The Spiff Blog

SEPTEMBER 9, 2022

Although sales leaders have long since accepted loss as part of the sales process, not every company is capitalizing on their losses or reacting to them in productive ways. But, when sales leaders treat every loss as a failure, they miss the opportunity to build a more motivated, productive, and effective sales team.

ROI 83

ROI How To Face-to-face Commission 83

Close.io

FEBRUARY 11, 2020

It’s an understatement to say that salespeople don’t have the best track record when it comes to trust. For the average person, we’re sleazeballs who will say anything to close a sale. That’s because sales are all about change. You need Radical Candor. The basics of Radical Candor for sales teams. ?

Closing 118

Closing Hiring Sales Qualified Lead Objections 118

Close.io

DECEMBER 3, 2019

Most successful sales reps have a wealth of experience with cold calling. They are used to consistent action: qualifying prospects , sending cold emails , booking meetings, maybe following up a couple of times, and finally closing the deal. We’ve already introduced you to amazing sales books. Let’s get started.

Cold Calling 116

Cold Calling Negotiation Sales Qualified Lead Top of Funnel 116

The Spiff Blog

JUNE 16, 2022

Not only do you have to build the actual commission plans , but you also have to communicate how it all works in a way that motivates your reps to close more deals. The psychology behind compensation plan design usually focuses on behaviors to encourage or discourage. Why data visualization matters in sales.

Data 80

Data Commission Compensation Incentives 80

Vengreso

DECEMBER 21, 2023

Ever felt like you’re on a treadmill, running after sales targets but never quite catching up? Sales training : two words that hold the potential to change your game entirely. It seems daunting until an experienced guide hands you climbing gear – tools designed for success.

Training 52

Training Revenue Lead Rank Retention 52

Sales Hacker

NOVEMBER 26, 2019

The Sales Hacker Success Summit will be here before you know it! WHAT : Five exciting days of advanced sales training and tips from some of the biggest names in Sales. WHERE : Your office or home. RESERVE YOUR SEAT NOW. Sales Hacker Success Summit: Level Up for 2020. Here’s what you can expect.

Webinar Metrics 103

Webinar Metrics Sales Up-Sell Objections 103

PandaDoc

AUGUST 29, 2022

Closing a deal is definitely the most challenging and demanding part of sales negotiations with the customer. In this article, you’ll find some valuable advice on how to seal the deal faster, as well as how to close the deal with an undecided customer. Closing the deal faster. Definition and typical steps.

Negotiation 98

Negotiation Decision Maker How To Face-to-face 98

SalesHandy

AUGUST 18, 2020

However, the world is healing now and companies are getting back to their normal workflow. But still, one of the main concerns for the sales team is to restart their workflow and maintaining a healthy relationship with their prospects. The sales workflow can’t be the same as earlier. trillion US dollars. Financial Budget.

Face-to-face 98

Face-to-face Campaigns Ideal Customer Profile Follow-up 98

Nutshell

APRIL 24, 2019

The best sales emails sound like they came from a trusted friend. Creating a sense of familiarity goes a long way in email outreach, and warm emailing helps you do that. Before we show you what the ideal warm email should look like, here are a few general concepts you should keep in mind to leverage this strategy successfully.

Prospecting 115

Prospecting Case Study Ideal Customer Profile How To 115

Chorus.ai

JANUARY 8, 2020

If you're in the market for a quick hit list of webinars to watch from your couch (or listen to from your car), I've put together a few of my favorites that have inspired me throughout the year. Voss and Barrows dig into the psychology behind the parties sitting across the table. The Ultimate Sales Forecasting Approach.

Webinar Metrics 79

Webinar Metrics Scale Negotiation Lead Rank 79

InsideSales.com

JUNE 8, 2020

Getting people to click on your emails is key to increasing sales conversion rates. RELATED: EMAIL PROSPECTING VS COLD CALLING: WHAT’S BEST? State What Your Product Can Do for the Customer. Statistics and Examples to Help You Boost Your Email Open Rates. Sorting the suspects from the prospects.

Follow-up 58

Follow-up Examples Referrals Email Marketing 58

Highspot

JANUARY 19, 2022

Clicking mindlessly through an agonizingly slow video presentation or sitting in a hot, stuffy conference room with dozens of other people listening to a presenter drone on about things you already know. Sales training programs are often like that — but they don’t have to be. Why sales training is important. or a 353% ROI.

Training 92

Training Lead Rank Hiring Course 92

Vengreso

JANUARY 13, 2023

Even so, my sales book collection is mounting, thanks to the privilege of hosting Vengreso’s Modern Selling Podcast. Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best sales books for 2023. So, there you have it!

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

Close.io

NOVEMBER 4, 2019

This is the main sales challenge of a startup I talked to in a sales consulting session. But now they want to grow faster, so they started a cold outreach campaign. They reach decision makers and get them to listen. They even get them interested. The sales process is moving along nicely. It feels dangerous!

Case Study 52

Case Study Decision Maker Objections How To 52

The Digital Sales Institute

NOVEMBER 9, 2021

Sales training topics that actually get results can be challenging to nail down. There is the hard sales skills V soft sales skills debate not to mention social selling, customer profiling, outreach tactics and all the steps in the sales process. The rise of relevance in sales.

Training 52

Training Ideal Customer Profile Exercises Scale 52

PandaDoc

JUNE 23, 2021

Thankfully, we have compiled some basic ideas that will help businesses like yours make the right choice (or no choice at all, but more on that later). You should be investing in ICPs and buyer personas. So now let’s get down to the nitty-gritty and start by explaining what “ ICP ” means. Understanding ICPs. Developing ICPs.

Ideal Customer Profile 94

Ideal Customer Profile Buyer Persona Buyer Customer 94

Platinum Rules for Success

JUNE 21, 2017

When dealing with prospects, it is easy to get excited and lose sight of your sales strategy. Especially with a solid product or company, you can lose site of who you’re speaking with, making it even harder to build rapport. Are You Driving Miss Daisy or Riding with Dale Earnhardt Jr.?

Conversion 44

Conversion Trade Show Decision Maker Guidelines 44

Fill the Funnel

NOVEMBER 30, 2011

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. The dynamic between sales person and buyer has changed in many ways over the last few years.

Social Media 134

Social Media Media Top of Funnel Face-to-face 134

Sales Hacker

MARCH 2, 2020

And for leveling up your sales skills, nothing beats a good sales book. So what are the best sales books for helping you reach peak performance? Have been recommended by sales professionals. Here’s how you can find the sales books that are most relevant to you. The Transparency Sale.

Top of Funnel 141

Top of Funnel Lead Rank Hiring Handbook 141

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. Let’s flip the script: Your intellect, emotion, instinct, and empathy as a woman are what make you both a valuable human and invaluable company asset. Celebrate taking time off to be with your family, kids, pets, friends, or alone with your thoughts.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

PandaDoc

FEBRUARY 27, 2023

Sales reps love nothing more than the feeling you get right after closing a successful deal. If you can’t get enough of that winning feeling then look no further; we’re going to go over the best sales closing questions to help you seal more deals. What are closing questions in sales?

Closing 52

Closing Top of Funnel Hiring Referrals 52

Hubspot Sales

SEPTEMBER 19, 2019

Knowledge is power — especially in the world of sales. Salespeople need to be armed with the information they need to make a sale. With consumers knowing more than ever, sales reps need to know their product inside and out. Below, you’ll learn how to train your salespeople to sell your product better and faster.

Hiring 119

Hiring Training Case Study Hubspot 119

SalesLoft

JUNE 27, 2019

Episode 6 of the Hey Salespeople podcast features a lively discussion between Jeremey Donovan, SalesLoft’s VP of Sales Strategy and self-proclaimed sales nerd, and Keenan covers everything from the right approach to sales training to when to break up with a prospect. How is being in sales like being a doctor?

Call-back 40

Call-back Objections Face-to-face Sales Methodology 40

Sales Hacker

DECEMBER 23, 2019

This week on the Sales Hacker podcast, we speak with Pat O’Brien , the Chief Revenue Officer of Zylotech. Pat heads up heading up sales, marketing, and business development. Your org needs one set of data. If you missed episode 88, check it out here: PODCST 88: How to Establish Strong Sales Motion with Pete Kazanjy.

Relationals 53

Relationals Revenue Scale Marketo 53

PandaDoc

SEPTEMBER 2, 2020

Although 71% of companies say closing more deals is their top sales priority, further data from Forrester suggests that only 0.75% of leads generated become closed revenue. Compounding this issue is sales reps can spend up to 40% of their time looking for somebody to call, according to Insidesales. Adaptive Business Blog.

Top of Funnel 98

Top of Funnel Sales Management Hiring Lead Rank 98