The Spiff Blog

APRIL 28, 2022

20 Questions Sales Leaders Must Ask Themselves When Reps Underperform. Modern media will have you believe sales motivation is best delivered in the form of an inspirational quote. But, while an inspirational quote can go a long way, it’s simply not going to fix any deep-rooted sales performance issues. Unfortunately, there is no one-size-fits-all approach when it comes to diagnosing and fixing a performance issue on your sales team.

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Commission Compensation Lead Rank Hiring 80

Anthony Cole Training

APRIL 28, 2022

Sales training workshops are often critical cultural touchpoints, allowing salespeople and sales leaders to come together. Here are three musts to ensure that your next sales training workshop is as effective as it can be.

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Sales and Marketing Management

APRIL 28, 2022

In this podcast, we talk with Julie Thomas, president and CEO of ValueSelling Associates, which recently published an eBook on a study they completed called "The Behaviors and Skills Sales Leaders Care Most About - and How to Measure Them.". The post The Behaviors and Skills Sales Leaders Care Most About appeared first on Sales & Marketing Management.

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SBI Growth

APRIL 27, 2022

Even with improved systems and increased investments in SalesTech, data is often exported into spreadsheets for Sales Ops or Sales Leaders to perform additional analysis—applying their own judgment to probabilities and timing. The reality is that no one knows which opportunities will close or when—that’s why it’s called a forecast. With inaccurate predictions, forecast accuracy is frequently cited as a top concern for Sales Leaders, CEOs, and the Board.

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Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Mr. Inside Sales

APRIL 29, 2022

Writing a deal (making a sale), is an exhilarating thing, and there are many ways to celebrate. Some companies have a deal board where you can write down your latest sale so the other team members can see it. Other companies have a bell to ring, so, again, other team members can be encouraged by your success. I’ve seen some reps strut around the office, stopping at their workmate’s desk to share their glory or tell the (often long) story of how that deal went down.

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Sales and Marketing Management

APRIL 27, 2022

Aligning your marketing and sales teams is crucial, as companies with aligned teams are 67% more efficient at closing deals and achieve up to 38% higher win rates in sales. The post How to Align Your Email Messaging With Sales Conversations appeared first on Sales & Marketing Management.

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Go for No!

APRIL 28, 2022

No one wants to look desperate. We all know that salespeople desperate to make a sale, do not attract people. If anything, through gut-level instinct, it turns them off. The reality is that one of two situations exist. One, you really aren’t desperate. Great! So, don’t act in a way that looks desperate like: Don’t beg. (“If you could please, please buy just this once, I would owe you.”).

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Head Buyer Call-back ACT Course 149

Mr. Inside Sales

APRIL 23, 2022

How many times have you been stopped by the gatekeeper asking you: “Will he/she know what this call is about?”. OR. “Have you spoken to him/her before?”. OR. “Is he/she expecting your call?”. Frustrating, isn’t it? In all likelihood, you yourself are creating this objection by the way you’re opening your dialogue with the gatekeeper. The number one mistake inside sales teams make when asking to speak with someone is not using a directive statement afterward.

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Gatekeeper Face-to-face Decision Maker Inside Sales 156

Zoominfo

APRIL 29, 2022

For go-to-market teams, data is critical to staying competitive, but not just any data. The quality of data matters greatly because bad data negatively impacts every step along the customer’s journey with your brand. To ensure the quality of their data, some organizations hire data quality managers. Also called quality assurance or quality control managers, this person is responsible for coordinating activities to attain the organization’s standards of quality for their database.

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Data Marketo Transportation Hiring 130

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Sales

Sales and Marketing Management

APRIL 25, 2022

Successfully navigating the biggest worker movement since the industrial revolution requires a holistic view of staff and asking leadership teams essential questions to clarify the future. The post To Beat the ‘Great Resignation,’ Begin with a New Hiring Paradigm appeared first on Sales & Marketing Management.

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Force Management

APRIL 28, 2022

The Revenue Builders Podcast, hosted by John McMahon and John Kaplan, has quickly become part of the weekly routine for business leaders in all stages of their careers. McMahon, Kaplan and their guests get real, digging into timely topics with some of the most successful business leaders in all company disciplines (i.e., Sales, Finance, Product, Engineering, Customer Success, Executive Leadership, etc.).

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Revenue Engineering Company Customer 120

Predictable Revenue

APRIL 26, 2022

Pontus Noren joins the Predictable Revenue podcast to discuss how the outbound sales journey maps to raising investment for your company. The post Increase Revenue by Selling to Investors appeared first on Predictable Revenue.

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Zoominfo

APRIL 26, 2022

Boolean logic is nothing new. In fact, it’s over 150 years old: British mathematician George Boole developed Boolean algebra in 1847. In the 1930s, the method was applied to the study of switching circuits, and modern computing was born. Over the years, Boolean algebra has become the fundamental query methodology on which search engines are based. Essentially, Boolean logic makes a search more effective by establishing relationships between different variables.

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In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B

Data

Sales and Marketing Management

APRIL 28, 2022

The key features of the sales excellence sales policy based on clear objectives, professional sales management, plus measurement and management of customer satisfaction and loyalty. The post Sales Excellence – a Comprehensive View appeared first on Sales & Marketing Management.

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Membrain

APRIL 27, 2022

They told him he would never make it in sales. Now Andy Paul is a well-known expert in the sales industry, author of two books and creator of the award-winning podcast “Accelerate Your Sales” which he sold to Revenue.io in 2020.

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How To Industry Sales Sales Enablement 125

Engage Selling

APRIL 29, 2022

???? In this week’s Sales Strategy, I’m going to share with you one of the best strategies I know to increase closing rates. It involves getting more people engaged from … Read More. The post One of the Best Strategies to Increase Closing Rates | Sales Strategies first appeared on Colleen Francis - The Sales Leader.

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Zoominfo

APRIL 28, 2022

A data quality checklist is used by companies to locate and fix any errors related to data entry. The everyday nature of dealing with data, including entering the data, reviewing it, and signing off on its validity, leaves huge potential for error and certainly wastes a lot of time. Because go-to-market teams rely on accurate data to fuel their activities, it’s critical that the number of errors is kept to a bare minimum.

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Data Report Intent Lead Rank 100

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

Retail

Sales and Marketing Management

APRIL 26, 2022

Lowering your carbon footprint should permeate every facet of your business, including your business-to-business marketing strategies. The post How B2B Organizations Can Embrace Sustainability in their Marketing Strategies appeared first on Sales & Marketing Management.

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B2B Strategy Marketing Sales 240

Allego

APRIL 26, 2022

Welcome to The Adapter’s Advantage : Breakthrough Moments that Lead to Success. In episode 44, Michael F. Schein reveals the definition of “hype,” how hype can be used for good, the secrets of today’s hype artists, personal branding, and the importance of owning your weaknesses. Listen and Subscribe Now: Apple Podcasts | Google Podcasts | Spotify | TuneIn.

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Membrain

APRIL 24, 2022

Everyone wants and deserves a good deal. But a ‘good deal’ doesn’t mean the cheapest price. In sales, sometimes we default to providing a discount because in the absence of anything else, the easiest lever to pull is price.

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Zoominfo

APRIL 25, 2022

Scenario The sales team at your company needs to grow quickly, including hiring multiple sales development representatives (SDRs). The hiring manager has shared an in-depth job description and is requesting candidates with at least three years of experience working in sales, extensive experience with CRMs, sales automation , and prospecting tools , and a strong track record of results.

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Hiring Scale Top of Funnel How To 100

Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

The Center for Sales Strategy

APRIL 27, 2022

One global pandemic, multiple lockdowns, and never-ending strains have reshaped the world — the way we live, the way we socialize, and the way business is done. COVID-19 was indeed the biggest disruption to work as well as life in decades. Productivity prior to the pandemic was a well-defined metric across companies. Some measured productivity by time, some by deliverables, some by revenue, and most by a combination of the three.

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Revenue Company Sales 116

Partners in Excellence

APRIL 28, 2022

Spoiler alert, we really seek to be both interested and interesting, and we hope our prospects/customers are both interested and interesting. However, to maximize the opportunity for this to occur, there is important sequencing of this process. As sellers, we do everything we can to be interesting. We leverage provocative insights, we develop pitches we think are interesting/even compelling.

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Maximizer Construction Call-back Enterprise 108

Apptivo

APRIL 27, 2022

All About Enterprise Resource planning. 1. Why is ERP important? 2. What are some of the common ERP modules? 3. What are the benefits of having an ERP system. 4. Who uses an ERP system. 5. Types of ERP deployment. ERP, or Enterprise Resource Planning , is a type of system or software used by organizations to manage processes and automate activities such as accounting, project management, risk management, compliance.

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Enterprise Enterprise Resources Lead Rank 98

Zoominfo

APRIL 25, 2022

Scenario Your staffing agency has just finished an intake call with a client in the tech industry. Their team wants to rapidly hire several software developers. The client’s hiring manager has provided their ideal candidate profile. They would like you to find candidates with at least three years of experience working as software developers, extensive knowledge of front-end development, and a strong understanding of HTML, CSS, and JavaScript.

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Hiring Scale Ideal Customer Profile How To 100

Speaker: Lynnette Khalfani-Cox, The Money Coach®

Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?

Marketing

The Center for Sales Strategy

APRIL 25, 2022

It looks like it’s shaping up to be another great year for job seekers and a tough year for employers struggling to find and keep their employees. The “war for talent” rages on. Don’t let those negative headlines get you down, though. With a good recruitment process and retention plan in place, you will be able to build a thriving team. Today we are going to focus on the 9-steps of strong recruitment and look at how you can consistently dedicate attention in a highly structured way to achieve bi

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Retention Hiring Sales 115

Pipeliner

APRIL 26, 2022

With two years gone since the beginning of the pandemic crisis, I’ve been pondering what’s changed in selling behaviors. Not techniques, tactics or strategies but behaviors – the DNA of who we are. To truly understand what’s changed, I contacted Markku Kauppinen , who knows more about selling behaviors than anyone I know. Markku is the President and CEO of Extended DISC powered by FinxS, the award-winning international behavioral assessment company serving clients worldwide.

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Opportunity Ideal Customer Profile Face-to-face Buyer 98

Crunchbase

APRIL 26, 2022

What do the deals you’ve recently closed have in common? Companies that resemble recently closed deals are often great targets for outreach. The problem is, defining search parameters to find companies with similar profiles is tedious and time consuming. That’s why we created similar companies, a new feature that leverages machine learning to automatically uncover the accounts you should know about.

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