The Spiff Blog

SEPTEMBER 16, 2022

Felicity Jones, Customer Account Executive. Brent Showerman, Customer Success Manager. Brent enjoys building relationships with coworkers and customers alike, and always strives to bring positive energy, enthusiasm, and a personal touch to his work. What excites you most about your role?

Meeting 75

Meeting Top of Funnel Travel Engineering 75

Hubspot Sales

AUGUST 21, 2023

Think about who your best customers are (or who you've had the most success calling in the past) and look for common attributes. Voila — a list of potential customers. My customers are typically looking to increase rep productivity. My customers are typically looking to increase rep productivity. Identify 2-3 verticals.

Cold Calling 98

Cold Calling Call-back Inbound Follow-up 98

Artesian Solutions

MAY 10, 2018

The key to staying relevant in an oversaturated market is being adaptable, creative, and jumping on technological advances that help you find new opportunities, differentiate your service and most importantly of all add value to your customers. Staying in tune and ahead of customer needs. Differentiate from the competition.

Marketing 40

Marketing Lead Rank Competition How To 40

Circleback

JANUARY 30, 2018

2017 is finally over. More acquisitions and partnerships, an increased role of AI and automation, a rising millennial workforce, and higher costs of customer acquisition are all making the B2B space highly unpredictable and competitive. Technological is advancing, and the market is becoming even more customer-centric.

Trends 20

Trends Account Based Marketing Social Media Face-to-face 20

Hubspot Sales

OCTOBER 20, 2021

Are your current customers in the area productive and satisfied? In some cases, the time you take to construct and refine your forecasts can run too long and encroach on time you should be spending coaching your team. You have to understand how to retain customers before you start hitting new markets. Disregarding Retention.

Scale 123

Scale Hiring Compensation Territories 123

LeveragePoint

FEBRUARY 20, 2018

These concerns are consistent with 2017’s results and are problems for B2B sales teams working their way through all stages of their sales cycles. If a rep can’t engage the customer in identifying their business need and relate that need to the seller’s solution, then the opportunity won’t be well qualified.

Case Study 20

Case Study Sales Cycle Study Opportunity 20

Rob Jolles

FEBRUARY 27, 2023

Michelle Gladieux ( 04:06 ): Oh yes, but we’ve created hundreds of custom workbooks for different half day, full day kind of trainings around communication, client by client custom. I was lucky to get to see him his last 40th anniversary tour in 2017. So congratulations. And is it your first book? I would guess, right?

Call-back 40

Call-back Exercises Travel Workbooks 40

John Barrows

APRIL 11, 2018

Since launching in the summer of 2017, the number of videos on LinkedIn has risen dramatically. When you’re going to record a video that tens of thousands of your colleagues, customers, and prospects can see, you want to be confident and clear in your message. Do a practice recording or two. Keep it short.

LinkedIn 88

LinkedIn Video Face-to-face Trends 88

Artesian Solutions

APRIL 9, 2018

We talked about how top performing sales people take the time to learn about their customers and prospects, and answer some all-important questions – What’s important to them? Sellers that use tools to advance their understanding of the customer and enhance listening skills are pulling away from their peers. What goals they set?

Lead Rank 40

Lead Rank Ideal Customer Profile Data Sales Qualified Lead 40

Hubspot Sales

JANUARY 9, 2019

Residential , which includes new construction and resale homes. Other processes such as zoning, construction, and appraisal are handled independently, too. More buyers and sellers are online than ever before; online leads alone increased by 65% from 2016 to 2017. The term “real estate” means real, or physical, property.

Real Estate 120

Real Estate Paid Content Hiring Advertising 120

Product Management University

MARCH 30, 2017

This 2017 iteration reminds me of something I’ve seen in the corporate world a hundred times – someone trying to sell an idea for a new product with a plethora of technical features and not much customer context on the real business problem they’re solving, why that problem exists and the ultimate value of the solution.

Fashion 40

Fashion Government Face-to-face Ideal Customer Profile 40

Sales Hacker

MARCH 19, 2019

Emily is a great motivator and knows the right balance of constructive and positive feedback. My office is right beside Josh’s so I often overhear him connecting with potential customers. She always stressed the importance of setting expectations correctly and making sure customers needs were met.

Hiring 96

Hiring Scale Sales Qualified Lead Top of Funnel 96

Hubspot Sales

JANUARY 4, 2019

According to the Bureau of Labor Statistics , the median annual income for realtors was just below $46,000 in 2017. Think about your vision, target customers, and goals for your marketing efforts. Offer to help them with their business, and they'll be more willing to share their knowledge and provide you with constructive feedback.

Real Estate 78

Real Estate Licensing Commission Ideal Customer Profile 78

SugarCRM

DECEMBER 8, 2017

“The people we sell to don’t buy our product,” Avi Barr, national sales manager at ASI during his presentation at SugarCon 2017. However, because the construction of a building takes a long time (ASI has sales cycles as long as three years), the company must also build relationships with what it calls “non-buying customers.”

Construction 40

Construction CRM Hiring Lead Rank 40

OnePageCRM

MARCH 21, 2017

A CRM or Customer Relationship Management tool is software used by sales and marketing teams to track the interactions you’ve made with your contacts and customers, and manage follow-ups. This all sounds easy when you have 5-10 customers (and it is). You begin to get bad customer or potential customer feedback.

CRM 49

CRM Lead Rank Lead Scoring Segment 49

OnePageCRM

MARCH 21, 2017

A sales CRM or Customer Relationship Management tool is software used by sales and marketing teams to track the interactions you’ve made with your contacts and customers, and manage follow-ups. This all sounds easy when you have 5-10 customers (and it is). You begin to get bad customer or potential customer feedback.

CRM 39

CRM Lead Rank Lead Scoring Segment 39

Showpad

OCTOBER 14, 2019

New strategies for lead generation and customer acquisition have to be continually tested and incorporated. Such levels of Sales enablement and preparation are central to keeping pace with the expectations and needs of customers. Your salespeople need rich and diverse content to be able to attract, inform, and retain customers.

Account Based Marketing 40

Account Based Marketing Ideal Customer Profile B2B Top of Funnel 40