The Spiff Blog

JANUARY 9, 2024

Sales ramp-up time can be costly, considering how much training and coaching is required to get new reps up to speed. For one, insufficient training won’t create effective salespeople. Are all their training resources accessible in a centralized location? Prioritize interactive training. Eliminate points of friction.

Banking 84

Banking Hiring Churn Scale 84

The Pipeline

APRIL 6, 2021

Most salespeople are way over reliant on their product while prospecting or selling, continuing to lead with and hype features/benefits. But as Mike Tyson said, the best made plans are laid out by the first punch or prospect objection. Doing a much better job selling the manager on the discount than selling the value to the prospect.

SME 299

SME Lead Rank Lead Scoring Discount 299

LeadFuze

NOVEMBER 30, 2021

4 Tips to a Successful Customer Centric Selling Training. The one exception to the rule is that you should always focus on your customer, that’s why customer centric selling training is important. Customer centric selling training takes time. It’s no wonder the prospect feels frustrated.

Ideal Customer Profile 52

Ideal Customer Profile Training Customer Hiring 52

Partners in Excellence

MAY 30, 2023

We engage in linear selling processes–Prospecting, Qualifying, Discovering, Proposing, Closing. We still train our people the way we always have, providing them endless product training and sales skills training (prospecting, qualifying, need identification, proposing, objection handling, closing).

Face-to-face 106

Face-to-face Proposal Hiring Quota 106

Hubspot Sales

AUGUST 23, 2022

Prospecting 34.75%. Pitching to prospects 35.50%. Following up cold prospects 33.25%. Presentation and training problems (execution). And there are a number of new tools out there that are helping reps glean greater contextual insights about prospects before they engage. Predictive Renewal and Churn Tools.

Data 79

Data Lead Rank Hubspot Top of Funnel 79

The Digital Sales Institute

MARCH 28, 2018

Sales Prospecting Definition. Nailing a sales prospecting definition can be difficult depending on your sales process, product and market. So, what is sales prospecting and what sales activity does it entail in winning new customers or business? Sales prospecting is focused on the acquire new customers activity in a business.

Ideal Customer Profile 49

Ideal Customer Profile Prospecting Top of Funnel Lead Rank 49

Hubspot Sales

MARCH 4, 2019

If you want to develop a more effective salesperson, start with how your organization coaches and trains them. All I had to do to be successful was guide prospects through how to improve their marketing efforts. These are the skills your sales team needs to survive. The Problem With Mini-Me's: Coaching Lessons From an Atypical Career.

Hiring 98

Hiring Training Hubspot How To 98

DiscoverOrg Sales

JANUARY 2, 2019

Highlights include a contracting tech stack, increased emphasis on customer experience , and renewed focus on preventing churn. TOPO’s research suggests that, as Intent Data goes mainstream and becomes more integrated, it will become part of the prospect lifecycle. Prediction #2: B2B Intent Data will (start to) go mainstream.

Data 196

Data Intent Data Intent Customer 196

Hubspot Sales

JANUARY 5, 2024

Salespeople don’t need to be tech gurus to scour the internet for info on a prospect before they make a call. Chrome extension to look up a prospect’s social profile and select three pieces of personalized information on them to draft a personalized note from in seconds. The SDR team uses the Regie.ai Where has this been?

Inside Sales 87

Inside Sales Lead Rank Lead Scoring Churn 87

Zoominfo

AUGUST 18, 2021

Sales managers tend to train sales reps to avoid mentioning pricing on an initial approach call ! And yet, our research has shown that far from making any and all prospects hang up the phone, mentioning pricing one to two times when cold calling leads to closed-won deals. Mention Pricing on Cold Calls. See the Data for Yourself.

Sales Qualified Lead 130

Sales Qualified Lead Lead Rank Lead Scoring Leads 130

SBI

AUGUST 17, 2021

Damien : InsideView has always been about helping salespeople better understand and engage with their prospects and customers. Sales intelligence and buyer intent data also help account managers spot cross-sell opportunities and prevent churn. And make sure your customer and prospect data is current and complete.

Intent Data 146

Intent Data Buyer Intent Ideal Customer Profile Intent 146

Chorus.ai

DECEMBER 18, 2020

I’ve been working at high-growth B2B companies for over 20 years, and for as long as I can remember, companies have been using call recordings to help train sales reps. How did these differ with the customers that churned? At first glance, Conversation Intelligence sounds like it’s just a fancier version of call recording. Learn More.

Conversion 118

Conversion Churn Face-to-face Segment 118

Hubspot Sales

MAY 5, 2020

Your sales reps have a deep knowledge of how prospects can leverage your product, and they can craft customized plans about the best ways to do so. When it comes down to it, those are the only reasons prospects actually need reps. Are there specific features prospects always go crazy for, or competitors you consistently lose to?

Analysis 113

Analysis Report Churn Collateral 113

Openview

MAY 14, 2019

However, in the SaaS world there are absolutely some dos and don’ts around building a successful brand and keeping those dreaded churn rates low. Your prospects and customers literally have 6,800 options to wade through in order to find answers to a select few–often industry-specific–problems. You seem the same as everybody else.

Churn 85

Churn Strategy Cancellation Advertising 85

Close.io

DECEMBER 10, 2018

When I first began selling, nervous doesn’t even begin to describe how I felt about sales prospecting. Picking up the phone to call leads that didn’t know who I was, to pitch them on why they should hand over their hard-earned money in exchange for my product, was enough to make my stomach turn in my early days of sales prospecting.

Lead Rank 131

Lead Rank Lead Scoring Sales Qualified Lead Prospecting 131

criteria for success

FEBRUARY 12, 2020

For example, if you know that, on average, 10% of your qualified prospects will eventually close, you can measure the potential value of your pipeline at the qualified stage. Pipeline Churn Rate. Pipeline churn rate is a valuable measure of how dynamic your pipeline is. Using Measurements for Training. Download Now.

Sales Process 75

Sales Process Forecasting Scale Churn 75

Gong.io

JUNE 29, 2022

Beating customer churn is how the best-of-the-best Customer Success orgs shine. Reduces churn rates. Churn, also known as customer attrition, is the percentage of users who cancel a recurring subscription within a given period. The formula to calculate churn is as follows: Churn = (Lost customers / total customers) x 100.

Churn 62

Churn Retention Cancellation Analytics 62

Salesmate

JULY 9, 2020

The metrics below will help you measure your success in attracting attention, getting prospects to consider your brand, and making customers choose you over your competitors. You might need to provide additional training for those who are facing challenges with lead qualification. Customer Churn. Let’s get started.

Pipeline 121

Pipeline Sales Qualified Lead Churn Lead Rank 121

Chorus.ai

SEPTEMBER 21, 2020

By analyzing sales activity against other sales metrics, you can determine the effectiveness of your wider sales strategy, including: The efficacy of your training The quality of your lead qualification The quality of your buyer personas For that reason, having sales rep activity as a key pillar in your sales analytics program makes a lot of sense.

Analytics 114

Analytics Top of Funnel Buyer Persona Marketing 114

Corporate Visions

JULY 2, 2020

You can think of training and enablement programs as similar waves along a continuum. The first wave in training and enablement is represented by traditional Learning Paths , the original development programs. It’s a manageable approach to bespoke training. The First Wave: Learning Paths.

Sales Enablement 105

Sales Enablement Webinar Metrics Territories Top of Funnel 105

Allego

OCTOBER 16, 2020

For those responsible for training and L&D, the question on everyone’s mind was, “How do we deal with this and still come out on top?”. One answer to the training challenges posed by a rapidly changing world is situational sales enablement. The Future of Training in a Post-Pandemic World. Ramping Up in a Chaotic Environment.

Sales Enablement 133

Sales Enablement Scale How To Churn 133

LeadFuze

NOVEMBER 30, 2021

Customer support and sales teams need to be trained and in sync with the sales team. Need Help Automating Your Sales Prospecting Process? Reduce churn. A good way of doing this would be by involving your support team in the sales process, as it means that customers are less likely to churn for any reason.

Top of Funnel 52

Top of Funnel Churn Customer Marketing 52

Janek Performance Group

APRIL 4, 2023

They have a technician for prospecting, a technician for winning business, and a specialist for account management. In addition, the skills required to prospect effectively are different from the skills required to close deals. Technology and Training are the Key Technology by itself is not the answer today.

Lead Rank 62

Lead Rank Outbound Decision Maker Scale 62

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. Reduce churn. How does this consistency help reduce churn? Prevent churn and highlight positive customer experiences. First, it helps identify dissatisfied clients who may churn.

Case Study 62

Case Study Study Top of Funnel Churn 62

SBI

NOVEMBER 6, 2018

Are you always aware when your customers are going to churn? Strikedeck , a Customer Success solution, enables sales and customer success teams to reduce churn, drive customer loyalty and trust, and maximize revenue through innovative automation and integration technologies. How easy is it for your company to upsell and cross sell?

Ideal Customer Profile 116

Ideal Customer Profile VanillaSoft Sales Qualified Lead Account Based Marketing 116

BuzzBoard

SEPTEMBER 28, 2023

57% for processing sales, 56% for customer/prospect communications, among others. Chamber of Commerce report indicates that 39% have no clue as to how AI can help their businesses; 38% don’t know enough of the technology; 25% have cost concerns; and 7% informed about adequate training issues.

Small Business 105

Small Business Small Business Social Media Report 105

Partners in Excellence

JUNE 3, 2020

Billions are spent on training of all sorts. We might focus narrowly on prospecting, or account planning, or developing better deal strategies. Our success as leaders seems to decline, as measured by voluntary/involuntary churn, inability to meet goals, declining employee and NPS scores. Each emphasizes certain things.

Churn 127

Churn Maximizer Discount Negotiation 127

Zoominfo

OCTOBER 28, 2021

Once you start selling into the enterprise world, you’re greeted with more complex processes, more decision-makers, and slower-churning gears. Take a Multi-Threaded Sales Approach Discussing an enterprise deal with just one person at the prospect company won’t work. For that reason, come to your demos with your own little army.

Enterprise 130

Enterprise Enterprise Decision Maker Churn 130

Sales and Marketing Management

OCTOBER 21, 2019

From manual CRM updates, to uninspired training programs or hard-to-find content, the more roadblocks to seamless sales, the more staff becomes demoralized. That, in turn, leads to greater sales rep churn. Is This Training Over Yet? Making training sessions more flexible is a powerful way to get around this.

Top of Funnel 136

Top of Funnel Hiring Commission SAP 136

Mindtickle

SEPTEMBER 14, 2021

Train everyone in the sales organization on sales motions aligned to the ICP. While you may have targeted the right ICP-fit prospects, your success as a sales organization still rests greatly on the skills of your own sales rep. Collaborate with marketing and product teams to deliver content and offerings aligned to ICP needs.

Ideal Customer Profile 99

Ideal Customer Profile Hiring Churn Quota 99

Zoominfo

AUGUST 18, 2021

Sales managers tend to train sales reps to avoid mentioning pricing on an initial approach call. And yet, our research has shown that far from making any and all prospects hang up the phone, mentioning pricing one to two times when cold calling leads to closed-won deals. Hard times haven’t translated to bad times for everyone.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Nutshell

JANUARY 14, 2020

Since a SaaS product is typically more complex to use than a physical product, prospects need a lot more education and training from sales reps before they feel prepared to buy. “While our prospects are in our cycle for 21 days, they’ve usually been engaging our brand for at least two months prior.

Paid Content 127

Paid Content Lead Rank Commission Lead Scoring 127

Hubspot Sales

MAY 10, 2018

As noted above -- even before they reach out to you -- prospects are reading customer reviews and forming their own opinions about your company. Close deals that won’t churn. You know you shouldn’t close deals that will just churn in just a few months. For example, support reps are trained never to say, “ I don’t know.”

Churn 86

Churn Hubspot Top of Funnel Customer Service 86

Alice Heiman

DECEMBER 13, 2022

Number one, a set amount of time per week prospecting. 4:47] If you’re training your team in a legacy approach where it’s looks like solution selling and we start with let me tell you how great our company is and look at all these logos…. [8:21] 12:39] I would describe churn as the devil. [14:16]

Lead Rank 131

Lead Rank Lead Scoring Leads Marketing Qualified Lead 131

Showpad

JUNE 29, 2021

This will help them to improve their approaches regarding messaging, content, onboarding, training and coaching to drive better buyer engagement at all stages. Providing training and practicing sessions to improve these skills is a priority for enablement teams. Challenge #2: Lack of visibility into how prospects interact with content.

Buyer 59

Buyer Face-to-face Churn Analytics 59

Crunchbase

OCTOBER 14, 2020

Product stickiness, churn alerts, up/cross-sell are the daily bread and butter to customer success managers. You should understand your churn trends, set alerts to certain user behaviors, and be able to maintain an active life line between what the data is telling you and what actions should be taken next. The Bottom Line.

Data 122

Data Churn Hiring Forecasting 122

Janek Performance Group

OCTOBER 22, 2021

Technology is supposed to make it easier and more efficient to reach prospects and sell to customers. This does not include the time they spent researching or training on the new sales tools. The plan is to pump more prospects into the top of the sales funnel and then allow sales reps to contact more prospects, faster.

Top of Funnel 118

Top of Funnel Exercises Sales Technology Churn 118