The Spiff Blog

SEPTEMBER 14, 2023

An AI-powered tool that can automate plan creation based on simple inputs transforms an arduous and time-consuming activity into a hyper-efficient process– leaving compensation managers with more time to be strategic. On the surface, AI may seem like an inherently unbiased tool. Take commission plan creation, for example.

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Commission Account Compensation Face-to-face 84

SalesFuel

APRIL 2, 2024

. “… Contact multiple individuals inside a prospect account before concluding that there is no opportunity present.” In total, 6sense analysts report that BDRs reach out 17 times to each contact at a prospect’s account. Positive reinforcement and training can make a difference. One way to do that is to map time use.

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Maximizer Face-to-face Social Media Hiring 116

Steven Rosen

MAY 5, 2022

Study after study has shown that sales manager coaching significantly impacts performance. Only 53% of sales organizations invest in ongoing coaching training and development of their sales managers. As a result, very few companies realize the gains promised by these studies. You can train your sales managers in coaching.

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Coaching Sales Management Sales Coaching Account 156

BrainShark

SEPTEMBER 10, 2023

Reps need to know A LOT to be at their best in front of buyers, but has your sales training strategy kept up with the times? Many organizations’ sales training has grown stale by relying on old-school tactics, like on-site boot camps and long-winded presentations, causing information overload for new reps.

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Training Hiring Objections Coaching 62

Janek Performance Group

APRIL 17, 2024

They then leverage research tools and market insights to pinpoint promising opportunities. In addition, BDRs play a crucial role in account growth by building and deepening relationships within existing accounts. These include sales techniques, product training, and communication skills.

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Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Sales 2.0

MAY 30, 2023

Once AI is implemented, she says, “The question then becomes, ‘do sales organizations that use technologies like this shift their time to higher value activities, like training, researching prospects and strategy, so that when they do get face-to-face time to sell, they show up prepared and better trained?’” Sign up for the Sales 2.0

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Face-to-face CRM Forecasting Buyer 312

Steven Rosen

JANUARY 22, 2018

Study after study has shown that sales manager coaching has a significant impact on performance. CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. Only 53% of sales organizations are investing in ongoing coaching training and development of their sales managers.

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Sales Coaching Coaching Sales Management Study 273

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. Yet, the same study also found that just 26% of enablement initiatives met or exceeded most expectations – and only 5% met all expectations. .

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Sales Enablement Collateral Decision Maker Study 295

Sales Hacker

DECEMBER 20, 2021

As a result, much of the evaluation, investment, and rollout of virtual training technology in 2020 was rushed, limited in scope, and poorly planned. Studies show that 80% of customers believe that the experience a company provides is just as important as its products or services. How to maximize customer training investment.

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Maximizer Training Customer How To 94

PandaDoc

APRIL 21, 2023

Key accounts are the 20% of accounts that generate 80% of your company revenue. Before attempting to develop a key account management strategy, you must know how to identify these key accounts. Accurate identification will help you avoid rashly categorizing tail accounts as having strategic value.

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Account Ideal Customer Profile Strategy Revenue 52

Steven Rosen

JANUARY 22, 2018

Study after study has shown that sales manager coaching has a significant impact on performance. CSO 2015 Sales Management Optimization Study: Formal coaching process: 17% improvement in sales win rate. Only 53% of sales organizations are investing in ongoing coaching training and development of their sales managers.

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Sales Coaching Coaching Sales Management Study 261

Steven Rosen

MAY 31, 2021

These include being systematic, knowing what top performers in your organization look like, having strong assessment tools to make scientific decisions and that the process is rigorously followed. Account management. These tools are excellent at identifying potential red flags missed in the behavioral interviews. R – Rigors.

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Hiring Territories Energy Sales 386

Emissary

DECEMBER 20, 2021

This is where key account management (KAM), (also called strategic account management (SAM), becomes essential. For your account management, this means understanding the client, their end customers, and their business needs. What Is Key Account Management? What Is Key Account Management?

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Account Scale Face-to-face Case Study 52

Showpad

APRIL 15, 2020

The digital age has transformed the way deals are made and accounts are won. One of the most popular tools used by cutting-edge sales teams today are sales enablement tools. Not all sales enablement tools are created equal. How to choose the right sales enablement tool. Ease of use. CRM integration.

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Sales Enablement Tools Scale Software 85

LeadBoxer

DECEMBER 8, 2019

If your primary marketing strategy has been to “cast a wide net”, consider only going after your white whales – your ideal accounts – instead. Known as account-based marketing (ABM), companies that treat individual prospects like an entire market can generate 208% more revenue than those who don’t according to MarketingProfs.

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Account Based Marketing Account Software Software 89

Sales Hacker

MAY 10, 2021

To create an effective and efficient sales funnel, your sales and customer support teams need to be well trained and in sync with each other. You can measure engagement by tracking how often they use your tools. Identifying potential sources of referrals requires you to actively monitor account use. Wrapping up.

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Case Study Study Top of Funnel Churn 62

Sales Hacker

MAY 29, 2023

Key takeaway: Account executive Varenya Penna uses wins and learnings from her BDR-to-AE journey to create the 90-day SDR-to-AE guide she wishes she’d had. to being an account executive who’s closed more than 70 logos — I would say I have grown quite a lot professionally. If so, study the recordings thoroughly. my mom asked me.

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Ideal Customer Profile Study Sales Cycle Top of Funnel 84

Vengreso

AUGUST 21, 2023

In the digital era, sales professionals need to embrace social selling training to remain relevant and successful. Tips for adoption of social selling training. Social selling is the art of using social media tools to locate, contact, and nurture potential leads, enhancing the accomplishments of sales teams.

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Social Selling Training Outsourcing Services Top of Funnel 52

LeadBoxer

NOVEMBER 29, 2020

Equipping your department with tools driven by artificial intelligence (AI). 10 Top Tools for Sales AI. This is an essential part of sales enablement , or the process of supplying your team with info, tools, and training that help them close more deals. 10 Top Tools for Sales AI. The secret to making it a reality?

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Sales Enablement Tools Ideal Customer Profile Lead Rank 74

Zoominfo

AUGUST 8, 2022

It creates a better culture “Opportunities to learn and grow” is the strongest driver of work culture, according to a recent Glint study. Compare that to the average of $1,678 per employee that midsize companies spent on training in 2020.

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Hiring Top of Funnel Promotion Compensation 130

Sales and Marketing Management

OCTOBER 22, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. In this study, top managers brought in an average $3.5 Very few had formal, repeated sales manager training programs.

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Sales Management Hiring Compensation Scale 218

Highspot

MARCH 12, 2024

The gist of it is this: If enablement does training, will sales hold them accountable for these behaviors and coach them? In fact, a study by ValueSelling Associates revealed that only 25% of organizations track leading indicators – the most accurate measurement of behavior change.

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Scale Engineering Maximizer Lead Rank 115

The Digital Sales Institute

NOVEMBER 16, 2018

What are the benefits of undertaking a social selling training course and what can a salesperson expect to learn? era, social selling has become a vital sales tool in any salesperson’s arsenal. The Social Selling Training Course. Case studies and real social selling ROI. Social selling plan. As we enter the Sales 3.0

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Social Selling Course Training Social Media 59

Mindtickle

APRIL 30, 2020

In a highly competitive environment, enabling your salespeople to be at their best—and giving them the right tools to do so—can make all the difference. Sales enablement refers to the training, tools, content management, and resources provided to the sales team to help them successfully close more deals. Sales Enablement Today.

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Sales Enablement Tools Lead Rank Sales Qualified Lead 52

Mindtickle

APRIL 30, 2020

In a highly competitive environment, enabling your salespeople to be at their best—and giving them the right tools to do so—can make all the difference. Sales enablement refers to the training, tools, content management, and resources provided to the sales team to help them successfully close more deals. Sales Enablement Today.

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Sales Enablement Tools Lead Rank Sales Qualified Lead 52

SalesLoft

APRIL 24, 2018

Setting up an account executive for success begins with the onboarding process. Below are 5 easy steps that any business can take to set account executive up for success, starting day one. Below are 5 easy steps that any business can take to set account executive up for success, starting day one. Provide the Tools for Success.

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Account Hiring Motivation Lead Rank 52

The Brooks Group

MARCH 13, 2018

Whether your organization has a dedicated Account Management team, or your salespeople are in charge of managing their own accounts, it’s important to establish some performance measures focused on account management. Your organization’s account management efforts should be focused on: Retaining customers. Learn More. .

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Account Lead Rank Lead Scoring Referrals 56

Zoominfo

SEPTEMBER 22, 2022

In 2011, Scott Brinker compiled the first of many marketing technology “Supergraphics,” illustrating the rapid growth of companies supplying digital marketing tools. “Organizations are facing the decision of which tools to purchase, and how much to spend on those tools.” What is a Marketing Technology Stack?

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Demand Generation Targets Top of Funnel Scale Marketing 130

Showpad

OCTOBER 29, 2019

From internal training and coaching content, to your website, to customer-facing presentations and collateral, your Sales team needs to be studying and handling this content daily. . Web content management tools have functionality that create a hassle-free system and provides various benefits: Makes content more available.

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Sales Enablement Tools Collateral Case Study 40

Mindtickle

APRIL 30, 2020

In a highly competitive environment, enabling your salespeople to be at their best—and giving them the right tools to do so—can make all the difference. Sales enablement refers to the training, tools, content management, and resources provided to the sales team to help them successfully close more deals. Sales Enablement Today.

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Sales Enablement Tools Lead Rank Sales Qualified Lead 52

Showpad

JANUARY 21, 2021

Take a moment to consider the sales training program your organization currently has in place. Do you train each new sales agent in one-on-one settings or as groups? Do you train each new sales agent in one-on-one settings or as groups? Consider real-world applications of training. Establish a rubric.

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ROI Hiring Training Lead Rank 52

Richardson

FEBRUARY 21, 2019

Richardson’s 2019 Selling Challenges Study research reveals a panoramic view of the changes confronting sales professionals today. With hundreds of responses, we’ve captured timely insights into how 2019 will unfold and how to address emerging challenges. Our research reveals that:

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Study Research Customer Service How To 40

Showpad

JANUARY 8, 2021

According to HubSpot, the pre-work onboarding period can include everything from “shadowing,” in which new hires follow established reps as they go about their daily routine, to learning about whatever software and other tools they’ll be regularly using. Case studies will be perfect for this purpose.

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Hiring Training Sales Enablement Case Study 52

SBI Growth

AUGUST 12, 2012

At SBI, we often see Sales Talent disparaged as the result of an ineffective Sales Training program. It will get you the access to the tool you need to begin developing the proper training, our prospect/customer interview guide. So how do you create the right training environment ? Let’s start with a simple test.

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Ideal Customer Profile Training Buyer Follow-up 244

Showpad

DECEMBER 11, 2020

As a sales manager, it’s important to recognize that you have a better chance of slowly but steadily building a talented sales team with the help of a strong sales training platform than you do of hitting home runs on every hire and creating an elite group out of sheer luck. It must support your sales training program.

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Training Hiring Exercises Collateral 59

SBI Growth

OCTOBER 14, 2013

The annual CMI/MarketingProfs B2B Content Marketing Benchmarks study validates the move toward Content Marketing. Let’s look at the graph below from the study. However, the study shows they don’t know how to produce enough content. By attending, you will get a copy of our Content Grader Tool + dozens more tools free.

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Demand Generation Agencies Marketing How To Face-to-face 316

Sales and Marketing Management

APRIL 24, 2020

And they require the tools that allow them to leverage that data in ways that differentiate your business from the rest of the pack. In addition to systematic data management, make sure that your reps use your CRM system and keep their account data and contact information current and complete. They need data. Lots of data.

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Data B2B Ideal Customer Profile Strategy 240