The Spiff Blog

SEPTEMBER 16, 2022

Welcome, or in some cases, welcome back to our meet the team series. We use this series to introduce some of the faces behind the Spiff brand– that way, you can put a face to the name so to speak. When she’s not writing, Rachel loves getting out to explore Charleston, where she recently moved with her dog Louis.

Meeting 75

Meeting Top of Funnel Travel Engineering 75

The Spiff Blog

OCTOBER 12, 2023

How well can you explain (or defend) the way your company compensates sales employees? In today’s world, where pay transparency and compensation fairness are increasingly in the spotlight, sales employees and high-quality job candidates want to know more than just “how” your sales reps are paid.

Compensation 84

Compensation Commission How To Incentives 84

Hubspot Sales

JUNE 9, 2023

If you’re looking to get into sales, not having a college degree can feel like a huge barrier to your career. But what if I told you that a degree isn't always required for a sales job? In this guide, we’ll explore how you can get into sales without a degree. Table of Contents What does it mean to work in sales?

Hiring 100

Hiring Salary How To Ideal Customer Profile 100

LeadFuze

MARCH 9, 2021

Here is a fact, your sales reps learn by doing, not by listening. Sales role play scenarios are among the classic approaches you can use to: Prepare your new hires for real-world buyer-seller interactions. You need ideas for sales role play that upgrades your sales reps’ skills?

Hiring 105

Hiring Training Sales Qualified Lead Exercises 105

Zoominfo

OCTOBER 22, 2019

While it’s great to see a motivated sales team working hard day in and day out, it’s important for them to take a step back and regroup every once in a while. Sales professionals thrive when given the opportunity to learn, develop new skills, and interact with one another. How to Create a Great Sales Kickoff.

How To 182

How To Follow-up Scale Up-Sell 182

The Spiff Blog

JULY 28, 2022

Welcome back to our Meet the Team series! We know we’re nothing without our team and believe it’s important to get to know each of our teammates as human beings that exist both inside and outside the workplace. So, without further ado, let’s meet the team! So, without further ado, let’s meet the team!

Meeting 84

Meeting Sports Travel Engineering 84

Allego

AUGUST 4, 2022

When you and your competitors all sell the same thing, you need a way to differentiate yourself. Your salespeople must do and say things that set them apart from others in the pack—in a good way, of course. How does it help your organization drive success? In the excerpt below, he explains some of their techniques.

Video 118

Video Hiring Face-to-face Penetration 118

Sales Evangelist

FEBRUARY 19, 2024

How do you approach your prospects as a sales rep? In this episode of "The Sales Evangelist Podcast," you'll find the best way to approach prospects. Jim shares the keys to building long-term client relationships, behaving as a peer, and delving into consultation-oriented sales.

Prospecting 40

Prospecting Hubspot LinkedIn Survey 40

DiscoverOrg Sales

JANUARY 22, 2018

My love of all things college football comes in handy – even when it’s not football season. As DiscoverOrg’s Manager of Strategic Accounts, I’m always looking for ways to use personal touchpoints to engage prospects via email. I consistently gets a response rate of 60% – and an engagement rate of 80%. Longhorns Basketball).

Prospecting 258

Prospecting Decision Maker Ideal Customer Profile Data 258

Alice Heiman

JUNE 17, 2021

We’ve talked in the past about the sales leader’s role in conquering the complex sale. But as the world adjusted to the pandemic and more sales teams began working remotely, managing complex sales became even more challenging. Managing complex #sales can be difficult, especially when working remote.

Hiring 140

Hiring Quota Call-back Webinar Metrics 140

SBI

JANUARY 6, 2022

5 Reasons Sales Enablement is Critical for 2022. Over the past few years, we are witnessing a rapid digitalization of all sales processes. It is best exemplified in sales departments, where until recently many activities were carried out in a traditional way using paper documents and faxes, and, in later years, Excel.

Sales Enablement 150

Sales Enablement Engineering Scale Tools 150

Zoominfo

AUGUST 4, 2021

You understand the value of real-time interaction and its influence on your buyer’s journey. An integrated chat platform onto your website can kickstart this interaction and continue to be a touchpoint as your buyers move from leads to customers. The answer is to carefully segment your website visitors into different types.

Top of Funnel 130

Top of Funnel B2B Sales Qualified Lead Penetration 130

Zoominfo

AUGUST 25, 2020

Either way, there are a host of obstacles to marketing time management that can impede productivity. Lack Of Strategy And Alignment: Sales and marketing alignment is imperative for efficient time use. Aligning with sales departments ensures that everything marketing does is in line with sales goals.

Marketing 221

Marketing Campaigns ROI Scale 221

Apptivo

AUGUST 24, 2022

What is a challenger sales model? What are the pros and cons of challenger sales model? Steps to adopt challenger sales model. How to apply the challenger sales methodology into your business? The authors of “The challenger sale model” – Matthew Dixon and Brent Adamson explain this through their model.

Lead Rank 98

Lead Rank Ideal Customer Profile Sales Methodology Face-to-face 98

Anthony Cole Training

AUGUST 13, 2014

Early evening on Mondays, I play tennis with some guys who I also play league tennis with. I started playing with this group 3 years ago. At one of our matches recently, I was in the mens locker room getting ready when a player from the other team came into the room. Both coaches carried racquets, by the way.

Coaching 171

Coaching Exact eBook Groups 171

Allego

APRIL 21, 2022

They’re discovering, however, the traditional all in-person ways of operating are things of the past. And many companies have fully remote teams, working in different parts of the world. Remote and hybrid teams are going to be with us for years to come,” said Andre Black, chief product officer at Allego. You aren’t alone.

Hiring 71

Hiring Video Distribution Buyer 71

Gong.io

SEPTEMBER 30, 2022

Want to use Gong to track a rollout or initiative at your organization? Need to up-level your Gong Deals game? We heard from Gong users in roles across Sales, Enablement, Marketing, and Customer Success. Let’s start with 6 suggestions from Sales Directors. 6 Gong Deals best practices from Sales Directors.

Lead Rank 62

Lead Rank Lead Scoring Hiring Coaching 62

Allego

MARCH 31, 2023

Let’s face it, we all make bad hiring decisions. While we may strive for sifting and recruitment strategies that leave us with rock star sales reps, it’s never bulletproof. Even when you provide sales coaching, a sales rep may still leave. The average tenure of an SDR (Sales Development Rep) stands at just 1.4

Coaching 71

Coaching Sales Coaching Hiring Face-to-face 71

Allego

JUNE 29, 2021

2020 was a transformational year for sales organizations. The challenges caused by COVID-19 launched a boom in virtual selling and an estimated 90% of B2B sales are now virtual. > > Watch Now: How to Use Rep-Centric Sales Enablement to Future-Proof Your Revenue Engine. This data reveals the impact of the pandemic.

Sales Enablement 123

Sales Enablement Scale Hiring Harvest 123

Pipeliner

JULY 8, 2020

As the country starts to open up again, sales teams around the country are tentatively reaching out to customers to test their receptiveness. Whether it’s a salesperson on a shopping floor or sales executive on the brink of making a deal of a lifetime, salespeople rely heavily on one-on-one interactions with potential customers.

Skype 96

Skype Decision Maker Analysis Smart Company 96

Bernadette McClelland

FEBRUARY 10, 2018

In fact, how often do we assume we are worthy of anything – respect, love, appreciation, business? Because, we too, belong to a Force – a Sales Force! It was not only a wonderful moment as a parent but for her as a role model to the community. When are those moments we assume we deserve to win something? Food for thought!

Lead Rank 230

Lead Rank Lead Scoring Sales Leadership Face-to-face 230

Salesmate

JUNE 4, 2021

Sales isn’t the same as it used to be. And with this change in technology, advancements in sales methodologies have also taken place. For example, the way salespeople used to interact with customers has changed drastically over the past decade, thanks to the introduction of new calling methods and emails.

Incentives 105

Incentives Incentive Compensation Motivation 105

DiscoverOrg Sales

JUNE 6, 2017

The debate within sales right now is whether cold-calling works. As a Senior Sales Development Representative (Sr. If I really wanted to catch people’s attention, I would drive around my mom’s brand-new 3-series convertible BMW. When can’t get your target on the phone. When your prospect doesn’t respond to social touches.

Ideal Customer Profile 248

Ideal Customer Profile Decision Maker How To Top of Funnel 248

PandaDoc

OCTOBER 30, 2023

Gamification took the sales industry by storm in the latter half of the previous decade — and with good reason. Research has shown that there are huge benefits to gamifying your sales process, including better worker productivity and retention when it comes to learning new things. People love to play games.

Sales Process 52

Sales Process Incentives Incentive Hiring 52

Hubspot Sales

APRIL 27, 2020

The sales field has a leadership gap in gender representation that is hard to deny. According to Gartner , though women account for 50% of the entry-level sales talent pool, only 30% of senior sales leadership, 23% of sales rep, and 15% of frontline sales manager roles are held by women.

Hiring 121

Hiring Lead Rank Inbound How To 121

Allego

OCTOBER 22, 2021

“You can even take marketing and sales out of the equation and, I know it sounds trite to say, put the customer at the center.”. This may seem like an unconventional comment coming from the Chief Strategy Officer at Corporate Visions, a company that—at its core—provides sales and marketing training.

Hiring 126

Hiring Marketing Buyer Persona Journal 126

Anthony Cole Training

MARCH 10, 2014

Over the last 5 years, when conducting keynote sessions or workshops, presidents and senior sales executives overwhelmingly want to know – How do I motivate my sales people and keep them motivated? Let me make this clear; I am not a student of motivation. However, I do understand it well enough to make the following comments.

Motivation 208

Motivation Insurance Insurance Coaching 208

Zoominfo

SEPTEMBER 15, 2021

You understand the value of real-time interaction and its influence on your buyer’s journey. An integrated chat platform onto your website can kickstart this interaction and continue to be a touchpoint as your buyers move from leads to customers. The answer is to carefully segment your website visitors into different types.

Top of Funnel 100

Top of Funnel B2B Sales Qualified Lead Penetration 100

Janek Performance Group

MARCH 15, 2024

In B2B sales, success is often the result of strategic planning, deep customer understanding, and execution. Later versions include George Bernard Shaw’s play, Pygmalion, the basis of the popular musical, My Fair Lady. The Pygmalion Effect in B2B Sales Of course, sales is a dynamic and competitive profession.

Coaching 62

Coaching Film B2B LinkedIn 62

Zoominfo

NOVEMBER 22, 2019

In fact, with just a few simple steps, DIY customer data segmentation for account-based marketing is a great way to get started. Discover your best marketing account segments from within your current customer base. Who are your best customers? When your deal closed? Who are the real advocates for your product?

Account Based Marketing 218

Account Based Marketing Segment Ideal Customer Profile Account 218

Highspot

NOVEMBER 3, 2021

3, 2021 /PRNewswire/ — Highspot , the sales enablement platform that increases the performance of sales teams, today announced at its annual global user conference, Spark 2021, new capabilities that enable companies to equip, train, coach, and analyze their teams to drive consistent sales performance.

Strategy 98

Strategy Sales Enablement Government Revenue 98

Product Management University

AUGUST 15, 2023

The bottom line is your portfolio (your company) has no focus or direction as far as the market is concerned and you’re on a path of trying to be everything to everyone. It’s the root cause of constantly changing priorities, a lot of stops, starts and shifts in direction to meet your company’s annual numbers.

Segment 98

Segment B2B Data Marketing 98

Zoominfo

MAY 21, 2020

We looked to one of our internal experts, our Sales Development Rep with the 60% response rate, to show you how (and when) to write a perfectly personalized BASHO email. Great sales emails typically reflect a deep understanding of who the prospect is and what they care about. When you can’t get your target on the phone.

Examples 264

Examples Account Based Marketing Decision Maker Ideal Customer Profile 264

Showpad

AUGUST 18, 2020

Sales enablement shouldn’t automate bad practices. You learned three critical success factors , enablement’s role when it comes to digital transformation , the role of change management and why you should lead this change process and how to scale your enablement efforts. What are “bad” sales practices? Really bad.

Sales Enablement 127

Sales Enablement Outsourcing Services Ideal Customer Profile Hiring 127

Zoominfo

OCTOBER 22, 2019

While it’s great to see a motivated sales team working hard day in and day out, it’s important for them to take a step back and regroup every once in a while. That means it’s time for a sales kickoff. And as with any event, the success of your sales kickoff depends on your planning and preparation.

How To 100

How To Follow-up Up-Sell Examples 100

Hubspot Sales

JULY 12, 2018

Sales Interview Questions and Answers. Give me an overview of your career to date.". What are your short- to mid-term career goals?". How do you generate, develop, and close sales opportunities?". What do you consider your most significant sales achievement to date?". Why are you interested in this role?".

Hiring 135

Hiring How To Industry Trends 135

Apptivo

MARCH 9, 2023

3 Ways sales automation can help your reps sell more! Bye-bye manual tasks, hello sales automation! Omar Periu said- “Sales success comes after you stretch yourself past your limits on a daily basis.” However, at times no matter how long one stretches, sales tasks eat up a lot of productive hours.

Sales Automation 64

Sales Automation Lead Rank Lead Scoring Campaigns 64