The Spiff Blog

JUNE 8, 2023

Recommended reading: Objection Handling 101: Handling Sales Objections Like a Pro 2. So, asking the right questions is almost a guaranteed way to get a cold prospect’s attention. Let’s book some time to talk more about solving [paint point]. How does [date and time] work for you? Speak to common but specific pain points.

Prospecting 72

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

Hubspot Sales

JANUARY 23, 2020

Spiff stands for "Sales Performance Incentive Fund" (spelled with an extra "f" for some reason in some cases). It’s a short-term, incentive-based initiative meant to motivate sales representatives. There’s no guarantee that they’ll work, and planning a successful one might not be as straightforward as you would think.

Incentives 48

Incentives Incentive How To Exact 48

Smooth Sale

MAY 15, 2023

No one disputes that running a successful business takes hard work and dedication, but working hard alone may not guarantee success. It’s best to establish open lines of dialogue between both parties to ensure proper alignment and progress toward mutually beneficial objectives.

Strategy 78

Strategy Analytics Maximizer Customer Service 78

Apptivo

OCTOBER 3, 2022

Providing clear product / service offerings with specifications, applications, terms and conditions, guarantee, warranty. The two key strategies are to reward customers for referral, and at the same time and encourage customers to be loyal by providing perks and other incentives through loyalty programs. Strategies: 1.Engagement

Marketing 98

Marketing Lead Rank Lead Scoring Campaigns 98

Sales Hacker

DECEMBER 12, 2017

I wish I could say it’s all about incentives, but the truth is a bit more nuanced than that. As a proponent of performance-based compensation , I’d like to think we’ll one day live in a utopian meritocratic business world where every employee’s annual compensation is based on some highly objective quantifiable assessment of their performance.

Compensation 79

Compensation Hiring Incentives Incentive 79

Jonathan Farrington

AUGUST 28, 2014

I call this CCT as a percentage of TWT (Customer Contact Time as a percentage of Total Working Time) BUT, we should never believe that activity alone will guarantee success; we can all be busy fools! Wrong or no motivation – Not properly motivated to meet objectives.

Penetration 48

Penetration Incentives Incentive Guarantee 48

Sales Hacker

SEPTEMBER 13, 2019

I like to create urgency at the very beginning, tying incentives that benefit the buyer directly. Every so often I have a client who goes dark but otherwise this pretty much guarantees I’m corresponding with them every step of the way, so I can mitigate anything that could come up fairly easily. Create Urgency. Alex Greer , Signal-HQ.

Closing 77

Closing Strategy Quota Pipeline 77

Nutshell

AUGUST 28, 2023

Your steps may vary based on your industry and how thorough your process needs to be to secure leads, but in general, you’ll want to have strategies for each of these moments in the sales funnel: Prospecting Qualifying Developing rapport Presenting solutions Handling objections Closing the sale Following up 1.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Chorus.ai

MARCH 5, 2021

Whichever you choose, there’s no guarantee that your strategy will be a success. 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. When creating your CTA, remember that your objective is to inspire.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

Hubspot Sales

OCTOBER 4, 2017

Some are prescriptive about every aspect of the sales process, from prospecting methods and soundbites to objection-handling techniques. I’d use sales contests, incentives, and other creative strategies to keep team morale high and hopefully boost results.”. Finding a great leader among salespeople isn’t guaranteed.

Sales Management 90

Sales Management Hiring ACT Quota 90

The Spiff Blog

FEBRUARY 9, 2023

The benefit of a top down approach is that it leads to goals that are closely aligned with the goals and objectives the leadership team cares about most. From there, you can almost guarantee turnover rates will increase dramatically. This makes it easy for reps to tie what they do each day to a higher purpose.

Quota 70

Quota Revenue Lead Rank Territories 70

LinkedFusion

AUGUST 29, 2023

For your prospect database to see, create fresh incentives and offers for prospects and promote them on social media. The numerous features guarantee a personalized and automatic networking experience by taking the guesswork out of it. Use the features of the tool to optimize your outreach efforts. The main goal of Expandi.io

LinkedIn 52

LinkedIn Tools Ideal Customer Profile Campaigns 52

LeadFuze

OCTOBER 6, 2021

To encourage customers, you may offer them incentives such as gifts or discount vouchers redeemable for purchases from your firm. Its objective is straightforward: to link you with the appropriate connections. Unlike some of the other alternatives discussed here, UpLead guarantees data accuracy to the tune of 95%.

Outbound 52

Outbound Ideal Customer Profile Strategy Consumer 52

The ROI Guy

JANUARY 3, 2012

Misaligned incentives can surely lead to lower than expected adoption, so take advantage of this real or perceived reputation by making sure incentives are properly aligned with sales tool use. Some incentives are not tied to money, but instead relate to company goals, objectives and directives.

Sales Tools 80

Sales Tools Tools Incentives Incentive 80

SalesHandy

OCTOBER 28, 2022

Are your inbound lead generation strategies able to guarantee this? During this process, it’s important the caller quickly resolves any objections or doubts the lead may raise. The key to a good referral program is to give them an incentive. Depending on the industry and business you are in, the incentive offered will differ.

Lead Generation 59

Lead Generation Paid Content Outbound Ideal Customer Profile 59

The Spiff Blog

MARCH 10, 2022

An inclusive hiring process gives organizations a framework for relying more on objective data to predict job suitability, rather than selecting candidates based on a grab bag of internal assumptions. This makes it easier to compare responses objectively to predict success in the role. Cultural fit”. More to come….

Hiring 55

Hiring Promotion Demographics Lead Rank 55

Hubspot Sales

JUNE 5, 2019

Although training a partner requires more time and resources, it also gives them an additional incentive to work with you. Not only is this strategy easier to scale than an outbound one, but it also guarantees that your potential partners know about your company from the first conversation. 2) Communicate often. 3) Offer extra rewards.

Channels 100

Channels Lead Rank Hiring Lead Scoring 100

Showpad

AUGUST 31, 2018

Follow these tips to guarantee your sales reps stay focused and on track and carry that with them post-SKO. By first setting objectives and what you would like to see as a result of the kickoff meeting, the content of the agenda should be easier to determine. SKO objectives should reflect the goals of your wider organization.

Face-to-face 40

Face-to-face Objections Retention Collateral 40

Chorus.ai

SEPTEMBER 12, 2019

With so many options, it seems impossible to be guarantee that your strategy will be a success. Establish company-wide performance expectations and giving your sales reps the incentives they need to excel. When creating your CTA, remember that your objective is to inspire. What’s exciting can often be daunting, too.

Ideal Customer Profile 62

Ideal Customer Profile Top of Funnel Webinar Metrics Strategy 62

The ROI Guy

APRIL 12, 2013

Some incentives are not tied to money, but instead relate to achieving company goals, objectives and directives. Step 6: Birds of a Feather When communicating the why, the vision, coaching and incentives, would the message be better coming from marketing, or perhaps from a respected and vibrant member of the sales team?

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

Jonathan Farrington

MARCH 14, 2012

I call this CCT as a percentage of TWT (Customer Contact Time as a percentage of Total Working Time) BUT, we should never believe that activity alone will guarantee success, we can all be busy fools! • Wrong or no motivation – Not properly motivated to meet objectives. Wrong or no supervision – Left without competent supervision.

Penetration 38

Penetration Incentives Incentive Guarantee 38

Close.io

OCTOBER 29, 2018

Let’s talk about how to increase your sales productivity from an individual rep perspective, where those positive gains will then trickle up into making a direct impact on your team’s bottom line (this is the one of the most important objectives Close.io Internalizing key scripts and answers that meet all of your sales objections.

Lead Rank 117

Lead Rank Closing Lead Scoring Hiring 117

LeadFuze

DECEMBER 31, 2021

However, you can’t always guarantee that this will be high quality traffic and so there are other ways you should work on drawing in visitors. Step 2) Write down a list of objectives that will help meet those needs. Create an incentive compensation plan for every market segment. Search engine optimization (SEO).

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

Xvoyant

MAY 1, 2019

But generally, when a standard set of criteria are met, selling and retaining customers will be a much simpler objective. Sales reps should learn how to dig deep when doing prospect research in order to understand an individual’s incentives. What does the prospect’s company sell? Who do they sell it to? How do they make money?

Ideal Customer Profile 63

Ideal Customer Profile Top of Funnel Buyer Persona Hiring 63

Hubspot Sales

NOVEMBER 6, 2019

Resume: Look for objective markers of success, like a promotion or membership on a sports team. Although you might hit your quantity objective, the quality will probably be disappointing. Consider offering a referral bonus as an incentive.). Attempts to surface objections. Good objection-handling skills.

Hiring 77

Hiring Salary Scale Referrals 77

Apptivo

APRIL 8, 2022

Acquiring leads is one of the important objectives for any business. The number of likes, shares, comments and followers that we get for each post in different social media handles might guarantee a flow of incoming leads and if they are properly nurtured, sales transition will happen.

Paid Content 98

Paid Content Lead Generation Lead Rank Lead Scoring 98

InsideSales.com

OCTOBER 23, 2019

They will spend their time in conversations that will help them achieve these objectives. Therefore, it requires quite a bit of incentive on a sales rep’s parts to be able to get a small chunk of their extra time. A CEO’s performance is tied to driving revenue, improving margins, and increasing the bottom line.

Decision Maker 63

Decision Maker Cold Calling How To Gatekeeper 63

Xvoyant

MAY 1, 2019

But generally, when a standard set of criteria are met, selling and retaining customers will be a much simpler objective. Sales reps should learn how to dig deep when doing prospect research in order to understand an individual’s incentives. What does the prospect’s company sell? Who do they sell it to? How do they make money?

Ideal Customer Profile 48

Ideal Customer Profile Top of Funnel Buyer Persona Hiring 48

LeadFuze

JULY 6, 2021

This is because it helps to provide motivation and incentive for individuals to do their best when they are on the clock instead of just focusing solely on how fast they complete tasks or projects. It’s just a load of numbers thrown at them, which will guarantee to make them recoil and start searching for cheaper options.

Proposal 98

Proposal Strategy Discount Social Media 98

OnePageCRM

MARCH 8, 2017

Lawyers get involved demanding service level agreements (SLAs) and guaranteed uptime. But they used a different incentive… Alternative currencies. If they deflect and raise another objection (“I’m still not sure about security”) you have other questions to address. Account managers and real-time phone support.

Discount 55

Discount Lead Rank Top of Funnel Enterprise 55

Hubspot Sales

AUGUST 27, 2020

Similar to normal bingo, sales bingo requires a 5 x 5 bingo chart filled with objectives such as: Book a meeting with a director. You'd then pass out the sales bingo cards and ask your team to mark off the objectives as they complete them. Schedule three demos. Make 25 calls. Send five LinkedIn messages. Best Pitch. Winner's Choice.

Marketing Qualified Lead 117

Marketing Qualified Lead Retention Motivation Lead Rank 117

Close.io

SEPTEMBER 4, 2019

Or will it be used by a sales manager or leader to track overall performance metrics to award bonuses and create incentive plans? Set aside time to regularly go over your sales dashboards and make sure they still align with your business objectives. How often will it be looked at and in what context?

Examples 82

Examples Top of Funnel Forecasting Lead Rank 82

Zoominfo

FEBRUARY 23, 2018

Not only do they have the incentive to fix them quickly, but they also have unrestricted access to the collection and verification process. Ask if it’s covered by any type of guarantee. The ultimate objective in finding a B2B data list provider is helping you close your next deal. Agree in advance on how you’ll be compensated.

B2B 100

B2B Data Marketing Vendor 100

OnePageCRM

MARCH 8, 2017

Lawyers get involved demanding service level agreements (SLAs) and guaranteed uptime. But they used a different incentive… Alternative currencies. If they deflect and raise another objection (“I’m still not sure about security”) you have other questions to address. Account managers and real-time phone support.

Strategy 20

Strategy Discount Lead Rank Enterprise 20