The Spiff Blog

SEPTEMBER 7, 2023

These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement. Incentive alignment : Shared goals enable the design of incentive structures that motivate sales reps while aligning with the broader success of the organization.

Incentives 83

Incentives Incentive Scale Compensation 83

Hubspot Sales

NOVEMBER 28, 2023

Case studies. While marketing compiles success stories, sales teams provide real anecdotes and feedback from clients, which makes the case study more authentic and compelling. A joint effort attracts the right kind of leads, with the sales team focusing its energy on prospects with the highest likelihood of conversion.

Lead Rank 99

Lead Rank Top of Funnel Marketing Qualified Lead Ideal Customer Profile 99

Sales Hacker

JUNE 14, 2019

According to a recent Salesforce study , poor data hygiene costs the average business nearly 30% of its revenue, amounting to a total economic loss of a whopping $700 billion a year. What’s the #1 incentive you can use with your reps? Align incentives. Align Incentives. Why would reps spend their valuable time doing this?

Data 68

Data Closing Prospecting Incentives 68

Zoominfo

SEPTEMBER 1, 2019

In an Accenture study recently conducted, 54% of respondents experienced a drop in trust, which resulted in $180 billion in revenue at stake of being lost. Their sales reps get super hands-on with prospects during the buying journey — they provide demos, answer questions, ask for feedback, etc.

Loyalty 130

Loyalty Customer Incentives Incentive 130

Hubspot Sales

MAY 22, 2018

If there's no real problem the prospect is trying to solve, there's no real reason for them to buy. Establish business pain (either from a known issue, or from a problem the prospect wasn't even aware of) before diving into other questions. If the answer is "well, not much," the prospect doesn't have a pressing need.

Prospecting 144

Prospecting Hiring Decision Maker Sales Qualified Lead 144

Selling Essentials RapidLearning Center

NOVEMBER 22, 2023

It’s complicated According to two studies on the subject, gift giving in sales can get complicated. To see what that means, let’s consider those two studies. Now, this study was conducted in an industry where lavish gifts – for example, an all-expenses-paid trip to a conference in Hawaii — had once been the norm.

Pharmaceuticals 52

Pharmaceuticals Customer Study Incentives 52

Zoominfo

MAY 20, 2021

That statistic alone offers an incentive for brands to take a closer look at their email marketing strategy and to maximize return. You can engage prospects throughout the customer lifecycle One of the greatest benefits of email is the fact that it suits every stage of the customer lifecycle. Source: Campaign Monitor 2.

Email Marketing 130

Email Marketing Benefit Webinar Metrics Marketing 130

HeavyHitter Sales

JULY 1, 2011

Personality Study of 1,000 Top Salespeople-Harvard Business Review. In addition, tests were administered at Presidents Club meetings (the incentive trip that top salespeople are awarded by their company for their outstanding performance). August 2011. « Top Five Sales Presentation Mistakes | Main. Conscientiousness.

Study 163

Study Lead Rank Lead Scoring Penetration 163

Anthony Cole Training

OCTOBER 13, 2014

Or, if you want to use incentive travel/excursions to motivate people to higher levels of performance, you raise the bar required for people to qualify for the “President’s Club” trip. I have inquired about incentives and changes in overall production of a sales team.

Sales Management 204

Sales Management SME Incentives Incentive 204

Mereo

DECEMBER 7, 2017

Incentives and bonuses motivate sales professionals for good reason. A Gallop study revealed that 50% of employees leave their company to get away from their bosses. A CSO can throw all the incentives and bonuses they want at their team to keep their top performers around, but that strategy alone will get costly.

Incentives 40

Incentives Incentive Sales Leadership SalesForce 40

Hubspot Sales

AUGUST 21, 2023

When it comes to sales prospecting , it's more important than ever that you write concise, effective communication. Even if you do get your prospect’s attention, you can’t expect them to read your long, fluffy emails filled with the buzzwords of the day when they have many other emails to open. Spend some time on the subject line.

Case Study 98

Case Study Proposal Lead Rank Follow-up 98

Hubspot Sales

MAY 18, 2018

A Harvard University study found setting specific goals increases motivation beyond simply telling yourself, “ I’ll just do my best. ”. The study ultimately reported students who stuck to a goal-oriented plan performed 30% better than those who didn’t. The incentive for your reps to meet their quota? Incentivize goals.

Sales Goal 145

Sales Goal Incentives Incentive Quota 145

Zoominfo

OCTOBER 13, 2021

A 2018 study by the University of Zurich found that even a small gift from a sales representative makes customers much more likely to make a purchase. In the study, reps gave customers six tubes of toothpaste — a trivial offering. We don’t require prospects to take a meeting to claim the gift. The results? Anything but trivial.

Top of Funnel 130

Top of Funnel Lead Rank Marketing Qualified Lead Direct Mail 130

Zoominfo

JULY 1, 2018

In fact, a recent study suggests that 91% of B2B buyers are active and involved in social media, while 75% are significantly influenced by social content when forming their buying decisions ( source ). Social sellers realize a 66% greater quota attainment than those using traditional prospecting techniques ( source ).

Buyer 190

Buyer Social Media Social Selling Incentives 190

Hubspot Sales

DECEMBER 7, 2023

The very moment deal-seekers everywhere shoot their shot, turn prospects into buyers, and score buzzer-beating slam dunks that accelerate the business to record-breaking sales. As the end of the year approaches, prospects will divert excess money to priorities that are now financially feasible to tackle. Dear [Prospect], Happy October!

Data 117

Data Discount How To Quota 117

Zoominfo

AUGUST 4, 2021

Prospects typically prefer a casual tone in online interactions because it feels like speaking to a person, rather than a bot. This allows you to connect with your prospects and build trust. This is your chance to give your brand a personality that prospects can remember. The Hot Prospect. Give it a human touch.

Top of Funnel 130

Top of Funnel B2B Sales Qualified Lead Penetration 130

Sales and Marketing Management

OCTOBER 29, 2018

Companies in industries like healthcare, security, aerospace, technology and finance have long used unbranded content to curate leads while educating prospective clients on what are often complex, highly technical products and services. Companies use webinars to educate prospects, showcase their expertise and get leads. Whitepapers.

Top of Funnel 237

Top of Funnel B2B Webinar Metrics Marketing 237

Janek Performance Group

AUGUST 23, 2023

Prospect Theory A theory of behavioral economics and finance, this idea was developed by Daniel Kahneman and Amos Tversky in 1979. Simply put, prospect theory deals with the psychology of decision making. But prospect theory states people are more motivated by what they stand to lose than what they might gain.

B2B 62

B2B Case Study Collateral ACT 62

Highspot

OCTOBER 11, 2023

Incentives and Recognition Reward top performers with appropriate incentives and recognition. Incentives, training, engagement, and process strategies are proven to work based on the motivation and urgency they drive upon sellers. Conversion Rate: The percentage of leads or prospects that become paying customers.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

Highspot

FEBRUARY 25, 2024

We’ll talk about how good leadership, special sales incentives, and clear jobs can help make sales ops better. Personalize Sales Incentives Sales ops teams, with their access to sales data and analytics tools, are uniquely positioned to transform incentive programs.

Sales Operations 52

Sales Operations Forecasting Incentives Incentive 52

Sales and Marketing Management

AUGUST 20, 2020

The problem of split incentives. One challenge to increasing the focus on healthy commercial buildings is that of split incentives. A laboratory for studying work environments. Studies conducted in the lab revealed that employee dissatisfaction with one aspect of their work environment?—?the Who will foot that bill?

Real Estate 120

Real Estate Hiring Incentives Incentive 120

Apptivo

OCTOBER 3, 2022

Activities that are focused on getting prospects to notice the brand, its business proposition, and its value offerings are typical strategies to attract potential customers. The goal is to ensure that the prospect is aware of the brand as it lowers the barriers when the actual sales call / sales interaction is made. Strategies: 1.Engagement

Marketing 98

Marketing Lead Rank Lead Scoring Loyalty 98

No More Cold Calling

FEBRUARY 29, 2016

That’s why the salesmen and saleswomen who cultivate relationships and leverage them for introductions to prime prospects get meetings faster, fill their pipelines with hot sales leads, and convert prospects into clients more than 50 percent of the time. It’s similar to the conversations most sales reps have with prospects.

Referrals 120

Referrals Incentives Incentive Cold Calling 120

SBI Growth

OCTOBER 21, 2013

Performance culture is studied in depth in our 2014 Research Tour. Incentive Programs. Does your comp plan incent behaviors that will get you to your number? A majority of reps focused on margin, and gave up prospecting for new accounts. The comp plan must incentivize the right behavior.

Hiring 293

Hiring Ideal Customer Profile Margin Face-to-face 293

Pipeline

AUGUST 5, 2023

Trade Show Email Lead Nurturing Tips: Tip 1: Get Strangers and Prospects to Self Identify In a recent post, we shared that only 3% of your prospects are ready to buy at any moment. Cold leads: these are the 30% of prospects who have a need, but they’re not ready to buy. Each email you send is an interaction.

Trade Show 52

Trade Show Lead Nurturing Ideal Customer Profile Lead Rank 52

PandaDoc

OCTOBER 30, 2023

Employee engagement increases when the incentives are worth the effort required to do well. When executed properly, contests can dramatically boost sales productivity by offering incentives for high performers. This could be a monetary incentive like a cash prize, or a prize of some significant value. Get the ebook 2.

Sales Process 52

Sales Process Incentives Incentive Hiring 52

Women Sales Pros

JULY 27, 2018

A recent study revealed 84% of people completely trust recommendations from people they know. Incentives: Non-monetary incentives are the better choice here, tied directly to your product or service (ex: priority support, added features, etc.). Then ask for permission to mention him/her in your communication with the prospect.

Sales Qualified Lead 93

Sales Qualified Lead Lead Rank Lead Scoring Referrals 93

Vengreso

JULY 5, 2023

Reward System: An incentive system encourages more people to participate in referring others to your offerings. A study by LinkedIn Sales Solutions revealed that salespeople who excel at social selling are creating more opportunities – they’re 51% more likely to hit quota than those who lag behind.

Referrals 89

Referrals Maximizer Ideal Customer Profile Social Media 89

Sales and Marketing Management

OCTOBER 21, 2019

There’s nothing more frustrating than having a prospective customer on the hook, then having to spend precious time combing for just the whitepaper or case study that fits their needs. The most advanced platforms can even identify where exactly a prospective customer is in their journey, and offer content recommendations accordingly.

Top of Funnel 136

Top of Funnel Hiring Commission SAP 136

Zoominfo

SEPTEMBER 15, 2021

Prospects typically prefer a casual tone in online interactions because it feels like speaking to a person, rather than a bot. This allows you to connect with your prospects and build trust. This is your chance to give your brand a personality that prospects can remember. Give it a human touch. Avoid sounding robotic.

Top of Funnel 100

Top of Funnel B2B Sales Qualified Lead Penetration 100

LeadFuze

JULY 7, 2023

We will explore how past data analysis, future company changes consideration, and incentive programs implementation play a significant role in goal-setting. Motivate Like a Boss: The Incentive Power Move Let’s face it, we all need a little push sometimes. Motivation is the secret sauce to achieving your goals.

Sales Goal 52

Sales Goal Churn Compensation Incentives 52

Crunchbase

FEBRUARY 16, 2021

Find prospects that match your ICP with Crunchbase Pro – try it free. In the workforce today, we have four generations working together simultaneously, so finding which incentives work best at your workplace might take a few tries to get right. A small win could even be as minimal as a positive interaction with a prospect.

Competition 59

Competition Hiring Motivation Incentives 59

No More Cold Calling

APRIL 30, 2017

Think winning is focusing on a prospect’s desired outcome and then demonstrating how your solution gets results they can bank on? Prospects are bored, and salespeople have become a commodity. What are prospects not doing well? What’s to fear about prospecting? 3 Ways to Guarantee Referral Prospecting Success.

Referrals 149

Referrals Cold Calling Lead Generation Lead Rank 149

SBI Growth

SEPTEMBER 26, 2012

The holidays are an obstacle to getting face time with prospects and customers to secure those last minute deals. Provide case studies that prove you can execute. Case studies help reduce your customer's fear of risk. They relate to the problem the customer in the study was solving for. Q4 is difficult.

Closing 303

Closing Lead Rank Lead Scoring Customer 303

Nutshell

NOVEMBER 9, 2018

We’ve compiled six of the best strategies for improving sales rep performance based on real-world research and case studies so you can get back to hitting your benchmarks in no time: 1. They dislike cold calling prospects.”. Because we don’t have a system for qualifying prospects before we call them.”.

Lead Rank 94

Lead Rank Sales Qualified Lead Lead Scoring Follow-up 94

Salesmate

JUNE 4, 2021

One such practice is that of providing sales incentives to the salespeople. What are sales incentives? Call it what you will, incentives are what get people to work harder.” – Nikita Khrushchev . In simple terms, sales incentives are something that motivates your team to wake up in the morning and get to work.

Incentives 105

Incentives Incentive Compensation Motivation 105

LeadFuze

AUGUST 19, 2021

Like loaf-of-bread-left-on-the-counter-2-weeks kind of stale… blue science project mold included… Sure, you may be so comfortable with your go-to presentation that you don’t feel much incentive to change it, but that’s a sign in itself that it’s time for a revamp. Utilize Case Studies.

Case Study 98

Case Study How To Study Face-to-face 98