Gong.io

MARCH 30, 2022

Building software for enterprise customers is never easy. . As a software vendor, your enterprise customers usually represent an important segment—often a strategic one. Gong recently won the #1 spot on G2’s enterprise software list for 2021 (across all software categories).

Enterprise 62

Enterprise Enterprise Strategy Vendor 62

The Spiff Blog

JUNE 16, 2022

At the same time, alternative means of representing and distributing information— like data visualization— is often reserved for analysts or decision makers, not the reps themselves. Data visualization tips to improve incentive programs immediately. This is a huge missed opportunity. Let’s dive in! About Spiff.

Data 80

Data Commission Compensation Incentive 80

Crunchbase

MAY 19, 2023

Using Crunchbase’s contact data and engagement suite , you can access a list of contacts at the companies included in Crunchbase’s database and easily identify the decision-makers most relevant to you by filtering for job title, level, department, name and more. Luckily, sales automation software can help.

Ideal Customer Profile 59

Ideal Customer Profile Prospecting Lead Rank Lead Scoring 59

Highspot

OCTOBER 16, 2024

Many organizations leverage sales enablement software to gain valuable insights into how the team is using resources, engaging with prospects, and closing deals. Do you offer incentives for outstanding performance? You should also be transparent with sales targets and offer meaningful incentive compensation plans for meeting quotas.

Closing 52

Closing Strategy Lead Rank Quota 52

Hubspot Sales

JULY 30, 2024

Limit the timeframe within which your customer must act on your offer or use scarcity as an incentive for the prospect to act. If you’re looking for broader sales software, HubSpot Sales Hub is a great option. You can leverage the first offer acceptance into more yeses down the road. Create a sense of urgency.

Closing 103

Closing Quota How To Hubspot 103

Janek Performance Group

APRIL 24, 2024

Proposal software provider Qwilr shows the benefit of effective coaching. Sales professionals may defer critical decisions to higher-ups or become paralyzed by indecision. As sellers seek to engage decision makers early, buyers feel empowered by strong, confident sellers. It can also reduce customer trust in your team.

B2B 62

B2B How To Exercises Coaching 62

Zoominfo

JULY 25, 2023

Today, as much as 80% of B2B decision-makers prefer remote or even fully self-serve sales interactions. This gated content serves as a lead magnet — a valuable asset that creates an incentive for leads to share their contact information in order to access it. Tools Large companies need multifaceted email marketing software.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Sales Hacker

DECEMBER 21, 2020

The costs of running a webinar are very low and there are many webinar software tools to choose from. A great B2B lead generation tactic you can use is to offer incentives for social shares. While many will connect this strategy with decision-makers in B2C businesses, there are many opportunities to leverage it for B2B.

Paid Content 109

Paid Content Lead Generation Top of Funnel Lead Rank 109

Chorus.ai

JANUARY 22, 2020

All the best sales advice out there talks about personal motivation , individual incentives, and team-wide competition could lead you to believe that there’s no such thing as a team player when it comes to making a sale. Sales has a reputation for being a very individual sport. This isn’t the case within fields like SaaS.

Decision Maker 65

Decision Maker Sales Qualified Lead Enterprise Enterprise 65

Sales Hacker Training

MARCH 14, 2023

These solutions range from CRM tools to exit-intentlead capture to sales management tools to marketing software and beyond. For example, businesses use sales engagement software to automate and streamline manual sales tasks, while organizing daily sales workflows. Here’s a list of the best lead generation tools on the market today.

Lead Rank 52

Lead Rank Lead Scoring Lead Generation Sales Qualified Lead 52

SBI

APRIL 29, 2014

Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software. Nancy: What’s the most important thing that today’s business decision-makers should look for (or ask, or consider, or solve)? What problem/s are you solving for sales and/or marketing organizations?

Up-Sell 135

Up-Sell Closing Revenue Lead Generation 135

eGrabber

JUNE 4, 2021

Discounts can be offered for a shorter time period, for particular products, customer groups or market segments or as a reward or incentive. Decision-makers and C-suite executives shift jobs every few years. When done right, they do not change the price level totally, but support campaigns.

Email Marketing 74

Email Marketing ROI Marketing Discount 74

Bigtincan

SEPTEMBER 8, 2021

This is, fundamentally, a technology and software question: What software is being used to share content with the sales team? Delivering the right content to the right people, finding the right content when you search, setting permissions so the right people can edit the right content are all dictated by software.

Sales Enablement 111

Sales Enablement Strategy Enterprise Enterprise 111

LeadBoxer

MAY 30, 2021

In B2B sales, you’re likely to deal with several decision-makers within one company. In fact, salespeople engaged in B2B sales will need to work with an average of seven decision-makers. Utilize Marketing Automation Tools: Synchronize your company’s email and scheduling software between sales and marketing.

Lead Rank 82

Lead Rank Marketing Qualified Lead Sales Qualified Lead Lead Scoring 82

PandaDoc

APRIL 20, 2022

The features built into advanced targeting tools like LinkedIn Sales Navigator can help you find contact information for key decision-makers and figure out how best to target them. Go through ROI calculators, champions in the sales process, time-based incentives, confirmation questions, and so much more. Get the eBook.

Outbound 98

Outbound Top of Funnel Strategy Ideal Customer Profile 98

PandaDoc

DECEMBER 21, 2020

Companies following Software as a Service (SaaS) business models can face challenges regarding generating revenue and growth. SaaS businesses provide services across online markets that are saturated with software offering similar services. That report would focus on information that would be relevant for key decision-makers.

Churn 52

Churn Lead Rank Retention Discount 52

InsideSales.com

OCTOBER 23, 2019

Most C-Level Decision Makers Prefer Referrals. Why are so many calls made and emails sent that don’t even attempt to connect with the absolute highest decision-maker ? “I think it’s really unusual, and that’s why we’re really selling more enterprise software than Oracle or SAP.”

Decision Maker 63

Decision Maker Cold Calling How To Gatekeeper 63

The Spiff Blog

SEPTEMBER 14, 2023

For example, it’s easy to brush off an employee who is unhappy about a change to their compensation plan by saying, “Sorry, but the system and the data proved that this is the correct decision for us to make.” Of course, not every decision (AI-influenced or otherwise) is going to make employees happy.

Commission 84

Commission Account Compensation Face-to-face 84

Crunchbase

JULY 27, 2022

Performance and incentive program management. Often, sales ops oversee sales reps’ salaries, bonuses and other incentive programs that impact their current or future earnings. Sales ops will also work with IT in choosing and enhancing the company’s customer relationship management software.

Sales Operations 52

Sales Operations Company Territories Top of Funnel 52

SBI

OCTOBER 1, 2014

Act-On Software. Transform your marketing & sales results with marketing automation, territory optimization, mobile learning, sales enablement, configure price quote and incentive compensation management, all in one suite, all in Salesforce with CallidusCloud. Seismic Software ToolSkool. ActonSoftware. CallidusCloud.

Vendor 139

Vendor Twitter InsideView InsideSales 139

SugarCRM

JUNE 6, 2023

Most companies struggle with the lack of real-time customer data that can be leveraged by sales teams and decision-makers within enterprises. How valuable this partnership is closely related to how well-aligned the enterprises are, the level of commitment, the incentives, the level of awareness, and the performance of both parties.

Enterprise 26

Enterprise Enterprise CRM Territories 26

Sales Hacker

MAY 3, 2021

The matrixed, collaborative nature of work means that the group of decision-makers and even evaluators of a potential piece of technology or service can grow rapidly. One of the biggest challenges buyers have with selecting software or services is that there is usually never a perfect fit. Everyone’s a buyer or influencer.

Ideal Customer Profile 80

Ideal Customer Profile Top of Funnel Customer Vendor 80

SBI

MARCH 18, 2015

Aviso provides the leading predictive insights software designed to help sales teams optimize their performance and exceed their revenue goals. Nancy: What’s the most important thing that today’s business decision-makers should look for (or ask, or consider, or solve)? Rao, CEO of Aviso. Nancy: What does Aviso do?

Up-Sell 50

Up-Sell Revenue Sales Forecasts Forecasting 50

Sales Hacker

APRIL 21, 2022

Enterprise buyers typically have a certain window of opportunity every year to buy a new piece of software. These enterprise features are usually the incentive for the company to purchase the bigger package. Now with product-led growth, the buying decisions are more decentralized. I’m not kidding. Examples include: SSO and SCIM.

Ideal Customer Profile 86

Ideal Customer Profile Marketing Account Based Marketing Enterprise 86

Troops

APRIL 18, 2018

Software to visualize stages. Evaluation – A vendor trials or evaluates your software against competitors. Use software like Troops.ai Rethink incentives. If you change your incentive structure will it help them focus on something more important? The importance of defining sales pipeline stages.

Pipeline 48

Pipeline Maximizer Conversion Top of Funnel 48

The Spiff Blog

FEBRUARY 24, 2023

If you sell software to small businesses, you can anticipate and prepare for objections related to product complexity and pricing. To be clear, you feel like our software would take too long to deploy, is that accurate?” My manager wants to widen our pool of potential vendors before we make a final decision.”

Objections 80

Objections Hiring Face-to-face Buyer Persona 80

Nudge.ai

DECEMBER 8, 2017

Going into the New Year as a B2B sales professional, you’ll likely have some software subscriptions coming up for renewal, so we wanted to prepare you for those decisions. Base: Next-generation CRM software for leading B2B sales teams. Datanyze: B2B Sales Intelligence & Lead Generation Software. Enjoy the list!

Lead Rank 51

Lead Rank Lead Scoring Sales Tools B2B 51

Chorus.ai

JANUARY 29, 2020

New approaches and tools emerge frequently, from time-tracking software to new CRMs, and your team must be up-to-date. Imagine what product features will appeal to different decision-makers. One of sales training’s primary uses is to show your reps how they can best use their time, resources, and attributes.

Training 62

Training Decision Maker Sales Cycle Objections 62

SBI

APRIL 28, 2014

Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software. Nancy: What’s the most important thing that today’s business decision-makers should look for (or ask, or consider, or solve)? What problem/s are you solving for sales and/or marketing organizations?

Up-Sell 54

Up-Sell Closing Revenue Lead Generation 54

SBI

APRIL 29, 2014

Leslie: CallidusCloud provides organizations with the leading sales and marketing effectiveness cloud software. Nancy: What’s the most important thing that today’s business decision-makers should look for (or ask, or consider, or solve)? What problem/s are you solving for sales and/or marketing organizations?

Up-Sell 50

Up-Sell Closing Revenue Lead Generation 50

Chili Piper

NOVEMBER 21, 2018

The study which measured the correlation between lead response time and likelihood to connect with a key decision maker (i.e. Lastly, there is an incentive for sales reps to take their time. Software Advice, Technology Advice), where they may not already be familiar with your brand and will have competitors calling them as well.

Lead Rank 80

Lead Rank Lead Scoring B2B Leads 80

Nutshell

AUGUST 28, 2023

Presenting Whether you’re doing an on-site demonstration for a potential client or using video conferencing to present a software solution, presenting is your sales team’s opportunity to lay out a compelling, personalized case for how your product or service will fulfill the prospect’s immediate needs.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Cience

NOVEMBER 6, 2019

Companies that sell software-as-a-service (SaaS) are a good example. Consider a SaaS service like collaboration software or file sharing. The same software sold to SMB accounts on a straightforward ROI basis must be integrated into the Enterprise customer’s go-to-market model. Sales tasks also differ within the same category.

Channels 42

Channels Marketing Retail How To 42

The Spiff Blog

JUNE 8, 2023

Consider these statistics: 9 out of 10 B2B buyers say that online content has a moderate to major effect on their purchasing decisions ( source ). 80% of business decision-makers prefer to get information from articles rather than an advertisement ( source ).

Prospecting 72

Prospecting Top of Funnel Follow-up Face-to-face 72

Chorus.ai

MARCH 5, 2021

Setting clear goals for your sales strategy is just as important, helping establish company-wide performance expectations and giving your salespeople the incentives they need to excel. However, the profile of your team breaks down, get together with each of your reps individually , and customize incentives within your sales strategy.

Top of Funnel 113

Top of Funnel Webinar Metrics Buyer Persona Strategy 113

The Spiff Blog

SEPTEMBER 26, 2023

Have you engaged all decision makers early on in the process? Decision Criteria : What criteria do they use to evaluate vendors and products before making a purchasing decision? Decision Process : What does their purchasing process look like? What specific metrics and KPIs are most relevant to them?

Sales Qualified Lead 83

Sales Qualified Lead Lead Qualification Sales Cycle Scale 83

The Spiff Blog

MARCH 10, 2022

At Spiff, transparency is baked into everything we do, from the software we build, to the way our team operates. In the process, fit has become a catchall used to justify hiring people who are similar to decision makers and rejecting people who are not,” says Lauren A. About Spiff.

Hiring 55

Hiring Promotion Demographics Lead Rank 55