The Spiff Blog

AUGUST 22, 2023

After all, RevOps teams play an active role in supporting every function that drives revenue growth, from sales to marketing to finance to customer success. They require you to have a clear picture of prospect and customer behavior, market trends, and performance metrics. Efficient communication channels.

Strategy 74

Strategy Compensation Commission ROI 74

Sales Hacker

MARCH 11, 2020

In other words, if you have 10 first-calls with qualified prospects , how many of those will become qualified opportunities? For the sales rep, they can now ask themselves: Am I preparing properly for a call worth $500? How about a call worth $5,000? Lead Deficit in Different Channels.

Lead Rank 71

Lead Rank Lead Scoring Meeting Sales Qualified Lead 71

Sales Hacker

DECEMBER 27, 2018

You know, since it’s extremely apparent that the sales technology landscape keeps growing like wildfire. the 2018 sales tech landscape. In some cases they even change back to how they were a few years ago! Our predictions are made up of the trends we’re seeing in the marketplace and sales ecosystem.

Trends 104

Trends Direct Mail Intent Data Channels 104

Sales Hacker

SEPTEMBER 12, 2019

Today, we’re pulling back the curtain on the Director of Business Development role, and for that, we talked to Patrick Joyce. I go back and forth between LinkedIn and Outreach, sending each person a relevant, concise message that conveys personal interest in both the prospect and their company. (You’re welcome!). About Patrick Joyce.

Outbound 58

Outbound Call-back SalesForce Face-to-face 58

LeadBoxer

NOVEMBER 14, 2020

In this guide, we dive into post-pandemic sales to provide tangible actions your team can take to make sure your business comes out on top. Once you have an idea of what the post-pandemic world may look like, you can start planning effective methods of introducing these ideas into your content marketing plans. Content-Driven Sales.

Networking 66

Networking Sales Qualified Lead Conference Follow-up 66

Crunchbase

AUGUST 19, 2021

You’ve probably read countless stories about the impact the COVID-19 pandemic has had on people, the economy and markets around the world. But what you probably haven’t read yet is how it has specifically impacted the lives and livelihood of the people who proudly call themselves “salespeople.”.

Lead Gen 52

Lead Gen Sales Qualified Lead Scale Advertising 52

Mindtickle

JANUARY 16, 2020

In search of greater levels of sales efficiency and customer engagement, organizations have spent the last 20 years implementing myriad new technologies. For example, sales enablement, sales training teams and product marketers have been tasked with providing sales with the information, tools and content to help them sell more effectively.

Face-to-face 52

Face-to-face Coaching Remedy Sales Enablement 52

Sales Hacker

OCTOBER 30, 2018

She was recognized as a leading sales mentor by Women in Sales North America. She is the co-author of a business book, called Aligned to Achieve , about sales and marketing alignment. Brooke Bachesta is a SaaS sales professional with experience as an individual contributor, people manager and process builder.

Top of Funnel 111

Top of Funnel Hiring Scale Lead Rank 111

InsideSales.com

APRIL 28, 2020

“ YouAppi is a leading performance-based mobile app marketing and retargeting platform for premium app publishers and brands. From user acquisition to retention via app retargeting and re-engagement, the company delivers a comprehensive range of mobile marketing solutions to grow your business at every stage of the funnel.”

Face-to-face 58

Face-to-face Ideal Customer Profile Top of Funnel Scale 58

Mindtickle

JANUARY 16, 2020

In search of greater levels of sales efficiency and customer engagement, organizations have spent the last 20 years implementing myriad new technologies. For example, sales enablement, sales training teams and product marketers have been tasked with providing sales with the information, tools and content to help them sell more effectively.

Face-to-face 49

Face-to-face Coaching Remedy Sales Enablement 49

SalesLoft

DECEMBER 18, 2019

What seemed excessive back then pales in comparison with today’s climate of endless choice. With markets at saturation , it’s no surprise that so many brands are treading water. Many marketing leaders are nodding their heads right now. It used to be the title given to the top marketer. Latane Conant, CMO at 6sense.

Lead Rank 52

Lead Rank Lead Scoring Scale Customer 52

CloserIQ

APRIL 23, 2019

You need to keep your salespeople deployed on calls and building customer relations. For buyers, finding the right sales technology can be a baffling process. Do you need to reduce downtime or administrative work, increasing call volumes, or minimize interactions with the CRM? Prime examples of sales technology.

Lead Rank 88

Lead Rank Scale Top of Funnel How To 88

SalesLoft

NOVEMBER 17, 2016

On the flip side, the Sales Management Association found a correlation between businesses’ forecasting effectiveness and the achievement of their annual revenue objectives. As a Sales Operations leader, you’ve probably read a million articles and guides offering advice around how to improve forecast accuracy.

Sales Forecasts 52

Sales Forecasts Forecasting Hiring eBook 52

Sales Hacker

MARCH 22, 2018

Reasons to outsource include: Lack of expertise and experience in some sales functions (e.g. Account Executives doing cold calling). What sales outsourcing should NOT be: Indirect sales channels like resellers, solution partners, etc. Opportunistic side bets by signing up some commission-only sales agents.

Outsourcing Services 78

Outsourcing Services Sales Outsourcing Ideal Customer Profile B2B 78

SalesLoft

MARCH 21, 2022

The top sales engagement platforms leverage AI and machine learning to not only automate selling activities but also identify what’s working, so sellers are always making strategic, data-backed decisions. An accelerated sales cycle and increased revenue. . Increases response and open rates with call and email connection stats.

CRM 52

CRM Scale Hiring Marketing Qualified Lead 52

Sales Hacker

JUNE 23, 2021

Over 2 million annual visitors and more than 18,000 community members contribute with the aim to help all sales pros succeed – from brand new SDRs to the head of RevOps. Topics and discussion channels include: Sales management. Revenue operations. Sales enablement. Sales plans. Sales strategy.

Top of Funnel 79

Top of Funnel Webinar Metrics Hubspot Cold Calling 79

The Spiff Blog

NOVEMBER 3, 2022

Sales leaderboards have been around for decades – even dating back to the pre-Internet days, when they lived on chalkboards and poster paper in the office. But today, the increasing digitization of the workplace has made sales leaderboards more prevalent while significantly expanding their capabilities.

Motivation 69

Motivation Lead Rank Lead Scoring Cold Calling 69

Sales Hacker

DECEMBER 7, 2018

Obtaining a ton of qualified inbound leads can be a blessing for your sales team – provided they are enabled and opportunistic enough to take advantage of them. My former Ambition colleague Dan Nice once compared B2B sales and marketing teams to Allied Forces storming Omaha Beach during the D-Day invasion. Social Media.

Inbound 74

Inbound Sales Qualified Lead Lead Rank B2B 74

OutboundView

JULY 14, 2019

EBQ By Appointment Only Strategic Sales & Marketing. Vsynergize Salesify Ecoast Marketing Cience SalesPro Leads. Extended Presence B2B Only Appointment Setters Pereus Marketing. Their team syncs their messaging with your brand’s and finds prospects so that your sales staff doesn’t have to. No worries.

Outsourcing Services 34

Outsourcing Services Company Ideal Customer Profile Case Study 34

PandaDoc

APRIL 24, 2023

A sales enablement strategy incorporates initiatives that enable teams to enhance their existing sales repertoire. This could take the form of team sales training, working with marketing to implement helpful resources, or integrating sales collaboration tools into your tech stack, among other things.

Sales Enablement 52

Sales Enablement Webinar Metrics Strategy Top of Funnel 52

Sales Hacker

NOVEMBER 21, 2019

Making the most of sales technology. The Need for Automation in Sales. Sales has, generally speaking, been slow to adopt AI and automation. Marketers have been much quicker to jump on the tech-adoption bandwagon. Sales and marketing have always had different ways of approaching the same problems.

Ideal Customer Profile 83

Ideal Customer Profile How To Churn Face-to-face 83

Sales Hacker

APRIL 15, 2022

Becoming more efficient with TTR requires more than closing deals — sales and marketing departments must work together to streamline the entire pipeline for efficiency. This confusion creates multiple inefficiencies as reps shift leads back and forth across the pipeline, reducing confidence in sales projections.

Sales Operations 88

Sales Operations Revenue Scale B2B 88

Hubspot Sales

JUNE 16, 2020

Improve your business acumen with an emphasis on your vertical market. When you’re looking to improve your sales performance, strengthening your business acumen (specifically in the vertical market you are selling in) is critical. I've found clients appreciate creativity no matter what stage of the sales process you are in.

Hubspot 111

Hubspot Quota Lead Rank Lead Scoring 111

Zoominfo

MARCH 15, 2023

While things may feel unsettled, the good news is that there are clear priorities for B2B marketers to focus on in 2023. My sense is that marketing has three core responsibilities: to drive revenue, nurture the brand, and optimize the customer experience.

Top of Funnel 130

Top of Funnel Lead Rank Ideal Customer Profile Scale 130

Sales Hacker

APRIL 27, 2020

She recommends a programmatic approach, working with the existing sales operating rhythm instead of creating additional work streams for enablement initiatives. Of course, you’ll need executive air cover to make those kinds of calls, but it helps you stay on track, pushing the initiatives your executive team cares about most.

Sales Enablement 88

Sales Enablement Hiring Government Scale 88

Sales Hacker

FEBRUARY 12, 2021

As businesses grow and adapt, software shouldn’t hold them back. If you’re familiar with what a CRM is already, then you intuitively know that an enterprise CRM is basically a CRM solution tailored to larger (enterprise-level) companies with complex processes and large sales teams. A simple CRM can’t handle this level of complexity.

Enterprise 84

Enterprise Enterprise CRM NetSuite 84

Hubspot Sales

AUGUST 21, 2023

To have a successful product launch, you need to craft a thoughtful, actionable, effective go-to-market (GTM) strategy framework. Without proper planning, it’s impossible to know if you’re chasing the wrong audience, are too early or too late to a given market, or targeting a market that's too saturated with similar solutions.

Paid Content 98

Paid Content Top of Funnel Lead Rank Webinar Metrics 98

Sales Hacker

NOVEMBER 26, 2019

Dale Dupree – Founder, The Sales Rebellion. The Leader of The Sales Revolution, Dale Dupree, is definitely different. Sometimes called the “Copier Warrior,” Dale built a name for himself by prospecting with ultra-creative 1-1 videos, crumpled up pieces of paper, and a sword. 8 Tips: Keeping Your Pipeline Full.

Webinar Metrics 103

Webinar Metrics Sales Up-Sell Objections 103

Partners in Excellence

AUGUST 9, 2013

We create “functional units” in our businesses, sales, marketing, product management, customer service, and so on. We express our operations as “well oiled machines,” people sometimes, disparagingly, call themselves “cogs” in the machine. We know how to manage these things.

Energy 76

Energy Demand Generation Agencies Quota Engineering 76

Sales Hacker

MARCH 11, 2019

This week on the Sales Hacker podcast, we talk to Sales Hacker founder and VP of Marketing at Outreach , Max Altschuler. So, if you’re a sales leader out there, commercial leader, or marketing leader, VP level or above, reach out to me over LinkedIn and we’ll see if we can get you involved.

Conference 57

Conference Direct Mail Salary LinkedIn 57

Vengreso

JUNE 27, 2022

Gone are the days when B2B sales were about making a hundred cold calls a day or visiting clients in person. Also gone are the days when ideal customers from your target companies are knocking at your sales team’s doors in droves. For example, small businesses may not have outside sales or inside sales separated.

B2B 134

B2B Top of Funnel Decision Maker Ideal Customer Profile 134

Sales Hacker

SEPTEMBER 4, 2020

And how can you help your reps hit their sales targets? The Three Problems Holding SDRs Back. Traditional outreach channels are overused. When I ask prospects what tools they use for cold outreach , I get the same answer over and over — cold calling and cold emailing. And it’s the same with cold calls.

Quota 109

Quota Meeting Cold Calling Channels 109

Hubspot Sales

SEPTEMBER 15, 2023

As a small business owner, you toggle between marketing, sales, operations, and customer service daily — and sometimes within the same hour. CRM systems save small business owners time by automating call logs and notes, entering company data, and more. What you need is customer relationship management (CRM) software.

Small Business 97

Small Business Small Business Software Software 97

Hubspot Sales

NOVEMBER 28, 2022

Thanks to AI technology, Lead Assign makes sure that all your leads end up with the most qualified sales pro on your team. The platform also offers automated follow-up features, which motivate salespeople to seek feedback after the call. The ability to preview leads before they get accepted by a sales pro. LeadSquared.

Distribution 97

Distribution Lead Rank Software Software 97

Sales Hacker

NOVEMBER 15, 2017

With the rise of AI, new sales technology and automation at the forefront of the sales echo chamber these days, we thought we’d take a moment to bring it back to BASICS – that’s why we’ve rounded up this complete glossary of sales terms and definitions to help you remember where it all started.

Lead Rank 99

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 99

Sales Hacker

MAY 9, 2023

In 2017, he co-authored the best-selling book, Outbound Sales, No Fluff. When he’s not helping his three kids with homework or spending time with his wife, he’s working hard to grow his sales operations agency and build a sales coaching firm for founder-led sales teams.

Ideal Customer Profile 89

Ideal Customer Profile Real Estate Buyer Persona Outbound 89

Sales Hacker

JANUARY 6, 2021

The salty sea air, the seagulls calling overhead… SDRs are swabbing the deck, AEs are swinging daringly from the rigging, and your CEO is bravely steering the ship towards the “X” marked on the treasure map. “ Deploy the marketers! If only sales and marketing were that swashbuckling in real life, right?

Account Based Marketing 61

Account Based Marketing Ideal Customer Profile Demand Generation Targets Top of Funnel 61