The Spiff Blog

SEPTEMBER 26, 2023

Likewise, BANT empowers sales reps to disqualify leads faster if they don’t meet any of the big-four criteria— which mitigates the risk of wasting time on the wrong prospect and enables them to pivot quickly to more qualified deals. In this scenario, the MEDDIC framework may be too inefficient to support these objectives.

Sales Qualified Lead 83

Sales Qualified Lead Lead Qualification Sales Cycle Scale 83

Sales Hacker

SEPTEMBER 13, 2019

The #1 tactic for overcoming deal fatigue is to reiterate the value and ROI of the product/service. I like to create urgency at the very beginning, tying incentives that benefit the buyer directly. Never remain out of touch with your client, especially through pivotal points in the closing process! Overcoming Deal Fatigue.

Closing 77

Closing Strategy Quota Pipeline 77

Appbuddy

DECEMBER 1, 2022

Offer a make-good incentive. Offering an enticing incentive can prompt subscribers to accept your apology, engage, and let bygones be bygones. When Framebridge accidentally sent a last-touch, sunset email to engaged subscribers, they risked dramatically cutting their active list and negatively impacting their ROI.

Email Marketing 52

Email Marketing Marketing Campaigns Promotion 52

SugarCRM

FEBRUARY 6, 2024

Remember that Both Teams Have ROI, Not Just Sales “Sales and marketing have an ROI, and credit should be given where credit is due. Laci said, “When you have the resources in place, it’s a lot easier to train and pivot. And then you can build the team environment that you want to build while also reaching those goals.” 3.

Customer 26

Customer Lead Rank Webinar Metrics Lead Scoring 26

Sales Hacker

JANUARY 16, 2020

They may even offer incentives, like a discount for paying upfront, to make the expansion process more appealing. They need to be able to frame things in different ways for different audiences, and pivot from one frame of reference to another quickly. When speaking with the executive, the story must focus on the ROI they can expect.

Lead Rank 62

Lead Rank Everest Top of Funnel Hiring 62

Nutshell

APRIL 17, 2020

I think landing on the theme of “Above and Beyond” was a pivotal turning point in our planning for 2020, and I remember feeling elated in the same way as when you finish building the border of a puzzle or when you finally choose a dinner recipe and have all the ingredients on hand. A registration incentive.

Conference 126

Conference Top of Funnel Promotion Social Media 126

The Spiff Blog

OCTOBER 12, 2023

How you pay sales reps depends on the way you design your comp program, what metrics relate to what incentives, and so on— all the details we’ve covered in many past articles about comp plan design. Finance Leaders – This team plays pivotal roles in crafting the technical aspects of compensation plans.

Compensation 84

Compensation Commission How To Incentives 84

Sales Hacker

NOVEMBER 10, 2020

What do you think the key inflection points, the key changes, the pivotal moments over the course of that journey were? We had future mental models, this attribution place where connecting into whether it was Google analytics or Adobe Omniture, and really being able to get the ROI on your press was a really important thing.

Call-back 74

Call-back Scale Compensation Ideal Customer Profile 74