The Spiff Blog

SEPTEMBER 7, 2023

It’s about creating a systematic approach to selling at scale. These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement. Let’s get into it! Of course, this list is by no means comprehensive.

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Incentives Incentive Scale Compensation 83

Highspot

JANUARY 4, 2024

Yet, neglecting it might be what’s holding your team back. Review Past Successes Reflect on past successes to identify what worked well and can be replicated or improved. Needs Evaluation Evaluate the selling skills and competencies your sales team currently has versus what they need to excel.

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Webinar Metrics Training Strategy Ideal Customer Profile 52

Xactly

JUNE 27, 2018

Those who work to create a plan for their company must develop a compensation process and incentive plan that will motivate the right sales behaviors to achieve goals, all while driving growth. Download our "Guide to Sales Team Compensation" to learn how to compensate each sales role. Company: Allergan.

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Compensation Incentives Incentive Pharmaceuticals 52

Nutshell

MARCH 19, 2024

This article puts the spotlight on what sales productivity means, why it’s crucial, and strategies you can employ to take your team’s productivity from 0 to 100 fast. Table of Contents What is sales productivity? Register for a live Nutshell demo to see what a world-class CRM can do for your sales team.

How To 71

How To Sales Qualified Lead CRM Face-to-face 71

Nutshell

JANUARY 30, 2020

Although typically perceived as software for salespeople, CRMs are the secret sauce behind most successful marketing initiatives. A CRM is an integral piece of software for marketers and salespeople. We’ve got your back, marketers! Newsletters are near the top of the marketing funnel. Skip Ahead: Newsletter distribution.

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Top of Funnel CRM Webinar Metrics Marketing 155

Emissary

SEPTEMBER 27, 2021

How to fix it: Work with marketing to create templates that are rich in value messaging, and which force customization to the specific client and the state of your relationship. Reach out to clients prior to a QBR to see what issues they might want to address, and clear them up prior to the meeting. Everyone is getting a trophy.

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Exercises Demand Generation Agencies How To ROI 245

BuzzBoard

FEBRUARY 25, 2024

It fuels the continued operation of a small business, yielding significant results, and clinching the company’s position in a fiercely competitive market. In the digital marketing sphere, where salespeople primarily sell to small and local businesses, motivation can be a game-changer. Don’t hesitate.

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Motivation Small Business Small Business Incentives 52

Xactly

JUNE 27, 2018

Those who work to create a plan for their company must develop a compensation process and incentive plan that will motivate the right sales behaviors to achieve goals, all while driving growth. Download our "Guide to Sales Team Compensation" to learn how to compensate each sales role. Company: Allergan.

Compensation 45

Compensation Incentives Incentive Pharmaceuticals 45

Xactly

DECEMBER 5, 2018

First and foremost, you need to incent your sales team to close deals. Without the right incentives and fair pay, performance will suffer. Because of this, creating a strong sales incentive plan can be a difficult task. Regardless of your incentive strategy, all compensation plans run on the belief that money drives behavior.

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Commission Compensation Incentives Incentive 87

Nutshell

AUGUST 28, 2023

In this guide to sales processes, we’ll discuss the most common sales process stages, how to develop and improve your process, how to overcome common challenges, and more. Table of Contents What is a sales process? Want to learn more about what a sales process is and why it’s important? Read this first.

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Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

OpenSymmetry

FEBRUARY 10, 2016

In the second scenario, the organisation has a strong HR or Sales leader driving the project who wants to look at a simplified process or wants a simplified incentives landscape before they start automating. Each organisation will have unique business needs and dynamics which will determine what approach will be most optimal for the client.

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Incentives Incentive Compensation Territories 40

BrainShark

JUNE 28, 2023

Why sales coaching matters — a few key points Knowledge retention Sales coaching activities add an interactive element to learning and are an excellent way to ensure knowledge retention and evaluate whether reps can “play back” what they learned in their training. Problems with sales coaching aka what NOT to do 1.

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Sales Coaching Coaching Scale Hiring 62

Xactly

JANUARY 18, 2019

Download our "Ultimate Guide to Sales Compensation Planning" for incentive best practices and everything you need for a sales comp plan design project. Identify what elements (e.g., Look at what elements were most effective in motivating sales reps and which deals brought in the most revenue. Optimize Your Sales Plan.

Commission 81

Commission Incentives Incentive Compensation 81

SBI

NOVEMBER 2, 2017

This week I interview Russ Chadinha , Senior Director Product Marketing of Model N Revenue Cloud. It is the primary objective for CEO’s and for Sales and Marketing executives. To be successful, companies must deliver a sales experience that is equal to or better than what buyers expect or risk getting quickly left behind.

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Revenue Lead Rank SAP Maximizer 131

Crunchbase

NOVEMBER 9, 2021

Lead generation is what drives growth for businesses around the world. What is a lead? and MQLs (leads qualified by your marketing team and passed on to the sales team). .); and MQLs (leads qualified by your marketing team and passed on to the sales team). What is a prospect? But, let’s be honest. Search less.

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Sales Qualified Lead Lead Rank Lead Scoring Prospecting 111

Zoominfo

OCTOBER 20, 2019

Question: What are some common sales objections you’ve received? Describe a time you were able to overcome a more difficult objection. Often, sales objections aren’t always what they seem. In the job market yourself? Read our guide on landing a B2B sales job. Question: Sell us our own product.

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Hiring Sales Cycle B2B Call-back 130

PandaDoc

APRIL 25, 2023

A sales plan is a roadmap that outlines your business’s strategy for selling its products or services. Acting as an essential tool for businesses of all sizes and in all industries, a robust sales plan helps to identify sales goals, target markets, and sales tactics to achieve those goals. What is a sales plan?

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Examples How To Hiring Segment 52

Apptivo

MAY 26, 2023

What is a sales target? Summary What is a sales target? A sales target is a specific goal or objective set by a company or individual to achieve a predetermined level of sales within a given time period. If the team exceeds the target and sells 1,200 units, it signifies that the sales goal was met successfully.

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Sales Forecasts Forecasting CRM Top of Funnel 52

Hubspot Sales

MAY 9, 2022

And when that happens, make sure you help guide them through those processes without doing their jobs for them. Obvious as this might sound, reps need to know what's expected of them if they're going to do what's expected of them. Compensation is the most fundamental, powerful incentive for reps to perform.

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Lead Rank Sales Qualified Lead Lead Scoring Leads 107

Hubspot Sales

OCTOBER 2, 2019

Now that you're clear on what sales performance management entails, let's talk about why it is so important to implement it into your standard operating rhythm. Having clear, visible goals and incentives builds well-rounded sales professionals. Decide what performance metrics you want to assess. years , down by half from 2010.

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SAP Oracle Compensation Territories 127

Sales Hacker

JULY 9, 2020

96% of B2B companies have switched to remote selling. Here are my eight tips to help guide your success. With over 20 years of sales leadership under my belt, I am no stranger to transitions, uncertainties, and fluctuations in the market. With the current state of sales , everything is changing fast. Don’t cut corners.

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Top of Funnel Lead Rank Lead Scoring Trends 114

LeadFuze

JANUARY 1, 2022

How to Make a Go To Market Strategy With Our Proven Template. 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. This guide answers the following questions: What are the steps in creating a good GTM strategy?

Strategy 52

Strategy Lead Rank Outsourcing Services Marketing 52

Cincom Smart Selling

MARCH 30, 2016

I personally don’t subscribe to the premise that business is either good or bad, but my friend felt strongly that big business was the object of scorn. I’ve been in marketing doing just that for most of my professional career. I’ve been in marketing doing just that for most of my professional career. What do they really mean?

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Marketing Demographics Collateral Discount 72

Xactly

SEPTEMBER 5, 2018

Management by Objectives, aka MBOs, are goals set for employees to improve overall sales performance, as agreed up on by sales manager and rep. Management by Objectives, aka MBOs, are goals set for employees to improve overall sales performance, as agreed up on by sales manager and rep. Setting Goals That Drive Sales Engagement.

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Examples Compensation Incentives Incentive 78

PandaDoc

OCTOBER 30, 2023

In this article, we’ll take a closer look at sales gamification, why it works, and what you can do to gamify your sales process and increase your revenue. Employee engagement increases when the incentives are worth the effort required to do well. Let’s jump in! People love to play games. Get the ebook 2.

Sales Process 52

Sales Process Incentives Incentive Hiring 52

LeadFuze

DECEMBER 31, 2021

The Ultimate Guide to Creating a Framework for Your B2B Marketing Plan (2022 Update). Who currently have job openings for marketing help. What Is a B2B Marketing Plan and Strategy? B2B marketing plan and strategy is about how you plan to raise brand awareness. What is a b2b marketing strategy?

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Paid Content Ideal Customer Profile Top of Funnel B2B 52

Highspot

NOVEMBER 21, 2023

This guide reveals how to lead with unparalleled skill. What Makes a Great Sales Manager? What Sets Great Sales Managers Apart? Metrics Sales Managers Should Care About Common Mistakes Sales Managers Should Avoid Embrace the Challenge of Great Sales Management What Makes a Great Sales Manager?

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Sales Management Strategy Lead Rank Coaching 52

Xactly

APRIL 16, 2018

The solution is straightforward: align the interests of the two parties by allowing the rep to earn a percentage of the revenue on the products they sell, aka a commission. Download our "Ultimate Guide to Sales Compensation Planning," for everything you need for a sales comp plan design project. Where’s the problem?

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Commission Motivation Hiring Strategy 58

Zoominfo

MAY 13, 2018

Yet—what most people don’t understand is the extent to which sales pressure can negatively impact an organization. What we’re about to say is going to contradict every point we’ve made thus far—but hear us out: Stress can be beneficial for sales people. Start small, and expand your incentive program as you learn and grow.

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Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

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. In this guide, I’m going to show you how to utilize one of the most effective sales channels and webinars to sell online courses. The online learning industry is booming.

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Webinar Metrics Course Top of Funnel Funnel 82

Hubspot Sales

JUNE 16, 2022

The role of a sales team is to sell. When you evaluate how to create sales goals as a sales manager, ask the following questions: What did your business look like last year? What does the market look like? What resources exist? To create and monitor sales goals, managers must develop a strategic plan. Measurable.

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Sales Goal Examples Sales Management Hiring 86

Highspot

OCTOBER 30, 2023

In this article, we help you navigate the intricacies of sales performance metrics, guiding you on which ones are pivotal and how best to measure them. What Is Sales Performance? Determine Profitable Customer Markets Knowing where your most substantial sales come from enables you to capitalize on those markets.

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Lead Rank Lead Scoring Churn Top of Funnel 59

Hubspot Sales

JANUARY 17, 2018

The Advanced Selling Podcast. Sell or Die. Learn about sales team management, creative business development strategies, time-saving sales tools, B2B strategic partnerships, aligning sales with marketing, effective prospecting, negotiation techniques, and more. The Advanced Selling Podcast. Sales Gravy. In the Arena.

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Scale Sage Lead Rank Lead Scoring 145

Hubspot Sales

FEBRUARY 14, 2024

That might sound counterintuitive, but I interviewed Yuval Ackerman , email strategist, who shared her top tips for writing sales email marketing that don’t give you the ick! Plus, insights into how the best emails perform and what your audience wants from you. A channel such as this has additional benefits for marketing.

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Data Segment Email Marketing Webinar Metrics 97

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. What is inside sales? . Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up.

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Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

Partners in Excellence

JULY 18, 2022

We’ve a robust hiring market for sales people. Huge salaries, bonuses, other incentives are being offered; all to fill vacant positions. It takes time to find and qualify new opportunities–which is primarily what the sales person was hired. Turnover (voluntary and involuntary) is currently at about 11 months.

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Hiring Sales Qualified Lead Lead Rank Buying Cycle 66

criteria for success

OCTOBER 20, 2020

What makes an effective sales manager? So let's start by redefining what it means to be a sales manager, and then examine how you can enhance your management abilities in order to be successful for yourself, your team, and your company. What makes you want to succeed at work? What is your action plan for your developed team?

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Sales Management Leads Marketing Qualified Lead Guidelines 59