The Spiff Blog

OCTOBER 13, 2022

Automating sales compensation is a big deal. But, you already know the payoff of automation– efficiency, visibility, and accuracy baked right into your sales engine. Their commission plans must be perfectly constructed and finalized. What you’re probably less clear on is the timing.

Commission 77

Commission Vendor Compensation CRM 77

Hubspot Sales

NOVEMBER 29, 2021

Every company has its eyes on its bottom line and, in turn, is mindful of its profit margin — the most definitive metric of how successful your sales efforts are, relative to your expenses. Find gaps in your sales process where a disproportionate number of prospects fall off. Construction Supplies : 5.86%. Diversified: 12.18%.

Margin 103

Margin Chemicals Real Estate Strategy 103

Distribution Pricing Journal

AUGUST 23, 2023

It’s a popular technique in the distribution industry, used to provide added value to the customers and boost sales volume. Electronics Bundles : Office equipment distributors often bundle products together such as a laptop, cabling, printers, and even software. Customers save time and you increase your sales.

Lead Rank 52

Lead Rank Lead Scoring Automotive Distribution 52

Gong.io

JANUARY 27, 2022

Software as a service (SaaS) companies, which represent more than a third of all unicorns , lead the trend. Back in the 1980s, we had to sell each customer a CD or hard drive containing the software. The customer then had to physically install the software on their own server, learn how to use it, and wait a long time for updates.

Company 62

Company Lead Rank Software Software 62

Adaptive Business Services

OCTOBER 20, 2021

The new sales model is something that I have always done … educate your customer! This idea also opens up opportunities with people who are not looking for signs (new construction etc.). Construction, materials, and painting or powder coating. You demo the software. Signs as Advertising. I can’t stress this enough.

Advertising 71

Advertising Advertising Face-to-face Construction 71

Zoominfo

FEBRUARY 21, 2021

For B2B sales and marketing teams, having a 360-degree view of customers and prospects is key. Since many traditional vendors also have such poor data accuracy, there is still much to be desired. Industry classification remains a foundational component to achieving ABM (account-based marketing) success.

Transportation 100

Transportation Chemicals Automotive Marketing 100

Cincom Smart Selling

AUGUST 19, 2021

For many insurers, the approach toward IT budget construction and the measurement of IT value remains rooted in a traditional approach of centrally planned budgets and top-down portfolio metrics that can mask where IT value is really being delivered. Impact on IT. But integration is often the top issue when implementing new applications.

System 118

System Customer Insurance Insurance 118

Hubspot Sales

OCTOBER 3, 2022

That's how you'll construct your BATNA.". Let's say you work for a business that sells software. In the first negotiating phase, you'll send along a standard contract that outlines the full cost of your software to your prospect. These might include: 10% discount on the cost of the software. BATNA Example.

Negotiation 87

Negotiation Discount Customer Hiring 87

Partners in Excellence

JUNE 22, 2023

The sales and marketing automation markets are among the fastest growing software sectors. ” As the number and spending on these tools has expanded, sales results, by virtually every measure continue to plummet. We had talked about the “construction,” had a plan that was simple and straightforward.

Tools 80

Tools Vendor Construction Up-Sell 80

SBI Growth

MAY 29, 2013

The concept of gamification is catching on in B2B sales and marketing. A new set of vendors, such as Bunchball and Level Eleven , etc. have brought software solutions to market recently. Their book does an excellent job of explaining what gamification is and how it can be applied to drive a sales result.

Lead Rank 310

Lead Rank Lead Scoring Airlines B2B 310

Zoominfo

OCTOBER 22, 2020

At this year’s virtual event Henry Schuck, delivered a keynote presentation called “Hit Your Number: How To Fast-Track Your Outbound Sales and Marketing in Europe.” So, if you’re looking for opportunities to grow sales, to grow revenue and to hit your number, this post is for you. Best practices for going to market across Europe.

Outbound 100

Outbound Ideal Customer Profile NetSuite Microsoft 100

Hubspot Sales

JANUARY 26, 2021

If a business thinks the boost in sales from matching demand won't be enough to offset the new overhead from revamping those kinds of materials, it will probably keep its prices sticky. For instance, a flour vendor might make a hard, three-year deal to supply an industrial bakery at a specific price each year.

Scale 103

Scale Consumer Advertising Advertising 103

Hubspot Sales

JULY 25, 2023

Like many disciplines, sales teams everywhere are trying to understand what role artificial intelligence will play in their industry. AI is no longer a construct of the future. It’s here, and it’s already changing sales as we know it. At the very least, you’ll stay up-to-date on trends in sales.

Top of Funnel 79

Top of Funnel Forecasting Sales Qualified Lead Lead Rank 79

Cience

OCTOBER 6, 2020

As sales become increasingly sophisticated these days, B2B companies everywhere are investing greater resources into outbound marketing. Sales research, overlooked by more of us than we’d like to admit at the prospecting stage, has outsize impacts on top-of-funnel velocity. Don’t make the same mistakes others have made before.

Ideal Customer Profile 105

Ideal Customer Profile Outsourcing Services Sales Qualified Lead B2B 105

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. If you sell software that measures marketing metrics, this is exactly the kind of insider knowledge you’re looking for.

Company 156

Company Prospecting Oracle Transportation 156

Artesian Solutions

NOVEMBER 14, 2018

Artesian Interviews Andrew Jenkins BESMA 2018 Sales Professional of the Year. A popular interpretation of the Pareto principle states that 80% of your revenue comes from 20% of your sales people. So what makes a sales person rise to the top? The path to sales success. That’s what his job description says anyway.

B2B 70

B2B Oracle Territories Vendor 70

SBI

MARCH 26, 2013

The subjects of both books are decidedly applicable to the field of Sales and Marketing. No one understands this better than a Sales Professional. To “ooch” is to construct small experiments to test one’s hypothesis. Asking a prospect to trial your software is much like asking for a decision to buy.

Marketing 123

Marketing Report Vendor Webinar Metrics 123

Allego

SEPTEMBER 24, 2020

Buyers have unlimited access to information and compare vendors and solutions without ever interacting with sellers. Managing a dispersed sales team is a unique challenge. The secret is modern sales enablement. To find out more, I sat down with Allego’s Sales Enablement Director Mary Charles.

Sales Enablement 71

Sales Enablement Unica Demand Generation Demand Generation Targets 71

Customer Centric Selling

NOVEMBER 25, 2013

Sales Training Article: Ignoring Evolution. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. As someone who has worked in or with sales organizations throughout my career, it''s been painful to watch the snail''s pace at which vendors have adapted to changing buying behaviors.

Training 63

Training Vendor Government Construction 63

Pipeline

JUNE 7, 2023

year-on-year (YoY) growth of CRM adoption According to Gartner, at the end of 2017, the revenue of CRM overtook the place of database management systems (DMBSs), making CRM the largest software market in the world. Then, in 2018, with 16% growth, CRM easily became one of the fastest-growing software and leads the market until today (2023).

CRM 52

CRM Lead Nurturing Face-to-face Handbook 52

Sales and Marketing Management

JUNE 2, 2017

Author: Paul Nolan, Editor, Sales & Marketing Management. Innovative leaps that create new features and revive sales rarely occur often enough. Smart salespeople are always on the lookout for clients of competitors who are unhappy with their current vendor. What sales they did produce always came in at the end of the month.

Education 153

Education Competition Oracle Exact 153

Zoominfo

FEBRUARY 12, 2019

Lead management refers to the entire process of generating leads, qualifying them, tracking their activity, passing them on to sales and prioritizing well-timed follow-up. Consider these statistics ( source ): 46% of marketers with mature lead management processes have sales teams that follow up on more than 75% of marketing-generated leads.

Lead Rank 172

Lead Rank Lead Scoring Lead Management Sales Qualified Lead 172

Sales Hacker

APRIL 10, 2018

A sales manager’s role in this successful implementation. Even more troubling, you aren’t seeing the lift in sales performance that you used as justification for your substantial investment. Re-do the software? Not after your CRM vendor releases its next five user interface updates. This quick post talks about: 1.

CRM 49

CRM Construction Lead Rank Report 49

SBI

JULY 16, 2013

We rely on quotas as a method for measuring sales rep performance. The more elaborate “magical” tricks make use of smoke and mirrors not unlike how some people construct forecasts. The real magic to driving radical revenue growth resides in understanding sales productivity and how our reps spend their limited sales capacity.

Quota 135

Quota Revenue Forecasting Hiring 135

Zoominfo

FEBRUARY 12, 2019

Lead management refers to the entire process of generating leads, qualifying them, tracking their activity, passing them on to sales and prioritizing well-timed sales follow-up. 25% of marketers who adopt mature lead management processes report that sales teams contact prospects within one day. Let’s get into it!

Lead Rank 100

Lead Rank Lead Scoring Lead Management Sales Qualified Lead 100

PandaDoc

NOVEMBER 16, 2023

Every second counts — the pressure is on, and each word in your sales quote matters. Your sales pipeline is clogged, and your golden opportunities are wasted. This is where the right quoting software steps in to strengthen your CRM, fusing customer relationship management and advanced quoting processes under one roof.

Software 52

Software Software CRM Leads 52

SBI

JUNE 18, 2013

If Heidi doesn’t handle this situation the right way, this sale is destined for ‘Maybe Purgatory.’. ‘ To “ooch” is to construct small experiments to test one’s hypothesis. Maybes drain your sales capacity and put the accuracy of your forecast at risk. Nor did he know whether he didn’t want to buy.

Construction 123

Construction Call-back Buyer Follow-up 123

Sales and Marketing Management

FEBRUARY 8, 2021

Many B2B manufacturers still deploy a “catalog approach” to sales, with inside reps relying on frequent touches with prospects and customers to close deals. Even in the pandemic, many B2B companies tried to adapt that approach to the new world order by simply shifting in-person sales presentations to video calls.

Marketing 120

Marketing B2C Account Based Marketing B2B 120

PandaDoc

APRIL 24, 2023

Suddenly, one fine day, you get an invoice from a vendor — it only has their billing address, invoice date, the list of tasks they did, and the total amount due. The client has to pay an additional amount, and the vendor has to wait for extra days to be paid, even though they had a contract stipulating that there should be no late payment.

Examples 52

Examples Cancellation Account Discount 52

Partners in Excellence

AUGUST 2, 2012

” This particular discussion started with what I thought was the SEB’s particularly ill constructed argument that “Solution Selling Is Dead.” Some tend to approach this by focusing on differences with the competition or by bashing the competition , I tend to think these are weak sales strategies.

Face-to-face 88

Face-to-face Sales Methodology System Construction 88

SalesLoft

JUNE 20, 2019

The Hey Sale speople podcast hosted by SalesLoft’s VP of Sales Strategy and self-proclaimed sales nerd, Jeremey Donovan just got even sales nerdier. Episode four stars Pete Kazanjy, Founder of Modern Sales Pros (MSP) and Atrium. He’s also one of the most well-researched sales experts we know.

Hiring 63

Hiring Up-Sell Call-back Construction 63

Cincom Smart Selling

APRIL 27, 2017

Every quote must be accurate or at least serve your tactical strategy in terms of the sale. Anyone spending more than 10 minutes in sales has had this experience. And, they will facilitate the construction of realistic estimates of cost for each milestone that is defined. Price Quotes Are Serious Business. The Price Check.

Buying Cycle 54

Buying Cycle Proposal Construction Scale 54

Partners in Excellence

NOVEMBER 17, 2012

The email was well constructed, it served its purpose by motivating me to “click” for more information. ” Another was from a software vendor. I’ve been a long time user of this software. It’s content that’s actually a thinly disguised “buy mine” sales pitch.

Construction 91

Construction Software Software Call-back 91

SBI

APRIL 17, 2012

Seeing the ingenuity, perseverance, and industrial cunning of Santiago’s street sellers made me quite proud, and blessed beyond what mere words can convey, to be not only a member, but a staunch advocate of the sales profession. Sales: A Noble and Noteworthy Profession. They probably never imagined themselves in a sales role.

Travel 120

Travel Consumer Construction Tools 120

Artesian Solutions

APRIL 30, 2018

As a professional working for an AI-powered sales intelligence vendor, of course I am a proponent of AI, but playing devil’s advocate for a moment, I can see why there might be hesitation when it comes to the benefits of using a machine to understand customer and prospect pain. But can a machine really feel customer pain?

Social Media 40

Social Media Ideal Customer Profile Analytics Analysis 40

LeadFuze

JANUARY 14, 2021

Appointment setting is a sales development activity where specialized reps follow-up on top of funnel leads or do cold calling. An appointment setter’s goal is to schedule a sales meeting between a potential client and a closing sales representative. Sales Development Representative V.S.

Lead Generation 52

Lead Generation Outsourcing Services Sales Qualified Lead Lead Rank 52

Artesian Solutions

JUNE 28, 2018

67% have switched vendors for a more consumer-like experience. Go beyond the sale and build relationships: The seller’s role doesn’t stop at the point of sale. The report points to the fact that many sales “transformation” initiatives aren’t transformational, but rather incremental improvements. Getting some perspective.

Customer 45

Customer B2C Report Buyer 45