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. How can an organization set themselves up for success by nailing the quota setting process?

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Quota Revenue Lead Rank Territories 70

Shari Levitin

JUNE 14, 2023

When just one or two employees engage in positive daily rituals such as gratitude exercises, and small acts of kindness, the entire culture is affected. If you want to sell more, lead with empathy. At its core, selling requires a mix of both empathy and courage. What if you bring up an objection first?

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ACT Territories Cold Calling Exercises 62

Understanding the Sales Force

JUNE 4, 2014

Understanding the Sales Force by Dave Kurlan The Selling Power Blog published a new article of mine, The Top 10 Steps Salespeople Can Take to Improve. I thought it would be helpful to expand on item #5, Persistence, because selling requires more persistence than ever before. When they go to follow up.nothing. Stop giving demos.

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Territories Exercises Video ACT 268

Mindtickle

AUGUST 28, 2023

Onboarding and ramping up new sales representatives quickly and effectively, ensuring they have a comprehensive understanding of the product portfolio, can be a big challenge. Furthermore, with compliance requirements changing regularly, pharmaceutical companies must ensure their field team has the most up-to-date versions of collateral.

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Pharmaceuticals Training Collateral Face-to-face 52

The Pipeline

OCTOBER 17, 2011

Sign up for our Email Newsletter. We often do an exercise with teams centered on expectations of roles, the frontline reps and their managers. Social Selling. Sales eXchange – 119 [link] via/ @renbor. – Sales eXchange – 119 – We often do an exercise with teams centered on expectations of roles, t… [link].

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Pipeline Hiring Exercises Twitter 220

Alice Heiman

SEPTEMBER 5, 2018

To actualize that goal , build a sales strategy that breaks it down so that everyone understands what they need to sell by when and the best way to make that happen. . How much did your team sell? . To whom did they sell it? . How much can you increase revenue inside existing territories with existing products? .

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Sales Goal Top of Funnel Territories Funnel 106

Crunchbase

MARCH 13, 2023

As the downturn continues, many account executives are expected to be selling more and achieving better results in order to help their companies maintain trajectory. Make smarter territory choices Hard times mean hard choices. For teams with reduced headcounts, that usually means better territory planning.

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Territories Churn Face-to-face SME 59

Hubspot Sales

APRIL 19, 2019

When we think of successful sport team names, like the New England Patriots or the New York Yankees, we picture the motivated individuals that make up the team. Why should you and your team come up with a creative name? This is a fun exercise that can get everyone's creative juices flowing. It introduces team selling.

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Promotion Territories Hubspot Sports 93

The Pipeline

MAY 26, 2016

One of the great things in what I do is the opportunity to meet a range of thinkers and doers involved in sales and helping others sell better. 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. You can’t fake it.”

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Sales Management Coaching Sports Promotion 180

The Pipeline

SEPTEMBER 25, 2013

In all the years I’ve been selling, I have only met one person who claims never to have made a cold call during their career (let’s qualify that, successful career), and while I believe that the captain of commerce in question, I also suspect that he is the exception that proves the rule.

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Cold Calling Outsourcing Services Wireless Harvest 282

The Pipeline

NOVEMBER 13, 2014

The most recent would be assassins are Socialites, social selling advocates, who seem to spend as much time sniping at and proclaiming the death of cold calling as they do speaking about what they sell, social selling products, seminars, remedies and dreams. Since we are on stats, allow me to digress for a second.

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Cold Calling Social Media Decision Maker Lead Rank 292

Mindtickle

JULY 31, 2023

Sales reps are crucial in promoting and selling financial products and services to a diverse customer base. 36% Percentage of time spent actively selling 8% Increase in win rates with coaching investments Companies that don’t prioritize sales enablement see their reps spend just 3 6% of their time actively selling or even less.

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Sales Enablement Face-to-face Scale Collateral 52

Hubspot Sales

JULY 11, 2019

Reps need to prospect, sell, and close -- and that doesn’t always leave a lot of time for administrative or big-picture work. Sales operations exists to help the team use technology effectively, implement training exercises, align sales and marketing, set territories, evaluate compensation plans, and more. Image source: PayPal.

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Hiring Salary Commission Sales Operations 108

BrainShark

AUGUST 24, 2022

Selling to local SMBs is very different from selling to Fortune 100 executives, for example.) Social Selling. Territory Management. Salespeople must communicate effectively throughout the sales cycle, from cold outreach and follow-up to moving an opportunity along. Social Selling. Communication. Prospecting.

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Social Media Territories Face-to-face Negotiation 62

Pipeliner

MARCH 18, 2020

While it’s universally applicable, I’d like to focus on how it relates to selling. Taking it a step further, statistics showed that Japanese born in the Year of the Fire Horse actually died earlier than those born in other years – up to five years earlier! But what does it mean in terms of selling? Interesting stuff, right?

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ACT Pharmaceuticals Territories Consumer 87

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.

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Hiring Coaching Fashion Face-to-face 181

SBI Growth

MARCH 31, 2013

For example: selling low margin products because they maximize the compensation payout. They have targeted their selling campaigns for the coming year to maximize their income. Unfortunately, compensation planning is often an academic exercise. The existing plan is compared to see how it stacks up against the market.

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Compensation Incentives Incentive Buyer Persona 293

The Spiff Blog

OCTOBER 28, 2022

As a result, we’ve seen several new movements crop up in response to the general discontent felt among employees. These include exercise incentives, free mindfulness tools, and practical advice about relieving workplace stress. In Practice : Your AE’s are responsible for following up with inbound demo requests.

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Commission Lead Rank Lead Scoring Hiring 78

criteria for success

DECEMBER 1, 2021

If you want to develop a strong organization with core capabilities and predictable results, you need to sell the same kinds of things to the same kinds of people. As you do this over and over again, you’ll build systems and processes to support the selling and delivery functions. Are you selling different solutions?

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Buyer Persona Ideal Customer Profile Buyer Trade Show 98

Hubspot Sales

JULY 12, 2021

Almost all tech salespeople were selling from home this past year, and several will continue to do so throughout 2021. But the perks of selling from home come with a host of challenges as well — one of the most pressing being keeping up with self-care.

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Energy Social Media Face-to-face Call-back 122

SBI Growth

FEBRUARY 18, 2014

You’ve had an open territory for some time. In some organization, reps can take up to a year to fully ramp. A sales manager should define a set of onboarding activities that drive the right selling behavior. Ensure that the onboarding process is not a passive exercise that can be shirked. You finally found an A-player.

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Hiring How To Buyer Persona Demand Generation 202

The Pipeline

DECEMBER 21, 2015

I thought it would be a big thing if sales people started executing and selling, and having real forecasts rather than just predications. 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”.

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Forecasting Territories Exercises Account 120

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. Research shows that retention goes down as the volume of information goes up. Anyone who’s spent time in sales knows how training takes place.

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Guarantee Hiring Exercises Video 126

Mereo

NOVEMBER 15, 2023

Do they align to a market program or a selling territory? The sales director is not co-located with his or her team, has much less time for one-on-one engagement, and spends a disproportionate amount of time reporting-up versus managing and coaching down. How much training have they had to enhance their coaching skills?

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Lead Rank Marketing Commission Retention 41

Mindtickle

AUGUST 28, 2020

Best next action or takeaway that the rep can expect to take back to their territory as a result of the session. Additionally, the post-work we set up to follow QBR was specifically tied to the theme in order to reiterate the importance to the field. Lessons to Remember.

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Territories Exercises Video Intent 105

Hubspot Sales

DECEMBER 21, 2018

Here are five creative sales motivation tactics managers can use to fire up their entire team. Instead of just serving it up to every employee like it's no big deal, frame it in such a way that the employee understands its value. After spending some time with clients, they'll be excited to get back on the phones and start selling.

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Motivation Face-to-face Coaching Education 103

Pipeliner

APRIL 24, 2020

The result of saturating territories with dealerships and forcing the owners to accept quotas of slow-selling vehicles to get the hot selling ones. Nor do they flock to car selling in particular. as proxies for selling talent. Above all, make it safe for employees to speak and exercise their values.

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How To Hiring Small Business Small Business 80

Anthony Iannarino

SEPTEMBER 12, 2019

The external factors include their company’s pricing and their competitor’s willingness to sell something similar at a lower price. Instead of working to improve your results by controlling your response, you give up and get carried away in the “ The Drift. “. Learn how to sell without a sales manager. You are not the victim.

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Hiring eBook ACT Influencer 100

Anthony Iannarino

SEPTEMBER 6, 2019

The willingness to exercise the practical disciplines that support autonomy , however, is a variable and may take a little more effort. . Capturing opportunities is made up of several activities, but mostly it is made of meetings. Nurturing Your Dream Clients : The biggest, best prospects in your territory belong to your competitors.

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Trade Show Follow-up Meeting Call-back 90

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. Go beyond just selling to people where all the other vendors are and understand where they go to get information about making decisions about buying your products.

Marketing 48

Marketing Social Media Territories Exercises 48

Sales Hacker

JANUARY 23, 2020

Can you describe your brand of selling in three words or less? All of us usually have personality traits that show up in each of the four categories, but most people have a dominant color. Once you have some idea of what your personal brand of selling is, go ahead and give your style a name. Name Your Brand. The Email Challenge.

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Analysis Territories Exercises Up-Sell 70

Hubspot Sales

OCTOBER 26, 2020

When a company has clearly defined win rate criteria, calculates its win rate frequently, and takes insight-based action to improve win rate, it is setting itself up to turn a higher percentage of prospects into customers. What the impact would be to themselves or their business with (or without) what it is you're selling.

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Hubspot Decision Maker How To Follow-up 124

Gong.io

JANUARY 13, 2020

If you’re scaling a big org, to take the time to teach somebody how to be curious to be successful in selling is not a great use of a manager’s time. And that’s both a mental exercise and a physical exercise. . Selling a New Category . I think with category creation and the sales process, essentially you’re selling twice.

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Hiring Revenue Scale Exercises 62

Chorus.ai

FEBRUARY 4, 2020

Let’s say you’ve built a great sales team , built up a solid method for tracking your data , and nailed your sales strategy. As a result, your product sells like hotcakes. We’ve rounded them up for you, all in one place. Your sales team will have been accustomed to selling it as a narrower collection of features.

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Scale Hiring Top of Funnel How To 73

CloserIQ

AUGUST 19, 2019

However, to really set yourself up for closing, you need to be setting the groundwork from the very beginning. The best way to do this is to exercise control over sales conversations. If you can do this, you can successfully deploy a solution-selling approach. Prospects will want to discuss price at some point.

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Conversion How To Closing Objections 81

LeadFuze

DECEMBER 2, 2021

The industry vertical or product you’re selling will also affect what kind of quotas to set. For example, the territory you’re assigned to or how much access you havedon’t have within your company can be out of your hands. ” The buyer is the one who should beware, and not just of those selling.

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How To Commission Face-to-face Quota 93

Hubspot Sales

AUGUST 4, 2020

The way businesses sell is constantly changing, and many sales reps are facing impossible deadlines, strict accountability, dozens of curveballs with each deal, and pipeline scrutiny from all sides. According to Harvard Health , the three pillars of performance are eating right, getting enough sleep and exercising. Don’t quit.

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Positioning Hubspot Face-to-face Quota 136