The Spiff Blog

OCTOBER 28, 2022

These include exercise incentives, free mindfulness tools, and practical advice about relieving workplace stress. Too overwhelmed and overloaded with work to make the time for things like exercise or mindfulness, even if they do understand the value. Let’s look at an example: A workplace identifies high rates of burnout.

Commission 78

Commission Lead Rank Lead Scoring Hiring 78

Alice Heiman

SEPTEMBER 5, 2018

How much can you increase revenue inside existing territories with existing products? . How much can you increase revenue inside existing territories with new products? . How much can you increase revenue in new territories with existing products? . How much can you increase revenue in new territories with new products? .

Sales Goal 106

Sales Goal Top of Funnel Territories Funnel 106

The Pipeline

MAY 26, 2016

Sales Manager Survival Guide: Lessons From Sales’ Front Lines , is a book I wish I had way back when I was promoted from being territory rep to sales manager. Too many do try and fake, or want to make it a genteel feel good exercise. But when the subject is one you can relate because you have lived it, it is a bonus.

Sales Management 180

Sales Management Coaching Sports Promotion 180

SBI Growth

FEBRUARY 1, 2013

Find out your value with this tool. This exercise will give you evidence to what you are worth. CEOs know bad leaders with great territories or great products make the number. This tool will give you the results. Are you getting paid what you are worth? Are you making as much or more than your peers? Why Does this Matter?

Hiring 293

Hiring Compensation Promotion Territories 293

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]. Sales Tool. Tibor Shanto.

Pipeline 220

Pipeline Hiring Exercises Twitter 220

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. What tools or skills are our sales team lacking? Unify SKO activities into one platform .

Everest 52

Everest Sales Enablement Territories Exercises 52

Pipeliner

MARCH 18, 2020

To drill down to selling, let’s do a short exercise. First, think of something positive that enables you to be effective in your organization, your territory or your market. Now, think of something negative that burdens you, your organization, your territory or your market. That was nice, wasn’t it? That was nice, wasn’t it?

ACT 87

ACT Pharmaceuticals Territories Consumer 87

Mindtickle

APRIL 16, 2020

Luckily sales readiness technology such as MindTickle can assist with soliciting feedback from the field team and managers, account planning and pre-meeting territory reviews. Activities such as pre-work and video role play are great tools to include to increase participation, while gamification drives engagement that’s fun and effective.

Face-to-face 78

Face-to-face Territories Exercises Video 78

The Pipeline

NOVEMBER 13, 2014

I suspect the main reason is that cold callers do not see social as a threat, is because we do see it as a great addition to an existing set of tools and techniques we use to drive business. 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. Kumbaya Time.

Cold Calling 292

Cold Calling Social Media Decision Maker Lead Rank 292

BrainShark

AUGUST 24, 2022

Territory Management. Don’t have the right sales coaching tools or culture yet? Reps can also practice their presentations and get feedback on their own time and avoid over-burdening managers by using sales coaching and conversational intelligence tools. Territory Management. Communication. Prospecting. Technology.

Social Media 62

Social Media Territories Face-to-face Negotiation 62

SBI Growth

FEBRUARY 18, 2014

You’ve had an open territory for some time. Ensure that the onboarding process is not a passive exercise that can be shirked. Technology and Tools. Download this tool & follow the five steps above to get your new reps productive… and fast. It’s every Sales Manager’s struggle. You finally found an A-player.

Hiring 202

Hiring How To Buyer Persona Demand Generation 202

The Pipeline

SEPTEMBER 25, 2013

Our work continues to bear fruit, we stop sharpening our cold calling skills and sharpen our referral skills, and completely stop exercising our cold calling muscles, and let’s face we are all happy not having to do the dreaded task. To exclude one, is to limit your success.

Cold Calling 282

Cold Calling Outsourcing Services Wireless Harvest 282

SBI

AUGUST 27, 2019

The salespeople we thought were going to be in a role or territory are gone. Your careful segmentation exercise is stale on day one. The horses may be running really fast with all the ops investment in tools to drive rep productivity, but they may be running in the wrong race or going fast in the wrong direction. This is 2019.

Segment 94

Segment Ideal Customer Profile Account Demographics 94

Miller Heiman Group

MAY 15, 2019

Chances are, they’ve already leveraged their own tools and technology to research and identify what they believe is their desired solution before they ever directly engage a seller. Research engines employ predictive analytics to help sellers focus on target-rich territories. Store employee: “Why do you need a hammer?”.

Face-to-face 96

Face-to-face Pharmaceuticals Decision Maker Lead Rank 96

Mindtickle

AUGUST 28, 2020

Aside from being familiar with the features and functionality of videoconferencing tools like Zoom, sales reps and leaders alike must ensure they have reliable internet service, quality headsets and a proper background to make remote communications as seamless as possible. Master the all-important virtual meeting.

Sales Enablement 105

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

Mindtickle

APRIL 16, 2020

Luckily sales readiness technology such as Mindtickle can assist with soliciting feedback from the field team and managers, account planning and pre-meeting territory reviews. Activities such as pre-work and video role play are great tools to include to increase participation, while gamification drives engagement that’s fun and effective.

Face-to-face 52

Face-to-face Territories Exercises Video 52

criteria for success

DECEMBER 1, 2021

If you need to run a research project, marketing may already have the skills and tools to manage it. It’s not enough to conduct a one-time exercise to identify your ideal targets. Is there an opportunity for expansion, such as a new territory or a complementary offering? They will provide a valuable perspective.

Buyer Persona 98

Buyer Persona Ideal Customer Profile Buyer Trade Show 98

Partners in Excellence

JUNE 16, 2019

Grow our share of account/territory Constantly learn and improve Leap over tall buildings… (Oops). We invest billions in tools, systems, programs, content, to help us do those things better. We have playbooks, templates, mobile tools, content, success stories, references, tutorials. Both organizationally and personally.

Hiring 100

Hiring Territories Exercises Study 100

Closer's Coffee

APRIL 10, 2019

Pilates is a corrective exercise regimen created by Joseph Pilates originally named Contrology. I learned about top athletes seeking to balance their bodies and move more efficiently by hiring Pilates instructors to take them through a regimen of corrective exercises. Swim, Bike and Run all in one event.

Exercises 75

Exercises Hiring Software Software 75

Mereo

NOVEMBER 15, 2023

Do they align to a market program or a selling territory? Are pipeline reviews viewed as reporting exercises or enablement opportunities? Does your technology actually benefit the representative as they work with a Prospect through the buying journey and selling cycle or is it simply a reporting tool?

Lead Rank 41

Lead Rank Marketing Commission Retention 41

Hubspot Sales

JANUARY 9, 2018

If you have territories, assign a sub-goal to each. Sales tools. On a smaller team, this exercise helps people avoid replicating each other’s work -- and shifting blame around if targets aren’t met. Of course, you’ll probably have more than one goal. Identify the most important, then rank the rest by priority. Sales training.

Buyer Persona 145

Buyer Persona Referrals How To Commission 145

The Brooks Group

SEPTEMBER 18, 2018

The exercise of creating a business plan helps your sales team manage their daily activities in a way that moves them towards achieving their long-term goals. If you realize how important planning is to your sales team's success, give them a structured formula for doing it with the Sales Territory Planning Workshop. Conclusion.

Territories 79

Territories Conference Face-to-face Quota 79

Apptivo

JUNE 21, 2021

Managing a business of any scale is not a comfortable exercise. Visualize this – You are running a business for the past three years, and you are looking to add modern, innovative tools. If your own R&D team works on planning and developing the right tools, it is a normal business process. Generate Stable Revenue.

Lead Rank 59

Lead Rank Loyalty Scale Referrals 59

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. What I propose is using the fundamental Marketing Mix framework (aka the 4 P’s) and transforming it into a tool for salespeople. ” — Zig Zigler.

Marketing 48

Marketing Social Media Territories Exercises 48

SBI

AUGUST 11, 2020

Most organizations have sales teams that work primarily from in the company’s offices and sales reps working from home covering a certain territory. This is a fun way to turn learning into a collaborative exercise to eliminate new sales reps from feeling isolated from being remote.

Hiring 181

Hiring Coaching Fashion Face-to-face 181

Mindtickle

AUGUST 28, 2020

Aside from being familiar with the features and functionality of videoconferencing tools like Zoom, sales reps and leaders alike must ensure they have reliable internet service, quality headsets and a proper background to make remote communications as seamless as possible. Master the all-important virtual meeting.

Sales Enablement 52

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

Artesian Solutions

NOVEMBER 14, 2018

To get to the heart of the issue we thought it best to take inspiration from those in the know, and who better to give us the low down on what makes a stellar sales person than 2018’s BESMA Sales Professional of the Year – Andrew Jenkins , Territory Account Executive at Autodesk. Using the tool allows me to spend more time with my customers.

B2B 70

B2B Oracle Territories Vendor 70

Partners in Excellence

NOVEMBER 1, 2013

Everywhere I go, we may be talking about opportunity planning/deal strategies, call planning, account/territory planning, even pipeline management; I see two parallel things at play: Managers are concerned about the completion of the plan! They view the template as just another exercise or management conspiracy to waste their time.

Maximizer 94

Maximizer Territories Account Call-back 94

Chorus.ai

FEBRUARY 4, 2020

As you hire RevOps and sales enablement , they may well inform you that you need to update your tools, patch up your UX, fix those lingering bugs, and even re-platform. 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.

Scale 73

Scale Hiring Top of Funnel How To 73

PandaDoc

OCTOBER 14, 2020

Storytelling is one of our oldest forms of communication and is an excellent persuasive tool. A good sales territory plan and an understanding of your sales channel strategies will help you write your next sales success story. There’s a reason why storytelling is a common empathy exercise. Stories Are Memorable.

Strategy 111

Strategy Face-to-face Research Google 111

Partners in Excellence

OCTOBER 31, 2013

At it’s worst, sales people view it as a “Big Brother Is Watching Exercise.” It’s a hugely powerful tool to start recognizing patterns. Each sales person leverages the pipeline as a powerful tool to improve their own productivity.

Pipeline 94

Pipeline Top of Funnel Revelation Sales Cycle 94

Mindtickle

JUNE 29, 2017

This search should start with taking a good look at the sales managers to make sure they have the skills and tools they need to lead their reps through this change. Leverages email automation tools to improve productivity. Focuses on a high turnover with power dialers and other productivity tools. and Sales Manager 2.0,

Sales Management 52

Sales Management Hiring Lead Rank Top of Funnel 52

Mindtickle

JUNE 29, 2017

This search should start with taking a good look at the sales managers to make sure they have the skills and tools they need to lead their reps through this change. Leverages email automation tools to improve productivity. Focuses on a high turnover with power dialers and other productivity tools. and Sales Manager 2.0,

Sales Management 52

Sales Management Hiring Lead Rank Top of Funnel 52

Hubspot Sales

AUGUST 4, 2020

According to Harvard Health , the three pillars of performance are eating right, getting enough sleep and exercising. Some of my favorite artists to listen to when I need to pump myself up are Aerosmith, Tool, and Government Mule. Have a strong foundation. Good health is not something to take for granted.

Positioning 136

Positioning Hubspot Face-to-face Quota 136

Sales Hacker

MAY 9, 2018

We undertake this annual exercise not simply to highlight the best sales teams, but to ascertain exactly why they are so successful. Although it’s difficult to generalize across sectors and territories, our data found that higher performing sales teams saw a typical conversion rate of 37%, closing deals on average in 36.5

Quota 54

Quota Sales Process Revelation Lead Rank 54

Keith Rosen

SEPTEMBER 28, 2013

How can any organization expect their managers to transition from salesperson to sales coach without providing them with the training, tools, time and most important, the unconditional support to do so? Gina is a VP of a global sales organization and is responsible for one of the top producing territories in the company.

Coaching 130

Coaching Hiring Sales Coaching Territories 130

Xactly

APRIL 11, 2018

Industry and company benchmarking tools can be a boon in this respect and start you off on the right path. . 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. so there are no surprises.

Compensation 54

Compensation Webinar Metrics Decision Maker Motivation 54