The Spiff Blog

SEPTEMBER 7, 2023

As a sales leader, you already know that effective sales performance management isn’t just setting lofty sales targets and then pushing your team to achieve them. These pillars include organizational alignment, robust reporting, ongoing professional development, incentive compensation, and sales enablement.

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Incentives Incentive Scale Compensation 83

The Science and Art of Selling

JANUARY 5, 2015

It is an important fact in human nature that each person’s mind tends to construct and live in its own mental world and to resist invasion. It is, of course, difficult to determine the real basis of objections in any individual case. However, in.

Insurance 40

Insurance Insurance Objections Policies 40

SBI Growth

FEBRUARY 3, 2014

Your credibility, value and career in Sales Ops hinges on your use of data. Below, I offer the Sales Ops Analytics Guide to help. You know the type – their mental engine is a virtual V-12 roaring inside their skull. Let’s take a hypothetic scenario involving two Sales Operations analysts. It eats at your credibility.

Data 287

Data Margin Report Analytics 287

Highspot

OCTOBER 21, 2022

Sales is the engine that powers your company. But what’s powering your sales? By now it’s universally known that sales and sales team practices have undergone a tectonic shift in recent years. And, even more alarmingly, buyer needs and behaviors seem to be moving way ahead of the sales learning curve.

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Sales Enablement Top of Funnel Scale Face-to-face 75

Product Management University

APRIL 12, 2021

The objective of this particular plan is to get you playing offense right out of the gate. The first thing you’re NOT going to do is meet with your peers in development, sales, marketing, services, etc. Now you’re ready to meet your team and your peers in engineering, marketing, sales, services, etc.

Scale 75

Scale Sales Qualified Lead Engineering Face-to-face 75

BuzzBoard

FEBRUARY 29, 2024

Even with compelling content and a beautifully designed website, without proper technical implementation, it equates to having a Ferrari without an engine. It’s often a catch-22 situation where funds are needed to generate leads, but there’s no budget until those leads convert into sales.

Small Business 52

Small Business Small Business Outsourcing Services Marketing 52

Braveheart Sales

NOVEMBER 6, 2019

If it isn’t obvious from my many posts using the Objective Management Group’s database, I love to mine facts on salespeople. Is this change signaling a shift back to the good old days where everyone went into sales because of the unlimited earning potential? So, what does this recent reversal mean for you as a sales leader?

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Compensation Motivation Comparison Construction 45

LeadFuze

JULY 8, 2021

Without an effective sales hiring process, you’re going to churn through rep after rep. The actual hiring of your reps should fit into your entire sales hiring strategy, which in turn, should fall into the larger concept of building a great sales team. That’s the bad news in sales recruitment. Assessment Test.

Hiring 98

Hiring Face-to-face Sales Qualified Lead Lead Rank 98

SBI Growth

FEBRUARY 3, 2014

Your credibility, value and career in Sales Ops hinges on your use of data. Below, I offer the Sales Ops Analytics Guide to help. You know the type – their mental engine is a virtual V-12 roaring inside their skull. Let’s take a hypothetic scenario involving two Sales Operations analysts. It eats at your credibility.

Data 120

Data Margin Report Analytics 120

DiscoverOrg Sales

MARCH 2, 2016

In the middle of 2014, our bootstrapped sales intelligence company DiscoverOrg accepted a growth equity investment from TA Associates. We set high goals for year-over-year growth, but if we didn’t meet objectives, we were only letting ourselves down. Want to engineer a new feature? Show us the data on why.

Hiring 120

Hiring Construction Meeting Report 120

Highspot

JUNE 11, 2020

Regardless of the root cause, overcoming sales and marketing misalignment is necessary to securing long-term success. In this guide, we’ll be breaking down the keys to achieving — and maintaining — real sales and marketing alignment: What is sales and marketing alignment? What does marketing do for sales?

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Top of Funnel Marketing Lead Rank Lead Scoring 59

LinkedFusion

OCTOBER 8, 2023

Here are some more benefits of link building outreach: 1) Boost Search Engine Ranking: When you link with the relevant site then it’s easy to establish authority of your niches. This in turn improves your SEO, helps your site to rank higher on the Search Engine Page Rank. 4) Expandi.io : Expandi.io 5) Close : A CRM called Clos.io

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Lead Rank Lead Scoring Ideal Customer Profile Campaigns 40

Chorus.ai

MARCH 5, 2021

Building a new sales strategy in the face of a recovering economy is even more exciting when you’ve got a new or revamped product or a slew of new features to give to your customers. You have the product in hand, but without a high-quality sales strategy, it won’t attain the success it was made for. What is a sales strategy?

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Top of Funnel Webinar Metrics Strategy Buyer Persona 113

SocialSellinator

AUGUST 10, 2023

This ensures that businesses are always in tune with the latest trends and can quickly adapt to changes, maximizing their marketing budget and potential for increased sales and brand awareness. The 90s introduced us to the first instances of SEO, with brands recognizing the need to rank higher on budding search engines like Google.

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Paid Content Webinar Metrics Strategy Marketing 74

Mindtickle

MARCH 11, 2020

When comparing multiple suppliers‚ they might only spend 5% or 6% of that allotted time with any one sales rep. If sales reps fail to deliver compelling value or perceived value during that time, they will find it exceedingly difficult to establish themselves as credible or consultative. Constructive feedback from peers and managers.

Buyer 64

Buyer B2B Lead Rank Lead Scoring 64

Sales Hacker

MAY 24, 2021

Whether you’re sales or marketing, putting out content is a never-ending task, a mountain with no peak. It teaches you exactly how to thread a story through your brand and how both sales and marketing can be part of that process. That is, to fill in the pipeline and get leads through the sales funnel. Content ideation.

Top of Funnel 71

Top of Funnel Ideal Customer Profile Lead Rank Lead Scoring 71

Mindtickle

MARCH 11, 2020

When comparing multiple suppliers‚ they might only spend 5% or 6% of that allotted time with any one sales rep. If sales reps fail to deliver compelling value or perceived value during that time, they will find it exceedingly difficult to establish themselves as credible or consultative. Constructive feedback from peers and managers.

Buyer 52

Buyer B2B Lead Rank Lead Scoring 52

Mindtickle

OCTOBER 24, 2018

According to research from CSO Insights, “organizations with successful sales enablement programs see 67% quota attainment, compared to only 42% for companies that admit their enablement programs fall short of expectations”. This points us to two potential takeaways: There’s a problem with how sales training is done today.

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Sales Enablement Data Lead Rank Lead Scoring 69

Sales and Marketing Management

FEBRUARY 8, 2021

Many B2B manufacturers still deploy a “catalog approach” to sales, with inside reps relying on frequent touches with prospects and customers to close deals. Even in the pandemic, many B2B companies tried to adapt that approach to the new world order by simply shifting in-person sales presentations to video calls.

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Marketing B2C Account Based Marketing B2B 120

Mindtickle

OCTOBER 24, 2018

According to research from CSO Insights, “organizations with successful sales enablement programs see 67% quota attainment, compared to only 42% for companies that admit their enablement programs fall short of expectations”. This points us to two potential takeaways: There’s a problem with how sales training is done today.

Sales Enablement 52

Sales Enablement Data Lead Rank Lead Scoring 52

Keith Rosen

NOVEMBER 13, 2016

Here are 5 steps to get your team to run constructive, engaging meetings. sales meeting that won’t be trite or redundant, then you’re probably asking the question to the wrong person. The byproduct, you achieve your business objectives. Reinvigorating the Redundant Meeting. Step one for you?

Meeting 54

Meeting Construction Face-to-face Lead Rank 54

SalesLoft

AUGUST 29, 2019

In this episode of the Hey Salespeople podcast , Dan reveals how phone calls and call recording can enhance your sales process. But first, he describes how to be more engaging in a sales pitch and the balance between being likable and being effective as a manager. Sales Pitch Certifications. Why is the phone call is cool again?

Lead Rank 71

Lead Rank Lead Scoring Face-to-face Call-back 71

LeadFuze

DECEMBER 31, 2021

Need Help Automating Your Sales Prospecting Process? Its more important than ever for companies because search engines are better at recognizing when sites have great writing. Search engine optimization (SEO). How Do You Construct a B2B Marketing Plan? A CRM is a system that gets your sales organized.

Paid Content 52

Paid Content Ideal Customer Profile Top of Funnel B2B 52

Smooth Sale

APRIL 15, 2024

Set Clear Goals and Objectives Setting clear goals and objectives is the first step toward small business success. By setting clear goals and objectives, you provide yourself and your team with a sense of purpose and direction, laying the foundation for long-term success. Seven Small Business Success Tips 1.

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Small Business Small Business Advertising Advertising 120

Hubspot Sales

MARCH 15, 2019

Others, like construction and transportation, have rates that are lower. Adapt and be flexible, but don't waver on your core values, beliefs, and objectives. "As Content is also a valuable sales tool," says Valerie Turgeon of Brandpoint. Although that might surprise you, it's definitely a much better statistic to focus on.

Outsourcing Services 144

Outsourcing Services Scale Lead Rank Lead Scoring 144

SugarCRM

AUGUST 31, 2020

The constructive use of time can be that crucial edge making your organization stand out from competitors. The time-aware CX platform is an innovative approach to tracking, analyzing, and engineering great customer experiences. No matter your industry, that distinction is perhaps more challenging than ever before. Converting Leads.

SugarCRM 29

SugarCRM Oracle Ideal Customer Profile Analytics 29

LeveragePoint

OCTOBER 15, 2018

Last week I attended Gartner’s Sales & Marketing Conference where I joined leaders in sales, marketing, and sales enablement to discuss latest trends, Gartner research, and the future of these functions. There are fewer opportunities for sales to communicate potential value,” Collins said.

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Conference Marketing Buyer Channels 22

Hubspot Sales

MARCH 4, 2020

Closing a sale doesn't happen by chance. There's generally a blueprint in place for most successful sales efforts and a philosophical framework that serves as a reference point for how those steps should be carried out. The combination of that roadmap and ideology is known as a sales motion. Sales Process.

Sales Methodology 78

Sales Methodology Decision Maker Construction Sales Qualified Lead 78

LeveragePoint

FEBRUARY 20, 2018

Understanding Sales Challenges , Richardson’s recently compiled survey, identified the top 3 concerns among seller executives: (1) Competing against a low cost provider, (2) Combatting the status quo and (3) Knowledge about how to team sell effectively. This is a lonely time for a sales rep. Objectives Early in the Sales Cycle.

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Case Study Sales Cycle Study Opportunity 20

Sales Hacker

JUNE 22, 2021

If you missed episode 165 check it out here: How to Transition into Tech Sales from a Non-SAAS Background with Lee Berkman. Subscribe to the Sales Hacker Podcast. Welcome to the Sales Hacker podcast. Max Altschuler , my good friend, the founder of Sales Hacker, is the person who interviews me. powered by Sounder.

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Revenue Call-back LinkedIn Course 59

Zoominfo

JULY 24, 2019

For sales leaders, data isn’t everything — it’s the only thing. While having too little sales data means your team is deeply inefficient, trying to take on every metric available will overwhelm your team and kill their chances of working effectively. Here’s how to make sales data work for you. What is Sales Data?

Data 130

Data Top of Funnel Lead Rank Lead Scoring 130

Janek Performance Group

NOVEMBER 8, 2022

These are the things they know work best for them in each sales situation. Maybe, it’s that joke about sales reps and online dating. Or that popular story about nailing the ace and gaining the sale. Unfortunately, many sales reps also make their share of missteps. Expect objections. If no one objects, no one cares.

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Hiring Follow-up Course Objections 62

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. We’re going to help you also understand the B2B sales processes, strategies, and more.

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B2B Top of Funnel Decision Maker Ideal Customer Profile 134

SocialSellinator

AUGUST 28, 2023

SocialSellinator SocialSellinator is a digital marketing agency that specializes in social media management, content marketing, search engine optimization (SEO), and paid advertising. Search Engine Optimization (SEO) - On-page optimization, technical SEO, content creation, backlink building, and other efforts to improve organic rankings.

Paid Content 87

Paid Content Social Media Marketing Lead Rank 87

DiscoverOrg Sales

APRIL 24, 2018

Henry has always seen the sales team as the growth engine of the company. So freshly out of a successful Q1, we asked him how the sales team needs to evolve alongside the company in order to support this kind of aggressive growth goal. What sales activities make the biggest difference? Specialization of sales roles.

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Scale Hiring Cold Calling Coaching 120

PandaDoc

FEBRUARY 16, 2024

With PandaDoc, you can generate these from several specifically designed automated templates rather than spend hours constructing them from scratch each time. For example, double-checking that all the names on an email list have been entered correctly is a fact-based task that only requires objective reasoning.

Scale 52

Scale Software Software Hiring 52

Smooth Sale

FEBRUARY 9, 2024

It can be disorienting to determine which of the many options—from email campaigns and SEO to social media and content marketing—will work best for your business objectives. Furthermore, improving local SEO and constructing backlinks from trustworthy websites can increase a company’s online presence and website traffic.

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Small Business Small Business Strategy Social Media 78