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

Zoominfo

MARCH 10, 2021

As a result, the development of traditional “on-premises” enterprise software is expected to decline. Enterprise Sales Also known as the lower-volume, higher-price method, enterprise sales focus on providing sophisticated, cutting-edge solutions that justify their high price tag. SaaS is here to stay. Don’t do this.

Company 100

Company Hiring Enterprise Enterprise 100

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. SaaS products are subscription-based software services hosted by cloud-based service providers. Step 1 – Prospecting : Get yourself out there!

Sales Process 85

Sales Process Lead Rank Sales Qualified Lead Lead Scoring 85

Xactly

AUGUST 30, 2018

For enterprise sales organizations, the sales team management process means higher quotas, bigger deals, and a longer sales cycle. Below are 10 of the best practices for enterprise sales team management solely geared towards sales management. Employ the Enterprise Selling Process.

Enterprise 40

Enterprise Enterprise Top of Funnel Compensation 40

Zoominfo

JULY 1, 2018

Social sellers realize a 66% greater quota attainment than those using traditional prospecting techniques ( source ). According to DemandGen Report, here are the top B2B review sites: G2 Crowd: Offers online reviews on B2B marketing services as well as business software. 4 Tips for Selling to the Social Savvy Buyer.

Buyer 190

Buyer Social Media Social Selling Incentives 190

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. Whether your sales team is one person or 100 people, there are limits to how efficient you can get without using modern software solutions. Today, sales is driven by insights.

Scale 130

Scale Sales Automation Hiring ROI 130

Sales and Marketing Management

OCTOBER 21, 2019

There’s nothing more frustrating than having a prospective customer on the hook, then having to spend precious time combing for just the whitepaper or case study that fits their needs. The most advanced platforms can even identify where exactly a prospective customer is in their journey, and offer content recommendations accordingly.

Top of Funnel 136

Top of Funnel Hiring Commission SAP 136

The Spiff Blog

DECEMBER 7, 2023

Time for Next Steps You thought that prospect who loves your product actually wanted to make a purchase? The Not So Brief Sales Pitch Surely the prospect will be interested if you send them a thorough explanation of your product and every one of its many features and benefits, right? They’re Still Using Spreadsheets? How silly of you.

Commission 80

Commission Banking Cold Calling Scale 80

The Spiff Blog

OCTOBER 12, 2023

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. This company might also implement a more rigid sales qualification framework that equips reps to only sell to the right prospects.

Compensation 84

Compensation Commission How To Incentives 84

Hubspot Sales

JANUARY 9, 2018

For example, HubSpot salespeople might primarily sell marketing software to CMOs and sales software to sales directors. Objective: Acquire 20 Enterprise logos. Identify 100 potential prospects and assign tiger team to each. Do you have a budget for sales contests and incentives? Struggle with the same challenge?

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

SBI Growth

SEPTEMBER 23, 2013

Steve is a VP of The Americas of a large enterprise software company. Change the compensation plan to incent new logo growth by adding an accelerator. Why are reps not being taught how to generate demand in the new prospects? How was he going to teach his team to generate appointments inside their target prospects?

Compensation 325

Compensation Social Media Incentives Incentive 325

The Spiff Blog

JANUARY 9, 2024

When every rep is comfortable with analyzing data, identifying patterns, and interpreting prospect behavior, they’ll become increasingly targeted and efficient in their day-to-day selling efforts. But, it’s equally important to cultivate these same data-driven decision making skills in your reps.

Banking 84

Banking Hiring Churn Scale 84

The Spiff Blog

AUGUST 22, 2023

They require you to have a clear picture of prospect and customer behavior, market trends, and performance metrics. There are many factors that indicate whether or not a piece of software is essential. Dig into software usage data to gain a better understanding of how teams are using the tools your organization pays for.

Strategy 74

Strategy Compensation Commission ROI 74

Vengreso

JUNE 6, 2023

Doug has coached, consulted, and advised companies and thousands of people in business including Enterprise-Rent Car, Nationwide, Intuit, Proctor and Gamble, and CBS Television. Consistently Prospect for New Opportunities Use social media, industry events, email campaigns, cold calling, and referrals to find new prospects.

Hiring 90

Hiring Strategy Referrals Sales Qualified Lead 90

SBI

OCTOBER 23, 2017

Altify @altifyinc Altify is the digital sales transformation software company, helping sales teams win the deals that matter and increase wallet share with a suite of software products that improve opportunity and account management. CallidusCloud @Calliduscloud Their goal is simple—to help you make more money.

Vendor 140

Vendor Hoovers Lead Rank Sales Qualified Lead 140

Sales Hacker

JUNE 29, 2020

Software as a service (SaaS) has become extremely popular due to its scalability and ability to address almost any individual or business need. Traditional sales: For SaaS companies, traditional usually means marketing the company as much as possible, building brand awareness, and generating interested prospects.

Lead Rank 78

Lead Rank Strategy Scale Lead Scoring 78

The Spiff Blog

SEPTEMBER 26, 2023

The BANT methodology, which sales organizations have used since the 1950s, relies on four criteria to qualify prospective customers: Budget, Authority, Need, and Timing. Budget : Does the prospect have the budget available to purchase your product or service? Let’s start with the simpler of these two common frameworks.

Sales Qualified Lead 83

Sales Qualified Lead Lead Qualification Sales Cycle Scale 83

SBI

FEBRUARY 7, 2019

The premise is that enterprises can no longer afford to design geographically equivalent territories that are unbalanced in terms of value of potential sales, number of accounts, and travel and schedule efficiency. What I got was an insight into modern, data-driven territory planning. So, I asked John to tell me more.

Territories 87

Territories Revenue Data CRM 87

Velocify

JUNE 28, 2017

Sales gamification software leverages game mechanics to incentivize rep performance. Sales teams can make faster and better-informed decisions with software that helps present complex business analytics into easy-to-digest, actionable insights. 6) Incentives and Commissions. 10) Quote and Proposal Software.

Sales Technology 53

Sales Technology Top of Funnel Hiring Software 53

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. The idea of sales operations—founded on the premise that good information combined with sound analysis will drive sales teams to better prospecting and higher closing rates—has been around since at least the 1970s.

Sales Operations 52

Sales Operations Company Territories Sales Qualified Lead 52

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. Don’t make it more difficult than it already is.

Sales Tools 52

Sales Tools Tools Ideal Customer Profile Lead Rank 52

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 131

Closing Tools Sales Cycle ACT 131

The Spiff Blog

JULY 13, 2023

After meeting some family friends who were software engineers, Jacob found himself wanting to learn how to write software. Ensuring that software does what people expect it to has become a game to Jacob, and as an avid gamer, it made for a good time! What excites you most about your role at Spiff?

Meeting 71

Meeting Travel Fashion Sports 71

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

The Spiff Blog

MARCH 16, 2023

Kandace Banks, Senior Enterprise Business Development at SetSail “Show up authentically. Jenny Ehrlich, Enterprise Account Executive at Spiff “Love what you do and success will follow. Whether it’s the economy, the way people respond to prospecting or a new process thrown your way, embrace it. See you then!

Negotiation 69

Negotiation Face-to-face Hiring Lead Rank 69

The Spiff Blog

JUNE 1, 2023

When sales reps know their commission is at risk of being clawed back, they’ll pursue high-quality deals and be more diligent when it comes to qualifying prospects. If you decide to implement a clawback clause, remember to use it as an incentive and not a punishment.

Commission 77

Commission Compensation Cancellation Strategy 77

Gong.io

JULY 11, 2022

Depending on their role within the team, inside sales reps engage in research, prospecting, email and social media outreach, cold calling, lead nurturing, qualification, demonstration, and negotiation conversations. An inside BDR (Business Development Representative), for instance, focuses on prospecting and pre-qualifying outbound leads.

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

The Spiff Blog

DECEMBER 14, 2023

Recommended reading : 8 Better Ways to Re-Engage with Cold Prospects 4. Let’s say a highly successful business in the prospect’s industry wrote a great review, highlighting the way your business solved a problem that the prospect is also dealing with. Paint a clear picture of the implementation process.

Decision Maker 75

Decision Maker Sales Forecasts Forecasting Compensation 75

Sales Hacker Training

MARCH 14, 2023

These solutions range from CRM tools to exit-intentlead capture to sales management tools to marketing software and beyond. For example, businesses use sales engagement software to automate and streamline manual sales tasks, while organizing daily sales workflows. Here’s a list of the best lead generation tools on the market today.

Lead Rank 52

Lead Rank Lead Scoring Lead Generation Sales Qualified Lead 52

Chorus.ai

JANUARY 22, 2020

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. SaaS products are often complex, and the prospects who are most buy-ready are also the most informed about the product.

Decision Maker 65

Decision Maker Sales Qualified Lead Enterprise Enterprise 65

Xvoyant

JULY 2, 2020

I’ve often used the analogy that B2B enterprise sales professionals are the Olympic athletes of the corporate world. That said, try putting them in a front line B2B sales role focused on the complex sale at the enterprise level and see how that works out for you. Prospecting. by Mike Kunkle. 4 min read. Account planning.

Sales Coaching 62

Sales Coaching Coaching Forecasting Lead Rank 62

Sales Hacker

OCTOBER 30, 2018

Andrea Austin – VP at Nokia Software | Published Author. Andrea has led numerous sales initiatives and teams at enterprise software and solution providers, including Varolii, IBM, Symphony Technology Group, Vitria Technology, DigitalThink, and PeopleSoft. Brooke Bachesta – SDR Manager at Outreach.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

Sales Hacker

DECEMBER 21, 2017

Through strategically implemented training, software tools and engagement techniques, sales ops leaders enable sales reps to focus more on selling in order to drive business results. . Formulation of Incentives Program. Selection of Enablement Software and other Technology Tools. Data Analytics Software. Operations.

Sales Operations 87

Sales Operations Top of Funnel Hiring Scale 87

Cincom Smart Selling

OCTOBER 14, 2020

Marketing is now well positioned to initiate digital transformation within the enterprise. Digital information is generated by the enterprise in prodigious quantities. Marketing uses this to obtain a good look at what prospects and customers are interested in. Where Does Marketing Get Its Data Today? Website Visitor Logs.

Data 62

Data Ideal Customer Profile Marketing Campaigns 62

Troops

APRIL 20, 2018

If you don’t have a lot of customers, another method is to analyze the conversations you and your team have with prospects that seem to be going well. It could be a phone conversation, an email, a message on LinkedIn, or any other time that prospect interacted with your sales team. Calculating incentive for top performers.

Ideal Customer Profile 90

Ideal Customer Profile Top of Funnel Incentives Incentive 90

Chorus.ai

MARCH 5, 2021

Good persona building will make prospecting and turning those prospects into qualified leads much easier. Setting clear goals for your sales strategy is just as important, helping establish company-wide performance expectations and giving your salespeople the incentives they need to excel. Step 1: Find your data.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Sales Hacker

MAY 26, 2021

Any customer-facing rep who’s worked at a midsize or enterprise company is familiar with sales operations. These teams focus on converting leads into customers by tailoring their pitches to address prospects’ specific needs. What is Sales Operations? Salespeople are relationship builders.

Sales Operations 60

Sales Operations Top of Funnel Lead Rank Hiring 60