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Spiff specialist Zach Barney joins hosts Aaron Ross and Collin Stewart on this edition of the Predictable Revenue podcast. Zach is the Director of Sales Development at Teem, a rapidly growing cloud-based solution for booking meetings and managing workspaces based in Salt Lake City.

When not leading his team, Zach’s helping raise his 4 kids, runs races and helping triathletes secure sponsorships. He also hosts his local Sales Hacker community. Zach’s a busy guy. 

In this episode, Zach and Collin dissect the always entertaining world of spiffs – what works, what doesn’t and how to keep it fresh. Highlights include: why cash spiffs don’t work (11:43), coming up with new ideas (13:59), compensating SDRs properly (16:23), the importance of getting on the phone (23:28) and establishing buyer personas (27:04).