The Spiff Blog

JUNE 8, 2023

Here’s a scenario that any salesperson can relate to, whether they’re an entry-level sales rep or an expert seller with decades of experience: a prospect demonstrates interest in a product, responds to inquiries with enthusiasm– and then, out of nowhere, they disappear. What’s wrong with “touching base” with cold prospects?

Prospecting 72

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

Pipeliner

MARCH 2, 2020

So get out and network face-to-face, you might be surprised how much prospects and customers will appreciate getting to know you in person. So as you can see there is a real economic incentive for having a formal sales process and for making sure it is effective, followed and constantly reviewed. HAVE A GREAT 2020!!

Face-to-face 95

Face-to-face Guarantee Incentives Incentive 95

Smooth Sale

MAY 27, 2024

You can keep prospective customers interested and enthusiastic about your product’s launch by providing regular updates, interactive posts, contests, and Q&A sessions. To lower the perceived risk for new customers, consider introductory pricing, free trials, or money-back guarantees for services.

Promotion 96

Promotion Advertising Advertising Social Media 96

Miller Heiman Group

MAY 12, 2020

Compensation is also a concern for close to 100% of sales organizations as they figure out how to handle grounded sales teams, who are relegated to holding video conferences with prospective customers that have their own worries, including shrinking budgets and diminished financial outlooks. Set Up an Incentive Compensation Relief Committee.

Compensation 75

Compensation Quota Incentives Incentive 75

Vengreso

AUGUST 19, 2024

Investing in the onboarding and training of new sales reps, providing motivational incentives, fostering a positive work culture, and continuously measuring and improving sales performance contribute to the development and retention of a high-performing sales team.

Lead Rank 67

Lead Rank Lead Scoring Sales Qualified Lead Strategy 67

Sales Hacker

NOVEMBER 16, 2021

Use prospect search filters. Mailshake is a lead generation tool that lets brands automate their prospecting outreach via email, social, and phone. Unlike traditional email marketing solutions, this automated solution enables you to send personalized cold emails at scale, then engage with these prospects via phone and social.

Paid Content 119

Paid Content Lead Generation Lead Rank Lead Scoring 119

Hubspot Sales

OCTOBER 4, 2017

Some are prescriptive about every aspect of the sales process, from prospecting methods and soundbites to objection-handling techniques. I’d use sales contests, incentives, and other creative strategies to keep team morale high and hopefully boost results.”. Finding a great leader among salespeople isn’t guaranteed.

Sales Management 111

Sales Management Hiring ACT Quota 111

Sales Hacker

DECEMBER 12, 2017

I wish I could say it’s all about incentives, but the truth is a bit more nuanced than that. Determine Additional Incentives (With Caution). You should really pick one metric like revenue vs trying to incentive multiple high level metrics. Step 7: Determine Additional Incentives (With Caution). Set Metrics.

Compensation 88

Compensation Hiring Incentives Incentive 88

Nutshell

MAY 26, 2020

Direct mail gives you a golden opportunity to cut through the noise, reach prospects in a unique way, and engage with them on a more personal level than most digital marketing channels. By the time you get to the end, you’ll be a direct mail ninja, guaranteed! But here’s the thing: every other business is doing that too.

Direct Mail 140

Direct Mail Campaigns ROI How To 140

Apptivo

OCTOBER 3, 2022

Activities that are focused on getting prospects to notice the brand, its business proposition, and its value offerings are typical strategies to attract potential customers. The goal is to ensure that the prospect is aware of the brand as it lowers the barriers when the actual sales call / sales interaction is made. Strategies: 1.Engagement

Marketing 98

Marketing Lead Rank Lead Scoring Loyalty 98

LeadBoxer

JANUARY 10, 2021

Then there’s the fact that the probability of selling to a current customer is 60 to 70% , while the likelihood of selling to a new prospect is only 5 to 20%. A discerning sales strategy recognizes this and prioritizes prospects who are a proven fit. It also guarantees a healthy customer retention rate, thus increasing your revenue.

Account 97

Account Lead Rank Lead Scoring Commission 97

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).

Channels 53

Channels ROI Sales Goal Microsoft 53

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. The key at this stage is motivating buyer’s as to “Why Change?”. Why Now? –

Discount 83

Discount Lead Rank Proposal ROI 83

Vengreso

JULY 29, 2024

Recruitment strategies might include inbound approaches such as inviting potential partners to sign up through your website or outbound tactics where you actively reach out to prospects. Actively seek out prospective partners via outbound initiatives like attending industry trade fairs.

Outsourcing Services 67

Outsourcing Services Channels Webinar Metrics Strategy 67

Nutshell

APRIL 28, 2020

It will make your remote working experience more enjoyable, guaranteed. As long as you can set honest expectations with your teammates and prospects, you’ll be fine. Follow up: Experienced sales reps know that the money is in the follow-up because very few prospects buy after an initial call or email. And that’s alright.

Skype 121

Skype Webinar Metrics How To Call-back 121

Chorus.ai

MARCH 5, 2021

Whichever you choose, there’s no guarantee that your strategy will be a success. Good persona building will make prospecting and turning those prospects into qualified leads much easier. Your marketing department can then shuttle the correct type of prospect towards your sales funnel, where your reps are waiting to make a sale.

Top of Funnel 113

Top of Funnel Webinar Metrics Buyer Persona Strategy 113

Sales Hacker

JANUARY 9, 2023

This means there is a giant pool of potential customers out there for you to prospect! It’s much easier to be successful with this tactic using a brand the prospect has heard of. Offer a free trial or some form of guarantee. Offer a discount or cash incentive for a referral that buys. A wide prospect pool.

Ideal Customer Profile 96

Ideal Customer Profile Enterprise Enterprise Marketing 96

Nutshell

MARCH 11, 2020

Product demos can be pre-recorded or delivered in real time, and are usually employed by salespeople to give prospects an overview of various features, highlight use-cases , and communicate value. Prospects often have to register online to attend these demos, and the demos can be live, pre-recorded, or a mix of both. Personalization.

How To 92

How To Software Software Lead Rank 92

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. This company might also implement a more rigid sales qualification framework that equips reps to only sell to the right prospects.

Compensation 84

Compensation Commission How To Incentives 84

Hubspot Sales

AUGUST 27, 2020

Keeping your team members engaged, uplifted, and inspired is often far trickier than teaching them what to say on a connect call or in a prospecting email. This type of prize is typically paired with a smaller incentive like a gift card or small monetary prize, although it carries bragging rights in and of itself. Winner's Choice.

Marketing Qualified Lead 131

Marketing Qualified Lead Retention Motivation Lead Rank 131

Hubspot Sales

JUNE 5, 2019

The process of finding partners is almost identical to finding prospects: First, you need to define what an “ideal partner” looks like. Although training a partner requires more time and resources, it also gives them an additional incentive to work with you. Use your ideal partner persona to craft relevant, useful content.

Channels 111

Channels Lead Rank Hiring Lead Scoring 111

The ROI Guy

APRIL 12, 2013

Forrester reports that less than 12% of sales professionals are perceived as value-focused by executive prospects, while the inability to communicate value messages remains the number one challenge for sales teams making quota. Some incentives are not tied to money, but instead relate to achieving company goals, objectives and directives.

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

Jonathan Farrington

AUGUST 28, 2014

When I am asked to diagnose why an individual – or even an entire sales team - are not performing at optimum levels, I usually ask just four very straightforward questions: Are they visiting/talking to enough clients/prospects? Are they talking to the right people within those client/prospect organizations?

Penetration 48

Penetration Incentives Incentive Guarantee 48

Close.io

OCTOBER 29, 2018

At the same time though, most sales orgs aren’t very excited about the prospect of revamping their sales process , hiring a ton of new reps, experimenting with new sales strategies , changing established behavior or adopting new tools like predictive dialers. How many different tools do your team members use on a daily basis?

Lead Rank 117

Lead Rank Closing Lead Scoring Hiring 117

Pipeline

AUGUST 5, 2023

Trade Show Email Lead Nurturing Tips: Tip 1: Get Strangers and Prospects to Self Identify In a recent post, we shared that only 3% of your prospects are ready to buy at any moment. Cold leads: these are the 30% of prospects who have a need, but they’re not ready to buy.

Trade Show 52

Trade Show Lead Nurturing Ideal Customer Profile Lead Scoring 52

Vengreso

AUGUST 5, 2024

It offers on-demand courses that enhance prospecting skills, ensuring your sales team is always at the top of their game. Securing such driven professionals guarantees your company’s sales department is poised towards evolving into an effective sales team capable of driving sustained success.

Hiring 70

Hiring Lead Rank Scale Top of Funnel 70

SalesLoft

NOVEMBER 10, 2015

For starters — every rep has their own personal process around prospecting, emailing, and dialing. This ratio is the understanding of an individual rep how many calls it’s going to take to set a qualified demo with a prospective customer. So we figured out the “secret formula” to hitting monthly quota.

Sales Qualified Lead 52

Sales Qualified Lead Compensation Quota Cancellation 52

Vengreso

SEPTEMBER 13, 2024

A prospective partner ought to: Complement current services offered by your business. By rigorously assessing prospective affiliates against these parameters, you’ll be able to enable a strong network of channel partners integral for bolstering sales as well as expanding market reach. Here are some steps to follow.

Channels 65

Channels Outsourcing Services Strategy Lead Rank 65

Zoominfo

FEBRUARY 23, 2018

Without it, your sales team wouldn’t be able to identify, target, and connect with their target prospects and companies. But, unless you work with a third-party data provider, your CRM is full of information regarding current customers and prospects – not future customers and prospects. Are you looking for prospecting data?

B2B 100

B2B Data Marketing Vendor 100

Crunchbase

MARCH 24, 2021

Many followers might be new to your brand and need just this incentive to make their first purchase; this is an exciting addition to keep loyal and existing customers engaged and provide a recurring income. Of course, working with just any influencer doesn’t guarantee success. Collaborate with influencers.

Social Selling 98

Social Selling Buyer Persona Ideal Customer Profile Strategy 98

CloserIQ

OCTOBER 17, 2018

You’re already prospecting every day so asking for just one referral shouldn’t be overwhelming. If you want an actual introduction, let them know exactly the type of prospects you’re looking for (job titles, industry, problems, etc.) Tweak, perfect, and repeat. Sure, that seems easy enough in theory. Referral quality. Lifecycle stage.

Follow-up 81

Follow-up Referrals Strategy Top of Funnel 81

Nutshell

AUGUST 28, 2023

A sales process is a set of repeatable steps that your sales team takes to convert prospects into customers. Prospecting Also known as lead generation, prospecting involves identifying potential buyers to add to the top of your sales funnel. It is best practice to target your ideal buyer persona throughout prospecting efforts.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Apptivo

APRIL 8, 2022

What is to be understood is if your prospects are not willing to buy what you sell, then eventually there will be a drop in sales. There might be prospects that have interest in your product or service and ready to make a purchase. These prospects are referred to as ‘good leads.’

Paid Content 98

Paid Content Lead Generation Lead Rank Lead Scoring 98

Jonathan Farrington

MARCH 14, 2012

When I am asked to diagnose why an individual – or even an entire sales team - are not performing at optimum levels, I usually ask just four very straightforward questions: • Are they visiting/talking to enough clients/prospects? Wrong or no stimulation – Not stimulated by appropriate incentives.

Penetration 38

Penetration Incentives Incentive Guarantee 38

LeadFuze

MAY 17, 2021

A sales manager will work closely with managers of other departments, as well as communicate with prospects and customers on a regular or semi-regular basis. What information do you look for when you research prospects and how do you find it?”. If they fear the company is failing, there is zero incentive to stay with you.

Paid Content 98

Paid Content Sales Management Hiring Lead Rank 98

Hubspot Sales

NOVEMBER 6, 2019

Just like you target specific prospects who are the best fit for your product, you should identify the type of reps who have the ideal skills, experience, and background for your company — and pursue them aggressively. Curious: Interested in learning more about prospects; willing to ask probing questions. Build a hiring profile.

Hiring 89

Hiring Salary Scale Referrals 89

BuzzBoard

FEBRUARY 8, 2024

Another effective strategy is offering incentives. These tools not only streamline the process but also guarantee unfiltered, genuine customer feedback that prospective clients can trust. These tools not only streamline the process but also guarantee unfiltered, genuine customer feedback that prospective clients can trust.

Small Business 52

Small Business Small Business Referrals Lead Scoring 52