The Spiff Blog

SEPTEMBER 7, 2023

Although SPM strategy varies by company and industry, the most effective sales performance management strategies typically involve a combination of the same core pillars. These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement.

Incentives 83

Incentives Incentive Scale Compensation 83

Crunchbase

MAY 19, 2023

From identifying potential customers, to finding quality leads and maintaining a healthy pipeline, sales prospecting is vital to the success of your business. Successful prospecting requires time management skills, a proactive mindset and the ability to communicate effectively. That’s not to say it’s without its challenges, however.

Ideal Customer Profile 59

Ideal Customer Profile Prospecting Lead Rank Lead Scoring 59

Crunchbase

JULY 27, 2022

To set up your company to scale in any meaningful way, sales operations—sometimes referred to as business operations or sales support—need to be in full swing, laying the groundwork for and supporting your sales team’s efforts. Performance and incentive program management. Team management made easy. What is sales operations?

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Sales Operations Company Territories Sales Qualified Lead 52

Zoominfo

SEPTEMBER 22, 2023

At its core, intent data helps marketing and sales teams identify the companies and individuals most likely to make a purchase, especially in the near future. ZoomInfo knows that even minutes can matter when you’re looking for prospects. But not all intent data is created equal. How Do I Know Which Intent Data is Trustworthy?

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Intent Data Buyer Intent Intent Data 130

The Spiff Blog

JUNE 8, 2023

Here’s a scenario that any salesperson can relate to, whether they’re an entry-level sales rep or an expert seller with decades of experience: a prospect demonstrates interest in a product, responds to inquiries with enthusiasm– and then, out of nowhere, they disappear. What’s wrong with “touching base” with cold prospects?

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

Salesmate

JUNE 15, 2021

Marketing is what reflects your brand in front of your prospects and customers. Marketers spend most of their time connecting and engaging with prospects, managing customer information, and capturing more leads. Marketing automation takes an omnichannel approach that automates every single process, from prospecting to capturing leads.

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Software Software Marketing Scale 52

Sales and Marketing Management

JUNE 22, 2020

Author: Kaveri Kalavath Implementing enterprise software has never been easy. And this hasn’t changed, even with software as a service (SaaS) and cloud-based technology. Billing issues – Most SaaS companies are using or moving to a usage-based or metered billing model due to customer demand.

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B2B Customer Vendor Enterprise 207

Nutshell

MARCH 19, 2024

As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable. Faster onboarding: After building more efficient and effective processes, you’ll have a fine-tuned prospecting, qualifying, and lead nurturing system that makes it easy for new recruits to get up to speed.

How To 71

How To Sales Qualified Lead CRM Face-to-face 71

Cincom Smart Selling

MARCH 13, 2017

Configure price quote software makes approving complex sales orders easy and fast. It is amazing what some companies do to make sure they want to accept a deal brought in by their hardworking sales force. What’s a Company to Do? Trust Your Configure Price Quote Software. Companies should protect themselves from bad deals.

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Software Software Discount System 59

Sales and Marketing Management

OCTOBER 15, 2020

Author: Paul Nolan On the first Friday in March this year, Jeb Ory led an employee appreciation celebration at the Arlington, Virginia, headquarters of Phone2Action, a provider of advocacy software that enables organizations to create grassroots marketing campaigns. The company helps online businesses prevent chargebacks and minimize losses.

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Incentives Incentive Face-to-face Survey 227

Sales and Marketing Management

AUGUST 3, 2020

Author: Kaveri Kalavath Implementing enterprise software has never been easy. This hasn’t changed, even with software as a service (SaaS) and cloud-based technology. Billing issues – Most SaaS companies are using or moving to a usage-based or metered billing model due to customer demand.

B2B 177

B2B Customer Vendor Enterprise 177

Nutshell

MARCH 17, 2023

In both cases, a person has made a commitment to your company based on what you’ve shown them so far, and you have a wonderful opportunity to capitalize on that positive sentiment. The right software tools can help you automate the process and make it easy to include your customers’ names in your emails.

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Customer Discount Top of Funnel Incentives 154

LeadFuze

JULY 7, 2023

We will explore how past data analysis, future company changes consideration, and incentive programs implementation play a significant role in goal-setting. We’ll also look at how technology can aid in managing your sales targets efficiently with tools like ClickUp’s Goals software and lead management systems.

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Sales Goal Churn Incentives Incentive 52

Highspot

OCTOBER 11, 2023

Setting Sales Targets Sales managers are responsible for setting realistic and achievable sales targets based on market analysis, historical data, and company goals. Make sure they understand how their performance contributes to the overall success of the company and its bottom line. Encourage collaboration and knowledge sharing.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

DiscoverOrg Sales

NOVEMBER 27, 2017

Target your best-fit prospects. In order for your message to be relevant, it has to speak to a prospect’s specific situation. And no one has resources to waste on poor-fit prospects. Find look-alike companies. Engage these good-fit prospects via email, PPC ads, or social media. Run re-marketing ads to free content.

Lead Rank 196

Lead Rank Marketing Qualified Lead Sales Qualified Lead Top of Funnel 196

Zoominfo

MAY 9, 2022

It wasn’t long ago that sales as an industry was driven largely by volume — more leads meant more prospects, which sometimes translated into more revenue. The most successful sales teams rely on a combination of sophisticated technology and human expertise to ensure they’re selling the right product, to the right prospect, at the right time.

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Scale Sales Automation Hiring ROI 130

Sales Hacker

MARCH 29, 2021

If you look at the 10 largest SaaS companies and the five leading cloud providers , for example, 14 out of the 15 have hundreds or thousands of technology and channel partners. As a B2B company, it is imperative to understand your particular ecosystem and take advantage of these opportunities. Partner tech is a relatively new field.

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Revenue How To Ideal Customer Profile Software 100

Sales and Marketing Management

MAY 14, 2020

Author: Liz Pulice In recent years, many companies have implemented remote work arrangements, driven by financial incentives, recruitment/retention initiatives and other factors. Some companies are creating work-from-home policies from scratch. How I reignited interest with a prospect who went dark”).

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Sales Enablement Scale Policies Distribution 227

Apptivo

MAY 18, 2021

It is due to the convenience of Email marketing that businesses can easily communicate with their prospects and find a way to convert them into paying customers. So in this blog, Apptivo brings you the best ways to utilize your email marketing tools and Email Marketing Software in a way that helps you grow your subscriber list.

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Email Marketing Social Media Marketing Campaigns 98

Crunchbase

JANUARY 18, 2022

Software as a Service (SaaS) is everywhere. But despite its widespread appeal, SaaS isn’t just selling software like you’d once have sold a loaf of bread. But despite its widespread appeal, SaaS isn’t just selling software like you’d once have sold a loaf of bread. Step 1 – Prospecting : Get yourself out there!

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Sales Process Lead Rank Sales Qualified Lead Lead Scoring 85

PandaDoc

OCTOBER 30, 2023

Games that are simple to understand, easy to operate, and connected to company goals are better-received by workers. Employee engagement increases when the incentives are worth the effort required to do well. When executed properly, contests can dramatically boost sales productivity by offering incentives for high performers.

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Sales Process Incentives Incentive Hiring 52

Zoominfo

JULY 1, 2018

30% of companies say their social selling training needs ‘a complete overhaul’ ( source ). Social sellers realize a 66% greater quota attainment than those using traditional prospecting techniques ( source ). That way, you’re armed and ready to respond to prospects who may already be influenced by online reviews.

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Buyer Social Media Social Selling Incentives 190

The Spiff Blog

OCTOBER 12, 2023

How well can you explain (or defend) the way your company compensates sales employees? How you pay sales reps depends on the way you design your comp program, what metrics relate to what incentives, and so on— all the details we’ve covered in many past articles about comp plan design. Why is a sales compensation philosophy important?

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Compensation Commission How To Incentives 84

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. DiscoverOrg released a Growth Drivers survey of high-growth companies , analyzed key findings, and found some surprising commonalities among these rising stars. They had to see growth.

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Company Conversion Outbound Video 120

LeadFuze

JULY 5, 2023

A motivated sales team can drive revenue, foster customer relationships, and contribute significantly towards the company’s mission. We’ll also explore how Sales Performance Incentive Funds (SPIFs) play a role in motivating teams. But what motivates sales teams? And how can you boost their motivation?

Motivation 52

Motivation Strategy Incentives Incentive 52

Zoominfo

JUNE 10, 2018

Most of the time, when a prospect says, “I can’t afford it,” they’re not usually talking about price at all. You can talk until you’re blue in the face, but until your prospect sees your product in action, they won’t truly understand its value. If your prospect seems hesitant, ask questions of your own to get them talking.

Objections 239

Objections Case Study Face-to-face Study 239

SalesEngine

MAY 8, 2017

Leads are a double-edged sword to many companies and salespeople. Companies who cast too wide a net may end up wasting other businesses’ time, and ultimately hurt the morale of their employees. Numbers, incentives, and change. Sales is all about numbers, but these incentives can skew the real goals.

Lead Generation 63

Lead Generation Lead Rank Lead Scoring Account 63

Crunchbase

JUNE 28, 2021

Your sales team is the backbone of your company, and your employees are just as vital to business success as your customers. Set aside time for bi-weekly or monthly teleconference meetings where sales reps can converge to discuss their course, what they’ve learned, and how that knowledge aligns with company goals.

Webinar Metrics 111

Webinar Metrics Training Strategy Software 111

DiscoverOrg Sales

NOVEMBER 27, 2017

Target your best-fit prospects. In order for your message to be relevant, it has to speak to a prospect’s specific situation. And no one has resources to waste on poor-fit prospects. Find look-alike companies. Engage these good-fit prospects via email, PPC ads, or social media. Run re-marketing ads to free content.

Lead Rank 133

Lead Rank Marketing Qualified Lead Sales Qualified Lead Top of Funnel 133

Janek Performance Group

SEPTEMBER 13, 2023

We hope you could tell him about our company and your success, including your 200 percent ROI.” What specific incentives do you offer, such as discounts or special offers? These include contact databases, email marketing software, CRMs, customer success software, and social media. Tell them what you need.

Referrals 62

Referrals Networking Social Media Ideal Customer Profile 62

Hubspot Sales

OCTOBER 2, 2019

There is often a disconnect between the level of effort sales reps put into their work and the tangible outcome seen by sales management and the company at large. Informational interviews with sales leaders within their company. Having clear, visible goals and incentives builds well-rounded sales professionals.

SAP 119

SAP Oracle Compensation Territories 119

Zoominfo

APRIL 11, 2018

Whether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. Hiring the right people can directly impact your company’s overall success and revenue. Is the prospect just trying to get a better deal? Does the competitor have a better product?

Hiring 178

Hiring B2B Sales Cycle Call-back 178

Zoominfo

OCTOBER 20, 2019

Whether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. Hiring the right people can directly impact your company’s overall success and revenue. Is the prospect just trying to get a better deal? Does the competitor have a better product?

Hiring 130

Hiring Sales Cycle B2B Call-back 130

Sales Hacker

DECEMBER 14, 2018

This is an example of a nice incentive to shop that is attractive to a buyer and provides a little extra perk. The company was offering a whopping 90% discount on its web hosting package and the domain was offered for free. Beware the bait and switch software”. Price does come into play when purchasing software,” Rosen said.

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Discount Software Software Vendor 65

Zoominfo

JULY 25, 2023

In the not-so-distant past, a significant portion of a typical business-to-business (B2B) sales professional’s life revolved around in-person meetings with key prospects and high-value clients. A typical definition of a lead is any potential customer who has expressed interest in a company’s goods or services.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

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.

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Tools Closing Territories Hubspot 108

The Spiff Blog

JUNE 1, 2023

The goal is to strike a careful balance between incentivizing sales performance and protecting the company against financial crisis. In fact, research shows that between 2005 and 2010, the percentage of Fortune 500 companies who use clawbacks rose from fewer than 3% to a whopping 82% ( source ).

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Commission Compensation Cancellation Strategy 77