The Spiff Blog

MARCH 31, 2023

Welcome back to our Sell Like a Girl series– where we’ve spent recent weeks unpacking gender bias in sales. Today we’re continuing this conversation by sharing a preview of our latest research on sales commission. We break down commission payouts across gender, job function, and location within the United States. Let’s get into it.

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Commission Data Salary Face-to-face 52

Allego

NOVEMBER 10, 2020

For self-proclaimed “professional drug launcher” Courtney Ness, this is less of a brag and more of an incentive. Ness is one of many people brought into the launch process as drug tests and studies gain momentum. I’ve done it six times since March.”. But Ness is a living testament—it is possible. Don’t overthink it.

Pharmaceuticals 71

Pharmaceuticals Biotechnology Face-to-face SalesForce 71

Hubspot Sales

JUNE 9, 2020

According to a study by Research & Markets , the online education sector is set to grow from $187.877 billion in 2019 to $319.167 billion by 2025. On the other hand, if you want to enter this space and acquire customers, you’re in for an uphill battle to get established because of all the competition you face. It makes sense.

Webinar Metrics 82

Webinar Metrics Course Top of Funnel Funnel 82

ExecVision

JULY 15, 2018

Setting meetings and working deals means facing an incredible amount of rejection every day while managing often-tedious tasks. In that same study, Kimberly Schaufenbuel and her team uncovered that you can retrain the brain to be motivated by rewards. SPIFFs are Short-term Performance Incentives for Fun. Hit the Gong.

Inside Sales 40

Inside Sales Motivation Hiring Incentives 40

OpenSymmetry

APRIL 8, 2016

Sales organizations face a constant challenge responding to changing selling techniques and markets. Many companies underestimate the change challenge and respond only tactically with the emphasis being on a quick response to a challenge often seen through rushed amendments to the incentive plan or hiring new people.

Incentives 40

Incentives Incentive Scale Territories 40

Sales Hacker

SEPTEMBER 24, 2022

Building a sales funnel that aligns with your business goals is essential. Each funnel stage defines your steps to turn prospective buyers into customers, even if they’ve never heard of your business before. What is a sales funnel? In B2B sales orgs, you’ll encounter two common models of the journey from prospect to closed deal.

Paid Content 119

Paid Content Top of Funnel Funnel Ideal Customer Profile 119

The Accidental Negotiator

JULY 10, 2020

Will they really do what they are promising to do? I’m pretty sure that you and I can’t tell. The reason that we are so bad at detecting deception is because the most common signs of deception, such grammatical errors and as increased blinking, tend to be quite difficult to notice and interpret correctly. Progress Helps.

Negotiation 59

Negotiation How To Face-to-face Promotion 59

Xactly

SEPTEMBER 19, 2018

Close connections can help you network and provide moral support if you’re struggling. The Incentive of Getting Fired. Anyone in the role will tell you that they love it—but often want to pull their hair out. Broke to Billionaire. Back in the 90s, he was a struggling 20-something with a dream. Be that your mentors, friends, or family.

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Motivation Compensation Enterprise Enterprise 97

The Spiff Blog

JULY 28, 2022

We use this space to introduce readers, customers, and potential Spiffers to the faces behind the Spiff brand. With years of experience in community building and growth, he’s excited to put together a thriving and engaging space for Spiff customers to learn, share knowledge, and network. Welcome back to our Meet the Team series!

Meeting 84

Meeting Sports Travel Engineering 84

Hubspot Sales

FEBRUARY 14, 2024

Social proof or case studies. framework, the “N” in FAN, which stands for “networking.” A compelling or high-value offer. A focus on user benefits over product or service features. Break an expectation within the first two seconds of reading. The tone should be exceedingly confident — and respectful — at all times. Get meta with it.

Data 97

Data Segment Email Marketing Webinar Metrics 97

The ROI Guy

JUNE 29, 2015

Procurement specialists’ incentive pay is now directly tied to the discounts they can extract from each vendor. We routinely see much more pressure, with one network provider recently admitting to discounts of 70% or more, while an enterprise software provider routinely gives 90% discounts to close deals. So how bad has it become?

Discount 83

Discount Lead Rank Proposal ROI 83

Nudge.ai

NOVEMBER 14, 2017

If you bring a couple partners in and align the incentives properly, they will help bring your product to market. Throughout the interview, we highlight key insights for: Selling to Fortune 50 Companies. Building Your Partnership Programs. Growing Your Partnership Programs. Interview With Doug Gould.

Demand Generation Agencies 54

Demand Generation Agencies B2B Microsoft Ideal Customer Profile 54

Nutshell

AUGUST 28, 2023

Creating a structured sales process is one of the most effective ways to boost your sales teams’ efficiency and results. With a formal sales process in place, your sales team has a framework to follow, and it’s much easier to stay on the same page, track results, and onboard new team members.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Lessonly

NOVEMBER 20, 2019

There is a lot of talk about gamification and how it can make our training programs more engaging and motivating for reps. There is some truth to this, but like anything, there is no silver bullet, and context matters a lot. What is Gamification? The Myth of Gamification 3 Areas Where Gamification Can Add Value. The Myth of Gamification.

Lead Rank 30

Lead Rank Lead Scoring Face-to-face Motivation 30

Act!

JANUARY 30, 2024

What’s the biggest challenge you’ve faced as an SMB business owner ? With more than 33 million small and midsize businesses in the US, you’ll face stiff competition on any platform. It could be finding skilled and passionate professionals for your company or ensuring regular cash flow with limited funds.

Ideal Customer Profile 52

Ideal Customer Profile Closing Lead Rank Lead Scoring 52

Crunchbase

OCTOBER 26, 2020

Some events have acted as more of a catalyst for change than others: The rise of social media networks, and consumers becoming up to five times more dependent on digital content sparked a new era of online selling. These customers are constantly connected, app native, and now, thanks to COVID, keen to avoid any face-to-face interactions.

Pivotal 105

Pivotal Strategy Face-to-face Consumer 105

The Spiff Blog

JULY 21, 2022

To make matters more complicated, tech buying isn’t slowing down– even in the face of a recession. Check out the following blog post where we do a deep dive into the evaluation process for a particular type of B2B software: 23 Questions to Ask While Researching Sales Incentive Software. This may seem obvious, but hear us out.

Software 76

Software Software B2B Vendor 76

Tenbound

JANUARY 3, 2024

2- “design and deliver high-impact sales training programs” 3- “Manage a network of external training partners.” Given the ongoing change in companies, industries, and customers, it is recommended that salespeople review and refresh their SWOT analysis at least once each quarter, if necessary. A new client with 15 personas is recommended.

Prospecting 49

Prospecting Outsourcing Services Top of Funnel Sales Qualified Lead 49

Openview

MARCH 15, 2019

Some of the most successful and influential SaaS companies include channel sales in their go-to-market strategy. For the uninitiated, channel sales refers to the process of partnering with third parties to get your product into the end user’s hands. That’s not to say that designing and building a successful channel sales program is easy.

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Channels Scale Hiring Lead Rank 129

The Spiff Blog

JUNE 8, 2023

A prospect going cold is one of the most frustrating challenges that a salesperson can face. If you’re tired of sending the same old follow-up emails and getting nothing in return, today’s blog post is for you. What’s wrong with “touching base” with cold prospects? Just wanted to touch base about our previous conversation.”

Prospecting 72

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

PandaDoc

SEPTEMBER 19, 2023

Sales and marketing teams require skills like industry knowledge, targeted market research, persona development, niche-specific content marketing, networking, collaboration, and data-driven decision-making. Your task as a sales manager is to market it. Your product is of service to the widest range of potential customers.

Paid Content 52

Paid Content Marketing Outsourcing Services Lead Rank 52

Pipeliner

AUGUST 2, 2022

Fortunately, the best practices for business management listed below will help address the up-to-date challenges that management faces today. He will face many challenges that can negatively impact his company or worse close down his business. So if you want business improvement and success, continue reading below. a Work-Life Balance.

Hiring 52

Hiring Face-to-face Motivation Construction 52

Janek Performance Group

AUGUST 26, 2022

Get creative with loyalty incentives. In sports, teams must create their identity. This is many disparate personalities coming together as one. Central to this is a strategy for how you will play. Will you be a fast-paced, run-and-gun offensive juggernaut? Or will you establish a hard-nosed, grind-it-out running attack? Seek new ways to help.

Webinar Metrics 62

Webinar Metrics Strategy Outsourcing Services Sports 62

Marc Wayshak

JUNE 22, 2021

We live in an unprecedented time of science and data about sales —and it all supports the idea that selling has changed at a rapid pace over the past few years. With all this fast-paced change , it can be hard to know what’s really working for salespeople out there today. Take a look to learn all about the psychology of selling in today’s market: 1.

Marketing 75

Marketing Face-to-face Discount Up-Sell 75

Hubspot Sales

NOVEMBER 6, 2019

To figure out what your optimal salesperson looks like, study the top-performing ones on your team. Your organization needs an effective sales hiring strategy to survive. The average annual turnover for sales teams is around 27% , meaning that if you have 10 reps, you could lose three of them within the year. Develop questions and techniques.

Hiring 80

Hiring Salary Scale Referrals 80

Sales Hacker

DECEMBER 8, 2017

Facing the Reality of A.I. It’s that time of year again. The race to the 2017 finish line is in full throttle – While last minute closed deals are still trickling in, B2B organizations are researching how to shape next year’s sales strategy to align with the top sales trends that are expected to emerge in 2018.

Trends 96

Trends Outsourcing Services Top of Funnel Account Based Marketing 96

Nutshell

SEPTEMBER 28, 2020

Skip ahead: SEO Original Research Studies and Reports Video Content Effective Blog Content Social Media Referral Programs Email Marketing Paid Advertising Mobile Marketing Website Chatboxes Testimonials and Reviews Find new ways to find customers. Original research studies and reports. Related: What is SEO content writing?

Paid Content 71

Paid Content Marketing Strategy Lead Rank 71

Sales Hacker

NOVEMBER 10, 2020

Subscribe to the Sales Hacker Podcast. We’re on iTunes. And on Stitcher. Show Agenda and Timestamps. Show Introduction [00:02]. Who is AJ Bruno and what is Trendkite? [2:00]. How to know when you’re ready to be an entrepreneur [9:26]. The key inflection moments along a journey of growth [14:25]. Figuring out customer centricity [18:55].

Call-back 75

Call-back Scale Compensation Ideal Customer Profile 75

Tony Hughes

MARCH 13, 2018

Step one: study your competitors. It's a pastiche of panache par excellence, a mashup of the highest order. To win in 2015 you're going to have to go so old school and new school at the same time, applying a dizzying array of multi-disciplinary principles that will give you an invincible edge. Tactics without strategy are a fool's errand.

Social Selling 63

Social Selling Ideal Customer Profile Lead Rank Top of Funnel 63

SBI

NOVEMBER 7, 2019

This includes initial customer engagement via email, social, and other channels, as well as across customer-facing teams, such as sellers, customer success representatives, and partners. Seismic Acquires Percolate to Create Exceptional Content Experiences at Every Point in the Customer Journey. Doug Winter, Seismic co-founder and CEO.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52

LeadFuze

MAY 18, 2021

Phone calls to return, sales meetings to attend, deadlines to meet, and bonus levels to hit…let’s face it, most days in the life of a salesperson are pretty hectic. Why is Sales Motivation Important to Your Business. Sales motivation can be the holy grail for a business. That doesn’t mean you have to sit back and let it happen though.

Motivation 52

Motivation Hiring Top of Funnel Salary 52

SalesHandy

OCTOBER 28, 2022

In fact, several studies have shown emails consistently outperform any other type of lead generation method, especially in terms of effectiveness. When inbound lead generation first made an appearance a lot of marketers were quick to predict the redundancy of outbound lead generation. We don’t require an outbound lead generation strategy.”.

Lead Generation 59

Lead Generation Paid Content Outbound Ideal Customer Profile 59

Pipeliner

APRIL 4, 2018

and, “Selling, general and administrative expenses decreased 3% for fiscal 2016, as compared to fiscal 2015, primarily due to the sale of the DBS businesses and Shine Group partially offset by higher selling, general and administrative expenses at the Cable Network Programming segment.”. Revenue is king! Want proof? It will not.”.

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Revenue Company Epiphany Advertising 66