The Spiff Blog

NOVEMBER 3, 2022

Watch any movie centered on sales professionals, and you’re likely to notice a recurring theme: competition. The sales reps in these films will stop at nothing to become the lone name atop a literal or figurative sales leaderboard – usually resorting to extreme tactics in order to be the best. What is a sales leaderboard?

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Motivation Lead Rank Lead Scoring Cold Calling 69

Gong.io

SEPTEMBER 28, 2021

Asking questions is good for your brand and your career, according to this Forbes article. Too many sales discovery questions (15+), and you are running an interrogation. Read The 11 Best Discovery Call Tips For Sales You’ll Read This Year for the full story (see Tip #9). Think back burner. often plays well.

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Top of Funnel Call-back Buyer Funnel 108

Marc Wayshak

JULY 1, 2021

Want to learn some easy phone sales tips that can actually increase your close rates? Regardless of your answer, many of your competitors are saying “yes” to that question. Don’t listen to what some gurus are saying: Phone sales isn’t dead. Check it out: Easy Phone Sales Tips Video Summary: 1.

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Gatekeeper Call-back Campaigns Up-Sell 114

Sales and Marketing Management

FEBRUARY 8, 2021

In contrast, Vrbo, a vacation rental company owned by Expedia Group, “crushed” Airbnb when it came to searches that did not mention a brand (“vacation rentals in Chicago,” for example). There is more than one way to compete and succeed in digital marketing. 10 times the organic traffic of its competitor, Booking.com.

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Marketing B2C Account Based Marketing B2B 120

Marc Wayshak

JULY 16, 2021

Years ago, a term came along that has since become a ubiquitous buzzword in the world of sales : solution selling. Solution selling is a specific art form , so if you’re not implementing several key steps in your sales process, then you’re not actually doing real solution selling. Your prospects are weary. They’re busy.

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Gong.io

JUNE 25, 2021

We’re serious about data. Hard-hitting sales stats. ” Our product gives sales leaders data-backed insights into their sales team. And our Gong Labs team pores through stats from millions of sales interactions to uncover actionable sales tips. Sales Stats for Prospecting.

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Cold Calling ROI Call-back Negotiation 93

Marc Wayshak

SEPTEMBER 28, 2020

Right now, some of your competitors are out there killing it —no matter what industry you’re in. The few superstars in every industry are doing certain things that are making them way more successful than everyone else. And by the way, it has nothing to do with charisma. And by the way, it has nothing to do with charisma.

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Competition Lead Generation Lead Gen Exact 62

The Spiff Blog

FEBRUARY 24, 2023

Sales objections are a common occurrence during a typical sales cycle. Therefore, learning how to effectively handle objections is crucial to hitting goals, crushing sales quotas , and developing a successful sales career. Whether you’re new to sales or a seasoned professional, today’s post is for you.

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Objections Hiring Face-to-face Buyer Persona 80

Tony Hughes

FEBRUARY 21, 2018

80% of your workday is actually wasted. The distribution is more likely 99 to 1 of waste to efficiency in your output. It is not enough to do your best; you must know what to do, and then do your best." - W. "It It is not enough to do your best; you must know what to do, and then do your best." - W.

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Top of Funnel Lead Rank Lead Scoring Distribution 86

Marc Wayshak

FEBRUARY 11, 2022

Do cold calls feel like the equivalent of banging your head against a cement wall? Making dials to prospects that you don’t know absolutely can—and does—lead to actual sales. Clarify your overall prospecting strategy. It’s not 1987, when the only strategy we had in sales was making cold calls or knocking on doors.

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Cold Calling How To Call-back Face-to-face 85

Marc Wayshak

NOVEMBER 4, 2020

In particular, many salespeople today are actually closing more sales now than they ever have before. They’re simply crushing their sales numbers. These superstar salespeople are doing certain things right now that are allowing them to consistently and reliably close more sales in today’s unstable market. Simple as that.

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Closing Cold Calling Exact Call-back 62

Marc Wayshak

DECEMBER 14, 2022

This is way too expensive. ”. There’s nothing worse than getting through the entire sales process—feeling like things are going really well—only to hear one of those dreaded objections at the end. In this video, I’m going to show you 9 steps to overcoming objections in sales. They feel your discomfort. Just pause.

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Objections Lead Rank Face-to-face Up-Sell 66

Close.io

SEPTEMBER 4, 2019

Sales data can be a double-edged sword. On the one hand, data can help you make smart decisions, uncover new opportunities, and crush sales targets. So how do you separate the signal from the noise, and only deal with the sales data that matters most? The answer: with a sales dashboard.

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Examples Top of Funnel Forecasting Lead Rank 82

Marc Wayshak

JANUARY 27, 2021

I don’t know about you, but nothing gets me more fired up about sales than a really motivational quote. Maybe it’s because I’ve always been involved in self-help and I’ve always loved it, but I find that sometimes just hearing the right quote puts my mind in the exact place where I need it to be to crush my goals.

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Sales Hacker

JANUARY 23, 2018

Before we get into our 2017 recap and 2018 road map, I wanted to provide some quick background on how Sales Hacker came to be. How It All Began: The Story of Sales Hacker. I can’t believe it’s been 4 years since we threw our first Sales Hacker Conference in September of 2013. 2014: Full Time on Sales Hacker.

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Conference Webinar Metrics Hiring Vendor 92

Hubspot Sales

MARCH 12, 2018

But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. Where Sales Prospecting Went Bad. I'm not sure where sales prospecting went bad. This sad state of affairs is fully the fault of sales leaders -- including myself.

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Guarantee Prospecting Lead Rank Top of Funnel 145

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? This list is not endorsed or sponsored in any way. Have been recommended by sales professionals. Here they are… The 97 Best Sales Books in 2020.

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Top of Funnel Lead Rank Hiring Handbook 141

Gong.io

FEBRUARY 9, 2019

Looking for a rich list of sales techniques and tips you can use to close more deals? We’ve pulled together a list of 55 sales techniques, tips, and best practices. Many of which we’ve proven with data. Prospecting Sales Tips & Techniques. This is an essential part of sales. Look no further.

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Cold Calling Call-back Objections Buyer 133

PandaDoc

MARCH 2, 2018

But this statement is especially true for sales reps. Another 80 hour week doesn’t necessarily mean you’re crushing it. Here are the top seven time management hacks for sales reps to cut their hours while increasing their bonuses month after month, year after year. Data entry should be a thing of the past in 2018.

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Proposal Hubspot Call-back Scale 72

Cience

JULY 9, 2020

If you’ve worked in marketing or sales over the past decade then you’ve most likely heard it said: “Cold calling is dead.” Is it still an efficient way to connect with B2B buyers in the digital decades present and future? Crafting Your Outbound Cold Calling Strategy. How to Handle Objections In Sales Calls. Warm Calling.

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Cold Calling Ideal Customer Profile Hiring Decision Maker 79

Nutshell

JUNE 11, 2018

Over the years as a marketer, I’ve noticed a decent amount of animosity directed at marketing teams from sales teams. Maybe it’s because lead gen marketers take too much credit for the deals that the sales team closes. Whatever the reason, salespeople, I want to tell you something important: Marketing is your wingman.

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Lead Rank Top of Funnel Inbound Sales Qualified Lead 63

Nutshell

JUNE 11, 2018

Over the years as a marketer, I’ve noticed a decent amount of animosity directed at marketing teams from sales teams. Maybe it’s because lead gen marketers take too much credit for the deals that the sales team closes. Whatever the reason, salespeople, I want to tell you something important: Marketing is your wingman.

Lead Rank 63

Lead Rank Inbound Top of Funnel Sales Qualified Lead 63

Chorus.ai

OCTOBER 21, 2019

I’m one of those annoying sellers who crushed quota quarter after quarter. At 24 I hired and managed three BDRs, and at 28 built and trained an Enterprise sales team of twelve who grew our logos from 3 to 22. Here are fourteen sales habits that worked for me. I’d love to learn more about your sales habits in the comments!

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Cold Calling Exercises Top of Funnel Face-to-face 52

Sales Hacker

DECEMBER 8, 2017

The race to the 2017 finish line is in full throttle – While last minute closed deals are still trickling in, B2B organizations are researching how to shape next year’s sales strategy to align with the top sales trends that are expected to emerge in 2018. Top 2018 Sales Trends & Predictions – Strategic Headlines.

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Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. Let’s flip the script: Your intellect, emotion, instinct, and empathy as a woman are what make you both a valuable human and invaluable company asset. In fact, operating and achieving any goal while imbalanced is a skill not to be scoffed at. Anything less is failure.

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Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Nutshell

JUNE 11, 2018

Over the years as a marketer, I’ve noticed a decent amount of animosity directed at marketing teams from sales teams. Maybe it’s because lead gen marketers take too much credit for the deals that the sales team closes. Whatever the reason, salespeople, I want to tell you something important: Marketing is your wingman.

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Lead Rank Inbound Top of Funnel Sales Qualified Lead 48

Close.io

FEBRUARY 24, 2020

First off, let’s make one thing very clear: sales enablement isn’t just another fun trend that’s here today and gone tomorrow. Just five years ago, CSO Insights ran a study about sales enablement and only 25% of the companies they surveyed had developed sales enablement for their teams. 9 sales enablement best practices.

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Sales Enablement Top of Funnel Hiring Face-to-face 85

Chorus.ai

AUGUST 13, 2019

Before you shut yourself in a room and whiteboard out a new sales process, read this. We’re sharing exercises and templates to help you build your sales process from scratch. Use this blog to refine your existing sales process with data-backed best practices. What Makes a Good Sales Overall?

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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

Sales Hacker

FEBRUARY 19, 2019

Outreach’s annual sales industry summit, Unleash, has a speaker lineup for 2019 that is absolutely packed with genius-level sales insights. It just so happens that many of the speakers (26 of them, actually) are also some of our favorite Sales Hacker contributors! Think of this as a sneak-peek of what’s coming up at Unleash ‘19!

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Webinar Metrics Cold Calling Marketo Hiring 11

DiscoverOrg Sales

NOVEMBER 29, 2016

Here’s what I learned along the way. With that in mind, and after some trial and error along the way, here’s how I connected the hierarchy of needs to the goals of building a highly effective SDR Team. The Physiological Base of Your Team: People & Hiring. But in what order should they occur? So how do we hire?

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