The Spiff Blog

SEPTEMBER 7, 2023

Let’s break this down further: Unified performance metrics: Alignment ensures that key performance metrics are consistent across departments, allowing for accurate evaluation and comparison of sales performance. From there, build regular coaching, performance reviews, and training blocks into your team’s schedule.

Incentives 83

Incentives Incentive Scale Compensation 83

Allego

JUNE 28, 2018

This case study is from a presentation at ATD 2018 titled “How to Improve and Measure Sales Training ROI” with Michael Carpenter, Sales Readiness Information and Technology at Tableau. Wanted: Hard Data that Training Actually Works. Then we can start to make the case for how effective these tools are.”.

ROI 48

ROI Data Training Exercises 48

Zoominfo

JULY 1, 2018

In fact, a recent study suggests that 91% of B2B buyers are active and involved in social media, while 75% are significantly influenced by social content when forming their buying decisions ( source ). 69% of sales professionals are self-taught and have no active social selling training program in place ( source ).

Buyer 190

Buyer Social Media Social Selling Incentives 190

PandaDoc

APRIL 24, 2023

At its core, it means training your sales team to sell as effectively as possible. Sales enablement techniques include using coaching, relevant content, training, and technology to help sales agents onboard, improve their sales skills, and sell more and faster. It’s their job to head up your approach.

Sales Enablement 52

Sales Enablement Webinar Metrics Strategy Top of Funnel 52

Highspot

DECEMBER 5, 2023

Effective sales onboarding and training: New team members can hit the ground running with a clear sales process. Relationships with customers can lead to future case studies or testimonials. Train Your Team Ensure your sales team is well-onboarded, trained, and coached in the new process. Sales Process vs.

Sales Process 52

Sales Process Top of Funnel Ideal Customer Profile Real Estate 52

Highspot

DECEMBER 19, 2023

To amplify its impact, many companies integrate the playbook into a collaborative sales training platform that allows SDRs to easily access the playbook’s resources, engage in interactive learning modules, and apply the acquired knowledge in practical scenarios. This may be in a shared drive or a robust sales playbook software like Highspot.

Ideal Customer Profile 52

Ideal Customer Profile Lead Rank Hiring Sales Qualified Lead 52

Crunchbase

JANUARY 13, 2023

When businesses wanted to purchase a product, service or software, they simply picked up the phone and chatted with a seller. Today’s average B2B buyer is typically more than halfway through the sales funnel before interacting with a rep, having done their own market research, competitive analysis and price comparisons online.

Top of Funnel 98

Top of Funnel Social Media Face-to-face Engineering 98

Close.io

FEBRUARY 3, 2020

And technology can help personalize training to an individual’s learning needs and present the information in a way they can understand. Studies show that no other investment improves sales performance better than sales coaching. The sales leader can offer training on outreach and closing deals. Numbers don't lie.

Sales Coaching 78

Sales Coaching Coaching Comparison Data 78

Nutshell

AUGUST 28, 2023

Effective training and onboarding A clearly defined process simplifies the training and onboarding of new sales team members. Whether it’s physical delivery of a product or onboarding of a cloud software service, make sure you get off on the right foot with your newly-closed buyer by executing this step flawlessly.

Sales Process 118

Sales Process Top of Funnel Outsourcing Services Sales Qualified Lead 118

Zoominfo

MARCH 21, 2022

The study showed a broad range of attrition within specific companies in various industries. These data points were then contextualized in comparison to levels of base compensation to determine their overall impact. Data via MIT Sloan Of course, not all companies are the same.

Quota 100

Quota Hiring Face-to-face Advertising 100

Partners in Excellence

DECEMBER 4, 2018

Most of my career has been working for or with leading technology organizations, spanning electronic components/devices, hardware/systems, licensed/cloud based software, all things communications including devices through the operating companies, through to analytics and AI. To further buff my image, I’m a total geek.

Revenue 84

Revenue Tools Vendor Licensing 84

Nutshell

MAY 1, 2018

A study by the Harvard Business Review found that a team with a member who shares a client’s ethnicity is 152% more likely to understand that client than another team. As managers, we often have biases even if we try not to have them, and I believe AI software can help eliminate some of that struggle,” says Gabe Larsen. “I

Hiring 98

Hiring Scale Study Promotion 98

LeadFuze

APRIL 2, 2019

Here comes the role of B2B sales leaders who need to ensure proper sales training and the sales management infrastructure. This is where training enters! The sales leaders need to train their teams on how their role is important and fits within your organization. 2 Understand your sales reps. 6 Embrace Technology.

Sales Enablement 55

Sales Enablement Top of Funnel Revenue Motivation 55

Nutshell

APRIL 23, 2020

In comparison, the chances of making a sale to a new prospect are only 5 to 20%. Depending on your industry and the study you cite, research indicates that acquiring a new customer can be five to 25 times more expensive than keeping a current one. Nutshell also integrates with your help desk software. Replacing them is pricey.

Churn 71

Churn Hiring Lead Rank Lead Scoring 71

Cience

NOVEMBER 6, 2019

With technologies that facilitate search and easy price and product comparisons, a prospect and an order touch multiple points in the distribution channel for most products and services. . Power study, U.S. Companies that sell software-as-a-service (SaaS) are a good example. Buying a car is an example. According to a 2018 J.D.

Channels 42

Channels Marketing Retail How To 42

The Digital Sales Institute

MARCH 15, 2019

The sales funnel should be used as a training and sales tool to give the sales team insights into their prospects or customer’s buying journey, challenges, and decisions. An example would be, will they buy a new SaaS CRM software solution or upgrade their existing in-house solution.

Top of Funnel 58

Top of Funnel Funnel Sales Qualified Lead Hiring 58

Allego

JULY 17, 2023

What’s the best training strategy? Revenue enablement is a holistic organizational approach that gives every team the right training, coaching, and content to engage and support leads, prospects, and buyers at every opportunity. Non-Linear Buyer Journey Example: A buyer attends an industry event and sees a software demo.

Buyer 118

Buyer Lead Rank Case Study Buyer Persona 118

The ROI Guy

JULY 9, 2013

Enterprise software remains a bright spot as organizations strive to use software to automate business processes and improve productivity, Emerging investments in mobility, cloud and big data ramping up, but not yet “crossing the chasm” and as such, failing to make up for the growth shortfall.

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

The ROI Guy

JANUARY 8, 2013

Most of the true spending increases are focused on select strategic initiatives, especially in Enterprise Software, the Cloud, Mobile Computing and Big Data. Third, rather than expand, many areas of IT spending are actually seeing growth contract. that your solutions can deliver unique value at a lower total cost of ownership (TCO).

Proposal 71

Proposal Decision Maker ROI Lead Rank 71

The ROI Guy

JANUARY 17, 2011

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. " So where does this leave traditional sales training companies.?

ROI 45

ROI Lead Rank Lead Scoring Tools 45

The ROI Guy

DECEMBER 6, 2010

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Gartner CIO Study Highlights Need for Outcome-Base.

ROI 40

ROI B2B Social Media Buying Cycle 40

LeveragePoint

SEPTEMBER 21, 2018

In the hands of good sales teams, strong Value Propositions evolve from Flexible Case Studies early in the sales cycle to Customer Value Analyses during a customer evaluation to a Shared Business Case to Buy that helps sales teams speed the time to closing. Here is a case study where our solution reduced installation costs by 30%.”.

Account Based Marketing 20

Account Based Marketing Account Lead Rank Lead Scoring 20

Nutshell

JANUARY 27, 2021

Provide deep detail – studies show that posts that rank on the front page are 2000k+ long. Comparison posts. Here is a case study post example about how to get your prospects attention. Here are two examples: This top virtual event software post from our blog. Don’t sing the praises of the product throughout.

Top of Funnel 133

Top of Funnel Lead Rank Lead Scoring Marketing 133

Lessonly

DECEMBER 18, 2019

What makes training videos so good, and what can you apply when creating your own? This post is the second in a series on using videos in training. The first post explored six reasons why you should consider adding videos to your training strategy. . To help you find nuggets of inspiration for your next training video.

Examples 30

Examples Video Training Airlines 30

Bigtincan

DECEMBER 8, 2021

For example, if there’s a deal of $300-450K in a telecommunications industry, and the potential customer is a sales-qualified lead for three months, Bigtincan will suggest which case study, which presentation, and which brochure will be the most useful to share. Showpad supports sales teams with coaching, training, and content solutions.

Analysis 59

Analysis Collateral Telecommunications Sales Enablement 59

Sales Hacker

MAY 3, 2021

With the ease of access to content to evaluate such vendors, including case studies, testimonials, product sheets, and the like, there are simply too many people with varying degrees of purchasing influence reviewing varying pieces of content at varying stages of the buying journey in order for the organization to come to a clear, swift decision.

Ideal Customer Profile 77

Ideal Customer Profile Top of Funnel Customer Vendor 77

Openview

MARCH 15, 2019

You are also responsible for onboarding and training your partners. Depending on how you design your program and what kind of partners you work with, a channel program can also reduce your customer success burden by shifting the responsibility for customer onboarding, training and technical support and service to qualified partners.

Channels 129

Channels Scale Hiring Lead Rank 129

Highspot

APRIL 2, 2019

Let’s say your company sells a modern application development automation platform, so software developers and their managers are both target buyers. However, they may very well want access to a notable technology analyst’s side-by-side comparison of popular development methodologies. Customer case studies.

Collateral 40

Collateral Case Study How To Buyer Persona 40

Gong.io

MAY 31, 2021

Pilot resources could include checklists, customer reference materials, presentation and training assets, and set-up resources. Here’s the full case study. Finally, you are going to want to ensure you have plenty of training materials on hand to ensure a smooth pilot program. Process matters.

Examples 118

Examples Top of Funnel How To Segment 118

Crunchbase

MAY 20, 2022

Providing them with resources, training and ongoing learning opportunities is a massive part of ensuring your team succeeds. Studies show consistently that enablement strategies in sales yield results. In one study, 37 percent of employees reported leaving their firms due to a lack of career growth.

Sales Enablement 52

Sales Enablement ROI How To Distribution 52

Sales Hacker

NOVEMBER 15, 2017

Analytics is the active study of different types of data with the aim of discovering meaningful patterns and translating these into insight (such as historical analyses and forecasts), or action (such as those intended to improve business performance). . EOM is an acronym for End of Month. EOQ is an acronym for End of Quarter.

Lead Rank 99

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

Close.io

OCTOBER 28, 2019

Would they search, “best invoicing software for freelancers,” read the first article on Google, and buy the software recommended in the post? When we released our CRM, we knew that we couldn’t just be doing outbound sales to sell CRM software. For example, let’s say you have a Saas company that creates invoices for freelancers.

Paid Content 64

Paid Content Outbound Inbound Top of Funnel 64

MEDDIC

OCTOBER 19, 2021

The way it was born, it was at PTC, that we built really a sales machine with hundreds of really successful salespeople trained this way. They later became VPs at Salesforce at Oracle, at SAP, at different enterprise software companies, and they continued the diffusion. I have done all my career in software and SaaS.

Sales Qualified Lead 52

Sales Qualified Lead Sales Methodology Forecasting Hiring 52

Sales Hacker

MARCH 2, 2020

If you truly want to be a better leader, better salesperson , better speaker, better writer, or just a better person, you need to study the craft. Studies continue to find that most CEO’s read 5 books a month , and earn 350% more income than the average American. Sales Books Turn Readers Into Leaders. Matthew Dixon and Brent Adamson.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Sales Hacker

OCTOBER 7, 2021

Lori speaks, writes, coaches and trains company leaders on ways to find, recruit, retain, and promote more women in sales and helps women become part of the best profession – B2B sales. Early in my AE career, the company I worked for was acquired and we were all told we had to go to another state for an entire month of training.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Mindtickle

APRIL 30, 2020

Sales enablement refers to the training, tools, content management, and resources provided to the sales team to help them successfully close more deals. When done well, the benefits of sales enablement speak for themselves: Companies with a focus on sales enablement see overall sales training effectiveness 29% higher than those without.

Sales Enablement 52

Sales Enablement Tools Lead Rank Sales Qualified Lead 52

Mindtickle

APRIL 30, 2020

Sales enablement refers to the training, tools, content management, and resources provided to the sales team to help them successfully close more deals. When done well, the benefits of sales enablement speak for themselves: Companies with a focus on sales enablement see overall sales training effectiveness 29% higher than those without.

Sales Enablement 52

Sales Enablement Tools Lead Rank Sales Qualified Lead 52