The Spiff Blog

NOVEMBER 17, 2023

If you can relate to these concerns, you’ve come to the right place. Monitor market trends. As an incentive compensation manager, it’s important that you stay up to date on compensation trends, industry news, changing regulations, and the latest market analysis. Prioritize predictive analysis and risk assessment.

Incentives 81

Incentives Incentive Compensation Commission 81

BrainShark

AUGUST 24, 2022

Territory Management. Quick Tip: Leverage subject matter experts – such as a finance team member or an experienced executive – who can provide you with the expertise needed to create related training content. Your salespeople don’t need to be experts on the latest social media trends. Territory Management.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

Xactly

OCTOBER 18, 2018

Watch the webinar "Sales Compensation Trends and Best Practices” to gain first-hand knowledge into industry trends in sales compensation, including planning best practices, tips to reduce sales attrition, and key metrics to benchmark against. This was an approach taken by many after Hurricane Katrina devastated Gulf-region territories.

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Incentives Incentive Compensation Webinar Metrics 78

Hubspot Sales

JUNE 30, 2021

That trend begs the question, "How can I ensure that the right reps are pursuing the most appropriate prospects?". Here, we'll explore the concept a bit further, review its fundamentals and best practices, take a look at some prominent lead distribution strategies, and see some of the best software solutions to support it.

Distribution 98

Distribution Lead Rank Sales Qualified Lead Lead Scoring 98

Gong.io

AUGUST 24, 2022

Sales managers use forecasts for territory planning as well. If you know that next quarter, you’ve got an expected $250k in revenue from one territory and only $100k in expected revenue from a second; you can more appropriately allocate resources to the more lucrative geography. Review historical trends.

Sales Forecasts 62

Sales Forecasts Forecasting Hiring How To 62

Hubspot Sales

AUGUST 26, 2018

Here are some Twitter lists you might want to create: Prospects within your territory that you want to keep tabs on. Bloggers and media that report on companies in your territory so you can find out about new companies. VCs in the territory to find out what they’re investing in and what funding round companies are in.

Prospecting 78

Prospecting Hiring Journal Territories 78

Hubspot Sales

JUNE 28, 2019

As you'll read below, sales operations includes everything from lead management, sales strategy, and territory structuring and alignment to process optimization, compensation plans, sales automation, training, and data analytics and reporting. Territory Definition. Download Our Free Sales Conversion Rate Calculator and Guide.

Sales Operations 95

Sales Operations Hiring Lead Rank Territories 95

Xactly

SEPTEMBER 24, 2018

According to Accenture , quotas inform or control nearly 25 percent of an organization’s total sales-related spending! With AlignStar , we provide the industry-leading territory design and planning software. As business models become increasingly data-driven, so too must planning processes. To get it right, you need data.

Commission 95

Commission Lead Rank Incentives Incentive 95

Apptivo

DECEMBER 26, 2022

It is the influence of location, interests, regional trends, and a variety of other things that ends up in determining a customer’s decision. The market for CRM software for lead management is flourishing, which is not surprising given consumer mindsets and business complexity. Customers make impulsive decisions and move quickly.

Lead Management 52

Lead Management Sales Qualified Lead CRM Lead Rank 52

Sales Hacker

FEBRUARY 12, 2021

As businesses grow, their software requirements grow as well. As businesses grow and adapt, software shouldn’t hold them back. HubSpot and Salesforce are top two enterprise CRM solutions, according to user ratings and reviews on G2, Capterra, and Software Advice. What is an enterprise CRM software? Average Rating: 4.43.

Enterprise 84

Enterprise Enterprise CRM NetSuite 84

Vengreso

JULY 18, 2023

Generative AI for Sales Prospecting is an uncharted territory for many. From repurposing existing sales content into engaging prospect outreach messages without breaking a sweat to customizing scoring criteria using HubSpot’s predictive lead scoring software the possibilities seem endless. How does generative AI affect sales?

Lead Rank 52

Lead Rank Lead Scoring Prospecting Retail 52

Zoominfo

SEPTEMBER 20, 2021

Without it, software and platforms just aggregate information that might be correct and might help a rep find the next best buyer. accounts, Enrich can determine which state a company is actually headquartered in, allowing RingLead to efficiently route leads based on whether a customer has regional sales territories.

Data 100

Data Lead Rank Lead Scoring Scale 100

Hubspot Sales

APRIL 27, 2023

The SaaS (Software-as-a-Service) business model is one of the fastest-growing of the last decade. Because new software is being pushed into the market almost every day, the demand for SaaS sales professionals will only grow. You could even volunteer in a related role, like fundraising for a non-profit. You will get hung up on.

Hiring 102

Hiring Salary How To Ideal Customer Profile 102

Sales Hacker

JANUARY 30, 2023

The days of building a point solution in uncharted territory are over. Software markets have matured to a point that every viable category has multiple solid competitors and any new markets get commoditized quickly. They don’t want to purchase and mandate software that End Users don’t want to use. We were a vitamin.

Ideal Customer Profile 88

Ideal Customer Profile Conversion Marketing Hiring 88

Salesmate

OCTOBER 28, 2020

Territory shift. When a business expands into new territory, assigns different territory to a sales rep, or a new territory management plan is introduced, there are possibilities of a temporary dip in sales. It takes time for sales professionals to adapt to a change and adjust to the new territory. Policy changes.

Sales Forecasts 96

Sales Forecasts Forecasting Lead Rank Policies 96

Close.io

OCTOBER 9, 2019

Here’s a job description for inspiration: is an early-stage Software as a Service (SaaS) company with 10 employees covering all the roles you would expect to find in a software business, including sales, marketing, customer success, product and development, analysis, finance, etc. 4+ years of experience related to inside sales.

Inside Sales 91

Inside Sales Hiring Ideal Customer Profile Sales Qualified Lead 91

Sales Hacker

SEPTEMBER 27, 2022

Scott Barton is the VP of Industry Solutions at Varicent, a leading provider of incentive compensation and revenue growth software applications for over 25 years. Sales forecasts, territory design, quota management, and incentive compensation. Get a free trial of Freshsales at freshworks.com/freshsales. How does it all fit together?

Compensation 80

Compensation Incentives Incentive Quota 80

Sales Hacker

JANUARY 22, 2020

Based on what I’ve seen, there are sales-related questions and 4 “obvious” questions that will help you identify the ideal candidate. How do you remain knowledgeable on trends concerning your target industry or audience? Keep reading to learn what they are and why they work. 6 Sales Interview Questions to Find the Best Talent.

Hiring 76

Hiring Top of Funnel Lead Rank Quota 76

Xactly

SEPTEMBER 20, 2018

From territory planning to sales team organization, to sales coaching and leadership strategies to sales compensation planning, each element helps to create a strong sales plan. Software implementations or new development work usually encounters unforeseen hurdles. Sales planning entails many important factors.

Compensation 40

Compensation Incentives Incentive Lead Rank 40

LeadFuze

OCTOBER 11, 2023

Navigating Through Specific Features Within Each Platform Each platform offers its unique features designed with user convenience at heart—take Spotify’s curated playlists, which group related episodes together so you can binge-listen without having to search for them manually each time you finish an episode.

Training 52

Training Webinar Metrics Industry Resources 52

Close.io

SEPTEMBER 19, 2019

Zuora is a hyper-growth company bucking this impatience trend. Zuora has three customer types that need them: Software-as-a-Service (SaaS): These companies are obviously “born into subscription.” This room deals with evolving trends in the world, and how businesses need to adapt. Zuora was founded in 2007 by K.V.

Outbound 60

Outbound Case Study Ideal Customer Profile Account 60

Hubspot Sales

JANUARY 31, 2018

Junior reps started in inside sales, and as you moved up through the ranks you were given your own outside territory and sent out on face-to-face sales calls. Trials of on-premise software were rare. Call your cousin and ask who at their company is responsible for the business area relating to your product. Selling alone.

Cold Calling 145

Cold Calling Social Media Inbound Face-to-face 145

Hubspot Sales

SEPTEMBER 8, 2020

You’ve decided you need customer relationship management (CRM) software. These are just some of the reasons CRMs have become such an integral part of business success today and why so many companies have invested in finding the right software for their team. Many CRM software providers operate under a freemium model — like HubSpot.

Software 122

Software Software CRM Hiring 122

Apptivo

OCTOBER 7, 2022

Sales plan is a periodic forecast that is based on the overall objective of the organization, arrived at by analyzing trends, and predicting opportunities. Sets KPIs in order to measure the goals and objectives of the sales related activities. So what is this sales plan? How do we create one? What is a sales plan? Set sales budget.

Top of Funnel 19

Top of Funnel Incentives Incentive Objections 19

Zoominfo

SEPTEMBER 9, 2021

Without it, software and platforms just aggregate information that might be correct and might help a rep find the next best buyer. accounts, Enrich can determine which state a company is actually headquartered in, allowing RingLead to efficiently route leads based on whether a customer has regional sales territories.

Data 52

Data Company Lead Rank Lead Scoring 52

Partners in Excellence

JANUARY 16, 2015

Sales Automation, Customer Experience and related apps are going through a similar explosion, with dozens of new apps appearing every month. There’ve been two major factors that are driving this trend. Then another on the territory plan. Related Posts: QoS–Quality Of Service Your Competitor May Be An App!

Marketing 48

Marketing Coaching Vendor Tools 48

Sales Hacker

APRIL 27, 2020

Especially when the job covers so much territory. RELATED: Demystifying Sales Enablement: What It Is, Why It Matters, And How To Do It Right. Whitney Sieck , Director of Revenue Enablement with Greenhouse Software, agreed that you need to meet the company where they are. Don’t forget you’re in the “people business”.

Sales Enablement 88

Sales Enablement Hiring Government Scale 88

Nutshell

SEPTEMBER 9, 2020

The right sales management software helps managers achieve all of these goals, from the daily tasks to the big picture. What is sales management software? Let’s take a look at the features that every sales management software platform needs to include. 10 must-have sales management software features. Sales forecasting.

Software 71

Software Software Tools Sales Management 71

Delicious Sales

MAY 2, 2012

Software (1035). Relationals (3226). The factor of company reputation falls on a good public relations practices. Among the many responsibilities of public relations professionals is image and reputation management. Topics Major Topics. Sales (12918). Marketing (6398). Training (4995). Prospecting (4539). Tools (2872).

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

Apptivo

JUNE 14, 2023

Apptivo is a cloud-based business management software that includes a number of modules and capabilities for managing sales operations. Sales Forecast Report Sales forecast report utilizes real-time data, market trends, and other pertinent factors to anticipate future sales for businesses.

Report 52

Report CRM Churn Top of Funnel 52

Hubspot Sales

OCTOBER 5, 2017

CRM (customer relationship management): Software that allows companies to keep track of their potential and existing customers at whichever stage they may assume in the sales cycle. Does the prospect fall within my territory? P.S. Lead management software does this automatically. Goal: Determine quality of lead. Google Alerts.

Prospecting 142

Prospecting Tools Top of Funnel Lead Rank 142

Zoominfo

MAY 14, 2020

It is composed of statistics, data mining, algorithms, and machine learning to identify trends and behavior patterns. Intent data is the behavioral activity that links target buyers and accounts to a solution , solution category, or related topics. What is Predictive Intelligence? How exactly does that work? Source: Salesforce.

Ideal Customer Profile 162

Ideal Customer Profile Lead Rank Lead Scoring Data 162

The Spiff Blog

AUGUST 10, 2023

Algorithms are able to analyze historical sales data, customer behavior, sales performance metrics, and other key variables to identify patterns and trends. It can highlight which sales strategies, products, or territories are most profitable. Predict future commission trends.

Commission 80

Commission Compensation Forecasting Trends 80

Zoominfo

MAY 14, 2020

It is composed of statistics, data mining, algorithms, and machine learning to identify trends and behavior patterns. Intent data is the behavioral activity that links target buyers and accounts to a solution , solution category, or related topics. What is Predictive Intelligence? How exactly does that work?

Ideal Customer Profile 113

Ideal Customer Profile Lead Rank Lead Scoring Data 113

Hubspot Sales

JULY 17, 2023

AI sales software structures data, analyzes sentiment, and finds patterns that need a closer look. So, let’s explore the 12 best AI sales software to supercharge your sales team. Table of Contents What is AI sales assistant software? These software solutions automate sales tasks. How do AI sales assistants work?

Forecasting 69

Forecasting Hiring Hubspot Analytics 69

DiscoverOrg Sales

MAY 8, 2018

Welcome to Definite Creeper territory, where overzealous salespeople can easily tip their hand too much and make target buyers feel like they’re being stalked. Bryerton recommends referencing intent data in your cold call like so: “I’ve been seeing X trend in your industry. Intent data. What NOT to say in a cold call. Why 5 minutes?

Cold Calling 241

Cold Calling Intent Data Prospecting Intent 241

Hubspot Sales

AUGUST 13, 2018

For example, if you notice your team is trending 35% below quota, you can figure out what’s going on and course-correct. Territory shifts: It takes time for reps to familiarize themselves with a new territory and build their pipeline, so expect your close rate to dip before picking up again (assuming you planned your new territories well).

Sales Forecasts 130

Sales Forecasts Forecasting Hiring Lead Rank 130