The Spiff Blog

MARCH 2, 2023

Whether you’re a regular follower of the Spiff blog or a first-time visitor, we’re excited to have you here for the latest edition of our Meet the Team series. He first entered the world of technology and software when he accepted a position at a small software company in 2017. A warm welcome to all of our readers!

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Meeting Engineering Travel Face-to-face 75

Sales and Marketing Management

MARCH 26, 2017

Even if you started 2017 with specific, measurable goals, what happens when you fall behind? What happens when those best-laid plans meet the battlefield of business? by: Matt Heinz. You know what they say about best-laid plans, right? What happens when things don’t always go the way you intended?

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Course Cost per Lead Incentives Incentive 120

The Spiff Blog

SEPTEMBER 16, 2022

Welcome, or in some cases, welcome back to our meet the team series. Without further ado let’s jump into the latest edition and meet some of our favorite Spiffers: Rachel Cravit, Marketing Content Writer. Samuel has been very interested in programming ever since and has graduated with a degree in the subject in 2017.

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Meeting Top of Funnel Travel Engineering 75

The ROI Guy

NOVEMBER 11, 2016

Value is a vital element to sales success for 2017, according to insights from Peter Ostrow, Research Director of Sales Enablement Strategies for research firm SiriusDecisions. Peter was quick to reveal research that shows just how hard it can be to achieve these goals in 2017, as the buyer’s decision-making journey has become more complex.

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B2B Quota Research Sales Enablement 58

Hubspot Sales

OCTOBER 26, 2017

Professional conferences are not only an opportunity to meet industry leaders -- and maybe do a little prospecting -- they’re also a way to break yourself out of your usual routine and pick up new skills. So we’ve compiled a list (in chronological order) of the top sales conferences you should attend in 2017 and 2018. Dreamforce.

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Conference Scale Inbound Hiring 111

Bernadette McClelland

JULY 11, 2022

In 2017 I visited the Amen Clinic in Orange County where I had my brain scanned. The same happens with our buyer when we meet for the first time. That is exactly what we want to have happen with our buyer – for both of us to fall into sync with each other when we first meet. . Do I trust you? Stories do that….

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Chemicals Hiring Exact Follow-up 397

SalesLoft

NOVEMBER 6, 2017

We’re so excited to see our world-class customers, visit the booths of our incredible partners, and meet some brand new faces looking to learn more about the future of the sales industry. Derek Grant (@derekgrant) November 5, 2017. A post shared by Salesloft (@salesloft) on Nov 6, 2017 at 8:30am PST. The Superbowl of SaaS.

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Everest Social Media Hotels Face-to-face 52

InsightSquared

OCTOBER 11, 2017

Last week, our CMO Joe Chernov explained why InsightSquared is going “all-in” at Dreamforce 2017. If you are looking to get really deep sales analytics out of your CRM, meet us at Dreamforce.

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Sales Operations SalesForce Case Study Analytics 66

Hubspot Sales

SEPTEMBER 29, 2017

Conversational presenting is a big trend in 2017. Treating each meeting like a conversation allows you to navigate presentations based on your prospect’s needs. When you’ve incorporated her feedback, share the finished presentation with all participants at least twenty-four hours before the meeting.

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Trends Conversion Case Study Study 88

InsideSales.com

AUGUST 8, 2019

Get to know some of the great leaders in the sales industry today that spoke during the 2017 InsideSales’ Executive Summit! The post Meet Top Sales Leaders From Salesforce, Accenture, ADP & Caesars appeared first on The Sales Insider. Read on to find out more. What Is a […].

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SalesForce InsideSales Meeting Hiring 59

The Brooks Group

DECEMBER 4, 2017

The end of the year can be extremely busy for salespeople who are trying to close up last minute deals to meet their Q4 target. We’ve rounded up the top 10 most popular posts from The Sales Leader blog in 2017 to give you a place to start when you’re looking to improve your team’s performance. 7 Characteristics of a Good Sales Trainer.

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Territories Pipeline Follow-up Meeting 61

SalesLoft

DECEMBER 28, 2016

From new advances in product and technology, to exciting sales events on the horizon, 2017 is sure to be abuzz with innovation, collaboration, and thought-leadership across the board. Rainmaker 2017 will provide attendees with each of these in spades. Here are the some of the sales events where you can find us in the new year: SaaStr.

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Conference Scale Hotels Demand Generation 52

Your Sales Management Guru

JUNE 6, 2017

A Sales Manager’s Recipe: What’s Cooking in 2017? The last three years have been tough and she was looking for new ideas for 2017 to excite her team and also to simply change up the routine. So if 2016 left a bad taste in your mouth, use the following ingredients to create a new recipe to make 2017 your best year ever.

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Sales Management Hiring Call-back System 52

A Sales Guy

MARCH 14, 2017

It’s 2017, and we’re failing our customers, prospects, the companies we work for and ourselves. Stop getting upset when they cancel a meeting, don’t show up to a call or choose the competition. They have goals they’re trying to meet. Show up at the team meetings. It’s 2017.

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Account Based Marketing Promotion CRM Up-Sell 101

Steven Rosen

JANUARY 3, 2018

As the Head of Sales, you are still in 2017 my friend but you really need to have your head in 2018 deciding what you are going to do. If you have struggled in 2017 to executive effectively then this strategy is for you. If you want to crush your sales numbers Sales Strategy #2: Execute with Excellence is guaranteed to help.

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Strategy Guarantee Coaching Sales 307

Hubspot Sales

NOVEMBER 3, 2017

Nice to meet you at [street address]. Hello [Prospect], Great to meet you at [address] last weekend. It was great to meet you! If you’d like to set up a time to meet, click this link to book time on my calendar: [Link to Meeting tool]. It was a pleasure meeting you. Low interest rate email. Farming email.

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Real Estate Up-Sell Follow-up Retention 142

InsightSquared

NOVEMBER 17, 2017

A Sales Ops Playground: Dreamforce 2017. Naturally, collecting thousands of ops people in the same town gathered some old friends I had the pleasure of meeting up with to discuss our latest challenges and projects in our roles.

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SalesForce Sales Operations Scale Conference 54

InsightSquared

OCTOBER 24, 2017

We are in the final two weeks of preparing for Dreamforce 2017 — building our session agendas, RSVPing to countless events and creating a list of hashtags to follow to ensure we stay informed throughout the week. If you are looking to get really deep sales analytics out of your CRM, meet us at Dreamforce. See you in 13 days!

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Twitter Influencer Hotels SalesForce 63

SalesLoft

DECEMBER 7, 2016

While no one knows exactly what 2017 will bring, we predict that the future of sales software will introduce more customization and the power of big data analysis to all industries. What’s new with this data for 2017? 2017 will show continued growth in sales software that analyzes and connects sales with their social media audience.*.

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Software Software Top of Funnel Social Media 52

The ROI Guy

JANUARY 11, 2017

As you and your team kickoff the New Year, there are some important research findings you should factor into your 2017 sales enablement and content strategy. Sources: 2017 – The Year B2B Sales Reps Can Finally Sell Value? What does a great “Value” program look like?

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Lead Rank Lead Scoring Quota Scale 45

Adaptive Business Services

OCTOBER 18, 2017

Face-to-Face Meetings: The Ultimate Guide – Thanks to communication tools like Skype, chat, and email, face-to-face meetings sales meetings are less common than they used to be. Case in point: An April 2017 study from Cornell University found in-person requests are 34 times more successful than those made over email.

Social Selling 59

Social Selling Hiring Face-to-face Google 59

Sales and Marketing Management

MARCH 22, 2017

Issue Date: 2017-03-01. Even if you started 2017 with specific, measurable goals, what happens when you fall behind? What happens when those best-laid plans meet the battlefield of business? Even if you started 2017 with specific, measurable goals, what happens when you fall behind? Author: Matt Heinz. read more

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Course Meeting 153

Paul Cherry's Top Sales Techniques

JUNE 1, 2017

The odds are good that you’ll have other chances soon to recover from that blunder as you tap your pipeline of prospects and arrange future sales meetings. The post The Top 6 Ag Sales Trends In 2017 appeared first on Paul Cherry Sales Training & Coaching. But for farmers, the risks are much Read More.

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Trends Pipeline Coaching Sales Meeting 49

Increase Sales

DECEMBER 21, 2016

Sales managers and SMB owners are scrambling to schedule their next Sales Kick Off meeting. Note: This is a working sales kick off meeting. To start the meeting could be some inspirational speaker or video. A new quarter is quickly approaching. What would happen if the following took place? Credit www.pixabay.com.

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Meeting Top of Funnel Construction Sales Goal 70

Your Sales Management Guru

DECEMBER 20, 2016

First Quarter 2017. But as budget planning begins and business strategies begin to be set, it is your responsibility to be ready for 2017. What are your revenue objectives by each quarter for 2017? Have your business objectives changed and therefore your 2017 compensation plans may need to be altered. Sales skills.

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Hiring Scale Compensation Objections 40

Understanding the Sales Force

JANUARY 3, 2017

We attended the organizational kick-off meeting for the team with whom our 14-year old son will be playing travel baseball this year. The organization is run by former MLB pitcher Brian Rose and one of the memorable things he said at this meeting was, "There will always be someone working harder than you."

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Travel Meeting Company Sales 261

Pointclear

NOVEMBER 17, 2017

While everyone agrees the two organizations must be in sync to meet revenue goals and scale, the finger pointing continues. The age-old issue of how Sales and Marketing work together (or not) is still on the table.

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Scale Marketing Conversion Inbound 100

No More Cold Calling

AUGUST 10, 2017

Buyers take meetings with salespeople who’ve been introduced by people they know and trust. According to LinkedIn’s State of Sales 2017 US Report , 70 percent of the time that decision-makers respond to salespeople, it’s because those reps were introduced through a professional network. P2P Selling Meets Referral Selling.

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Referrals Decision Maker Cold Calling Networking 240

Partners in Excellence

JUNE 24, 2017

Time spent preparing for a call/meeting, 2. Time spent in the call/meeting itself, 3. Time spent in direct follow-up from the meeting. I’m really excited to meet with Brent Adamson , Nick Toman and others from CEB. The results we are seeing are devastating.

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eBook Research Survey Data 49

Sales Result

NOVEMBER 2, 2016

As we approach 2017, most Sales Managers and VPs of Sales have already started the budget and planning phase. The “normal” being travel and entertainment, Customer Relationship Management (CRM), hiring and onboarding, and sales kickoff meetings. I get asked by sales leaders what, besides the normal stuff, to invest in.

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Hiring Travel CRM Sales Management 40

Sales Result

SEPTEMBER 29, 2016

You wouldn’t go into a meeting that you were leading unprepared; the same goes for next year. Take the following 10 steps to begin building a 2017 sales plan with acheivable sales goals and a strategy to reach them that you can be celebrating this time next year. <<< Don't be this guy.

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Sales Goal Strategy Sales Meeting 40

Sales and Marketing Management

FEBRUARY 17, 2017

Issue Date: 2017-02-17. Teaser: At some point, everyone who has ever been in a meeting experiences the terrible symptoms of this rapidly spreading epidemic. At some point, everyone who has ever been in a meeting experiences the terrible symptoms of this rapidly spreading epidemic. Author: Mert Yentur. read more

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Meeting Sales 180

Mereo

DECEMBER 14, 2017

As the year comes to a close, you are probably finding yourself recapping what you and your team achieved in 2017. Whether 2017 was filled with missed quotas or benchmark successes, as the leader of your team, YOU have the power to create change and move into 2018 with positivity and purpose. What was the biggest challenge you faced?

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Positioning Face-to-face ACT Quota 31

Your Sales Management Guru

JANUARY 2, 2017

Life Enrichment: Why 2017 Can Be Your Best Year Ever! A friend of my recently wrote a blog on the “ One Person That Impacted My Life in 2016” I think it was a fabulous idea, today is a good day for you to reflect on that thought, name that person and thank them, make them aware of your feelings and then go make 2017 Your Best Year Ever!

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Workbooks Lead Rank Lead Scoring Compensation 54

Customer Centric Selling

DECEMBER 20, 2016

Sales Tips: How to Plan Your 2017 for Success. I’ve outlined below a series of steps , a process , that you can follow to begin gathering the information you need to develop your own 2017 Territory Sales Plan. The time to begin developing your 2017 Territory Sales Plan is NOW. Step 1: Timing. Here it is, New Years.

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Revenue Territories How To InsideView 40

DiscoverOrg Sales

JANUARY 22, 2018

We completed the meeting, I opened the opportunity, and we’re in the final stages of a relatively large deal. On Tue, Dec 5, 2017 at 7:11 AM, Joshua Sutton <joshua.sutton@mail.discoverorg.io> wrote: Subject: Fishing in Oregon (DiscoverOrg). On Tue, Dec 5, 2017 at 10:29 AM, Heather wrote: Hi Josh, I appreciate you reaching out.

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Prospecting Decision Maker Ideal Customer Profile Data 258