The Spiff Blog

JULY 21, 2022

If you’re reading this, it’s likely because you’ve made a regrettable software purchase or gone through a nightmarish buying process at some point in your career. And, unfortunately, your software buying woes may only get worse in the near future. Take commission software , for example. We’ve all been there.

Software 76

Software Software B2B Vendor 76

Nutshell

SEPTEMBER 19, 2024

In the cell phone example, upselling is convincing the customer to buy a phone with 256GB instead of 128GB. Upselling is a great way to increase your customers’ lifetime value, strengthen relationships, and even improve a customer’s experience with your business. Table of Contents What is upselling?

How To 128

How To Top of Funnel Incentives Incentive 128

Xactly

JUNE 7, 2018

Incentive Compensation Management (ICM) solutions help companies manage their sales compensation plans and calculate commission payments. SPM solutions help solve a wide range of issues companies face in sales planning and execution. Remember, the faster an organization can get their SPM solutions up and running, the faster the ROI.).

Compensation 60

Compensation Incentives Incentive Data 60

Hubspot Sales

APRIL 6, 2020

Many webinar hosts ask for information such as company, industry, organization size, and current software tools and systems before an individual can register for the event. Unlike an event that draws a specific crowd, the online space could have your content and message in front of anyone. Host webinars and online workshops.

Trade Show 128

Trade Show Sales Qualified Lead Lead Rank Lead Scoring 128

Hubspot Sales

JANUARY 19, 2018

Once the prospect has invested time in creating a deal plan, they have more incentive to move forward so their work doesn’t go to waste. In HubSpot’s case, I check for previous purchases of enterprise software. I’m a big believer in preparation, so whenever I can, I create a deal plan with my prospect. When to Create a Deal Plan.

Closing 145

Closing Tools Sales Cycle Churn 145

Hubspot Sales

APRIL 4, 2023

What obstacles did you face? For example, if the role requires you to work independently, prepare some examples of when you mastered a project solo. For example, I recently worked with a software company to [Achievement 1] and [Achievement 2]. However, solving cases is only half the battle. Don't be vague here.

Face-to-face 116

Face-to-face Lead Rank Lead Scoring Positioning 116

Hubspot Sales

APRIL 6, 2020

Many webinar hosts ask for information such as company, industry, organization size, and current software tools and systems before an individual can register for the event. Unlike an event that draws a specific crowd, the online space could have your content and message in front of anyone. Host webinars and online workshops.

Trade Show 122

Trade Show Sales Qualified Lead Lead Rank Lead Scoring 122

Crunchbase

NOVEMBER 9, 2021

While every company defines leads a bit differently, a few examples of leads include: People on your email list(s); New connections on LinkedIn; People who engage with you on social media (likes, comments, shares); People who’ve engaged with your website (blog posts, views/clicks on key conversion pages, etc.); But, let’s be honest.

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Sales Qualified Lead Lead Rank Lead Scoring Prospecting 111

Partners in Excellence

MARCH 23, 2020

Like our customers, each of us and our people are facing things we may have never experienced before. Set a great personal example for yourself. Face to face meetings with each other, with customers not only put them at risk and put others at risk. We have no clear answers and are figuring them out on the fly.

Face-to-face 121

Face-to-face Travel Trade Show Hiring 121

Apptivo

APRIL 8, 2022

Lead generation is important for businesses today, as it can result in sales and increase the revenue of your business. To be precise, it is the process of attracting the visitors and converting them into potential customers. Acquiring leads is one of the important objectives for any business. These prospects are referred to as ‘good leads.’

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Paid Content Lead Generation Lead Rank Lead Scoring 98

Hubspot Sales

JANUARY 26, 2022

While you’d think that drumming up business and converting clients is one of the biggest challenges they face, there’s a task that’s even more daunting… pricing your products and services. For others — specifically, those that offer services or non-physical products like software — pricing may be a bit more challenging. Amazon Prime.

Scale 97

Scale Buyer Persona Licensing Face-to-face 97

Xactly

JUNE 27, 2018

Those who work to create a plan for their company must develop a compensation process and incentive plan that will motivate the right sales behaviors to achieve goals, all while driving growth. What are the biggest challenges you face in your role today? Sales compensation plan can be a complex process.

Compensation 52

Compensation Incentives Incentive Pharmaceuticals 52

Pipeliner

MAY 9, 2023

By providing examples of quality work, sales reps can better understand what it takes to succeed. By providing examples of quality work, sales reps can better understand what it takes to succeed. In business, a successful sales team can make all the difference. One way to succeed is to show sales reps what good work is like.

Hiring 98

Hiring Strategy Social Media Incentives 98

Zoominfo

MARCH 21, 2022

Public-facing roles, in particular, saw heavy losses. The apparel retail sector, for example, suffered employee attrition rates of almost 20%, along with fast-food and specialty retail (11%), casual restaurants (10%), and general and grocery retail (9%). This has reconfigured a strongly candidate-driven recruitment landscape.

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Quota Hiring Face-to-face Advertising 100

The Spiff Blog

OCTOBER 19, 2023

Considering the volatility that most companies faced throughout 2023, you’re probably pondering a lot of significant changes to the way you design, execute, and manage your sales comp programs over the course of the next year. Don’t worry, we’re here to help! 2023 saw an extended slowdown in new business revenue for many SaaS organizations.

Compensation 83

Compensation Incentives Incentive Commission 83

Nutshell

APRIL 28, 2020

If you live in a small apartment, for example, you may not have extra space to set up a separate workstation. Last year, remote work was a growing trend. In 2020, it’s the new normal. We’ll show you how to create the perfect work environment, build an outreach strategy, host a virtual product demo, and more. That’s OK!

Skype 121

Skype Webinar Metrics How To Call-back 121

Xactly

OCTOBER 29, 2018

The first hurdle organizations face in using data effectively is measuring the right things. For example, if you notice that rep performance tends to drop off after they meet quota, you may need to examine if your incentives are truly motivating reps to meet and exceed their targets.

Data 85

Data Top of Funnel Territories Compensation 85

Sales Hacker

DECEMBER 14, 2018

For example, in the reference above, Apple doesn’t technically discount their technology on Cyber Monday. This is an example of a nice incentive to shop that is attractive to a buyer and provides a little extra perk. This is an example of a nice incentive to shop that is attractive to a buyer and provides a little extra perk.

Discount 72

Discount Software Software Vendor 72

Hubspot Sales

FEBRUARY 22, 2018

Here are some examples: Benefit: If you’re selling corporate cleaning services, your benefit-centered primary message might be, “ So clean, you’ll never send a ‘Tidy your workspace’ email again. ”. Pain Point: If you’re selling HR recruiting software, a pain point-centered primary message might be, “ Are you spending too much time hiring?

Direct Mail 111

Direct Mail Hiring Sales Qualified Lead Education 111

Nutshell

JULY 30, 2021

Getting a prospect to take a small step—download an ebook, for example—will encourage them to take bigger steps. Would you, for instance, rather buy a piece of software that everyone on LinkedIn raves about or some generic tool you found online? This approach may yield the occasional win. The art of persuasion.

Social Media 118

Social Media Email Marketing Infusion Consumer 118

Highspot

OCTOBER 16, 2024

You’ll also find examples of exemplary sales performance and practical tips to help you achieve great results. Many organizations leverage sales enablement software to gain valuable insights into how the team is using resources, engaging with prospects, and closing deals. It’s a common issue in sales.

Closing 92

Closing Strategy Lead Rank Quota 92

Xactly

JUNE 27, 2018

Those who work to create a plan for their company must develop a compensation process and incentive plan that will motivate the right sales behaviors to achieve goals, all while driving growth. What are the biggest challenges you face in your role today? Sales compensation plan can be a complex process.

Compensation 45

Compensation Incentives Incentive Pharmaceuticals 45

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. Read on to hear my tactics for ending a sales email.e There are a limited number of times that you can email a client or prospect before it becomes intrusive. Calls-to-action shouldn’t be up to interpretation.

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Closing Quota How To Webinar Metrics 113

Hubspot Sales

JULY 22, 2024

Here, we’ll cover what business emails are, the various types of business emails you should be sending, how to write business emails, and some examples and templates you can leverage as reference points. Okay, maybe I'm not always saying that — nor have I ever actually said it word-for-word out loud — but it's still an important sentiment.

Ideal Customer Profile 111

Ideal Customer Profile Proposal Lead Rank Referrals 111

Allbound

DECEMBER 18, 2019

We’re constantly trying to figure out how to incentive partners to get results, whether it’s SPIFF’s or other marketing initiatives.”. While a Google search will provide plenty of “best practices” for channel management, we wanted to take a deeper dive. We spoke with three channel leaders from different industries.

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Channels Face-to-face Intent Data Intent 83

OpenSymmetry

JANUARY 4, 2018

In this fourth post, we discuss how sales compensation administrators can streamline the incentives management process using SPM technology and in doing that transform their role from an administrative function to a business and analytical function. All of this leads to improved operational effectiveness and efficiency. So what else?

Compensation 64

Compensation Commission Incentives Incentive 64

Showpad

MARCH 3, 2020

Ops also works with sales leaders to implement methodologies, training, compensation and employee incentives and much more. But how do they contribute to sales productivity and overall business performance? Sales Enablement versus Sales Operations. We’ll get into unique responsibilities of each later in this article.

Sales Operations 100

Sales Operations Sales Enablement Hiring Compensation 100

Sales Hacker

DECEMBER 21, 2017

Through strategically implemented training, software tools and engagement techniques, sales ops leaders enable sales reps to focus more on selling in order to drive business results. . Formulation of Incentives Program. Selection of Enablement Software and other Technology Tools. Evaluation of Sales Team Training Needs.

Sales Operations 96

Sales Operations Top of Funnel Hiring Scale 96

PandaDoc

MAY 15, 2024

The right lead nurturing software, platforms, and tools can make the job easier and more effective. So, it’s clear that nurturing your leads and prospects is a great way to improve your sales and build lasting customer loyalty. But to do it properly, a lead nurturing campaign takes some solid strategizing and tactics. What is lead nurturing?

Lead Nurturing 52

Lead Nurturing Sales Qualified Lead Lead Rank Examples 52

Hubspot Sales

JUNE 28, 2019

For example, if all of your reps are able to achieve their goals well in advance of a deadline you provided, you’ll have a benchmark for what should be easily achievable again in the future. We included an example of each type of goal to give you a better understanding of who and what they’re ideal for. Monthly Sales Goal Example.

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Sales Goal Motivation Face-to-face Examples 108

Xactly

DECEMBER 3, 2018

A quota that is 10% too high might translate into no incentive pay at all. Stop Playing Quota Planning Roulette. With Thanksgiving over, we’re in a countdown to the end of the year. If you’re in sales, this also means that you’re probably in the midst of planning season. Part of this includes quota planning. The Price of Poor Quota Planning.

Quota 77

Quota Territories Incentives Incentive 77

Nutshell

JUNE 27, 2024

Customer relationship management (CRM) software is an essential tool for streamlining your sales process and closing more deals with less hassle and guesswork. As a SaaS business owner, you understand the importance of good CRM software, and you’re probably already shopping around for a CRM for your business. HOW DO YOU SELL?

CRM 71

CRM Lead Rank Scale Software 71

Xactly

NOVEMBER 1, 2018

They shared the biggest challenges they’ve faced and advice for ASC 606 implementation. In order to view your data in detail, you need automated sales performance management (SPM) software. On Oct 17, we held a customer roundtable with Xactly Commission Expense Accounting (CEA) customers.

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Commission Account Compensation Revenue 82

The Spiff Blog

OCTOBER 12, 2023

How you pay sales reps depends on the way you design your comp program, what metrics relate to what incentives, and so on— all the details we’ve covered in many past articles about comp plan design. Let’s illustrate this concept with a few examples. What’s the difference between the “how” and the “why” of sales compensation?

Compensation 84

Compensation Commission How To Incentives 84

OpenSymmetry

JANUARY 2, 2018

Finance departments face several challenges when looking at sales performance management. The sales team produces a large body of disparate information which needs to be collected, converted into a suitable format and analysed to build out forecasts and leverage incentive compensation for peak sales performance.

Compensation 56

Compensation Incentives Incentive Commission 56

Nutshell

MARCH 19, 2024

We’ll also explore some of the challenges sales reps face that impact their productivity, detail how to calculate your team’s sales productivity, and discuss the best tools to help you increase it. As the backbone of any business, the sales team needs to be efficient to meet targets and ensure the company remains profitable.

How To 71

How To Sales Qualified Lead CRM Face-to-face 71

The Spiff Blog

JUNE 20, 2023

Examples of hard skills include copywriting, data analysis, project management, and computer programming. For example, say you’ve just released your monthly commission statements to your sales team. As such, they rely on many technical skills gathered through years of experience and education. Keep reading!

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Account Commission Hiring Compensation 90