few decades ago and were only updated annually, so the choice between one product and another was higher-stakes. However, slamming deals through can potentially damage your reputation and create a churn risk. Moving too quickly.

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Hubspot Sales

JANUARY 19, 2018

In HubSpot’s case, I check for previous purchases of enterprise software. Your job as a sales rep is to find great prospects who will become great clients, which will reduce churn. It could also reveal that you’re in a competitive situation, in which case it’s time to reach out to a coach or champion and figure out where you stand.

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Closing Tools Sales Cycle ACT 131

Chorus.ai

FEBRUARY 4, 2020

Your methods of hiring, your sales strategy, and your coaching need to be airtight. Your benchmarks — for revenue, churn rate, and customer lifetime value — will have changed accordingly, and you’ll need to adapt to the pace of your new competitors. Embrace learning management systems as part of your structured coaching.

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Scale Hiring Top of Funnel How To 73