The Spiff Blog

JANUARY 9, 2024

What does this mean for sales teams? If you’re responsible for reaching demanding sales targets, you must be more dynamic and strategic in 2024. In today’s blog post, we’ll cover some key tactics that will position both you and your team for success this year. B2B sales has an average turnover rate of 35% ( source ).

Banking 84

Banking Hiring Churn Scale 84

Zoominfo

FEBRUARY 5, 2021

If you think a B2B sales funnel is an abstract idea, brace yourself. It’s time to build a sales funnel that captures and converts your best buyers. Hopefully, they’re on your website, digesting your blog posts, videos, and case studies.) That’s where your streamlined, four-stage sales funnel comes in.

Top of Funnel 130

Top of Funnel Ideal Customer Profile Funnel B2B 130

Zoominfo

JULY 25, 2023

In the not-so-distant past, a significant portion of a typical business-to-business (B2B) sales professional’s life revolved around in-person meetings with key prospects and high-value clients. Today, as much as 80% of B2B decision-makers prefer remote or even fully self-serve sales interactions.

Lead Generation 130

Lead Generation Lead Rank Ideal Customer Profile Lead Scoring 130

Sales and Marketing Management

FEBRUARY 16, 2018

Blogs too are fast being turned into viable platforms. Every digital platform, be it a website, blog or social media page, needs content. Your team may be trying to promote a particular product or service to increase volumes of sales. All these are objectives and goals that may guide your content.

Marketing 192

Marketing Social Media Lead Rank Lead Scoring 192

Hubspot Sales

JUNE 1, 2021

They have to come together piece by piece — broken up into smaller milestones that ultimately amount to the big-picture you're chasing. Here, we'll take a closer look at what that term means, get a feel for how to prioritize them effectively, and see some examples of what they might look like in practice. Everybody get on it!"

Objections 89

Objections Lead Generation Guidelines Discount 89

Zoominfo

JANUARY 11, 2021

Customer lifecycle success hinges on making every customer a priority — from how soon your rep responds to a request to following up quickly after a demo. What is the Customer Lifecycle (and Why Every Sales Rep Should Care)? And 44% of millennials prefer no sales rep interaction at all in a B2B setting.

Customer 130

Customer Social Media Top of Funnel Loyalty 130

Zoominfo

JANUARY 11, 2021

Customer lifecycle success hinges on making every customer a priority — from how soon your rep responds to a request to following up quickly after a demo. What is the Customer Lifecycle (and Why Every Sales Rep Should Care)? And 44% of millennials prefer no sales rep interaction at all in a B2B setting.

Customer 130

Customer Social Media Top of Funnel Loyalty 130

Allego

NOVEMBER 11, 2021

If you’re like most marketers, you’ve got a full production calendar of sales content, solution briefs, case studies, videos, blog posts, product guides, and more to support sellers and help them be productive. Your first priority is to deliver the best sales content that will move deals through the pipeline.

Revenue 128

Revenue Scale Collateral Harvest 128

Hubspot Sales

OCTOBER 18, 2023

It was around Christmas time — he and I were on a Zoom call with some other writers for the HubSpot Blog, discussing our holiday plans. Naturally, I asked Dan how he intended to get 500 hams to the ham-deprived population of Phoenix in such a tight window. Everybody laughed — except for Dan. And he did. Dan‘s drive is palpable.

Hubspot 92

Hubspot Ideal Customer Profile Scale Distribution 92

DiscoverOrg Sales

AUGUST 29, 2018

My name is Jake Shaffren, Director of Sales here at DiscoverOrg, and today we’ll talk about the do’s and don’ts of voicemails. In this day and age, we have a lot of ways to connect: cold calling, cold emailing, social touches, etc. That’s mistake number one. Voicemail Don’ts.

Cold Calling 159

Cold Calling Video Call-back Face-to-face 159

Zoominfo

MAY 8, 2019

True sales productivity boils down to two things: numbers and time. How many calls can you make in a day? How much time do you spend on selling vs. non-selling activities? More specifically, how can you increase your numbers (calls, email, sales, deal size) during the time you spend working each day?

Data 193

Data Sales Process B2B Company 193

MTD Sales Training

JANUARY 2, 2019

How can we give ourselves that massive push to go for something that would inspire us to tap into our potential? We prefer to be a little bit contentious and call it a big, hairy a * goal, as it sound more belligerent! It can create energy and momentum and shine a light on how the future might be if you achieved it.

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Sales Goal How To Energy Motivation 222

Smooth Sale

JANUARY 30, 2023

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Do You Realize All We Desire Requires Selling Note: Brandon Bornancin, Author of the Ultimate Guide to Breaking Into Tech Sales and Founder/CEO of Seamless.AI provides our guest blog. The sales occupation is the best career in the world for this reason alone!

Hiring 78

Hiring Influencer Maximizer Salary 78

Zoominfo

OCTOBER 3, 2018

In recent months, we’ve featured the subject of podcasting throughout several blog posts—from podcasting best practices to lists of our top podcasts to listen to. To round out this series, we’re shifting away from sales and marketing and moving on to recruiters and HR professionals. 1. The Talent Cast. Listen here. 2. CIPD.

Hiring 150

Hiring Scale Small Business Small Business 150

Zoominfo

FEBRUARY 25, 2021

What is lead generation, and why is it a source of contention for sales and marketing teams? Usually considered a sub-objective of a Demand Generation strategy, Lead generation refers to the process of attracting and converting prospects into paying customers, or at the very least getting them into the sales funnel. What is a Lead?

Lead Generation 240

Lead Generation Lead Rank Lead Scoring Sales Qualified Lead 240

LeadFuze

AUGUST 29, 2023

Whether you’re a small business owner, an online marketer, or a SaaS company representative, understanding how to get better conversion rates is crucial for your success. However, with countless businesses vying for consumer attention and dollars online, how do you stand out from the crowd?

Conversion 52

Conversion ROI How To Top of Funnel 52

MEDDIC

AUGUST 10, 2023

In the world of business, decisions are often guided by one underlying principle: return on investment (ROI) , something directly resulting from METRICS. While this may sound like a no-brainer, the complexity lies in understanding how various factors contribute to this crucial metric.

ROI 52

ROI Sales Methodology Campaigns Face-to-face 52

Zoominfo

MAY 13, 2018

It’s common knowledge that working in sales is hard. Yet—what most people don’t understand is the extent to which sales pressure can negatively impact an organization. In today’s post we explain the effects of sales pressure and provide ways to mitigate this stress productively. So, how common is workplace stress?

Hiring 258

Hiring Sales Qualified Lead Lead Rank Lead Scoring 258

Zoominfo

OCTOBER 21, 2021

Every business needs to fill its sales funnel with qualified leads, convert those leads into customers, and retain paying customers for the long term. What makes the difference between a high-performing sales funnel and one that isn’t ready for the needs of a modern B2B sales motion?

Top of Funnel 130

Top of Funnel Funnel Data Sales Qualified Lead 130

Zoominfo

DECEMBER 19, 2018

As we regularly remind readers on the ZoomInfo blog—the inception of the Internet brought about the sharing of information at a never before seen rate. For this reason, we recently published comprehensive lists of helpful YouTube channels for recruiters and YouTube channels for sales professionals. Today’s blog post is for you!

Channels 220

Channels Marketing Lead Rank Outsourcing Services 220

Smooth Sale

MARCH 28, 2023

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Will You Grasp the Opportunity to Live Your Calling? He provides our guest post, ‘Will You Grasp the Opportunity to Live Your Calling?’ Ultimately, a motivational speaker took notice. NOTE: Chawn Bracey, is the founder of Motivator Music.

Opportunity 78

Opportunity Film Hiring Call-back 78

Hubspot Sales

MARCH 27, 2023

In this post, we'll cover the following: Selling services online How to sell services online There are quite a number of steps involved in selling services online. How to Sell Services Online 1. How much are you going to price your services? You can further define your target audience through a process called segmentation.

How To 117

How To Social Media Intent Hubspot 117

Hubspot Sales

FEBRUARY 6, 2020

As a salesperson, every last interaction you have with a customer or prospect matters — no matter how, when, why, or where you reach them. They’re all opportunities that you have to make the most of. Every interaction a salesperson has in the interest of selling something constitutes what’s known as a “sales engagement.”

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Resources Webinar Metrics Analytics Collateral 111

Pointclear

JUNE 7, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Set sales straight—it’s a win win.

Follow-up 154

Follow-up Lead Rank Sales Qualified Lead Marketing Qualified Lead 154

Gong.io

DECEMBER 19, 2022

Value-based selling sees your sales reps putting buyers first, focusing on their needs at every sales funnel stage. Value-based selling sees your sales reps putting buyers first, focusing on their needs at every sales funnel stage. The difference is in how sales reps help them solve it. Here’s why.

Ideal Customer Profile 90

Ideal Customer Profile Lead Rank Lead Scoring Buyer Persona 90

BuzzBoard

MARCH 24, 2024

Understanding the Importance of A/B Testing in Local Digital Campaigns Sales professionals at digital marketing agencies need to understand A/B testing, as it’s crucial for augmenting local digital campaigns and achieving better results. To get the most from your A/B testing strategy, conduct continuous testing.

Campaigns 52

Campaigns Strategy Case Study Demographics 52

BuzzBoard

MARCH 1, 2024

The ubiquity of smartphones and tablets has changed how users engage with online content. The ubiquity of smartphones and tablets has changed how users engage with online content. In your sales meetings, be sure to emphasize the importance for local businesses to have mobile-responsive websites. But what exactly does this mean?

Lead Rank 52

Lead Rank Lead Scoring Case Study Pivotal 52

Janek Performance Group

OCTOBER 17, 2023

While likability can be a huge plus in sales, it’s not the only reason buyers buy. Further, those with the weakest sales records were more likely to believe making friends is their greatest asset. Sellers get so caught up making friends they skimp the process or lose sight of goals. Most people want to be liked.

Collateral 62

Collateral Social Media Referrals Social Selling 62

LeadFuze

JULY 3, 2023

Realizing how to make esteem in deals is an indispensable aptitude that can separate you from your associates. This ability not only enhances the perceived worth of your product or service offers but also facilitates customer engagement and boosts sales success. You need to understand their needs better than they do.

Lead Rank 52

Lead Rank Lead Scoring Webinar Metrics Case Study 52

Allego

JANUARY 10, 2024

And like technology before it, artificial intelligence (AI) has the power to make our lives easier and more productive. The new darling in this arena is generative AI (gen AI), and it is transforming how revenue enablement teams do their jobs and elevating their performance. The era of AI is upon us.

Top of Funnel 71

Top of Funnel Social Media Revenue Buyer 71

BuzzBoard

FEBRUARY 29, 2024

It’s often a catch-22 situation where funds are needed to generate leads, but there’s no budget until those leads convert into sales. It’s often a catch-22 situation where funds are needed to generate leads, but there’s no budget until those leads convert into sales.

Small Business 52

Small Business Small Business Outsourcing Services Marketing 52

Zoominfo

APRIL 11, 2018

Whether you’re a hiring manager, sales leader, or the CEO of a company, you know it can be difficult to identify and hire top sales talent. Although an intensive interview process can help you weed out unqualified applicants, you never really know how well a candidate is going to perform until a few weeks or even months into the job.

Hiring 178

Hiring B2B Sales Cycle Call-back 178

Zoominfo

SEPTEMBER 25, 2019

We’ve written at length about how effective those tactics can be — but today, we’re talking about a different type of marketing campaign. The toolkits led to us booking five meetings, ultimately winning two new customers. The toolkits led to us booking five meetings, ultimately winning two new customers. Keep reading!

Direct Mail 182

Direct Mail Paid Content Campaigns Examples 182

Hubspot Sales

JUNE 6, 2022

Sales reps run into trouble when they try to go into a call totally cold. Prospect research is a challenge that's every bit as frustrating as it is essential — so to help you out, we've put together a list of 18 of the best places to research buyers before sales conversations. Either way, that deal is probably going nowhere.

Research 127

Research Prospecting Face-to-face Twitter 127

Hubspot Sales

MARCH 22, 2021

Perfect sales calls don't happen by accident. And while you can't execute one without thinking on your feet, you can't just jump on a call blindly, banking on your improv skills and natural charm to get the job done. The process of creating that plan is most commonly referred to as call mapping. Do your research.

Cold Calling 101

Cold Calling Sales Qualified Lead Call-back Social Media 101

The Spiff Blog

AUGUST 22, 2023

If consistent revenue makes a business successful, then a solid RevOps team is a non-negotiable. After all, RevOps teams play an active role in supporting every function that drives revenue growth, from sales to marketing to finance to customer success. Many of these strategies are built upon insights derived from data analysis.

Strategy 74

Strategy Compensation Commission ROI 74

Janek Performance Group

NOVEMBER 30, 2022

As much as customers are unique, their decision making follows a similar path. Sellers who understand this help guide customers to the solutions they need. While sales are the goal, they are not the end of the process—not for long-term success. When we understand how they think, we can target their needs.

Customer 62

Customer Case Study Loyalty Buyer 62