The Spiff Blog

FEBRUARY 9, 2023

These functions include territory management, goal setting, capacity modeling, forecasting, sales performance improvement, seller experience, and countless other exercises that set a business up for success– or failure. In fact, optimizing territory design can increase sales by 2 to 7% each year ( source ).

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Quota Revenue Lead Rank Territories 70

Sales Hacker

DECEMBER 1, 2022

Typically, SDRs work from one of two territory models: Static territories based on geography or vertical or business segment. Conversely, in the territory model, you miss out on revenue because some reps have far more accounts than they can ever work. Related: How to Overcome the 10 Most Common Sales Objections.

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Account Lead Rank Ideal Customer Profile Territories 77

BrainShark

AUGUST 24, 2022

Objection Handling. Territory Management. Objection Handling. Sales objections are a fact of life for reps. An objection managed poorly, however, can derail an otherwise good conversation. Territory Management. Ensure your sales reps are engaged in the right messaging based on their territories.

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Social Media Territories Face-to-face Negotiation 62

The Pipeline

NOVEMBER 13, 2014

But hype is something decision makers have a radar for, serious decision makers want facts not hype, they want tangible things that help them achieve their objectives. If you are in a more transactional sale, a new rep to the company, in a new territory, referrals will have limited utility early on.

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Cold Calling Social Media Decision Maker Lead Rank 292

The Pipeline

OCTOBER 17, 2011

We often do an exercise with teams centered on expectations of roles, the frontline reps and their managers. Sales eXchange – 119 – We often do an exercise with teams centered on expec… [link]. Sales eXchange – 119 – We often do an exercise with teams centered on… [link]. Objection Handling.

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Pipeline Hiring Exercises Twitter 220

Hubspot Sales

JANUARY 9, 2018

A sales plan lays out your objectives, high-level tactics, target audience, and potential obstacles. Make sure your objective is realistic, otherwise your entire sales plan will be largely useless. If you have territories, assign a sub-goal to each. Here are a few examples: Objective: Increase referral rates by 30% this quarter.

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Buyer Persona Referrals How To Commission 145

Xactly

SEPTEMBER 24, 2018

Align corporate revenue objectives with sales and quota planning. While organizations recognize its importance, most still conduct sales planning as an annual, static, and manual exercise – relying on guesswork not data intelligence. With AlignStar , we provide the industry-leading territory design and planning software.

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Commission Lead Rank Incentives Incentive 95

Mindtickle

DECEMBER 16, 2021

In our Virtual Sales Kickoff Kit , we share a framework for planning a virtual or hybrid sales kickoff, including checklists, event planning tools, pre- and post-work exercise ideas, and advice from Mindtickle’s own sales enablement team. Here are three tips to help get your planning underway today! Unify SKO activities into one platform .

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Everest Sales Enablement Territories Exercises 52

Mindtickle

AUGUST 28, 2020

The pre-work we asked the field to complete included a series of videos highlighting each session with the following: 3 objectives the participants can expect to learn as a result of the session. Best next action or takeaway that the rep can expect to take back to their territory as a result of the session. Lessons to Remember.

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Territories Exercises Video Intent 105

The Pipeline

DECEMBER 21, 2015

They decided not to run the piece, and to quote: “The premise being that predictions aren’t a super useful exercise would cast a bad light on the rest of the posts on our blog that are predictions”. This will impact reps’ individual plans for their territories and accounts, as well as their execution.

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Forecasting Territories Exercises Account 120

Mindtickle

AUGUST 28, 2020

Messaging should be very deliberate and delivered in a way that keeps in mind the customer’s own circumstances: Perhaps their budget has been cut or they’re working from home; maybe they’ve been told to go through a risk exercise. Keep an eye on data, metrics and feedback to determine where sales enablement can boost sales velocity.

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Sales Enablement Ideal Customer Profile Webinar Metrics Face-to-face 105

Showpad

NOVEMBER 4, 2020

We already know that planning for a company event in 2020 will take your team into a new territory that wasn’t necessary to navigate in years past. It’s critical to start planning as early as September on major themes, topics and objectives. At Showpad, we’ve already begun the long (but rewarding) journey of SKO planning.

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Exercises Buyer Persona Retention Survey 69

Mindtickle

JULY 31, 2023

Scale role-plays to practice before reps are in the office Use AI-reviewed role-play exercises to enhance communication skills and refine product pitches. Allow reps to practice presentations, handle objections, and refine selling techniques remotely, ensuring they gain experience and confidence before engaging in the field.

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Sales Enablement Face-to-face Scale Collateral 52

CloserIQ

AUGUST 19, 2019

The best way to do this is to exercise control over sales conversations. This enables them to establish the solution’s value before wading into this tricky territory. Ask questions when the prospect raises objections. A well-placed question can be invaluable when it comes to helping a prospect to reframe an objection.

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Conversion How To Closing Objections 81

Jeff Davis

OCTOBER 11, 2017

Doing this exercise helps salespeople in that it forces them to think about their territory, identify high potential targets, and effectively go after the business. The better you understand what the customer has to give up in order to buy your product the better you can proactively respond to their potential concern or objection.

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Marketing Social Media Territories Exercises 48

Allego

MAY 13, 2021

When salespeople are hired, there’s an onboarding boot camp that can last from a few days to several weeks, after which salespeople are typically released to their territories. This learning, pushed to them in bite-sized chunks, enables them to engage in fun, short learning exercises that transfers knowledge into long-term memory.

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Guarantee Hiring Exercises Video 126

The Brooks Group

SEPTEMBER 18, 2016

Remind your sales team that this isn’t an evaluation or inspection, but an exercise to improve their sales productivity. This exercise helps your salespeople see exactly where they should be spending their time in order to increase sales productivity and reach the goals you’ve set for them. Conclusion.

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Segment Scale Sales Qualified Lead Exercises 45

Mindtickle

AUGUST 28, 2020

The pre-work we asked the field to complete included a series of videos highlighting each session with the following: 3 objectives the participants can expect to learn as a result of the session. Best next action or takeaway that the rep can expect to take back to their territory as a result of the session. Lessons to Remember.

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Territories Exercises Video Intent 52

Sales Training Connection

JUNE 26, 2013

That means salespeople must have the opportunity to develop account strategies, call on key decision makers, and handle tough objections. The program cannot be academic in tone or esoteric in content. Today’s sales simulations deliver on that mandate better than any other type of program. Practice and Feedback.

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Hiring Face-to-face Scale Decision Maker 110

Mindtickle

AUGUST 28, 2020

Messaging should be very deliberate and delivered in a way that keeps in mind the customer’s own circumstances: Perhaps their budget has been cut or they’re working from home; maybe they’ve been told to go through a risk exercise. Keep an eye on data, metrics and feedback to determine where sales enablement can boost sales velocity.

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Sales Enablement Ideal Customer Profile Webinar Metrics Face-to-face 52

Gong.io

JANUARY 13, 2020

And that’s both a mental exercise and a physical exercise. . Because if you have the right perspective, things like territory changes, or a change in quota, or a change in role and how we sell—they’ll fall right off somebody’s back. . It’s not being inside. And it’s also setting the right expectations.

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Hiring Revenue Scale Exercises 62

Hubspot Sales

OCTOBER 26, 2020

Our manager gave our team an exercise to complete - to look at all of the deals we had lost in the prior month, and identify why we lost the deal, and our learnings from it," Sarina explained. "A Ian Byrne , Enterprise Territory Manager for HubSpot, says the key point in all aspects of closing a deal is to not make assumptions. "If

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Hubspot Decision Maker How To Follow-up 124

Mindtickle

APRIL 26, 2016

When it comes to planning your sales kickoff , the first step is setting your objectives for the event. We’re here to show you how, based on four main objectives: Celebration, Motivation, Education, and Innovation. Objective. If you’re going to do exercises make those about fun.”. Celebration. Motivation.

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Hiring How To Objections Scale 52

Mindtickle

APRIL 26, 2016

When it comes to planning your sales kickoff , the first step is setting your objectives for the event. We’re here to show you how, based on four main objectives: Celebration, Motivation, Education, and Innovation. Objective. If you’re going to do exercises make those about fun.”. Celebration. Motivation.

Hiring 52

Hiring How To Objections Scale 52

Sales Training Connection

AUGUST 15, 2014

These videos can be used to address standard topics like: How to open a call, closing, objection handling, and asking questions. In new hire programs, pervasive use should be made of real-world scenario exercises.

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Hiring Training Exercises Face-to-face 82

Keith Rosen

SEPTEMBER 28, 2013

While there may be some degree of training these managers receive, it’s usually more focused around HR compliance, labor laws (especially if you’re based in EMEA and have to deal with the workers’ council) or the responsibilities, sales targets, commitments and objectives that they have inherited in their new role.

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Coaching Hiring Sales Coaching Territories 130

Sales Training Connection

SEPTEMBER 21, 2012

These videos can be used to address standard topics like: How to open a call, closing, objection handling, and asking questions. In new hire programs, more pervasive use can be made of real-world scenario exercises.

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Hiring Training Exercises Video 100

Partners in Excellence

NOVEMBER 1, 2011

Are the right customers participating in this meeting–do you have the people involved that enable you to achieve your goals and objectives? Have you anticipated questions or objections the customer may have? Do you have objectives for what you want to achieve in the meeting? Are you prepared to deal with these?

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Pipeline Territories Objections Exercises 92

Chorus.ai

FEBRUARY 4, 2020

If you’re expanding to an office in a new geographical territory — perhaps the most extensive type of scaling — you need to consider a host of practical issues alongside any structural changes. In Joe’s words, "The most common exercise we go through in scaling sales orgs is identifying what we need to hit on which metrics.

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Scale Hiring Top of Funnel How To 73

Xactly

APRIL 11, 2018

Allow for an open forum here and test out the objectives with reps to get an initial temperature on this year’s goals. Of course, incentives are a big part of this, but find other ways to rally the troops, whether that’s food bribes or fun team building exercises. Bob and Justin also cover: Territory alignment.

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Compensation Webinar Metrics Decision Maker Motivation 54

CommercialTribe

NOVEMBER 13, 2019

A helpful frame for every point below is to: Be clear in the specific objective (in bold italics below). Key Account or Top Prospect Focus – understand the quality and progress of the plan to penetrate key / top accounts in the territory. Understand and outline root cause for the variance. Explore tactical ways to close gaps.

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Forecasting Pipeline Top of Funnel Sales Methodology 40

A Sales Guy

MAY 9, 2014

Most sales leaders treat coaching as an ad hoc exercise. There is nothing wrong with leveraging a pipeline review process to coach your sales people through overcoming objections, through deal strategy etc. Do they have the vision and strategic insight to develop and execute a successful territory, account, new logo plan?

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Sales Coaching Coaching Pipeline Guarantee 124

The Pipeline

MAY 23, 2011

those valiant guardians of shareholders “rights” and “value” Remember everything goes as long as there are profits at the end of the exercise, and the opposite is true, regardless of the social merits. Objection Handling. Territory Alignment. Guest Post. Hiring Sales Talent. HR Management. Negotiations.

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LinkedIn Pipeline Meeting Social Media 241

Tony Hughes

FEBRUARY 21, 2018

For many of us, selling truly is an exercise in futility. By focusing in on them, they gradually lever the boulder forward toward overarching objectives. " Most salespeople have less than 3 on-site meetings in their territory per week. You could research the perfect business case to high heaven! You get my point!

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Top of Funnel Lead Rank Lead Scoring Distribution 86

Pipeliner

AUGUST 15, 2018

For many of us, selling truly is an exercise in futility. By focusing in on them, they gradually lever the boulder forward toward overarching objectives. Most salespeople have less than 3 on-site meetings in their territory per week. You could research the perfect business case to high heaven! Time is the enemy in sales.

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Top of Funnel Distribution Lead Rank Lead Scoring 64

SBI Growth

FEBRUARY 21, 2019

If you’re reluctant to do this exercise, it’s likely because you want to avoid blank stares and wild guesses that humble you. Pick five non-marketing employees at random, and ask them what value your field marketing team brings to your organization.

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Exercises Marketing Campaigns Territories 248

The Brooks Group

FEBRUARY 20, 2013

Regrettably an organization’s key strategic objectives may become obfuscated (some may say hijacked) by a myriad set of complex technical decisions— device selection, application capabilities, CRM integration, database configuration, etc.— that are implicit with any type of large scale mobile device field enablement deployment.

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WebTrends Wireless Insurance Insurance 40