LeadFuze

JULY 7, 2023

Knowing how to set sales goals is a crucial skill for any business owner, sales manager or marketer. But setting effective sales goals involves more than just choosing an arbitrary number. So if you’re ready to increase your company’s annual revenue target by setting effective sales goals – keep reading!

Sales Goal 52

Sales Goal Churn Incentives Incentive 52

The Spiff Blog

JANUARY 9, 2024

What does this mean for sales teams? If you’re responsible for reaching demanding sales targets, you must be more dynamic and strategic in 2024. But, if cost-efficiency is a top priority, then extensive sales hiring is an expensive last resort– not a dependable solution. B2B sales has an average turnover rate of 35% ( source ).

Banking 84

Banking Hiring Churn Scale 84

Zoominfo

APRIL 19, 2023

It’s true that most sales professionals improve with experience, but if you can provide feedback and personalized goals, it’s possible to accelerate the learning process and get your sellers engaging with prospects faster. This is the time-tested practice of sales coaching. What is Sales Coaching?

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Sales Coaching Coaching Hiring Analysis 130

Highspot

OCTOBER 11, 2023

Effective sales management is the core of any successful business. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

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. By the end, you should have a clear roadmap for reaching your or your company’s sales goals. What Is SaaS Sales?

Paid Content 127

Paid Content Lead Rank Commission Lead Scoring 127

Sales and Marketing Management

OCTOBER 21, 2019

From manual CRM updates, to uninspired training programs or hard-to-find content, the more roadblocks to seamless sales, the more staff becomes demoralized. That, in turn, leads to greater sales rep churn. If you have a community of sales reps who are frustrated and unmotivated, that’s a huge barrier to achieving revenue goals.

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Top of Funnel Hiring Commission SAP 136

Hubspot Sales

JUNE 26, 2023

Lead generation specialists play a crucial role in the sales process. Not only do they prospect for new business, but they help bring them into the sales funnel during the early stages. These can be new sales leads or existing leads that can be re-engaged. Table of Contents What is a lead generation specialist?

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Lead Generation Sales Qualified Lead Hiring Leads 88

Hubspot Sales

MAY 10, 2023

As you’ve probably seen first-hand, there’s normally at least one blocker in every company — and they can do a lot to sabotage your sales efforts. Once you have a pulse on their concerns, you can acknowledge that your solution costs more, but that the extra cost is more than compensated for by long-term ROI.

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Decision Maker Scale How To Hiring 115

The Spiff Blog

MARCH 8, 2023

Earlier this year, Whitney Sharpe , Vice President of Sales at Mindlance shared a TikTok that has since gone viral. The clip shows her, not in her typical role as a seller, but as a buyer evaluating a piece of software. Sales, specifically, has a long history of being a male-dominated profession due to underlying gender bias.

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Face-to-face Incentives Incentive Commission 76

The Spiff Blog

FEBRUARY 24, 2022

But, unless real transparency, visibility, and clarity are intentionally baked into every function of your revenue engine, your sales team is essentially operating in a black box. This is especially risky in sales, where disconnected data can have serious repercussions on your pipeline and revenue. What is data-driven sales?

Commission 56

Commission Compensation How To Data 56

Xactly

SEPTEMBER 5, 2018

Management by Objectives, aka MBOs, are goals set for employees to improve overall sales performance, as agreed up on by sales manager and rep. MBOs can be an extremely useful tool in addition to your sales commission structure because they give each rep individual goals to strengthen the overall sales organization.

Examples 78

Examples Compensation Incentives Incentive 78

Zoominfo

MARCH 21, 2022

The study showed a broad range of attrition within specific companies in various industries. Faced with increasingly stressful work environments, many workers are leaving lower-paying roles to pursue jobs with better compensation. Data via MIT Sloan Of course, not all companies are the same.

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Quota Hiring Face-to-face Advertising 100

Hubspot Sales

JUNE 29, 2023

Insurance sales is a highly lucrative industry. In this guide, we’ll explore everything about starting a career in insurance sales, including the pros, cons, and tips to help you succeed. Table of Contents What is insurance sales? Limitless Earning Potential Many insurance sales agents get commission-based income.

Insurance 94

Insurance Insurance Salary Policies 94

Hubspot Sales

JULY 9, 2019

Specifically, the managers who lead your sales teams — they oversee the reps who communicate directly with your prospects and customers daily. Think about it this way: If you're a sales manager and you help each of your 10 reps sell 20% more, you've essentially just "created” two new salespeople. Establish Compensation Expectations.

Sales Management 117

Sales Management Hiring Buyer Persona Compensation 117

Lessonly

SEPTEMBER 21, 2020

A well-trained sales rep is one of the most important investments your team can—and should—make. In fact, we’ve found that the top sales training programs improve rep engagement, retention, and productivity. What is Sales Enablement ? The sales enablement definition is a catch-all phrase with many meanings.

Sales Enablement 26

Sales Enablement Software Software Benefit 26

SBI

JANUARY 28, 2020

6 Ways Sales Enablement Leaders can Gain Sales Management Support. Sales Enablement is generally focused on assisting individual sellers with less focus placed on others in the organization. “ Sales Enablement supports the sales team to move buyers to a decision point. Coaching skills for sales managers.

Sales Enablement 131

Sales Enablement Sales Management Coaching Engineering 131

Sales Hacker

OCTOBER 29, 2020

There is both an art and a science to the language you use in sales. The trick to closing more deals — and stacking the deck in your favor — is finding the balance between art and science of language in sales. Ask yourself, which is a stronger sales pitch ? “I Leverage Specificity. Create Urgency.

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Closing Guarantee Case Study Sales Qualified Lead 88

The Spiff Blog

SEPTEMBER 16, 2022

Connor Shlatz, Front-End Software Engineer. She is currently studying Psychology at Brigham Young University, hoping to become a counselor in the future. John Arsenault, Sales Engineer. Solving problems and having fun while doing so makes him happy, and he’s excited to showcase Spiff to finance and sales teams.

Meeting 75

Meeting Top of Funnel Travel Engineering 75

Score More Sales

AUGUST 26, 2014

Did you know you’re missing out on sales opportunities by having a poor mobile company website? 94% of digital marketing professionals surveyed agreed that personalization is “critical to current and future success” according to an eConsultancy study. We have run into many B2B websites lately that do not work well on mobile devices.

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B2B Revenue B2C Ideal Customer Profile 232

Score More Sales

DECEMBER 23, 2014

What used to be a one-way road – a sales person “telling” potential buyers what to buy, is now a two-way, busy street where buyers find their own information and need us in sales to offer specific insights and stories – and paint a vision of the future – to help them know if the information they have is right for their scenario.

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Tools Lead Rank Lead Scoring CRM 214

Hubspot Sales

JUNE 28, 2019

The sales operations professional is like the coxswain for salespeople. Patrick Kelly, who led Xerox’s first Sales Operations group, describes the role as “all the nasty number things that you don’t want to do but need to do to make a great sales force.”. Download Our Free Sales Conversion Rate Calculator and Guide.

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Sales Operations Hiring Lead Rank Territories 95

The Spiff Blog

MARCH 17, 2022

Marcello Albuquerque, Software Engineer. Born in California, Dave grew up in Boise, Idaho before moving to Seattle, Washington for undergraduate studies at the University of Washington in politics and economics. Benjamin Naugle, Software Engineer. Royce Joe, Software Engineer. Marcello was born in Rio de Janeiro, Brazil.

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Meeting Engineering PeopleSoft Travel 62

The Spiff Blog

JULY 13, 2023

Lulu has experience in customer service, sales, onboarding, data analysis, and languages (he speaks three). After meeting some family friends who were software engineers, Jacob found himself wanting to learn how to write software. He would describe sales in four words which would be to make friends and solve problems!

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Meeting Travel Fashion Sports 71

The Spiff Blog

JUNE 6, 2023

Brenna Oberg, Sales Development Representative Brenna was born and raised in Minnesota and currently lives in Lakeland, Minnesota with her husband Chase. Brenna, who is also a registered dietitian, stumbled into the tech world last year and started her sales career at Xactly Corp as an SDR.

Meeting 67

Meeting Travel Engineering Hiring 67

Xactly

AUGUST 30, 2018

Sales team management plays a big role in the success of an organization. As the bridge between executives and sales reps, managers communicate corporate goals with their teams and keep reps on track to hit their quota. It’s important for sales leaders to manage their teams effectively. It takes a multi-pronged approach.

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

Growbots

SEPTEMBER 19, 2018

READ 7 Highly Effective Best Practices for Sales Reps. This situation can be financially devastating considering a recent DePaul University study that found that the average turnover cost of a salesperson is $97,690. When salespeople do leave a company, the top five reasons are : Salary and compensation. Company culture.

Compensation 55

Compensation Salary Incentives Incentive 55

The Spiff Blog

FEBRUARY 24, 2023

Sales objections are a common occurrence during a typical sales cycle. Therefore, learning how to effectively handle objections is crucial to hitting goals, crushing sales quotas , and developing a successful sales career. Whether you’re new to sales or a seasoned professional, today’s post is for you.

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Objections Hiring Face-to-face Buyer Persona 80

The Spiff Blog

NOVEMBER 3, 2022

Watch any movie centered on sales professionals, and you’re likely to notice a recurring theme: competition. The sales reps in these films will stop at nothing to become the lone name atop a literal or figurative sales leaderboard – usually resorting to extreme tactics in order to be the best. What is a sales leaderboard?

Motivation 69

Motivation Lead Rank Lead Scoring Cold Calling 69

Velocify

JUNE 28, 2017

Did you know that high-growth companies are more likely to be familiar with the different types of sales technologies on the market? Of the sales technologies listed, here are the 13 least known according to participants (in order, starting from the least known). See full study for more. 1) Sales Gamification.

Sales Technology 53

Sales Technology Top of Funnel Hiring Software 53

The Spiff Blog

MARCH 2, 2023

After graduating, Samuel’s interest in building models and solving complex problems led him to start his career in software finance and sales operations. With a background as a software engineer and a career in customer success, she is excited for her future at Spiff as a Technical Customer Success Manager.

Meeting 75

Meeting Engineering Travel Face-to-face 75

Hubspot Sales

AUGUST 29, 2018

Sales vs. Account Management: 5 FAQs. Account management is a client-facing, post-sale role. Account managers are also tasked with growing these accounts through upsells, keeping quality of work high so clients want to renew/expand contracts, creating case studies , and advising clients on long-term growth strategies.

Account 77

Account Salary Face-to-face Case Study 77

The Spiff Blog

JULY 28, 2022

Taylor Montero, Sales Operations Analyst. He soon discovered he had a passion for technology and software! Billy has been in sales/sales management his entire career and previously spent five years at Capshare. After spending some time in Japan, he moved to Idaho to attend school where he studied Psychology.

Meeting 84

Meeting Sports Travel Engineering 84

The Spiff Blog

JANUARY 27, 2022

Brady lives in Utah and comes from a software development and software application management background. Nikki Peck, Software Engineer. Adam LeMmon, Sr Software Developer. Dan Filler, Software Engineer. After college, Dan first worked at XANT – a sales tech company in Utah before joining Spiff.

Meeting 52

Meeting Travel Engineering Social Media 52

SBI

JUNE 22, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? Would you engage with a sales rep if you didn’t have to?

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Top of Funnel Engineering Sales Qualified Lead Buyer 92

Hubspot Sales

APRIL 25, 2023

Its perks include lots of traveling, generous compensation packages, interactions with top-level management, exposure to learning opportunities, and the pleasure of working on complex business problems. This often makes consulting enthusiasts wonder, “What are the unique insights/skills that justify the high compensation of consultants?”

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Salary Ideal Customer Profile Nonprofit Insurance 85

The Spiff Blog

MAY 5, 2022

Dan Vasilevsky, Sales Engineer. Knowing he had a knack for learning new things and meeting new people, sales engineering seemed like the right next step. Out of college he accepted an IT role that was local to him, but happily moved over to his new position at Spiff as a Sales Engineer in mid September.

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Meeting Travel Engineering Hiring 81

SBI

SEPTEMBER 26, 2018

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. NANCY: WHAT ARE THE TOP 3 WAYS YOUR SOLUTION CHANGES THE GAME FOR A SALES ORGANIZATION? is to to change the software, not the people.

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CRM How To Report Data 123