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?

Prospecting 72

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

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

Xactly

AUGUST 30, 2018

As the bridge between executives and sales reps, managers communicate corporate goals with their teams and keep reps on track to hit their quota. For enterprise sales organizations, the sales team management process means higher quotas, bigger deals, and a longer sales cycle.

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

Zoominfo

JULY 1, 2018

But here’s the good news, once you learn to incorporate social media into your sales process—it can really pay off. Social sellers realize a 66% greater quota attainment than those using traditional prospecting techniques ( source ). IT Central Station: Described as a “Yelp or TripAdvisor for enterprise technology.”.

Buyer 190

Buyer Social Media Social Selling Incentives 190

Close.io

DECEMBER 16, 2019

When selling SaaS products to businesses and enterprises , how can you move the sale ahead when a prospect is stalling? What can you do to accelerate the sale and close the deal sooner? There are essentially three ways of creating urgency in SaaS sales. Run a special promotion, or give the prospect a special deal.

Closing 101

Closing B2B Incentives Incentive 101

SBI Growth

SEPTEMBER 23, 2013

VPs of Sales are asking questions like: Is our Sales Process good enough? Are my Sales Managers good enough? Steve is a VP of The Americas of a large enterprise software company. Steve asked us to stress test his 2014 sales plan. Sales training. What Sales Leaders Should Do Now. An Example.

Compensation 325

Compensation Social Media Incentives Incentive 325

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. This process was inefficient, time-intensive, and unpredictable. Today, sales is driven by insights. What Can Sales Engagement Platforms Do for You?

Scale 130

Scale Sales Automation Hiring ROI 130

The Spiff Blog

SEPTEMBER 26, 2023

Consider this: 67% of lost deals occur as a result of sales reps not properly qualifying potential customers before taking them through the sales process ( source ). Budget : Does the prospect have the budget available to purchase your product or service? If this statistic rings true, you’re not alone.

Sales Qualified Lead 83

Sales Qualified Lead Lead Qualification Sales Cycle Scale 83

Hubspot Sales

JANUARY 19, 2018

I’m a big believer in preparation, so whenever I can, I create a deal plan with my prospect. The deal plan should cover whatever your prospect suggests but will generally encompass the remainder of the sales cycle, how to sell the product internally, and the implementation of the product. Why You Should Create a Deal Plan.

Closing 138

Closing Tools Sales Cycle ACT 138

Crunchbase

JULY 27, 2022

Crunchbase’s team admin features for Pro and Enterprise users make it easy to manage access and permissions for multiple users. What is sales operations? As time progressed and technology evolved, the sales operations definition has followed suit, becoming much broader in scope and application. Sales rep support.

Sales Operations 52

Sales Operations Company Territories Sales Qualified Lead 52

Sales and Marketing Management

MARCH 8, 2020

B2B companies are making significant investments in solutions that ensure they have access to data across their prospect base. These investments include technologies and platforms that ensure prospects are tracked in a B2B world. What are the incentives for B2B companies to invest in AI (other than their competitors may be doing so)?

Top of Funnel 218

Top of Funnel Marketing Scale Lead Rank 218

The Spiff Blog

NOVEMBER 17, 2022

Creating a Solid Sales Strategy as Your Foundation. “I I hear companies talk about having a buyer-first mentality, and then it’s funny — when you dig a little deeper, you see they have a linear sales process. The sales process must be aligned around the way your customer buys, rather than the way you want to sell.”.

Compensation 72

Compensation Commission Motivation Incentives 72

Hubspot Sales

JUNE 26, 2019

It’s typically a formal process that allows employees to take their careers to increasingly higher levels of salary and responsibility. Career ladders help retain staff by providing an incentive to keep moving forward -- if they see a clear reward (i.e., Case Study: Parse.ly’s SDR to Enterprise AE Role Career Ladder.

Hiring 135

Hiring Lead Rank Lead Scoring Salary 135

InsideSales.com

OCTOBER 4, 2019

Wondering how prospecting at scale can help you grow sales? Scaling your prospecting efforts becomes easier when you focus on these four vital components. RELATED: 4 Best Practices For Incorporating Twitter Into Your Prospecting Sequence. In this article: Four Things You Need for Scalable and Effective Sales Prospecting.

Scale 40

Scale Prospecting Buyer Persona Outbound 40

Sales Hacker

JUNE 29, 2020

Because the core product isn’t changing, and because SaaS can accommodate an unlimited number of users (in many cases), the potential for growth is infinite — as long as you have a good SaaS sales strategy in place. In this guide, we’ll explore the SaaS sales process and the steps you can take to improve your SaaS sales strategy.

Lead Rank 78

Lead Rank Strategy Scale Lead Scoring 78

Sales Hacker

MARCH 30, 2021

Leveraging the next generation of artificial intelligence, the platform allows sales reps to deliver consistent, relevant, and responsible communication for each prospect every time, enabling personalization at scale previously unthinkable. Neil Ringers: I’ve been in sales my whole life, starting with a company called ADP.

Oracle 102

Oracle Scale SalesForce Incentives 102

Hubspot Sales

MARCH 21, 2019

Have you been in an interview and asked your prospective employer which sales metrics they value most? What if I asked you if you’d ever questioned your interviewer about their sales velocity? Now that we know what sales velocity is and why it’s important, how do we calculate it? Creating Sales Velocity.

How To 110

How To Sales Cycle Discount Lead Rank 110

Hubspot Sales

JANUARY 17, 2018

Linking Into Sales Podcast. The Sales Evangelist. Bowery Capital Startup Sales Podcast. Get in the Door: Sales Prospecting Strategies & Tactics. The Sales Babble Podcast. Sales Pipeline Radio. Make It Happen Mondays -- B2B Sales with John Barrows. The Sales Podcast. In the Arena.

Scale 145

Scale Sage Lead Rank Lead Scoring 145

Chorus.ai

JANUARY 22, 2020

Sales has a reputation for being a very individual sport. All the best sales advice out there talks about personal motivation , individual incentives, and team-wide competition could lead you to believe that there’s no such thing as a team player when it comes to making a sale. This isn’t the case within fields like SaaS.

Decision Maker 65

Decision Maker Sales Qualified Lead Enterprise Enterprise 65

Troops

APRIL 20, 2018

Looking for a thorough sales plan template to get your sales process moving? Perhaps you already have a sales strategy in place, but you’re not selling the volume of products and services you’d like, and you need to tighten up a few loose ends. First, let’s explore the elements of a sales plan.

Ideal Customer Profile 90

Ideal Customer Profile Top of Funnel Incentives Incentive 90

The Spiff Blog

DECEMBER 14, 2023

Recommended reading : 8 Better Ways to Re-Engage with Cold Prospects 4. Paint a clear picture of the implementation process. MEDDIC: Comparing Sales Qualification Frameworks 5. Believe it or not, the value your product delivers is not the clear-cut top priority for all CFOs. Secure a strong champion.

Decision Maker 75

Decision Maker Sales Forecasts Forecasting Compensation 75

Gong.io

JULY 11, 2022

But aside from the obvious environmental difference, there’s a lot more that separates inside from outside sales teams, and that’s what we’re going to explore here. In this article, you’ll learn everything you need to know about inside sales, from team structures and salaries right through to inside sales processes and models.

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Sales Evangelist

JANUARY 9, 2020

Salespeople used to be technophobes and hated the idea of using technology in their sales process. Next wave in customer-facing solutions The sales industry tends to move in waves. In sales, even before the first meeting, an opportunity has to be created to book a time and engage with a prospect.

Ideal Customer Profile 90

Ideal Customer Profile Face-to-face Customer Sales Qualified Lead 90

Sales Hacker Training

NOVEMBER 21, 2022

There are thousands of options when it comes to software for sales that promise to make your life easier as a sales professional. There are plenty of sales prospecting tools and sales management software to help automate your manual tasks while personalizing your outreach.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

Sales Hacker

MAY 26, 2021

If you know that you love strategizing to increase sales but don’t want to be an account executive, sales operations may be the right place for you. What is Sales Operations? Any customer-facing rep who’s worked at a midsize or enterprise company is familiar with sales operations.

Sales Operations 60

Sales Operations Top of Funnel Lead Rank Hiring 60

Sales Hacker

JANUARY 9, 2023

My first day in B2B sales, I onboarded with an account executive who was part of my new company’s enterprise sales team. Confession: I had no clue what he meant by “enterprise.” I had no clue what he meant by “enterprise.”. Related: How to Transition from SMB to Enterprise: Tips from 3 Experts.

Ideal Customer Profile 92

Ideal Customer Profile Enterprise Enterprise Marketing 92

Sales Hacker

DECEMBER 21, 2017

Because of its broad scope and deep impact on both top line (productivity) and bottom line (efficiency) performance, the sales operations department has become a strategic and indispensable component of a mature sales organization, especially in the enterprise, SaaS and B2B space. . Formulation of Incentives Program.

Sales Operations 88

Sales Operations Top of Funnel Hiring Scale 88

LeadFuze

JANUARY 1, 2022

The Winning by Design Blueprint Series provides a step-by-step go to market plan for every part of the sales process, including developing a go to market strategy. Need Help Automating Your Sales Prospecting Process? Where are they at in their buying process? Where are your target prospects located?

Strategy 52

Strategy Lead Rank Outsourcing Services Marketing 52

Velocify

JUNE 28, 2017

Sales managers can leverage this to develop accurate forecasts with reduced pipeline risk. They are able to spend more time on accelerating sales processes and coaching reps. 6) Incentives and Commissions. The compensation process for incentives and commissions can be automated with software to reduce overpayment errors.

Sales Technology 53

Sales Technology Top of Funnel Hiring Software 53

Hubspot Sales

JULY 15, 2020

These incentives demonstrate the level of commitment Mailchimp has towards the success of their clients. After a decline in pipeline growth across the board in March and April, we’re now beginning to see sales opportunities rise again. What this tells us is that SMBs and enterprises alike are looking for solutions to help them grow.

Pipeline 130

Pipeline B2B Ideal Customer Profile Sales Qualified Lead 130

Partners in Excellence

OCTOBER 12, 2014

The invitations come from people selling all kinds of tools — Content management systems, compensation/incentive systems, account planning, territory planning, social selling, analytics, pipeline management, research systems, prospecting tools, proposal/configuration management, pricing. Related Posts: What Is High Performance?

Hiring 93

Hiring Social Selling Quota Social Media 93

SBI

OCTOBER 1, 2014

Sales is all about pursuit: pursuit of the right prospects, pursuit of the right message, pursuit of the right applications. CRM Solutions for your Enterprise. KnowledgeTree surfaces the best presentations, datasheets, and other collateral for every sales situation. LinkedIn: Sales Solutions. Act-On ToolSkool.

Vendor 139

Vendor Twitter InsideView InsideSales 139

Emissary

JUNE 26, 2023

Sales Teams The second half is the most tumultuous for sales teams. It’s tempting to allow for a somewhat relaxed Q3 as sellers, clients, and prospects all take well-earned summer vacations. For ‘maybe’ opportunities, drive a mutual decision-point in the sales process where you and the client need to make a commitment.

Ideal Customer Profile 52

Ideal Customer Profile Top of Funnel Account Based Marketing Lead Rank 52

No More Cold Calling

MAY 12, 2015

These prospects come into the sales process at different stages and go bouncing around, collecting new information and shifting their focus back and forth. The result: Salespeople aren’t providing accurate information about prospects. Digital marketing brings a prospective lead to sales at a certain percentage.

Lead Rank 120

Lead Rank Top of Funnel Face-to-face Lead Scoring 120

Hubspot Sales

FEBRUARY 6, 2018

But if your profile is tailored toward prospects , rather than recruiters, there’s another big pothole you need to avoid. Do you know the ins and outs of startup sales after having been on the ground floor at your past two companies? In addition, salary is a big incentive for many salespeople -- and there’s nothing wrong with that.

Ideal Customer Profile 111

Ideal Customer Profile LinkedIn Real Estate Hiring 111

No More Cold Calling

APRIL 21, 2016

Referral selling is the most personal prospecting method there is, and a digital referral request isn’t personal. In addition: You have no idea what kind of relationship this person has with your prospect (or if they even know each other) … until you ask. You can ask: During the sales process when you’ve shared valuable insights.

Referrals 120

Referrals Ideal Customer Profile Lead Generation Cold Calling 120

Sales Hacker

OCTOBER 30, 2018

She was recognized as a leading sales mentor by Women in Sales North America. She is the co-author of a business book, called Aligned to Achieve , about sales and marketing alignment. An engaging speaker and innovative seminar leader, Joanne is changing the business of sales.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111