The Spiff Blog

APRIL 27, 2023

A call center uses a referral program to incentivize employees to refer their personal connections for open positions. It’s widely known that referral hires generally perform better, faster, and have a longer average tenure than typical employees. Super motivating right? Well, not exactly. Consider these questions?

Motivation 75

Motivation Hiring Compensation Incentives 75

Nutshell

AUGUST 27, 2018

There are hundreds of different sales tactics that you can use to find prospects, qualify leads, and make a sale. Prospecting. What is prospecting? What is prospecting? Prospecting is the process of finding and reaching out to potential customers for your business. Ask your current customers for referrals.

Sales Qualified Lead 126

Sales Qualified Lead Closing Lead Rank Lead Scoring 126

Nutshell

AUGUST 28, 2023

A sales process is a set of repeatable steps that your sales team takes to convert prospects into customers. Prospecting Also known as lead generation, prospecting involves identifying potential buyers to add to the top of your sales funnel. It is best practice to target your ideal buyer persona throughout prospecting efforts.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Hubspot Sales

JANUARY 9, 2018

Here are a few examples: Objective: Increase referral rates by 30% this quarter. Run three-day referral techniques workshop. Hold sales contest for referral sales. Increase commission on referral sales by 5%. Identify 100 potential prospects and assign tiger team to each. Who writes sales plans? Marketing budget?

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

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. Layer intent data on top of this view to find prospects in your ICP that are actively searching for your product or a similar solution.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Emissary

SEPTEMBER 13, 2022

Whether you’re pushing to meet targets or going for bonus incentives, it’s time to pull out all the stops, use every tool available, leverage every advantage you have, and leave no stone unturned. With limited calendar left, spend effort and resources on the deals where your solution is the best fit and the prospect has budget to spend.

Sales Goal 52

Sales Goal Strategy Decision Maker Social Media 52

No More Cold Calling

MARCH 17, 2016

It is a place for engaging audiences, not for pitching prospects. Then, and only then, do they have any chance of converting connections into prospects or asking for referrals. To me, a “pay to play” approach is akin to offering incentives for clients who provide referrals. But sales reps have work to do as well.

Social Selling 120

Social Selling Lead Rank Lead Scoring Social Media 120

Marc Wayshak

MAY 25, 2022

Align incentives. Aligning incentives is the backbone of any successful sales management training initiative. By aligning incentives appropriately, you can make sure that even when people are working from home and you’re not watching them every day, you have aligned incentives. So there you have it.

Hiring 62

Hiring Sales Management Training Lead Gen 62

Pipeliner

DECEMBER 10, 2020

Listening is one of the best ways to ensure that the customer understands and that they’re getting the exact product or service that will cater to their specific needs. Long, drawn-out messages can be a waste of time, not just for you but for your prospects as well. Start Referral Rewards Program. Pick referral incentives.

Insurance 52

Insurance Insurance Policies Referrals 52

Janek Performance Group

MARCH 17, 2023

However, what these equitable relationships don’t produce are testimonials, referrals, and lifetime loyalty. If your average customers are not consistently providing testimonials and referrals, how satisfied can they really be? Lifetime client value, customer satisfaction, and referrals are concepts foreign to some sales reps.

Referrals 62

Referrals Exercises Discount Study 62

LeadBoxer

JANUARY 10, 2021

It also digs into the best practices and exact strategies for making it happen. Then there’s the fact that the probability of selling to a current customer is 60 to 70% , while the likelihood of selling to a new prospect is only 5 to 20%. A discerning sales strategy recognizes this and prioritizes prospects who are a proven fit.

Account 97

Account Lead Rank Lead Scoring Commission 97

Customer Centric Selling

OCTOBER 14, 2015

Sales Tips: How to Step Up Your Prospecting for 2016. If I had to guess, I bet you are doing the same exact thing! Even in our recent 2015 CCS® Index, 50% of salespeople indicated cold calling as the least effective method of prospecting. Learn how to use InsideView for Sales to: Build targeted prospect lists.

Prospecting 40

Prospecting InsideView How To Cold Calling 40

Close.io

DECEMBER 23, 2019

The reality is, your prospects are always going to have objections. Think about it: if a prospect won't agree to talk to you, you'll never be able to sell them anything. How to get more sales referrals from your current customers. Most companies already know the value of referral sales. Your price is too high.” “Now

B2G 89

B2G Outbound Government Sales Forecasts 89

Sales Hacker

MARCH 29, 2021

There are a number of different partner types: affiliate, referral, reseller, technology, and solution partners. Scouting marketplaces is one way to find and sign new partners, but another way is to use traditional sales prospecting tools, like LinkedIn and SalesLoft. Not all organizations will leverage each partner type.

Revenue 100

Revenue How To Ideal Customer Profile Software 100

LeadFuze

JUNE 29, 2021

It’s a planned approach to identifying and qualifying prospects, sales presentation, policy formation, and order generation. . Sales reps that use an inbound sales strategy don’t try to push prospects to make a decision to purchase. Instead, they focus on creating a personalized sales approach that’s tailored to each specific prospect.

Ideal Customer Profile 119

Ideal Customer Profile Lead Rank Lead Scoring Strategy 119

Hubspot Sales

JUNE 8, 2018

These seven key result areas, or KRAs, are: Prospecting. Getting resales and referrals. If you have a positive self-concept about prospecting, Tracy argues, it will be no problem for you. If you have a poor self-concept, however, you’ll view prospecting as something to be fearful and anxious about. Building rapport.

Exact 108

Exact Ideal Customer Profile Motivation Buyer 108

Nutshell

APRIL 28, 2020

As long as you can set honest expectations with your teammates and prospects, you’ll be fine. If you’re not used to selling remotely, remember to keep these best practices in mind: Personalize: Turning a cold lead into a promising prospect requires a foundation of trust. Are you falling off your prospects’ radars?

Skype 121

Skype Webinar Metrics How To Call-back 121

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: Set clear goals.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Close.io

OCTOBER 29, 2018

At the same time though, most sales orgs aren’t very excited about the prospect of revamping their sales process , hiring a ton of new reps, experimenting with new sales strategies , changing established behavior or adopting new tools like predictive dialers. Want all of our best sales productivity tools, content, advice and templates?

Lead Rank 117

Lead Rank Closing Lead Scoring Hiring 117

Close.io

DECEMBER 2, 2019

Only if you had more information than relying on tones and verbal cues of your prospects! The tactic is extremely effective for collecting valuable info about your prospects and can help you differentiate between suspects, prospects, leads, and opportunities. If they like you, then you might even end up getting referrals!

Campaigns 80

Campaigns Cold Calling Territories Face-to-face 80

Velocify

MAY 30, 2017

A customer-first approach is essential for company growth, and sales reps that put the customer’s needs first are rewarded with loyal customers, industry credibility, respect and referral business. The Sales Incentive for Prioritizing Customer Needs. Those who don’t, tend to fall by the wayside. First impressions matter.

Company 40

Company Customer Churn Referrals 40

CloserIQ

JUNE 6, 2019

Besides, you can gather information about future prospects and people found via referral and third-party networks. Use the following methods: Interviews : Contact your clients and prospects by phone and let them know you’re conducting research so you can improve operations and better serve them. Step 1: Gather information .

Buyer Persona 94

Buyer Persona Buyer Ideal Customer Profile Demographics 94

LeadFuze

DECEMBER 31, 2021

Need Help Automating Your Sales Prospecting Process? Create an incentive compensation plan for every market segment. Present your prospects with all of their options, and don’t stop until they’re completely satisfied. Positioning is the way in which you describe your company to a prospect. This isnt true.

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

Hubspot Sales

NOVEMBER 6, 2019

Just like you target specific prospects who are the best fit for your product, you should identify the type of reps who have the ideal skills, experience, and background for your company — and pursue them aggressively. Curious: Interested in learning more about prospects; willing to ask probing questions. Build a hiring profile.

Hiring 73

Hiring Salary Scale Referrals 73

LeadFuze

MAY 17, 2021

A sales manager will work closely with managers of other departments, as well as communicate with prospects and customers on a regular or semi-regular basis. Unfortunately, you also have the opportunity to do the exact opposite if you don’t know how to be an effective sales manager. Quality #3: Organizational skills.

Paid Content 98

Paid Content Sales Management Hiring Lead Rank 98

Tony Hughes

MARCH 13, 2018

Do not release the same exact material as them. Interview one hundred clients and prospects about the challenges they face in the sector where your solutions [be they product or services] are most relevant. Less rules are better but curate based on relevance so that clients, prospects and colleagues get a bunch out of it.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63

Hubspot Sales

JUNE 5, 2019

The process of finding partners is almost identical to finding prospects: First, you need to define what an “ideal partner” looks like. Although training a partner requires more time and resources, it also gives them an additional incentive to work with you. Recruitment quota attainment. Partner attrition rate. 2) Communicate often.

Channels 96

Channels Lead Rank Hiring Lead Scoring 96

Janek Performance Group

NOVEMBER 5, 2014

To avoid this scenario, maintain regular contact with your prospects, show genuine interest in their situation and do everything it takes to help them achieve their goals. Dig deeper by asking open-ended questions. Oftentimes, companies do not know exactly what their needs are or struggle to properly articulate their concerns.

Account 62

Account How To Incentives Incentive 62

PandaDoc

MAY 26, 2022

Ask yourself: What incentive are your competitors offering? How does your competitor’s marketing team and top-of-funnel messaging send referrals and target customers to the sales team? How do they treat their prospects? KPIs need to be simple, realistic, and achievable. Research your competition. What do they get wrong?

Strategy 52

Strategy Buyer Persona Top of Funnel How To 52

Close.io

JUNE 3, 2019

Every startup is different, but think about the steps that your prospect has to go through to ultimately buy, and you can back into your sales projection numbers that way. This is important when you realize that without a prospect, you don’t have a client, and without clients, you don’t have a business.

Sales Forecasts 91

Sales Forecasts Forecasting Top of Funnel How To 91

SugarCRM

DECEMBER 9, 2021

Just like new prospects, existing customers have a life cycle, and it’s imperative to keep them engaged throughout it. These personal and passionate referrals resonate far better with your future customers than any other marketing strategy. In other words, start building brand ambassadors. Defining Brand Ambassadors.

Social Media 26

Social Media SugarCRM How To Webinar Metrics 26

Close.io

AUGUST 11, 2019

This includes generating leads, outlining sales territories, setting up incentive programs, managing sales analytics, and more. For example, here's a sales process we recommend for companies looking to scale: Prospecting. Following up (asking for referrals). May conduct prospecting, appointment setting, and contract followup.

Sales Operations 91

Sales Operations Hiring Top of Funnel Lead Rank 91

Sales Hacker

JANUARY 9, 2023

The exact values differ by country, industry, and governing authority. This means there is a giant pool of potential customers out there for you to prospect! It’s much easier to be successful with this tactic using a brand the prospect has heard of. Leverage referrals. Ask every customer for a referral. Need ideas?

Ideal Customer Profile 91

Ideal Customer Profile Enterprise Enterprise Marketing 91

OnePageCRM

MARCH 8, 2017

Ways to pitch your price to a prospect (Behavioural economics). Lead with a high price and let it ruminate in the prospects mind, before revealing the actual price they’ll pay. But they used a different incentive… Alternative currencies. As a sales person, it’ll help you find the sweet spot for pricing your products.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

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.

Software 52

Software Software Marketing Scale 52

Sales Hacker

MAY 9, 2019

Know what to Include in a Sales Incentive Plan. This is how the sales compensation plan should work for reps in a prospecting role. This is what the person would be paid annually and it has two elements; a base salary and a sales incentive held against sales, also known as variable pay. Determine Total On-Target Earnings (OTE).

Face-to-face 102

Face-to-face Compensation Commission Lead Rank 102

OnePageCRM

MARCH 8, 2017

Ways to pitch your price to a prospect (Behavioural economics). Lead with a high price and let it ruminate in the prospects mind, before revealing the actual price they’ll pay. But they used a different incentive… Alternative currencies. As a sales person, it’ll help you find the sweet spot for pricing your products.

Strategy 20

Strategy Discount Lead Rank Enterprise 20