The Spiff Blog

OCTOBER 28, 2022

The expectation to Always Be Closing: Sales teams often operate under the belief that the customer or prospect always comes first, even when it means the wellbeing of the sales rep takes the back seat. These include exercise incentives, free mindfulness tools, and practical advice about relieving workplace stress.

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Commission Lead Rank Lead Scoring Hiring 78

The Pipeline

NOVEMBER 13, 2014

You know I have never read an article or a post that was written by an advocate of cold calling, suggesting that social selling is bad, ridiculing people who use the practice to engage with prospects, suggest that it is inadequate, or about to die. You will need to incorporate all tools available, including the dreaded cold call.

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Cold Calling Social Media Decision Maker Lead Rank 292

The Pipeline

SEPTEMBER 25, 2013

Whether by fate or chance, the following definition was contained in a marketing piece I received in my inbox yesterday: “By definition, “Cold Calling” is the marketing process of approaching prospective customers or clients, typically via telephone, who were not expecting such an interaction. Just like they used to.

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Cold Calling Outsourcing Services Wireless Harvest 282

BrainShark

AUGUST 24, 2022

Prospecting. Territory Management. Prospecting. Unfortunately, we’ve all experienced poor sales prospecting. To be effective, salespeople need to develop a strategic approach to prospecting and work on it daily to identify new business opportunities better. Essential Sales Skills Every Rep Should Have.

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Social Media Territories Face-to-face Negotiation 62

The Pipeline

OCTOBER 17, 2011

We often do an exercise with teams centered on expectations of roles, the frontline reps and their managers. Sales eXchange – 119 – We often do an exercise with teams centered on expec… [link]. Sales eXchange – 119 – We often do an exercise with teams centered on… [link]. Prospecting. Sales Tool.

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Pipeline Hiring Exercises Twitter 220

Pipeliner

MARCH 18, 2020

To drill down to selling, let’s do a short exercise. First, think of something positive that enables you to be effective in your organization, your territory or your market. Now, think of something negative that burdens you, your organization, your territory or your market. That was nice, wasn’t it? That was nice, wasn’t it?

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ACT Pharmaceuticals Territories Consumer 87

Mindtickle

APRIL 16, 2020

Luckily sales readiness technology such as MindTickle can assist with soliciting feedback from the field team and managers, account planning and pre-meeting territory reviews. Activities such as pre-work and video role play are great tools to include to increase participation, while gamification drives engagement that’s fun and effective.

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Face-to-face Territories Exercises Video 78

SBI Growth

FEBRUARY 18, 2014

You’ve had an open territory for some time. Ensure that the onboarding process is not a passive exercise that can be shirked. Customer Engagement Process (Prospecting & Opportunity Management). Technology and Tools. Download this tool & follow the five steps above to get your new reps productive… and fast.

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Hiring How To Buyer Persona Demand Generation 202

SBI

AUGUST 27, 2019

Customers or prospects come in all sizes. The salespeople we thought were going to be in a role or territory are gone. Your careful segmentation exercise is stale on day one. Depending on the nature of your business, not every customer is necessarily the right fit. New accounts have been created. This is 2019.

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Segment Ideal Customer Profile Account Demographics 94

Miller Heiman Group

MAY 15, 2019

Chances are, they’ve already leveraged their own tools and technology to research and identify what they believe is their desired solution before they ever directly engage a seller. Similarly, world-class sales professionals can’t take a prospective customer’s expressed need—or the solution that will meet that need—at face value.

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Face-to-face Pharmaceuticals Decision Maker Lead Rank 96

Mereo

NOVEMBER 15, 2023

Take a hard look at the role of your business development representatives and ask yourself: Is business development the last stage of qualifying a marketing-generated lead — or the first stage of sales outreach and prospect engagement? Do they align to a market program or a selling territory?

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Lead Rank Marketing Commission Retention 41

Mindtickle

APRIL 16, 2020

Luckily sales readiness technology such as Mindtickle can assist with soliciting feedback from the field team and managers, account planning and pre-meeting territory reviews. Activities such as pre-work and video role play are great tools to include to increase participation, while gamification drives engagement that’s fun and effective.

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Face-to-face Territories Exercises Video 52

Partners in Excellence

JUNE 16, 2019

We know we have to: Prospect Qualify Engage in a disciplined selling process, aligned with our customers’ buying process. Grow our share of account/territory Constantly learn and improve Leap over tall buildings… (Oops). We invest billions in tools, systems, programs, content, to help us do those things better.

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Hiring Territories Exercises Study 101

Hubspot Sales

JANUARY 9, 2018

If you have territories, assign a sub-goal to each. Identify 100 potential prospects and assign tiger team to each. Sales tools. On a smaller team, this exercise helps people avoid replicating each other’s work -- and shifting blame around if targets aren’t met. Of course, you’ll probably have more than one goal.

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Buyer Persona Referrals How To Commission 145

criteria for success

DECEMBER 1, 2021

If you need to run a research project, marketing may already have the skills and tools to manage it. It’s not enough to conduct a one-time exercise to identify your ideal targets. Is there an opportunity for expansion, such as a new territory or a complementary offering? They will provide a valuable perspective.

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Buyer Persona Ideal Customer Profile Buyer Trade Show 98

The Brooks Group

SEPTEMBER 18, 2018

100,000 Brand New Accounts from Prospecting. The exercise of creating a business plan helps your sales team manage their daily activities in a way that moves them towards achieving their long-term goals. Watch the video below to learn more about the Sales Territory Planning Workshop. Step 3: Identify Obstacles. Conclusion.

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Territories Conference Face-to-face Quota 79

Sales Hacker

MAY 9, 2018

We undertake this annual exercise not simply to highlight the best sales teams, but to ascertain exactly why they are so successful. Although it’s difficult to generalize across sectors and territories, our data found that higher performing sales teams saw a typical conversion rate of 37%, closing deals on average in 36.5

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Quota Sales Process Revelation Lead Rank 54

Chorus.ai

FEBRUARY 4, 2020

As you hire RevOps and sales enablement , they may well inform you that you need to update your tools, patch up your UX, fix those lingering bugs, and even re-platform. In other words, you can’t be sure exactly how broad the size of your prospective customer base is or what industries that base is centered in.

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Scale Hiring Top of Funnel How To 73

Hubspot Sales

AUGUST 4, 2020

Based on experience I learned that staying positive had a big benefit to my sales performance, for my beautiful partner Amy, for my family (who complain periodically that my positivity is flat out annoying) as well as for my prospects, customers, co-workers and community. So much of staying positive comes down to perspective and mindset.

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Positioning Hubspot Face-to-face Quota 140

Hubspot Sales

DECEMBER 29, 2017

Your prospects are focused on starting fresh, driving change, and setting yearly goals -- if you reach out with a relevant suggestion or compelling value proposition, they’ll be primed to respond. Most messages are relatively cut-and-dry, so prospects are usually surprised and impressed by anything with a little personality.

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Guarantee Industry Prospecting Fashion 106

The Pipeline

MAY 23, 2011

those valiant guardians of shareholders “rights” and “value” Remember everything goes as long as there are profits at the end of the exercise, and the opposite is true, regardless of the social merits. Prospecting. Sales Tool. Territory Alignment. 3 R’s of Prospecting Success.

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LinkedIn Pipeline Meeting Social Media 241

The Brooks Group

MARCH 4, 2014

If your coaching program participants can’t tie coaching they're getting from their managers to their on-the-job selling reality, then sales coaching basically becomes an intellectual exercise. Give your sales managers the right coaching tools. Another idea is to set up competitions between regions, territories, etc.

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Sales Coaching Coaching Call-back Incentives 40

Mindtickle

APRIL 26, 2016

If you’re going to do exercises make those about fun.”. The outcome should tie into your theme, in Steve W Martin’s example above, “meeting attendees were given different colored company baseball hats and jerseys that designated which group they were part of for team-building exercises.”

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Hiring How To Objections Scale 52

Mindtickle

APRIL 26, 2016

If you’re going to do exercises make those about fun.”. The outcome should tie into your theme, in Steve W Martin’s example above, “meeting attendees were given different colored company baseball hats and jerseys that designated which group they were part of for team-building exercises.”

Hiring 52

Hiring How To Objections Scale 52

LeadIQ

APRIL 24, 2018

However, empathy when understood this way is not an effective tool in communicating well! By virtue of transplant donation taking place after a death occurs, it naturally comes with the territory that you will witness the scope of human suffering firsthand. Tip #2: Spend time researching your prospects. So what happened next?

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Face-to-face Call-back Software Software 75

The Bridge Group

MARCH 9, 2018

Next, they moved to mapping out prospect personas. When prospecting the mid-market, it’s much easier to swap out contacts as needs dictate. They built three “swim lanes” for their AB-strategy with the AE playing the CEO role for their territory. Questions included: what departments are key to our sale?

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Top of Funnel Account Demand Generation Targets Sales Qualified Lead 45

Trinity Perspectives

MARCH 22, 2018

Speak to current customers and prospects to gauge their sentiment for the year ahead. The size of your target market, the mix of customers, prospects and white space, the industry vertical or product you are selling, will all have an impact on your success. Always remember a sales quota doesn’t exist in isolation.

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Strategy B2B Face-to-face Quota 62

Keith Rosen

MAY 8, 2019

We see potential in the people, employees, customers and prospects. After all, it sure beats the painful, and time consuming process of having to recruit and onboard someone new, let alone having to figure out how to cover a territory with no salesperson!” Otherwise, it’s a time consuming and exhausting exercise in futility.

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Hiring Coaching Positioning Consumer 94

The Brooks Group

FEBRUARY 20, 2013

Before locking on a device or technology, they set to first execute a sales segmentation exercise to quantitatively measure the number of prospects in a given reps territory. Reps typically waited 3-5 business days (or longer) to deliver a demo reel to the prospective advertiser.

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WebTrends Wireless Insurance Insurance 40

Keith Rosen

MAY 13, 2009

• Do I know how many calls/contacts I need to make each day, each week and how often I need to follow up with a qualified prospect in order to earn their business or move them to the next stage of my sales process? . Here are those questions you need to ask yourself (and your sales team). Do you have a call report system?

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Account Cold Calling Follow-up Up-Sell 48

Vengreso

MARCH 30, 2022

LinkedIn Sales Navigator is arguably one of the most powerful social selling tools available – but most teams are underutilizing it. LinkedIn Sales Navigator is one of the premium services of LinkedIn, the largest networking tool for B2B sellers. Align Sales Navigator with your current sales tools and methodology.

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LinkedIn Lead Rank Lead Scoring Ideal Customer Profile 115

Vengreso

MARCH 30, 2022

LinkedIn Sales Navigator is arguably one of the most powerful social selling tools available – but most teams are underutilizing it. LinkedIn Sales Navigator is one of the premium services of LinkedIn, the largest networking tool for B2B sellers. Align Sales Navigator with your current sales tools and methodology.

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LinkedIn Lead Rank Lead Scoring Ideal Customer Profile 99

InsideSales.com

MARCH 31, 2020

Sales process mapping is one of the most effective visualization tools sales executives can use to see both the big picture and the intricacies of each step. Sales territory mapping can also help organizations establish their sales methodology and improve sales process steps. What Is a Sales Process?

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Sales Process Sales Methodology Lead Rank Government 65

Sales Hacker

JANUARY 21, 2021

Social media has created new channels for sales reps to conduct research on prospective customers, connect with leads, and build relationships. According to LinkedIn data , salespeople who use social media in their sales prospecting are 51% more likely to achieve their quota and they outsell non-social sellers by 78%. DID YOU KNOW?

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LinkedIn Demand Generation Targets Ideal Customer Profile How To 98

LeadFuze

JULY 5, 2023

This not only improves performance but also attracts talented individuals within your sales force, enhancing business prospects significantly. It keeps them on track and motivated to conquer new sales territories. One way to tackle this challenge is by dishing out some cold, hard cash as a motivational tool.

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Motivation Strategy Incentives Incentive 52

Chorus.ai

AUGUST 13, 2019

We’re sharing exercises and templates to help you build your sales process from scratch. Gain a detailed understanding of the customer’s voice, including the questions and objections that come up during specific parts of the sales process, as well as the materials prospects request. Already have one? But first, a note on pre-sales.

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Sales Process Collateral Proposal Lead Rank 48

Sales Hacker

FEBRUARY 25, 2019

More outreach, cast a wide net, cover a large territory and see what comes back. You can go on LinkedIn any day and see people griping about the impersonal approach to prospecting. Are they looking to get the right solution or is it a spreadsheet exercise? No” is a very powerful tool in sales.

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How To Enterprise Enterprise Buyer 55