The Spiff Blog

JUNE 20, 2023

Finance and accounting professionals perform tasks that are often complex, demanding, and incredibly consequential to the success of their company. But, mathematical skills and role-specific expertise are just a piece of the puzzle– success in finance or accounting also requires a number of equally important soft skills.

Account 90

Account Commission Hiring Compensation 90

Emissary

SEPTEMBER 27, 2021

Quarterly Business Reviews (QBRs) have been a mainstay for key account management for some time. As a result, QBRs, a key milestone in account expansion and renewal, have become routine—so much so that they have become generic in many contexts. Use account plans to align QBRs to meaningful milestones.

Exercises 245

Exercises Demand Generation Agencies How To ROI 245

Hubspot Sales

MARCH 16, 2023

Account executives work a fast-paced job that requires talent and discipline. In this post, we'll provide our best account executive interview questions to help you land your next interview — and get closer to that offer letter. General Account Executive Interview Questions Expect the interview to start with simple questions.

Account 91

Account Hiring Remedy Education 91

The Spiff Blog

OCTOBER 12, 2023

In today’s blog post, we’ll explain what a sales compensation philosophy really means, why it’s important, and how you can establish a winning compensation philosophy that benefits both your sales employees and your organization’s bottom line. Recommended reading: How to Motivate Sales Managers With Compensation Strategy 2.

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Compensation Commission How To Incentives 84

Zoominfo

NOVEMBER 22, 2019

Account-Based Marketing (ABM) always seems like a great idea … until you get into the nitty-gritty. When confronted with the details – database management, customer account segmentation, and content creation – many companies balk and decide that perhaps ABM isn’t the right road after all. Sound familiar? Do you need fast growth?

Account Based Marketing 218

Account Based Marketing Segment Ideal Customer Profile Account 218

Smooth Sale

JULY 11, 2023

Adam Purvis provides our guest blog, Do You Want to Improve Your Career? Adam Purvis is an Enterprise SaaS Sales Account Manager. He blogs about sales outreach, business software, and SEO at adamjohnpurvis.com. My role involved hiring and managing over 200 part-time staff and a team of 7 office staff.

Hiring 78

Hiring Ideal Customer Profile LinkedIn Influencer 78

MTD Sales Training

FEBRUARY 3, 2020

2) Expand your relationships within the customer account. 6) Build your aftersales support processes. 9) Play the role of a consultant. Here at MTD we offer 1 or 2 day Customer Relationship Management Training for sales teams. Managing Director. MTD Sales Training | Sales Blog. Can they expand their market?

Customer 246

Customer How To Call-back Cold Calling 246

DiscoverOrg Sales

JULY 5, 2017

If you have one or more global accounts—large companies with a global footprint—it’s important to approach them globally – but this is a tall order for a busy sales department, especially among newer companies where any account-based approach has a learning curve. What is global account-based sales development?

Account 289

Account Campaigns Engineering Harvest 289

The Spiff Blog

JULY 27, 2023

SDRs play a vital role in building business, managing inbound inquiries, booking meetings, qualifying leads, and prospecting. However, the role of the SDR is often thankless. The role of an SDR is, in many ways, hustle culture personified. Let’s dive in!

Hiring 73

Hiring Motivation Lead Rank Sales Qualified Lead 73

HeavyHitter Sales

JULY 1, 2011

Heavy Hitter Sales Blog. If Sigmund Freud Was Your Sales Manager. Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers. They are action oriented and unafraid to call high in their accounts or courageously cold call new prospects. Recent Posts. Conscientiousness.

Study 163

Study Lead Rank Lead Scoring Penetration 163

Autoklose

FEBRUARY 26, 2024

For things to run like a well-oiled machine, your SDRs have to feed your account managers with a steady flow of high-quality meetings and demos. We’ve analyzed all that data and come up with these 10 tips for building and managing a high-performance sales development team. Table of Content 1. Table of Content 1.

Hiring 98

Hiring Top of Funnel Scale Campaigns 98

Zoominfo

MARCH 27, 2019

In today’s blog post we investigate the findings of our research and review three important takeaways. Respondents reported a wide range of job experience with 23.68% in entry-level jobs, 34.47% in management-level jobs, 22.35% in mid-management-level jobs, 14.02% in director-level roles, and 5.30% in C-Level positions.

Report 222

Report Data B2B Survey 222

Zoominfo

AUGUST 4, 2021

They play a critical role in quickly capturing your visitor’s attention. They want to read your blog posts, watch your videos, and engage with your webinars before they take any further steps. This is once an account has been accepted as a potential opportunity with sales. The Target Account. Greeting Messages.

Top of Funnel 130

Top of Funnel B2B Sales Qualified Lead Penetration 130

The Sales Hunter

APRIL 11, 2013

Below is a list of 9 things to help ensure your next sales call with a senior manager in attendance is as effective as possible: 1. Never set expectations above what you are positive senior management is comfortable with. Be clear as to what your role is and how you intend to handle the meeting. ” Sales Motivation Blog.

Meeting 213

Meeting Customer Cold Calling Consultative Selling 213

Zoominfo

JANUARY 15, 2019

This year, the ZoomInfo team published nearly 250 blog posts related to sales, marketing, recruiting, and business growth. So, whether you’re a new reader looking for new sales content or a ZoomInfo regular, today’s blog post is for you. The Top 25 Must-Bookmark Sales Blogs. So, allow us to indulge. Let’s get started!

Social Selling 185

Social Selling Cold Calling Social Media B2B 185

Xvoyant

FEBRUARY 1, 2019

The Corporate Executive Board (CEB) has developed the following definition: Sales’ coaching is an ongoing and dynamic series of job-embedded interactions between a sales manager and sales rep, designed to diagnose and correct/reinforce behaviors, specific to that individual. Many managers are quick to offer feedback. Practice 4: Focus.

Sales Coaching 59

Sales Coaching Coaching Face-to-face Follow-up 59

Selling Essentials RapidLearning Center

APRIL 26, 2023

Deloitte defines soft skills as things like communication, teamwork, problem-solving, self-management, critical thinking, emotional judgment and professional ethics. For other soft skills, the figures were even lower — 23% for teamwork, 12% for self-management, 6% for critical thinking and 4% for problem-solving.

Training 52

Training Report Engineering Survey 52

Hubspot Sales

JUNE 9, 2023

Working as a salesperson makes you accountable for identifying , qualifying , closing , maintaining , and growing new and existing business opportunities. Sales managers can earn a median salary of $127,490. He was a restaurant general manager for 8+ years who transitioned to sales. Start in a hunter sales role.

Hiring 100

Hiring Salary How To Ideal Customer Profile 100

Gong.io

FEBRUARY 14, 2022

Chris was an early Gong guy (Nov ‘16 start date) where he’s served as the Senior Director of Product Marketing followed by the Head of Sales for Existing Accounts. If you look on the Gong blog , you will likely bump into many articles he’s written. He’s been in pretty much every sales role over those 2+ decades. Right: Hire.

Examples 121

Examples Strategy Hiring Cold Calling 121

Highspot

JANUARY 28, 2024

What is the Difference Between Content Management, Content Governance, and Content Strategy? Content governance involves managing and regulating content to guarantee its quality. What is the Difference Between Content Management, Content Governance, and Content Strategy? Why Do Businesses Need Content Governance?

Government 52

Government Top of Funnel Guidelines Lead Rank 52

Smooth Sale

SEPTEMBER 27, 2022

Attract the Right Job Or Clientele: 6 Tips to Attract Top Talent: How to Find the Best Employees for Your Business. Our collaborative blog post offers insights into six tips to help you attract top talent and find the best employees for your business. The job description is your opportunity to sell the role to potential candidates.

Hiring 78

Hiring Salary Social Media How To 78

Crunchbase

MARCH 1, 2023

In celebration of Women’s History Month this year, we’re thrilled to highlight sales directors, account executives and other women who embody what it means to be a leader, innovator and changemaker. In this role, she advises and accelerates go-to-market and U.S. go-to-market and sales strategies.

Hiring 130

Hiring Lead Rank Lead Scoring Enterprise 130

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value.

Account 52

Account Ideal Customer Profile Strategy Revenue 52

The Spiff Blog

JULY 28, 2022

What excites you most about your role at Spiff? Miran Saric, Customer Community Manager. What excites you most about your role at Spiff? What excites you most about your role at Spiff? Mo Rogers, Enterprise Account Executive. What excites you most about your role at Spiff? Billy was born and raised in Utah.

Meeting 84

Meeting Sports Travel Engineering 84

The Spiff Blog

AUGUST 10, 2023

If you’re a sales compensation manager, we’re sure you’re familiar with this sort of AI-driven anxiety. On the one hand, you’d love to be able to automate the more tedious and time-consuming aspects of commission management. Good news: we provide a definitive answer to that question in today’s blog post.

Commission 80

Commission Compensation Forecasting Trends 80

HeavyHitter Sales

SEPTEMBER 9, 2011

Heavy Hitter Sales Blog. If Sigmund Freud Was Your Sales Manager. If Sigmund Freud Was Your Sales Manager » September 09, 2011. Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers. Recent Posts. A Salespersons Most Important Competitive Weapon.

Decision Maker 146

Decision Maker Penetration Influencer Sales Cycle 146

Vengreso

DECEMBER 25, 2020

Step #6: Share Relevant Content. How to add admin roles to your LinkedIn Company Page. You could also post videos, images, or blogs that highlight your company culture. Plus, if you upgrade to a premium account on LinkedIn ® and you’re focused on hiring, you could turn your LinkedIn ® Company Page to a lifestyle page.

Paid Content 144

Paid Content LinkedIn Company Ideal Customer Profile 144

LinkedFusion

SEPTEMBER 3, 2023

If you’re not doing it correctly, you could not be grabbing the hiring manager’s attention. In this blog post, I’ll outline the significance of your LinkedIn title and how to completely optimize it to make a great first impression. Your photo and headline both are the first thing that your prospect’s view.

Ideal Customer Profile 52

Ideal Customer Profile LinkedIn Hiring How To 52

No More Cold Calling

APRIL 17, 2014

Engineers, scientists, accountants, lawyers—these folks all study their crafts. Some of us get lucky and thrive under a brilliant sales manager. Here’s a snippet of the post: [Kurlan] has found that 6% of salespeople are “elites” who are great at selling. Message to Management: Are You Losing Your Top Talent?

Face-to-face 278

Face-to-face Social Media Oracle Hiring 278

The Sales Hunter

APRIL 12, 2012

Far too many sales managers do not give their people consistent follow-up. By “consistent follow-up,” a good place to start is with a set time each day or each week where the sales manager and salesperson have a discussion. Goals are much more effective when the person who has the goal is being held accountable.

Sales Coaching 249

Sales Coaching Coaching Lead Rank Motivation 249

Xvoyant

FEBRUARY 1, 2019

The Corporate Executive Board (CEB) has developed the following definition: Sales’ coaching is an ongoing and dynamic series of job-embedded interactions between a sales manager and sales rep, designed to diagnose and correct/reinforce behaviors, specific to that individual. Many managers are quick to offer feedback. Practice 4: Focus.

Sales Coaching 48

Sales Coaching Coaching Face-to-face Follow-up 48

The Pipeline

FEBRUARY 24, 2014

If you read this blog regularly, you know that I have pointed out that salespeople and sales organizations spend too much time and energy trying to avoid objections, when they should be spending time on learning to deal with them, redirect and leverage them to move the sale forward. By Tibor Shanto - tibor.shanto@sellbetter.ca.

Margin 256

Margin Objections Cold Calling Handbook 256

The Spiff Blog

OCTOBER 18, 2022

Our meet the team series is a blog post series we created to give us the opportunity to introduce the faces behind the Spiff brand. Kevin Carpenter, Senior Product Manager. What excites you most about your role at Spiff? What excites you most about your role at Spiff? What excites you most about your role at Spiff?

Meeting 72

Meeting Engineering Commission Sports 72

Zoominfo

SEPTEMBER 15, 2021

They play a critical role in quickly capturing your visitor’s attention. They want to read your blog posts, watch your videos, and engage with your webinars before they take any further steps. The Buying Committee This is once an account has been accepted as a potential opportunity with sales. Treat them like subject lines.

Top of Funnel 100

Top of Funnel B2B Sales Qualified Lead Penetration 100

The Sales Hunter

JULY 12, 2013

If you are a CEO or senior manager and you are planning to go on a sales call with someone on your sales staff, here are 9 things you must know: 1. The account you’re visiting is their account. The sales manager is anxious to hear how the sales call went. ” Sales Motivation Blog.

Sales Leadership 216

Sales Leadership Cold Calling Consultative Selling Motivation 216

Gong.io

SEPTEMBER 30, 2022

Ever wondered how an Account Executive starts their day with Gong? We heard from Gong users in roles across Sales, Enablement, Marketing, and Customer Success. We heard from Gong users in roles across Sales, Enablement, Marketing, and Customer Success. Let’s start with 6 suggestions from Sales Directors. No surprises.

Lead Rank 62

Lead Rank Lead Scoring Hiring Coaching 62

LeadFuze

DECEMBER 31, 2021

Six Best Practices in Sales Pipeline Management to Boost Revenue. With the role of HR Manager. That has only been in this role for less than 1 year. It can also be used to measure how effective or efficient an individual has been in their respective roles. What is Sales Pipeline Management? Who use Hubspot.

Pipeline 98

Pipeline Top of Funnel Ideal Customer Profile Sales Qualified Lead 98