The Spiff Blog

JULY 27, 2023

The SDR, or Sales Development Rep, is undeniably the backbone of many successful sales organizations. SDRs play a vital role in building business, managing inbound inquiries, booking meetings, qualifying leads, and prospecting. However, the role of the SDR is often thankless. The role of an SDR is, in many ways, hustle culture personified.

Hiring 73

Hiring Motivation Lead Rank Sales Qualified Lead 73

Cincom Smart Selling

MARCH 20, 2015

Industrial distributors have lots and lots of products that they have to sell. Lots of products, good products—some of which get lost because salespeople are always looking for what is simple to sell that will generate the highest compensation; but this creates a major problem. Deliver proposals quickly and accurately.

Industry 48

Industry Margin Hiring Decision Maker 48

PandaDoc

APRIL 3, 2023

Closing more sales makes for a more successful business, but how can you figure out what kinds of sales suit your company best? We’ll explore inside vs. outside sales to show you what both entail and which kinds of companies need either one. What is inside sales? What is outside sales? It’s also widely used for B2B sales.

Outside Sales 52

Outside Sales Inside Sales Scale Lead Rank 52

Sales Hacker

FEBRUARY 12, 2021

As businesses grow, their software requirements grow as well. As businesses grow and adapt, software shouldn’t hold them back. See what the top 10 platforms you should be looking at in 2021 are to make an informed decision for your business needs. What is an enterprise CRM software? Looking for the TL;DR?

Enterprise 85

Enterprise Enterprise CRM NetSuite 85

Crunchbase

JULY 27, 2022

The following provides a definition of sales ops and what it does, offers insights into how to organize and operate a sales operations function in your company, and relays some best practices for running a successful sales operations team. What is sales operations? What are the responsibilities of sales operations?

Sales Operations 52

Sales Operations Company Territories Sales Qualified Lead 52

Xactly

SEPTEMBER 17, 2018

Not about accomplishments or status, but the fact that I love what I do, and I love who I do it for. What I’m sharing here is that building employee motivation and boosting team morale in the workplace is possible. Be Competitive with Compensation. What makes it awesome? I need to brag a little. It’s not a myth.

Compensation 97

Compensation Motivation Follow-up Promotion 97

Sales Hacker

NOVEMBER 15, 2017

We’d also recommend this guide for any sales managers or business development leaders who are on-boarding new reps. Account-Based Selling / Sales Development. Average Sale/Selling Price. This sales glossary is meant to reduce ramp time for new reps that are getting immersed in B2B sales jargon for the first time.

Lead Rank 99

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

Gong.io

APRIL 15, 2022

What you hear (and what your reps say) is what you get. Unopinionated : Nobody driving the narrative, softening what you heard. So what is Revenue Intelligence? Revenue Intelligence means salespeople can now focus on what matters most — SELLING. Selling is a team sport. No censoring.

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Revenue Forecasting Churn Lead Rank 62

Close.io

OCTOBER 29, 2018

It’s an expression that’s taken on various different roles, definitions and interpretations over the years as new tools, methodologies, and techniques come to redefine modern selling with increasing regularity. What is sales productivity? How to calculate sales productivity for your organization and individual reps).

Lead Rank 117

Lead Rank Closing Lead Scoring Hiring 117

Sales Hacker

JUNE 30, 2020

He also runs a company called Habits at Work, and that’s really what we’re going to be talking about. What’s the most important habit? What is the single most important habit that you can form that can change your career and drive for success? Who is Andrew Sykes and what is Habits at Work [2:26].

How To 78

How To Call-back Meeting Conversion 78

Hubspot Sales

FEBRUARY 7, 2018

Rather than learning from direct experience which type of sales job you love -- and which ones you’re ill-suited for -- use this comprehensive guide. You’ll learn what each position encompasses and how to tell whether it’s right for you. What to Look for in a Sales Job. Type of compensation: How do you like to make money?

Hiring 133

Hiring Salary Engineering Compensation 133

Hubspot Sales

JANUARY 3, 2018

What is a sales playbook? A sales playbook is a document outlining your sales process; buyer personas; call scripts and agendas; sample emails; discovery, qualification, demo, and negotiation questions; proposal guidelines; and/or competitive intelligence guidelines. Second, a playbook frees up time for selling.

Ideal Customer Profile 127

Ideal Customer Profile Buyer Persona Guidelines Lead Rank 127

OutboundView

JULY 16, 2019

What is b2B appointment setting? B2B Appointment Setting is a service where companies who sell to other businesses perform outreach (via phone, email, or social media) to try and set appointment to pitch their product or service. What do B2B appointment setters do? What do B2B Appointment Setting Companies Do?

Outsourcing Services 34

Outsourcing Services B2B Demand Generation Targets Inside Sales 34