The Spiff Blog

SEPTEMBER 9, 2022

For every successful deal, there are multiple lost opportunities that never see the light of day. In fact, only 6% of opportunities ever convert to a deal ( source ). But, when sales leaders treat every loss as a failure, they miss the opportunity to build a more motivated, productive, and effective sales team. Decreased morale.

ROI 83

ROI How To Face-to-face Commission 83

SBI Growth

DECEMBER 13, 2013

Pipeline reviews, strategy sessions, forecasting analysis and sales training are all mentioned. Traditional sales training does not. Sales training is a form of their development. This is known as the event based training meeting. The training ends at 4 PM and everyone rushes to the airport to ‘get out of Dodge.’

Training 302

Training Face-to-face Webinar Metrics Forecasting 302

Braveheart Sales

OCTOBER 22, 2020

It shouldn’t be surprising that we spend a lot of time training sales teams and coaching the sales team leaders. Here are five elements that must be considered before any money is spent on sales training. Can sales training be embedded into a repeatable selling system and process within your CRM?

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Maximizer ROI Training Incentives 52

criteria for success

MAY 24, 2022

Looking for sales training ideas to implement during your next team meeting? When you read “sales training ,” you probably think of an offsite retreat. This type of sales training does have its time and place as it provides an opportunity for breakthroughs, and the shared experience helps foster a healthy team culture.

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Meeting Training Face-to-face Objections 97

Showpad

NOVEMBER 17, 2020

If you’re looking for ways to show the ROI (return on investment) of your marketing content, you’re not alone. In this article, we’ll discuss how you can show the ROI of your marketing content for an increased budget and how you can track and measure these metrics when you adopt new technology and software. What is content ROI?

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Top of Funnel ROI Marketing How To 98

Showpad

APRIL 29, 2020

As highlighted in our new eBook, “No more half measures: How to identify and maximize sales enablement ROI,” the combination of sales enablement strategy and sales enablement technology can help CSOs drive millions of dollars in revenue. Quantifiable sales enablement ROI. Unquantifiable sales enablement ROI.

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ROI Sales Enablement eBook Maximizer 72

Hubspot Sales

FEBRUARY 12, 2024

Train cleaning teams. Panels are easily damaged and often difficult to get to, so there is opportunity to train cleaning teams who want to enter the business. If you can send them clients or prospects, they’ll pay you. Or, recruit the robots. The business model is simple: Contractors need work.

Industry 83

Industry Chemicals ROI Lead Rank 83

Highspot

JANUARY 3, 2024

Read on to discover how reps can confidently approach each closing conversation with closing sales training that works. Closing is about finalizing a sale and creating a lasting relationship that can lead to more opportunities. Solution: To navigate stiff competition, build solid and personalized relationships with prospects.

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Closing Training Lead Rank Negotiation 52

Highspot

OCTOBER 24, 2023

Sales training can be like sailing the high seas – an always-on adventure where focus, navigation, and teamwork are vital. We’ve curated a collection of the best sales training tips so you can build a program that will put wind in your team’s sails to navigate an uncertain selling landscape and outperform every quarter.

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Training Hiring Coaching Course 52

Understanding the Sales Force

APRIL 4, 2024

How to Identify Candidates Who Will Succeed in Your Sales Roles Sales Process for the Anti-Sales Process Crowd How To Stop Sucking by Understanding and Changing Your Sales Metrics The Wrong Salespeople are Hired 77% of the Time Most Sales Processes, Funnels and Pipelines are How Old? Is Your Sales Process Backwards, Upside Down or Stupid?

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Hiring Sales Leadership Sales Forecasts Forecasting 149

The Digital Sales Institute

MARCH 29, 2021

Now more than ever it is important to have some sales training ideas to engage the remote or home based salesperson. Salespeople now have to figure out how they can adapt to rapidly changing selling conditions, and sales training must match those challenges. The Importance of Sales Training. Sales Training Ideas to Try.

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Training Hiring Ideal Customer Profile Selling Skills 98

Steven Rosen

JANUARY 10, 2021

With decreasing prospects and the cost of doing business increasing, a squeeze on profits is inevitable. It’s easy to cut back on salespeople, promotion, and training. Train your farmers to cultivate more business with their existing customers. 3) Maximize the ROI on your training budget. The answer is no.

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Sales Management Hiring ROI Maximizer 194

Sales Hacker

AUGUST 4, 2022

I was trained to send cold email after cold email. First, I started paying closer attention to my prospects. I realized that getting to know my prospects—and showing authentic interest in things they were passionate about—was a sure-fire way to keep their attention and eventually close sales. Make finding prospect data easier.

Opportunity 81

Opportunity Scale Sports Social Media 81

The Brooks Group

DECEMBER 10, 2018

A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. The question is, will the training program result in permanent behavior change and lasting sales performance improvement, or will it be a “flavor of the month” that your sales team abandons a few weeks after the experience?

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Maximizer ROI Training How To 40

The Brooks Group

DECEMBER 10, 2018

A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. The question is, will the training program result in permanent behavior change and lasting sales performance improvement, or will it be a “flavor of the month” that your sales team abandons a few weeks after the experience?

Maximizer 40

Maximizer ROI Training How To 40

Score More Sales

MAY 16, 2012

You have no CRM system and use some combination of e-Mail, Excel, Outlook, and/or sticky notes to “track” your prospective sales opportunities. Finding ways to shorten your prospective customers’ buying cycle which brings revenue in sooner is a very good thing. One company had a sales rep who would only do e-mail follow-up.

Opportunity 206

Opportunity Pipeline Hiring Top of Funnel 206

DiscoverOrg Sales

DECEMBER 18, 2018

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. FinancialServices. Insurance. ITServices.

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Company Prospecting Oracle Transportation 156

Score More Sales

MARCH 13, 2013

Can you remember back to that time, perhaps not so long ago, when you had an amazing trade show booth opportunity to showcase your company and for whatever reason you did not capitalize on it? Whatever the reason, opportunities fizzled away. The company invested a lot of time and money, and for what?

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Trade Show Maximizer Opportunity Webinar Metrics 219

Vengreso

AUGUST 21, 2023

In the digital era, sales professionals need to embrace social selling training to remain relevant and successful. This equips them with vital skills to engage with prospects on their preferred social media platforms, building meaningful relationships that lead to increased revenue. Tips for adoption of social selling training.

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Social Selling Training Outsourcing Services Top of Funnel 52

BrainShark

MAY 2, 2022

Virtual sales training is any synchronous or asynchronous learning provided online or via a digitalized experience. This means training can be delivered across multiple locations simultaneously and, in the case of asynchronous learning, at any time that’s convenient for the trainee. Assessing whether reps are ready to sell.

Training 71

Training How To ROI Course 71

The Brooks Group

JANUARY 27, 2020

Effective sales training is a critical component of sales success, whether your team is full of seasoned professionals, brand new graduates, or a diverse mix of skills and experience levels. When it comes to training new employees, the Sales Training 101 course may be one of the most important investments you make.

Training 84

Training Hiring ROI Face-to-face 84

SBI

JULY 12, 2018

Below are a few ways we help sales organizations: Go-to-market – As the market shifts from volume-based to targeted sales and marketing strategies like ABM, InsideView helps organizations identify new market opportunities, align sales and marketing execution, and optimize revenue performance. companies and 32M decision-makers globally.

InsideView 104

InsideView Ideal Customer Profile Lead Rank Marketing Qualified Lead 104

Highspot

JANUARY 19, 2022

Sales training programs are often like that — but they don’t have to be. The trick is knowing what training program and techniques to use. In this guide, we’ll dive deep into sales training and give you the information you need to choose an impactful course for your team, including: What is sales training?

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Training Lead Rank Hiring Course 92

Vengreso

DECEMBER 21, 2023

Sales training : two words that hold the potential to change your game entirely. Gazing up at the daunting mountain, a skilled guide provides the necessary tools for success – sales training programs designed to transform your game. Your answers await… What is Sales Training?

Training 52

Training Revenue Lead Rank Retention 52

Highspot

APRIL 14, 2023

Sales training programs that educate and prepare your team to anticipate rather than react to challenging sales situations is key. Why Sales Training Programs Fail Most organizations use some type of LMS for onboarding new hires or retraining current staff. With hybrid workforces, in-person training isn’t always feasible.

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Training Scale How To Hiring 52

Highspot

APRIL 14, 2023

Sales training programs that educate and prepare your team to anticipate rather than react to challenging sales situations is key. Why Sales Training Programs Fail Most organizations use some type of LMS for onboarding new hires or retraining current staff. With hybrid workforces, in-person training isn’t always feasible.

Training 52

Training Scale How To Hiring 52

SBI

JUNE 26, 2018

Sales teams that integrate Cirrus into their workflow see faster conversion of prospects into customers. Save Time: Integrate Lead, Contact, Case, or Opportunity data directly from your inbox into Salesforce. Accelerate Direct Engagement With Prospects: Schedule and confirm meetings with just an email.

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Top of Funnel Collateral SalesForce Prospecting 123

CloserIQ

OCTOBER 30, 2018

If you consider sales training to be the first of several steps toward boosting profits, it’s easy to see why it’s such a crucial investment. Sales training lays the foundation for future revenues by increasing your team’s satisfaction, loyalty and competence, all of which improve their interaction with the customer.

Training 98

Training Top of Funnel Scale Sales Enablement 98

The Pipeline

MARCH 3, 2020

For example, many want me to layer on or retrofit my curriculum on something they trained three years ago. Real change will be hard but profitable; habits are proven ROI. I ask reps to step back think of their number one prospect, and ask how things have changed with that constituency? Start In The Middle. Continuous.

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Face-to-face Pipeline ROI Training 362

Allego

MAY 7, 2024

According to a poll from SMM Connect and Training Magazine Network, 68% of sales and marketing leaders said “sales and marketing don’t communicate effectively.” Upland) Those problems occur because the two teams often operate in silos, leading to wasted efforts, missed opportunities, and a whole lot of finger-pointing.

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Ideal Customer Profile Top of Funnel Marketing Lead Rank 62

Lead411

FEBRUARY 8, 2024

However, with the right strategies and mindset, you can turn objections into opportunities and improve your success rate in cold calling. Understanding Cold Call Objections: Before diving into strategies for overcoming objections, it’s crucial to understand why prospects raise objections in the first place.

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Cold Calling Objections Case Study Call-back 97

Customer Centric Selling

JANUARY 14, 2013

Sales Training Article: The Death of a Sales Tool By Drew Zarges, Sales Benchmark Index (SBI) As the CSO, you want to arm your reps with every tool to give them an advantage. One of the most common we see is the ROI Calculator. At first glance, the ROI document seems like a great idea. Why kill the ROI Calculator?

ROI 59

ROI Training Software Software 59

No More Cold Calling

MARCH 5, 2020

Need to accelerate opportunities through the pipe, need more business from existing customers, need more sales leads in the pipeline? You get in early—even before your prospect knows they have a need. (Or If you truly want more qualified sales leads, you must invest in sales and marketing programs and train your people.

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Referrals Sales Qualified Lead How To Lead Rank 432

The ROI Guy

OCTOBER 27, 2017

ROI / business value justification is not getting the emphasis it should, and remains a challenge for most organizations. According to the research, ROI / Business Value Justification Training and Enablement are in aggregate need of a major redesign and improvement for the majority of respondents (almost 60%). Source: [link].

ROI 40

ROI Scale Discount Sales Cycle 40

Vengreso

JUNE 16, 2022

All by now have implemented virtual sales training or online sales training programs that have had a better impact on sellers’ behavior than a face-to-face training session ever was able to achieve. Is Online Sales Training Effective? Virtual training workshops just had a stigma.

Benefit 59

Benefit Training Retention Ideal Customer Profile 59

Allego

APRIL 30, 2024

This article originally appeared in Training Industry. According to McKinsey & Company , “Players that invest in AI are seeing a revenue uplift of 3 to 15% and a sales ROI uplift of 10 to 20%.” Instead of spending weeks reviewing training content and developing quiz questions, the platform does it for you in just minutes.

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Sales Enablement Lead Rank Lead Scoring Analytics 62

BrainShark

MAY 3, 2022

Building and maintaining an effective sales training program is a difficult and continuous process. Brainshark , a Bigtincan company, is a sales enablement solution that: Makes creating training content easy. Lets you evaluate your training program’s impact on sales KPIs. How long will your training materials be?

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Training Hiring How To Course 71