The Spiff Blog

JANUARY 12, 2023

The way sellers think and feel about your organization doesn’t just impact their motivation and output, but also how they interact with buyers. Decide up front what the most important takeaways are, what the changes mean for core personas, what the value proposition is, and your plan to train sales reps on new information.

Compensation 67

Compensation Hiring Commission Face-to-face 67

Your Sales Management Guru

DECEMBER 9, 2014

My answer: This book is the closest to a formal handbook on selling than I have read in a many years and as my clients need sales tips, this will be a great resource. In fact I will recommend it as an internal sales training book club tool as well! This connection helps the reader better understand the logic and emotion of the issue.

Handbook 87

Handbook Negotiation Call-back Sales 87

Nutshell

FEBRUARY 13, 2019

Generally speaking, employee onboarding is the process of training a new team member and integrating them into your organization. Which training courses do they need to complete in the first month? Take Your Time With Training. What specific actions does each new hire need to complete in the first week?

Hiring 82

Hiring Retention Face-to-face Sales Cycle 82

Allego

MARCH 7, 2024

Transform Sellers into Educators Today’s buyers are savvy; they do their homework and know what they want. The goal of modern sales coaching is to transform hard-sellers into trusted guides who navigate buyers through their purchasing journey with insight and solutions that hit at the heart of their needs.

Sales Coaching 118

Sales Coaching Coaching Handbook Lead Rank 118

MarketJoy

JULY 24, 2018

Content Based – Sales enablement which is content based involves the provision of useful assets and collateral to sales teams, increasing their knowledge base and allowing them to have more informed conversations with buyers. This can be an integral part of seeing what works and what doesn’t in sales.

Sales Enablement 40

Sales Enablement Hiring Top of Funnel Quota 40

Fill the Funnel

NOVEMBER 30, 2011

The dynamic between sales person and buyer has changed in many ways over the last few years. If you want to know what the sales teams at industry titans like Hewlett-Packard are being trained in, this is the book to read. The Virtual Presenter’s Handbook. Kindle Edition- Click here. Kindle Edition-Click here.

Social Media 134

Social Media Media Top of Funnel Face-to-face 134

Sales Hacker

MARCH 2, 2020

Buyer-Centered Selling. The Sketchnote Handbook. Leveraging transparency and vulnerability in your presentations and your negotiations leads to faster buyer consensus, larger deals, faster payments, longer commitments and more predictable sales forecasts. The New Strategic Selling. Agile Selling. Spin Selling. Insight Selling.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Jonathan Farrington

SEPTEMBER 12, 2012

But in the search to replace inadequate models with new models, we can’t go backward and forget the uniqueness of each buyer or the psychology of selling. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence for 2006 and in 2007 she was identified by Training Industry, Inc.

Lead Rank 36

Lead Rank Ideal Customer Profile Handbook Social Media 36

Fill the Funnel

DECEMBER 3, 2012

You have probably observed and read that buyers have changed, and anyone in sales will most likely agree. Author Andy Paul clearly understands that neither sales people nor buyers have the luxury of time. Many of us have had to present it in front of our peers in sales training. Salespeople have changed as well. Simplified.:

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

The Pipeline

SEPTEMBER 8, 2016

Many sellers forget just how many sales situations buyers are involved with, most sellers have tunnel vision in the way they view the world, a very narrow tunnel, just big enough for their product to go through. Objection Handling Handbook. Those words are just the tip of the iceberg. Grab A Free Copy Of Our. To borrow from Lyndon B.

Face-to-face 120

Face-to-face Handbook Objections Direct Response 120

Janek Performance Group

SEPTEMBER 2, 2022

Because of the information available to buyers today, selling this way is drastically outdated. Modern buyers do not want to be pitched, pressured, or persuaded. Integrity is not something sales reps are taught by reading the employee handbook. The future of selling will be built on trust, not overcoming objections.

Handbook 62

Handbook ACT Referrals Buyer 62

Janek Performance Group

SEPTEMBER 2, 2022

Because of the information available to buyers today, selling this way is drastically outdated. Modern buyers do not want to be pitched, pressured, or persuaded. Integrity is not something sales reps are taught by reading the employee handbook. The future of selling will be built on trust, not overcoming objections.

Handbook 62

Handbook ACT Referrals Buyer 62

Sales Evangelist

APRIL 29, 2019

Think about it from your buyer's standpoint. The seller provided a PowerPoint template he could use to present metrics and then another template he could use to create a sales handbook. Value Buyers aren't stupid. Think of it from the buyer's standpoint. At best, you'll get sent to the spam folder so you're toast forever.

Handbook 40

Handbook Travel Software Software 40

Close.io

JULY 22, 2019

Buyers are overwhelmed, they're fearful of difficult change, and they're often cynical from past negative experiences. Let's go back to where I said that buyers can be cynical. Maybe it's integrating your API, or running employees through training. It's not about your company. It's not about you. Would you buy in that state?

Objections 91

Objections Hiring Software Software 91

SBI

NOVEMBER 7, 2019

The acquisition will result in an offering that enables marketers to have full control and oversight into how their content impacts this new buyer landscape. Due to rapid changes in buyer behavior and expectations, non-personalized content is now an unacceptable marketing practice. Prospect Intelligence. You’ve basically got.

Top of Funnel 52

Top of Funnel Ideal Customer Profile Webinar Metrics Customer 52

SalesHandy

OCTOBER 28, 2022

Here are a few of them: Buyer Personas & Ideal Customer Profiles: (FYI: Buyer Personas and Ideal Customer Profiles are not interchangeable terms). For this reason, you need to have well-defined ideal customer profiles and buyer personas. Ideal Customer Profile and Buyer Persona Example. Updated Prospect Lists.

Lead Generation 59

Lead Generation Paid Content Outbound Ideal Customer Profile 59