The Spiff Blog

SEPTEMBER 7, 2023

As a sales leader, you already know that effective sales performance management isn’t just setting lofty sales targets and then pushing your team to achieve them. These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement.

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Incentives Incentive Scale Compensation 83

BrainShark

JULY 4, 2023

Coaching sales reps is vital, and if you aren’t currently doing it, good news – getting started can make a world of difference for your bottom line. Challenges for organizations with untrained or undertrained reps include missed quotas, inconsistent messaging, and lack of sales readiness. What is sales coaching?

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Sales Coaching Coaching Hiring Video 62

Pipeliner

DECEMBER 2, 2022

The rapid road to a closed sale is only through revenue intelligence. Revenue intelligence contains all that is required for your sales leadership to create accurate quotas and forecasts, and for your team’s pipeline management. Through actionable insights, sales cycles are shortened and win rates are increased.

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Revenue Forecasting Lead Rank Quota 98

Crunchbase

APRIL 12, 2024

Far from its fictional representations, though, it actually has practical, useful and beneficial day-to-day applications in sales. Sales teams are already seeing AI streamline workflows, coach reps, optimize prospecting strategies and more. What is AI in sales?

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Lead Rank Lead Scoring Top of Funnel Ideal Customer Profile 64

Hubspot Sales

MARCH 19, 2022

The goal of any sales organization is, ultimately, to increase revenue. Which means the goal of any effective sales leader is to inspire and motivate their sales team to hit, or exceed, their revenue targets. Creating a healthy, effective goal-driven sales environment is vital for long-term success and employee satisfaction.

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Hiring Lead Rank How To Cold Calling 118

Highspot

OCTOBER 11, 2023

Effective sales management is the core of any successful business. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals.

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Sales Management Strategy Lead Rank Lead Scoring 59

Gong.io

NOVEMBER 23, 2022

It’s hard to become a sales manager without first being a good sales rep. After all, when the majority of your own quota is based on your team’s sales performance, you need to know how to sell. . But that doesn’t mean the best closer is guaranteed to make the best sales manager. Creating sales plans and processes.

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Sales Management Forecasting Report Face-to-face 62

Crunchbase

APRIL 11, 2023

Prospecting is the process of researching and pursuing potential customers for your business. It’s a vital part of any sales strategy because it helps develop your sales pipeline and brings you one step closer to securing new customers.

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Ideal Customer Profile Closing Prospecting Intent Data 98

Crunchbase

APRIL 11, 2023

Prospecting is the process of researching and pursuing potential customers for your business. It’s a vital part of any sales strategy because it helps develop your sales pipeline and brings you one step closer to securing new customers.

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Ideal Customer Profile Closing Prospecting Intent Data 98

Autoklose

JANUARY 22, 2024

You might be confused about the best way to reach out to a customer or find yourself struggling to define go-to sales strategies that bring results. With fast technological improvement, new techniques are stepping into the picture. Start with Specific Goals 5. Mind the Sales Experience 13. Analyze Your Past Sales 17.

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Lead Rank Lead Scoring Strategy Hiring 52

Highspot

DECEMBER 19, 2023

The answer lies in lead generation driven by sales development reps. To truly unlock their potential, a robust sales development playbook is vital. What Is a Sales Development Playbook? What Is a Sales Development Playbook? Furthermore, the playbook aligns sales activities with broader business goals.

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Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

Zoominfo

APRIL 15, 2018

The importance of data cannot be understated in the modern sales landscape. Now, data and analytics reign supreme when it comes to running a successful sales organization. Maybe you’re new to data-driven sales, or maybe you just need to brush up on how to leverage data as part of your sales strategy.

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Data Strategy Lead Rank Lead Scoring 170

criteria for success

DECEMBER 2, 2020

Are you a sales manager achieving inadequate results? How can you effectively leverage your sales growth team? Here at CFS, we have developed a system called CoAction – an approach that sets your team is on a path for sales revenue growth, no matter the circumstances. Even just 5 to 10 team members will do.

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Revenue Hiring Account Strategy 80

Highspot

OCTOBER 30, 2023

In this article, we help you navigate the intricacies of sales performance metrics, guiding you on which ones are pivotal and how best to measure them. What Is Sales Performance? Sales Performance vs. Sales Metrics Why Analyze Your Sales Performance? Why Analyze Your Sales Performance?

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Lead Rank Lead Scoring Churn Top of Funnel 59

Highspot

JANUARY 9, 2024

What makes it more complicated is that 90% of buyers don’t follow a linear sales funnel path , leaving sales reps little to no room for mistakes. This makes B2B sales training more important than ever. What Does the B2B Sales Process Look Like? What Is B2B Sales Training?

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B2B Training Top of Funnel B2C 52

InsightSquared

AUGUST 28, 2019

Startups are built from the ground up and one of the major stepping stones is promoting an environment of accountability among your sales reps to properly input data and to follow sales best practices. How can sales operations report effectively? Process Development. Defining the Process.

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Account SalesForce Pipeline Data 87

Mindtickle

JUNE 29, 2021

It’s not that they aren’t talented; it’s that traditional sales training and enablement programs are failing them. of stakeholders feel that sales enablement initiatives meet or exceed their expectations, and another research report found that 90% of sales training programs fail after 120 days. Build knowledge.

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Face-to-face Scale Ideal Customer Profile Case Study 66

Vengreso

JANUARY 13, 2023

Even so, my sales book collection is mounting, thanks to the privilege of hosting Vengreso’s Modern Selling Podcast. Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best sales books for 2023. I’ll be the first to admit it!

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Paid Content Conversion Top of Funnel Hiring 81

Vengreso

NOVEMBER 2, 2021

The sales culture at your company determines your organizational success. Especially true when it comes to mastering the art of modern sales and driving the sales team to engage with today’s modern buyer. What is Sales Culture? Now, doesn’t that sound a bit like great sales culture?

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Hiring Promotion Ideal Customer Profile Coaching 84

Mindtickle

JUNE 29, 2021

It’s not that they aren’t talented; it’s that traditional sales training and enablement programs are failing them. of stakeholders feel that sales enablement initiatives meet or exceed their expectations, and another research report found that 90% of sales training programs fail after 120 days. Build knowledge.

Face-to-face 59

Face-to-face Scale Ideal Customer Profile Case Study 59

Smooth Sale

JULY 15, 2022

The first step to successfully resolving your employees’ everyday challenges will put you on the right path to encouraging employee loyalty and avoiding the cost of the hire-train-re-hire ‘revolving door syndrome.’ Photo Source. Attract the Right Job Or Clientele: Resolve Your Employees’ Everyday Challenges.

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Hiring Scale Conference Lead Rank 78

Mereo

APRIL 29, 2021

To achieve consensus within your business and effectively organize your resources for go-to-market success, it is also important to “paint a picture” of the future and define that future by answering questions such as: What are the goals and objectives over each of the next 3 to 5 years? How will we know we are successful?

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Ideal Customer Profile Penetration Engineering Government 69

InsideSales.com

APRIL 8, 2020

RELATED : 11 Insanely Effective SAAS Sales Secrets Right From The Salesforce Playbook : What Is Visible Leadership? Why Is Leadership Visibility Important? What Is Visible Leadership? Showing that you’re invested in your people is a fundamental leadership role. Why Is Leadership Visibility Important?

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Construction Social Media Video Relationals 52

Sales Hacker

MARCH 28, 2019

To address the disparity between men and women in sales, a good start is to change your hiring practices , and update your company policies. But those two steps on their own are not enough to drive true equality in our male-dominated industry. How are women promoted in comparison with men with similar sales experience and tenure?

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Coaching Training Hiring Sales Management 79

Sales Hacker

AUGUST 12, 2021

Do your sales reps know who they’re supposed to be targeting? Recent research indicates that at smaller sales organizations, the inability to identify decision-makers is still a major deal killer. As a sales leader, you may have the perfect view of what your ICP looks like, but you need to make sure that the same is true for your team.

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Decision Maker Buyer Persona Collateral Case Study 119

Showpad

NOVEMBER 18, 2019

A rep’s focus is hitting their monthly, quarterly, and annual numbers, but the steps to get there can often be unclear. Professional growth is vital to a salesperson’s success, and Sales and Sales enablement conferences are one of the best ways to get a new perspective and learn best practices. Sales Innovation Expo.

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Conference Sales Enablement Outbound Inbound 58

SugarCRM

DECEMBER 2, 2021

As a CRM platform vendor, we help our customers use our products across marketing, sales, and service. With Sugar Market , Sell , and Serve , we work with marketers on how they can best engage with sales and service teams to drive revenue and customer satisfaction. . Ensure a Rapid and Accurate Lead Assignment and Follow-Up Processes.

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Lead Rank Marketing Account Based Marketing Lead Scoring 55

Showpad

JUNE 4, 2019

A rep’s focus is hitting their monthly, quarterly, and annual numbers, but the steps to get there can often be unclear. Professional growth is vital to a salesperson’s success, and sales and sales enablement conferences are one of the best ways to get a new perspective and learn best practices. Austin, TX | November 5-6.

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Conference Sales Enablement Networking Outbound 67

Mereo

JUNE 11, 2020

Sales enablement has been a vital business strategy for the past decade, but many programs remain in their infancy. In 2017 the marketplace saw a large uptick in sales enablement program launches. But according to the CSO Insights 5 th Annual Sales Enablement Study , maturity and progress has been slow to follow.

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Sales Enablement Face-to-face Study Quota 45

Vengreso

AUGUST 21, 2023

In the digital era, sales professionals need to embrace social selling training to remain relevant and successful. This equips them with vital skills to engage with prospects on their preferred social media platforms, building meaningful relationships that lead to increased revenue. Why some companies, teams and individuals resist it.

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Social Selling Training Outsourcing Services Top of Funnel 52

InsightSquared

AUGUST 28, 2019

Startups are built from the ground up and one of the major stepping stones is promoting an environment of accountability among your sales reps to properly input data and to follow sales best practices. How can sales operations report effectively? Process Development. Defining the Process.

Account 54

Account SalesForce Pipeline Data 54

Showpad

JANUARY 3, 2019

A rep’s focus is hitting their monthly, quarterly, and annual numbers, but the steps to get there can often be unclear. Professional growth is vital to a salesperson’s success, and sales and sales enablement conferences are one of the best ways to get a new perspective and learn best practices. Sales Innovation Expo.

Conference 67

Conference Sales Enablement Networking Outbound 67

LeadFuze

MAY 16, 2019

If that sounds like a win to you, let’s get down to business on how you can develop a sales and marketing alignment plan in your organization. Before you build out a killer sales and marketing alignment plan, take a step back. Do a review of all of the software and processes that each of your teams is currently using.

Lead Rank 69

Lead Rank Marketing Qualified Lead Top of Funnel Sales Qualified Lead 69

Tony Hughes

OCTOBER 16, 2018

Large enterprises are notoriously slow to move so sales people will need to drive this in partnership with sales management and marketing. Create an initial team of 5 of your best sales people. Most importantly, no sales messages to links being posted to selling websites or marketing videos. This Social 3.0

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Social Selling LinkedIn Ideal Customer Profile Top of Funnel 83

Pipeliner

DECEMBER 13, 2017

and sales itself, advice for new sales managers, why sales managers and salespeople really do need to believe in their product or service, what kinds of plans a sales manager should have in place for achieving goals and quotas, and how a sales manager can get their team truly involved with their sales process.

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Compensation Lead Rank Lead Scoring Quota 79

Allbound

NOVEMBER 12, 2019

Conflict can occur for various reasons such as pricing, poor communication, or even deals poached by the direct sales team. By being proactive, you can take steps to prevent these issues. To increase channel sales, it’s vital to keep your product top of mind with your partners. Show investment in your partners.

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Channels Face-to-face Collateral Software 52

PandaDoc

APRIL 21, 2023

As a business discipline, it refers to the process of identifying or targeting key accounts, which have strategic value, and developing a deeper, more meaningful, and mutually beneficial relationship with them. However, this is sometimes easier said than done, and many sales organizations struggle to develop a strategy that gets real results.

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Account Ideal Customer Profile Strategy Revenue 52