The Spiff Blog

APRIL 7, 2022

Gone are the days when commission, bonuses, and incentive pay were accounted for as direct expenses. In today’s blog post we take a look at the four most popular tools organizations use for commission expensing and the functional requirements you should look for when comparing your options. Think about it.

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Commission Software Software Vendor 79

The Spiff Blog

FEBRUARY 24, 2023

In times like these, it’s important to build habits that will allow you to think on your feet and give you the tools to adeptly handle objections on the fly. Competitive Objections Unlike the other objections we’ve covered so far, there is a small upside to a competitive objection. XYZ product quoted us a much lower price.” “XYZ

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Objections Hiring Face-to-face Buyer Persona 80

Janek Performance Group

MARCH 12, 2024

Many sales professionals often don’t receive the crucial tools needed for success right away. or “How would you respond to a customer stating that they’ve used the same vendor for more than five years and are not looking for a new solution?” Ask questions like, “How would you handle a customer’s price objections?”

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Hiring Sales Talent Compensation Lead Rank 62

The ROI Guy

JUNE 29, 2015

There are several reasons why prospects are demanding higher discounts and making it harder for you to achieve your goals: Buyers are more empowered, with on-line / social resources readily available to research your competition and obtain competitive pricing. So how bad has it become?

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Discount Lead Rank Proposal ROI 83

Hubspot Sales

APRIL 24, 2019

Will additional bonuses or incentives be a part of the compensation plan? The salesperson must agree to use documentation and tools that are approved by the company to keep track of their sales activities. commission, performance incentives, bonuses). Door-to-Door Sales Workers, News and Street Vendors, and Related Workers.

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Commission Salary Compensation Territories 129

OpenSymmetry

NOVEMBER 3, 2016

This aggressive pricing strategy was scrutinized before Congress, with news constantly unfolding about profit margins and anti-competitive practices. Mylan’s Executive Compensation Structure – The Incentive Plan that Started It All. The principle demonstrated in this high profile case is that incentives undoubtedly drive behavior.

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Incentives Incentive Compensation Salary 40

Emissary

SEPTEMBER 30, 2022

After a three-year hiatus, Dreamforce came back with dozens of venues, hundreds of vendors, thousands of sessions, and millions of steps. Tools still don’t sell (at least not yet.). Dreamforce is a bonanza of RevOps tools with hundreds on the Expo floor. Sales enablement tools most certainly help. Now is the time!

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Sales Enablement Scale Hiring Buyer 52

Cincom Smart Selling

DECEMBER 8, 2016

In addition to features, it’s important to choose a tool with an appropriate learning curve. Some competitive groups may even be wary of tools that require them to share their contacts. As an IT manager, you need to explain why you are proposing the new tool, whether that be a CRM, a gamification platform, or a new VoIP system.

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Sales Technology Software Software Proposal 61

Allbound

OCTOBER 17, 2018

This prevents back-and-forth emails between the partner and vendor, which tightens the sale timeline and ultimately improves and streamlines the customer experience. With a PRM, vendors can deliver content to the platform the moment it’s ready and partners can retrieve it immediately. The best thing about a PRM solution?

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Top of Funnel Vendor Case Study Channels 48

SBI

OCTOBER 16, 2012

How Big Data Gives Your Team a Competitive Advantage. Every day they face savvy procurement teams whose power is growing, competition that will do anything to win business, and an economy in which uncertainty has become the new norm. How Big Data Gives Your Team a Competitive Advantage. Chris Jones, Chief Sales Officer, PROS.

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Conference Social Selling Data Marketing 131

The ROI Guy

FEBRUARY 8, 2017

To attract and enable partners, tech firms are investing more towards channel Incentives, now one of the largest marketing expenditures, with the typical technology provider allocating 3% to 5% of revenue to indirect channel incentives (Accenture). The obvious, is that your partners aren’t dedicated just to you.

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Channels ROI Sales Goal Microsoft 53

SBI

JUNE 25, 2013

SPIFs (Sales Performance Incentive Funds) are commonly used to incentivize salespeople to sell more of a particular product in a given period of time. After-all, incentive-based compensation (commissions) is just a form of Gamification. Nancy Nardin is the foremost expert increasing sales productivity through the use of tools.

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Hiring InsideSales Incentives Incentive 122

SBI

AUGUST 21, 2012

One enticing benefit (or incentive) of the sales profession is the freedom and independence it offers. Studies now reveal startling findings: that”buyers conduct75% of their research before talking to a vendor” and that “the majority of buyers claim theywere the ones who found the vendor, not the other way around.”

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Vendor Quota Account Incentives 108

Your Sales Management Guru

AUGUST 10, 2016

After working in a VAR partner organization for 8 years as a Sales Manager, leading an entire channel focused company for 8 years as a VP of Sales and spending the last 19 years consulting with vendors, distributors and VARs, dealers, resellers, partners all focused on channel based strategies, I believe I can say: I have seen it all.

Channels 40

Channels Lead Rank Lead Scoring Strategy 40

Sales Evangelist

JANUARY 9, 2020

The company’s biggest vision is to improve sales and completely transform the industry by using digital tools. As new technologies have become available, salespeople now adapt to a variety of tools and have become savvier. The next generation helps with the interaction and is referred to as customer-facing tools.

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Ideal Customer Profile Face-to-face Customer Sales Qualified Lead 90

Sales Hacker

SEPTEMBER 24, 2022

Action: The prospect takes action — either purchasing your product, postponing their decision, or opting out and going with another vendor. You may also use analytics tools like SEMrush Market Explorer, Sprout Social, or People Pattern to better understand your audience. Offer free samples, member-only discounts, and other incentives.

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Paid Content Top of Funnel Funnel Ideal Customer Profile 120

Your Sales Management Guru

MAY 23, 2016

In many cases I have seen great sales contest ideas poorly executed, it is critical you think through what your objectives are and what you want the results to be and then CLEARLY write down the objectives, rules and incentives. Competition Considerations. If it isn’t fun, it isn’t selling”. A Contest Sampler. Set the ground rules.

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Lead Rank Lead Scoring Face-to-face Incentives 52

Cincom Smart Selling

MAY 3, 2024

For example, a sales rep using Eloquence could instantly produce a detailed quote by having the automation tool pull the prospect’s information from the CRM system, the latest pricing data from an ERP or e-commerce platform, and discounts from a pricing database into a quote template. Related: Why Is Customer Communication Important?

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Tools Scale Policies Enterprise 48

Sales Hacker

JUNE 29, 2020

Depending on your sales model, connection could mean organically attracting a prospect to your website, or reaching out to them with an email or automated chat message on your website with a tool like Intercom. You’ll also want to do some research and make sure your pricing and positioning are competitive. Customer fit. Rep motivation.

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Lead Rank Strategy Scale Lead Scoring 80

Seismic - Sales Effectiveness

OCTOBER 3, 2018

In the search for increased sales, profitability, and market differentiation, vendors are scrambling to become solution-oriented. Many sellers operate in very competitive spaces, so blending in is a very big risk. Give your team incentive to work hard for you again and again. Take Your Client into the Blue Ocean. Be Grateful.

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Call-back Vendor Collateral Face-to-face 40

Sales and Marketing Management

MAY 17, 2020

While government and business leaders around the globe debate when and how the economy will turn back on, waiting until for the proverbial green light will be too late and your organization will immediately be at a competitive disadvantage. Success can only be achieved if brands, partners and vendors are aligned in a post-coronavirus world.

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Engineering Revenue Incentives Incentive 207

Sales Hacker

NOVEMBER 16, 2021

With this in mind, it’s important to identify the best tools to automate lead generation and why your team should invest in them. Automated lead generation is about using tools which are powered by AI and machine learning to create lead generation systems across all your inbound and outbound channels. PPC marketing tools.

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Paid Content Lead Generation Lead Rank Lead Scoring 111

Hubspot Sales

JUNE 5, 2019

Even if you hire the most focused people, invest in tools that boost their efficiency, and remove all distractions, there’s a limited number of selling hours in the day. Although training a partner requires more time and resources, it also gives them an additional incentive to work with you. Your salespeople only have so much time.

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Channels Lead Rank Hiring Lead Scoring 101

LeadFuze

DECEMBER 31, 2021

In order for companies to succeed in highly competitive environments, their sales force should be staffed by people who truly know how businesses work and how enterprises behave depending on different scenarios. Determine whether the vendor can provide a custom solution that is financially feasible and sustainable.

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Hiring How To B2B Banking 52

SBI

OCTOBER 31, 2010

Instead of inviting vendors to come onstage to pitch their products, we invited their customers to talk about their problems and share how they’ve adopted Sales 2.0 solutions for lead management, proposal and quote management, sales enablement, marketing management, analytics and incentive compensation management. That’s where 2.0

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Conference Lead Rank InsideView Social Media 85

Product Management University

MARCH 3, 2020

The one thing salespeople hate (other than losing) is situations where they’re unprepared to react to a competitive missile that comes out of nowhere. Situational competitive battle cards reduce the odds of that happening by helping salespeople keep the discussion focused on business outcomes versus products. Related Articles.

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Competition Comparison Discount Analysis 72

Cience

NOVEMBER 6, 2019

Online tools are a complement to, not a substitute for, in-person dealer visits, and car buyers are very discriminating in their use of these tools. In many industries, in fact, competitive strategy now involves rivalry between competing channel systems, not only between individual firms.

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Channels Marketing Retail How To 42

LeadFuze

JANUARY 1, 2022

In order to stand out from the competition, it is important that you focus on a specific target market. What is your competitive advantage? How can you differentiate your product or service from the competition? It needs the incentive of bonuses as well. What is your company’s image? 5) Field salesforce.

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Strategy Lead Rank Outsourcing Services Marketing 52

Green Lead's B2B

AUGUST 18, 2010

Appointment Setting is a part of demand generation that is done through vendors that specialize in the task, or by inside sales teams that add it to their roster of tasks. Incent Them Strategically - If you want to get the most out of your appointment setting team, you’ve got to incent them to achieve the right goals.

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B2B Jigsaw Incentives Incentive 33

Sales Hacker

OCTOBER 30, 2018

As a member of the National Speakers Association, she regularly speaks at sales and incentive meetings, sales conferences, and association meetings. During her training sessions, she shares both the science and working tools that you can use immediately to enhance performance both for yourself and your team members.

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Top of Funnel Hiring Scale Lead Rank 111

LeadFuze

DECEMBER 31, 2021

I was trying to sell my product, but then I added a little extra incentive by saying that Jim is a friend of mine. However, there are tools like LinkedIn and Twitter that you can use to your advantage. They can do research and find out what prices are competitive in their market. Not everyone has a Jim in their life.

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Prospecting Hiring Social Media Ideal Customer Profile 52

Hyper-Connected Selling

DECEMBER 12, 2017

Now the buyer is controlling the sales process, not the sellers and vendors of the world. Marketing can use that information to fuel insights and generate content that both answers the questions your target audience is looking for and support the sales team in a competitive way.” Do the Dishes Together. Develop a Common Language.

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Marketing Ideal Customer Profile Lead Rank Lead Scoring 53

The Spiff Blog

SEPTEMBER 14, 2023

An AI-powered tool that can automate plan creation based on simple inputs transforms an arduous and time-consuming activity into a hyper-efficient process– leaving compensation managers with more time to be strategic. On the surface, AI may seem like an inherently unbiased tool. Take commission plan creation, for example.

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Commission Account Compensation Face-to-face 84

LeadFuze

SEPTEMBER 30, 2021

The BANT framework is a tool that assists reps in determining the client’s position and hence assists the rep in understanding what they have to do to complete the sale, but it does not assist the rep in determining what the customer wants. Incentives increase engagement, enthusiasm, and reinforcement when a sales process is followed.

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Sales Methodology Ideal Customer Profile Sales Qualified Lead Lead Rank 52

Distribution Pricing Journal

NOVEMBER 30, 2023

SPAs are a common vendor program that provide a special framework for offering exclusive pricing and incentives to strategic customers. They might help mitigate unexpected market changes like increased competition, rising costs or changes in customer demand. Sometimes you need some extra help closing strategic customers.

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Margin Distribution Discount Vendor 52

Allego

MARCH 16, 2023

The economy is unstable, competition is intense, buyers are extremely cautious, and your industry is constantly changing. Rethink Compensation and Incentives: Tie incentives to outcomes that individuals can influence directly. And in striving to be ahead of their competition, companies bought them.

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Strategy Ideal Customer Profile Hiring Remedy 62

LeadFuze

MAY 17, 2021

Who are you selling to, C-level prospects, vendor managers, or small, one-man shops? This plan can either create a very competitive and productive sales team or one that can suffer from disharmony due to reps not pulling their own weight. The costs associated with sales incentive program administration. The delivery cycle?

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Compensation Hiring Incentives Incentive 52