The Spiff Blog

OCTOBER 19, 2023

Believe it or not, the new year is right around the corner– and that means it’s time to plan your sales compensation strategy for 2024. But, in this era of constantly shifting market conditions, it can be difficult to know what changes will best set your sales organization on the path towards success. in 2020 to 52.9%

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Compensation Incentive Incentives Commission 83

Sales Hacker

JANUARY 30, 2024

Only one month into 2024, we’re already seeing a significant shift in the marketing metrics world. As we step into this new era, we re-evaluate what truly matters in the marketing landscape. Kevin White (Head of Marketing) of Common Room explains why replacing MQL with pipeline is the way to go.

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Lead Rank Marketing Qualified Lead Pipeline Top of Funnel 119

Lead411

JANUARY 16, 2025

Example Use: A marketing agency uses Chorus.ai read more 5 Ways Customer Service can Shape Your Ideal Customer Profile (ICP) by Jeremy Unruh | Dec 13, 2024 Understanding your Ideal Customer Profile (ICP) is crucial to targeting the right prospects and ensuring long-term business success. Pricing: Starts at $1,200 per user per year.

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Ideal Customer Profile Sales Tools Tools Intent Signal 52

The Spiff Blog

NOVEMBER 17, 2023

As an incentive compensation manager, you hold a critical role that keeps your organization running. What does an incentive compensation manager do? First, let’s cover the primary responsibilities of an incentive compensation manager. Recommended reading: A Foolproof Framework for Better Incentive Communication 2.

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Incentive Incentives Compensation Commission 81

The Sales Collective

MAY 13, 2025

In 2024, US employee engagement dropped to its lowest level in a decade, with just 31% of workers considered engaged. To reverse the slide, organizations will need to invest in tools and incentives and in trust, connection, and clear direction. Engagement levels are falling short. Only a few leaders rated engagement as high.

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Lead Scoring Lead Rank Survey Retention 104

The Spiff Blog

JANUARY 9, 2024

If you’re responsible for reaching demanding sales targets, you must be more dynamic and strategic in 2024. If you’re strapped for budget and can’t rely on new hires to hit your goals, here are some tried and true ways you can set sellers up for success in 2024. Let’s get into it! Streamline the ramp-up process.

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Banking Hiring Churn Compensation 84

Lead411

JANUARY 23, 2025

read more 10 Tips for Closing B2B Deals Before Year-End: Last-Minute Strategies and Incentives by Jeremy Unruh | Dec 19, 2024 Tips for Closing B2B Deals Before Year-End: Last-Minute Strategies and Incentives As the year winds down, sales teams often face the challenge of closing deals before the clock strikes midnight on December 31.

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Lead Generation Ideal Customer Profile Lead Scoring Lead Rank 52

Sales Hacker

JANUARY 5, 2024

2024, we’re officially here. More for your eyeballs: David Sacks published a great piece about the dark side of sales , outlining sales incentive problems and elements of the sales compliance regime. On the strategic side, 2024 predictions have been flowing for the past two weeks. Happy New Year! That’s it, that’s all.

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Scale Intent Signal Ideal Customer Profile Intent 123

Zoominfo

MARCH 5, 2024

A new ZoomInfo survey of more than 1,000 go-to-market professionals shows frontline workers have eagerly adopted common tools such as ChatGPT or AI-powered CRMs, helping users achieve a 47% boost in productivity and saving GTM professionals an average of 12 hours per week. The goal of this report is to bridge that gap.

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Marketing Survey Government Lead Rank 130

Hubspot Sales

APRIL 23, 2025

In return, his company provided the market access his partner lacked. They partnered to produce BMW vehicles in China, helping BMW expand in a highly regulated market while Brilliance gained access to BMWs engineering expertise. A strong JV can help businesses: Break into new markets without starting from scratch. The result?

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Scale Automotive Microsoft Government 81

The Spiff Blog

DECEMBER 14, 2023

Speak with your customer marketing or success teams and make sure you’re aware of both positive reviews that can help the deal, and negative reviews that might raise concerns you’ll need to address. The post 6 Tips for Selling to the CFO in 2024 appeared first on Spiff.

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Decision Maker Sales Forecasts Forecasting Compensation 75

Sales Hacker

FEBRUARY 15, 2024

Your sales team doesn’t have time for efficiency blockers in a competitive, fast-paced market. Data Impacts Deliverability If your team has invested time in a stellar marketing campaign, it can be disheartening for those messages to get flagged as spam or end up in dormant and nonexistent inboxes. An updated spam rate threshold.

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Ideal Customer Profile Prospecting Lead Rank Lead Scoring 119

Sales Hacker

SEPTEMBER 13, 2024

GTMnow is the media brand of GTMfund – sharing go-to-market advice from the top 1% of revenue operators including the 350 executives behind the fund, news, and our viewpoints from working with hundreds of portfolio companies. Brought to you by Apollo. Programming the retention of key people The mission: find and retain your key people.

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Hiring Scale Lead Scoring Lead Rank 116

Janek Performance Group

JULY 10, 2025

According to a 2024 report, over 80% of sales teams have adopted AI. The fact that AI does not replace sales reps but helps them become more strategic and efficient is itself an incentive that contributes to the high adoption rates. The Rise of AI in Sales — Why Now? Artificial intelligence has become an unstoppable force in sales.

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Tools Scale Top of Funnel Hiring 62

PandaDoc

JANUARY 29, 2024

Hopefully, the start of the new year has you super jazzed about what your sales organization will achieve in 2024. Now, let’s talk incentives. Incentives, or spiffs, can really boost motivation. But here’s the key – structure your incentives to make your goals more realistic and achievable.

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Closing Proposal Incentive Incentives 52

Pipeliner

FEBRUARY 29, 2024

If you’ve made qualifying purchases, take advantage of the incentives and help your profitability even more. The post Top Tax Deductions and Credits for 2024: Increase Your Profits appeared first on SalesPOP! Energy-Efficient Improvements and Tax Credits There are many benefits to using renewable energy.

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Insurance Insurance Energy Small Business 52

Highspot

MAY 15, 2025

Key takeaways Partner enablement extends your sales force with skilled external teams who can represent your brand, reach new markets, and close deals with the same confidence and consistency as your internal reps. Enabled partners can tap into niche markets your internal team might not reach.

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Webinar Metrics Strategy Ideal Customer Profile How To 52

Lead411

DECEMBER 2, 2023

A warm lead is someone that’s been engaging with your business through the online store, social media, and other marketing channels. 4: Offer incentives To nurture your leads even further, offer an incentive. Author bio: Alina Tytarenko is part of the marketing team at SE Ranking and has worked in the SEO sphere for four years.

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Lead Rank Lead Scoring Leads Marketing Qualified Lead 52

SalesFuel

MARCH 4, 2024

According to a report by 5WPR , more consumers are ready to spend more on electronics/technology, health and wellness, travel and experiences, dining out, beauty, and personal care in 2024 compared to 2023. And your client should utilize digital marketing content to help drive sales for their own brand.

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Ideal Customer Profile Marketing Hiring Consumer 59

Nutshell

SEPTEMBER 28, 2020

Advertising, blogging, and content are just the beginning of the marketing ABC’s. In this guide, we’ll cover every marketing tactic your business should be using, from general to specific, from old-school to cutting-edge. If we’ve left out any of your go-to marketing moves, shoot us a tweet @nutshell. Focus groups.

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Paid Content Marketing Strategy Lead Scoring 71

Hubspot Sales

JULY 22, 2024

According to HubSpot's 2024 State of Sales Report , 33% of sales professionals say that customer referrals are the best source for hig- quality leads — the highest percentage of any source. The discount also provides an added incentive to try the sender's solution.

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Ideal Customer Profile Proposal Lead Rank Referrals 111

Mindtickle

DECEMBER 6, 2023

For example, close 50% more details by the end of Q2 2024. An example of a goal related to generating sales revenue might be: “Grow monthly recurring revenue by 25% in 2024 by improving cold calling tactics and increasing win rates.” But for some sales goals, you may want to incorporate an additional incentive or reward.

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Sales Goal Cold Calling Churn Incentives 64

Vengreso

JULY 29, 2024

With the help of these partners, businesses can enter new markets better and faster. Plus, working with channel sales partners has other benefits like growing your market. Their involvement allows businesses to focus on other core activities while ensuring efficient market penetration and customer engagement.

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Outsourcing Services Channels Webinar Metrics Strategy 68

Hubspot Sales

SEPTEMBER 17, 2024

In addition to my own anecdotal experience, HubSpot’s 2024 Sales Trends Report found that sales pros who use sales enablement content in their role are 58% more likely to be performing over goal this year than those who don’t use it. It’s also important to align departments around the enablement goals.

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Ideal Customer Profile Sales Enablement B2B Top of Funnel 59

Distribution Pricing Journal

DECEMBER 28, 2023

It’s been a year of dynamic shifts, evolving markets, and new challenges in the ever-complex world of distribution pricing. Understanding the pricing strategies of competitors can provide invaluable information about the market and how to best position one’s offerings. Can AI help strengthen my team’s analytical abilities?

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Journal Distribution Incentives Incentive 52

Mindtickle

FEBRUARY 27, 2020

*Editor’s Note: In this blog post, guest author and financial Services and Go-To-Market leader, Cory Haynes (click for LinkedIn profile), shares his thoughts on b uilding and growing a financial services team with the “IG Generation.” ” Building the New Millennial Financial Advisor with Sales Readiness.

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Ideal Customer Profile Demographics Margin Banking 59

Janek Performance Group

JUNE 4, 2024

For example, Fluent Support notes 37% of marketers shy away from cross-selling. It can also include package deals, bundles, and incentives, such as a suite of widget-related products/services. Further, HubSpot’s 2024 State of Sales Report is revealing. However, cross-selling and upselling can present challenges.

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B2B Insurance Insurance Case Study 62

Mindtickle

FEBRUARY 27, 2020

*Editor’s Note: In this blog post, guest author and financial Services and Go-To-Market leader, Cory Haynes (click for LinkedIn profile), shares his thoughts on b uilding and growing a financial services team with the “IG Generation.” ” Building the New Millennial Financial Advisor with Sales Readiness.

Ideal Customer Profile 52

Ideal Customer Profile Demographics Margin Banking 52

Pipeline

JANUARY 20, 2025

Hey @kalendarai , you should reconsider spamming people with AI generated marketing emails that contain embarrassing errorsbesides the obvious hallucination, I dont work for @MACcosmetics and never have. Oh pic.twitter.com/ZH5UeSkyP8 Jimmy Grewal (@jimmyg) March 24, 2024 Have you experienced something similar? Is that true?

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How To Follow-up Lead Rank Google 52

Janek Performance Group

MARCH 12, 2024

Every domain will come with a different set of challenges and opportunities, so it is imperative to account for that by carefully reviewing and evaluating the market potential for each territory and devise a customized approach to sales prospecting and lead generation. Get input from different departments: Sales, HR, IT and Marketing.

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Sales Talent Hiring Compensation Lead Rank 62

Understanding the Sales Force

JUNE 20, 2025

Demand Generation and Forecasting ( “improve demand forecasting 2025,” “pipeline management” ): Leaders want better pipelines and analytics to tackle demand volatility, which swung from 52% in Q1 to 29% in Q2 2024. Compensation and Incentives : Boost motivation with clear goals and appropriate compensation and incentives.

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Revenue Scale Forecasting Incentives 156

Zoominfo

APRIL 21, 2025

The trend is especially pronounced in tech and SaaS: according to a 2024 Compensation Trends Report by QuotaPath, 91% of sales teams failed to hit quota expectations last year. Misaligned Incentives Quota design matters. For example: Down-market sellers might enter accelerators earlier but at lower rates.

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Quota Lead Rank Compensation Territories 130

Hubspot Sales

APRIL 9, 2025

Some started as lawyers, others as marketers or financial experts, but at some point, they found themselves making high-level decisions, driving business growth, and taking on more responsibility than ever before. CEOs typically get a salary plus performance incentives like bonuses and stock options, all decided by the board.

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Scale Lead Rank Salary Lead Scoring 66

Hubspot Sales

MAY 16, 2025

As Sara Stella Lattanzio , Head of Marketing at professional services firm Stryber says, bad networking happens more often than wed like to admit. Our 2024 State of Sales Report highlights how 36% of sales managers say that follow-ups sent to high-quality leads are the most important tracking metric. But at its worst?

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Networking Follow-up LinkedIn Conference 59

Sales Hacker

DECEMBER 6, 2024

GTMnow shares insight around the go-to-market strategies responsible for explosive company growth. Special thanks to Jason Saltzman and Live Data Technologies for sharing access to real-time job change data for over 88 million professionals, revealing critical trends across customer success and go-to-market teams. Why is this?

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Ideal Customer Profile Hiring Customer Lead Rank 107

Hubspot Sales

AUGUST 29, 2024

HubSpot’s 2024 State of Sales Report surveyed over 14,000 sales professionals and discovered that reps spend an average of at least one hour per day on administrative tasks and only one-third of the day actively selling. AI-enhanced lead reporting can help sales leaders and their teams to: Stay ahead of market changes.

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Lead Rank Lead Scoring Top of Funnel Ideal Customer Profile 64

Highspot

DECEMBER 5, 2024

For example, a new prospect might discover your brand through a marketing campaign ad highlighting a problem they face, leading them to a whitepaper that explains your solution. Read more about accelerating sales efficiency with AI in The State of Sales Enablement Report 2024. Did you know?

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Webinar Metrics Strategy Customer Scale 52