The Spiff Blog

AUGUST 10, 2023

Artificial intelligence is no longer a nascent or experimental technology. A majority of modern companies are either using or planning to use AI in order to streamline business processes and save costs. Consider these statistics: 77% of businesses are currently using or exploring the use of AI ( source ). More than 60% of business owners believe AI will increase productivity ( source ). 54% of organizations have reported cost savings and efficiencies as a result of AI implementation ( source ).

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Commission Compensation Forecasting Trends 80

Sales 2.0

AUGUST 10, 2023

This is number 9 in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. This interview is with Miro Putkonen and Anton Dobrzhanskiy of Epicbrief. Epicbrief’s mission is to make human work in sales more meaningful and valuable.

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Scale Study CRM Up-Sell 195

Sales and Marketing Management

AUGUST 10, 2023

Businesses must work harder to generate high-quality leads. These strategies will help get you there. The post Mastering the Art of B2B Lead Generation: Strategies for Success appeared first on Sales & Marketing Management.

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Lead Generation B2B Strategy Leads 226

Force Management

AUGUST 10, 2023

We recently hosted a panel discussion with several top revenue leaders in the sales industry, facilitated by sales veteran and Force Management Partner Brian Walsh. Boomi CRO Marcy Campbell , NWN Carousel CEO and President Jim Sullivan , and Battery Ventures Operating Partner Bill Binch joined us to share each of their unique perspectives on what's driving positive revenue outcomes for sales organizations in our ever-changing economic environment.

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Marketing Revenue Industry Positioning 114

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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.

B2B

The Sales Readiness Blog

AUGUST 10, 2023

It seems you can’t open your news feed these days without seeing an article about how AI is going to transform the workforce, and what we should do to prepare for the fundamental changes this will bring. It is easy to get overwhelmed by the sheer volume of information and the proliferation of new AI tools, and the significant unknowns that accompany this evolution.

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Conversion Tools Sales Sales Management 98

Selling Energy

AUGUST 10, 2023

If you’ve made a mistake with a client, it’s best to fall on your sword as quickly as possible and take responsibility. It’s important for an unhappy customer to feel both heard and validated. It’s also the first step toward finding common ground regarding potential remedies. Any focus on deflecting blame will take a toll on your credibility and reputation.

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Remedy Customer Marketing Sales 74

Partners in Excellence

AUGUST 10, 2023

We (including me) spend a lot of time talking about the importance of coaching/developing our people. Unfortunately, high impact coaching is rarely done. If we “coach,” too often, it isn’t a collaborative discovery/learning process. Instead, it is information sharing or an update on something–perhaps a deal, an account, the pipeline.

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Coaching Lead Rank Territories Face-to-face 62

Pipeline

AUGUST 10, 2023

Today, customers demand personalization. According to a 2021 McKinsey survey, 75% of consumers stated that personalization made them more likely to repeatedly buy from a brand and recommend that brand to others. Consumers are more likely to buy from brands that remember them or use purchase history to make recommendations. To add, the majority of marketers believe personalization drives profitability too.

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Sales Process Scale Proposal Google 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. Just as the Clinton campaign famously declared, “It’s the economy, stupid,” back in 1992, we find ourselves in an era where, in the realm of high-end SaaS and technology, “It’s The MET

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ROI Sales Methodology Campaigns Face-to-face 52

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

Sales

Revegy

AUGUST 10, 2023

In today’s business world, strategic account management and account planning are key to using your marketing and sales resources wisely to increase sales. Unlike traditional sales performance tracking and reporting methodologies, digital tools, such as account management software and sales execution platforms, empower you to target the customers most likely to purchase your goods or […] The post Become the Sales GOAT – Future-Proof Strategic Account Management appeared first on

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Account Software Software Report 52

SugarCRM

AUGUST 10, 2023

When investing in new technological solutions, organizations need to get every department within the company on board. But most importantly, they need the IT department’s input on the solution, features, security, and how the solution answers to or complements the existing pieces of software the company already has in its tech stack. Thus, balancing business needs with IT challenges does play a significant role in such decisions.

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CRM Vendor System Data 26

Nimble - Sales

AUGUST 10, 2023

About Louise Higgins Tutoring Louise is a results-obsessed SAT/ACT tutor with 15 years of math teaching experience, both in the classroom and online. She was a high school math teacher in New York City for 5 years as a Math for America fellow and now tutors for the SAT/ACT full-time. Louise is currently located in […] The post How Louise Higgins Tutoring Doubled Her Student Database with Nimble appeared first on Nimble Blog.

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ACT Case Study Study 10

SalesLoft

AUGUST 10, 2023

We know why you’re reading this. Any advice that can help you and your sales team bring in more revenue feels like it’s worth giving a shot these days. Even the hungriest sales teams are struggling under circumstances like these, and we can’t blame them. The amount of sellers hitting their number is 44% less than what it used to be. It can be rough out there.

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Revenue Scale Hiring Pipeline 52

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