The Spiff Blog

OCTOBER 19, 2023

Meanwhile, the portion of ARR derived from expansion (upsells, cross-sells, etc.) Make sure you define what retention, up-selling, and cross-selling look like for your organization in specific and measurable terms. Personalizing sales incentives is a difficult task for a number of reasons. The list goes on.

Compensation 83

Compensation Incentives Incentive Commission 83

Xactly

MAY 17, 2018

If you have the right rebuttals, you can work through every objection in the negotiation process. Nonetheless, it is up to you to win negotiations with the right sales rebuttals. This can be especially true in the negotiations process where all the details need to be ironed out. Do Customer Objections Have to Be Scary?

Negotiation 59

Negotiation How To Objections Webinar Metrics 59

Sales Training Connection

FEBRUARY 27, 2015

In today’s B2B buying environment, negotiation is likely to be part of any sales cycle. It is also true that the buying process is no longer a simple linear step-by-step interaction between the customer and the seller; hence negotiation may occur at any time in the process and it can occur more than once. Investigate more.

Negotiation 50

Negotiation Face-to-face Decision Maker Buying Cycle 50

Sales and Marketing Management

NOVEMBER 22, 2017

Sales manager: I’d like to know what rewards the reps would like for our next incentive. You may be a seasoned sales manager, fatigued by trying to come up with innovative ways to motivate your reps. Or maybe you think that incentives have run their course and it’s time to drop them altogether. Are incentives obsolete?

Motivation 191

Motivation Incentives Incentive Lead Rank 191

Highspot

FEBRUARY 25, 2024

Shifting Customer Expectations Digitized selling has changed customer-business interactions. A LinkedIn report shows that 58% of sales ops professionals have a difficult time finding accurate, up-to-date data due to data silos. Information is lost, follow-up is delayed, and the entire sales ops process is disrupted.

Sales Operations 52

Sales Operations Forecasting Incentives Incentive 52

Crunchbase

JANUARY 18, 2022

But despite its widespread appeal, SaaS isn’t just selling software like you’d once have sold a loaf of bread. Today, we’ll be walking you through a comprehensive guide to the SaaS sales process, before rounding up with some best practices to help you get off to the best start possible. . Selling SaaS is a longitudinal process.

Sales Process 85

Sales Process Lead Rank Sales Qualified Lead Lead Scoring 85

Highspot

JANUARY 4, 2024

Needs Evaluation Evaluate the selling skills and competencies your sales team currently has versus what they need to excel. Whether your chosen methodology is consultative, Challenger, Sandler, or something else, it’s all about finding a framework that resonates with your sales team and enhances their natural selling style.

Webinar Metrics 52

Webinar Metrics Training Strategy Ideal Customer Profile 52

LeadFuze

AUGUST 13, 2021

Whether you’re looking for a job, negotiating a raise, or looking to hire sales reps — knowing the average sales rep salary for your state will help you! Salaries can stagnate and leave you needing a cost of living increase in addition to your commission (which you may have to negotiate ). The sales industry can be finicky.

Salary 98

Salary Hiring Transportation Negotiation 98

The Spiff Blog

MARCH 16, 2023

Welcome to the second installment of our Sell Like a Girl Series. Although women make up just over half of the college educated workforce, they hold less than one third of B2B sales jobs ( source ). Chalen Schoyer, Principal Sales Engineer at Spiff “Be confident in your negotiations. Last week we explored gender bias in sales.

Negotiation 69

Negotiation Face-to-face Hiring Lead Rank 69

MTD Sales Training

AUGUST 4, 2016

Volume discounts, shipping charges, costs scheduling , warranties, technical back-up, etc, etc. Incentive schemes are constantly being tweaked to match better pricing and better margins. The negotiating policies involved are naturally obliqued towards profit instead of building value for the customer. Happy selling!

Sales Process 120

Sales Process Margin Policies Incentives 120

Smooth Sale

MARCH 14, 2023

You can also try upselling or cross-selling to existing customers or offering referral incentives to encourage customers to refer their friends and family. Look for ways to cut costs, such as reducing energy usage, negotiating lower rent or supplier costs, or outsourcing specific tasks to reduce labor costs.

Outsourcing Services 78

Outsourcing Services Hiring Loyalty Discount 78

Janek Performance Group

JANUARY 25, 2022

When selling to managers, consider the following: Lead with ease of use/productivity Discuss convenience, set-up, and downtime Consider needs of both on-site and remote team members Go over maintenance and procedures to keep solutions operating at optimal levels Talk about service and warranty benefits in terms of maintaining productivity.

Decision Maker 114

Decision Maker How To Face-to-face Groups 114

LeadFuze

AUGUST 7, 2021

And, just as good salespeople have a system for selling, good buyers have buying patterns. A lot of their day-to-day activity is spent on detailed work, putting out fires, and cleaning up other people’s messes. It’s going to take buyers some time to get comfortable with you and whatever it is you’re selling.

Buyer 98

Buyer Vendor Consumer Negotiation 98

Allego

APRIL 2, 2019

Today’s sales training and enablement professionals can’t afford to be dismissive of ROI: if your sales training and coaching programs aren’t generating tangible results – in terms of higher revenues, faster ramp-up, shorter sales cycles, etc. – We often hear from clients that their reps need better negotiating skills.

ROI 67

ROI Training Negotiation Incentives 67

Gong.io

JULY 11, 2022

Inside sales (sometimes called remote sales or remote selling) is often the primary sales model for B2B, SaaS, tech, and certain high-ticket B2C sales teams. Let’s say you’re looking to implement a new email marketing campaign , and you need an email automation platform to set it up. Negotiating and closing contracts.

Inside Sales 62

Inside Sales Outsourcing Services Hiring Sales Qualified Lead 62

The Pipeline

JUNE 7, 2013

Active International helps companies sell slow-moving or obsolete assets in return for Trade Credits. And it was in everyone’s interest to negotiate the right contract for the right customer. Top-line sales are up more than 30% and we’ve added six major on-target customers in the past 12 months. customer loyalty.

Commission 314

Commission Compensation Decision Maker Face-to-face 314

Partners in Excellence

AUGUST 21, 2019

” The answers are pretty predictable, vague ideas about sales people being money driven, so all we have to do is show them the path to making more money, then they will sell more. Also, pricing really isn’t in their control, you control it, they just have to sell it. People will sell what and where they are most successful.

Commission 81

Commission Incentives Incentive Compensation 81

Salesmate

MAY 29, 2020

The issue is that sales reps overlook these challenges and continue selling but that brings them back to the same disappointing sales results every month. . Sales challenge 2 – Lack of time for selling. Sales reps don’t get enough time to focus on strategizing and selling. Solution: Follow-up consistently without giving up.

Face-to-face 93

Face-to-face Ideal Customer Profile Negotiation Lead Rank 93

SalesLoft

OCTOBER 21, 2015

Whether you’re on the frontline or the closing end of the sales process, it’s always helpful to show up to the party prepared for any and all buyer objections. Then Derek’s advice addresses a common closing objection — incentives. Offer them a discount if they go up a few seats.

Objections 52

Objections Incentives Incentive Discount 52

SalesLoft

JUNE 27, 2016

To build up the sales development community and serve the needs of revenue generating teams around the world, an organization’s VP of Sales must be a fearless leader. So first up, DG is here to talk you through his favorite sales books that have shaped the leader he is today. Offer them a discount if they go up a few seats.

Incentives 52

Incentives Incentive Discount Negotiation 52

Apptivo

MAY 12, 2023

For instance, let us consider a company that sells eco-friendly products. During the conversion stage, the gym would need to convince the potential customer to sign up for a membership. This step is critical for tracking which leads have been contacted and which still require follow-up.

Lead Rank 52

Lead Rank Lead Scoring Sales Qualified Lead Leads 52

The Sales Hunter

NOVEMBER 14, 2011

Selling a Price Increase. Negotiation. Negotiating Doesn’t Have to Mean Sacrificing Profit. You develop a plan to do one or more of the following: Develop a new selling skills program. Create a better incentive plan. Sales managers struggle to come up with the answers and reps get nervous. negotiating.

Hiring 155

Hiring Remedy Ideal Customer Profile Negotiation 155

Nutshell

AUGUST 28, 2023

Building a sales process is absolutely necessary to your company’s success, and is perhaps the most important thing you can do as a sales manager to impact your team’s ability to sell. Why is it important to have a structured sales process? The most well-known qualifying framework is BANT —budget, authority, need, and timeline.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Showpad

MARCH 3, 2020

While enablement typically comes into play from the beginning, working with marketing to assist sales professionals through learning and prospect interactions, operations teams up with sales leaders to establish methodologies and stepping in for final negotiations and deal compensation. Sales Operations Roles and Responsibilities.

Sales Operations 100

Sales Operations Sales Enablement Hiring Compensation 100

BrainShark

JUNE 28, 2023

Some sales skills to continuously coach for are: Business Acumen Storytelling Active Listening Objection Handling Negotiation Skills Buyer Research Judgment Find more in 17 Sales Skills All Reps Need. Make it rewarding Incentives are a good way to encourage adoption, drive behavior change and reward participants. Get creative!

Sales Coaching 62

Sales Coaching Coaching Scale Hiring 62

Vengreso

FEBRUARY 10, 2022

There are three central ways to ask for a sales referral and they are: Pick up the phone and ask for an introduction. Well if you listened to this podcast with my friend Joanne Black one of the top referral sales experts, she will tell you that you need to pick up the phone. How to Ask for Sales Referrals (3 Ways). Thanks again.

Referrals 78

Referrals Strategy Buyer Persona LinkedIn 78

Vengreso

FEBRUARY 10, 2022

There are three central ways to ask for a sales referral and they are: Pick up the phone and ask for an introduction. Well if you listened to this podcast with my friend Joanne Black one of the top referral sales experts, she will tell you that you need to pick up the phone. How to Ask for Sales Referrals (3 Ways). Thanks again.

Referrals 78

Referrals Strategy Buyer Persona LinkedIn 78

The Pipeline

DECEMBER 16, 2011

Sign up for our Email Newsletter. For example, a person operating within the aerospace sector, negotiating multi-million pound contracts can find himself sitting next to a young saleswoman who markets insurance policies and is based in a call center. A Random Walk Up Sales Street. EDGE Selling. Gap Selling.

Pipeline 230

Pipeline Training Twitter Hiring 230

Anthony Cole Training

FEBRUARY 7, 2013

These are all activites that should be used as metrics for success because they can give you, the sales manager, a leading indicator as to what will show up in pipeline and what will potentially be sold. Wrapping this up, it comes down to this. These are all activities that sales people perform or should be performing.

Hiring 181

Hiring Lead Rank Lead Scoring Incentives 181

No More Cold Calling

MAY 12, 2015

Slowly but surely, sellers are lining up on one side of the sales cycle, while buyers line up on the other. It goes from one side to another, up and down, and all around. My manager would want to be involved in the negotiation and would push to close ASAP. Selling to this new buyer requires new metrics and new skills.

Lead Rank 120

Lead Rank Top of Funnel Face-to-face Lead Scoring 120

Sales Hacker

MAY 6, 2021

From B2C consumer-focused tech to the next B2B enterprise cloud giants, B2B, and B2C technology companies are springing up left and right and sprinting toward multi-billion dollar valuations (whether on the private or public markets) faster than ever. What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)?

Hiring 95

Hiring Retention B2C Demand Generation 95

Pipeliner

APRIL 11, 2018

Provide constant feedback, hire the right people, incentive programs, create compensation plans that drive behavior…the list goes on and on. Instead of gliding down the mountain, they end up in what I refer to as a ‘yard sale.’ Negotiation skills. Good Selling! For some individuals, skiing isn’t much fun.

Motivation 58

Motivation Hiring Sports Incentives 58

LeadFuze

JULY 13, 2021

So when your prospect says no to what you’re selling them on the phone or face-to-face, don’t be discouraged! You might think your solution will blow their minds away and make them want what you’re selling, but they’ll soon change their mind if there are other options available. 3 Reasons for Sales Rejection.

How To 98

How To Top of Funnel Decision Maker Face-to-face 98

Sales Hacker

JULY 14, 2021

This team brings a system to selling to the sales floor by providing clear sales processes, automating time consuming tasks, and deploying and upholding a sales methodology. Revenue Ops is lifted up and made better by each of the other ops functions.”. I like to think of revops as the apex of the Ops team. This is akin to a table.

Top of Funnel 86

Top of Funnel Revenue Sales Methodology Territories 86

Janek Performance Group

MARCH 17, 2023

With average reps, they say, “We’ll get the next one,” and chalk it up to “Can’t win them all.” Skills are the new currency, and companies are increasingly adopting a skills-based approach to selling. Selling does not happen in a vacuum. At Janek, we call these Critical Selling Skills.

Referrals 62

Referrals Exercises Discount Study 62

Anthony Cole Training

FEBRUARY 7, 2013

These are all activities that should be used as metrics for success because they can give you, the sales manager, a leading indicator as to what will show up in the pipeline and what will potentially be sold. Wrapping this up, it comes down to this. These are all activities that sales people perform or should be performing.

Lead Rank 120

Lead Rank Lead Scoring Hiring Leads 120

LeadFuze

NOVEMBER 30, 2021

If you’ve ever wondered why your head of sales is struggling to give an accurate forecast, or if the new reps that were brought in from a high flying SaaS company aren’t selling already, then it might be time for you to start managing operations roles in startups. Hiring new reps is not enough to keep up with the demand for salespeople.

Sales Operations 52

Sales Operations Lead Rank Hiring Forecasting 52