The Spiff Blog

MARCH 8, 2023

Earlier this year, Whitney Sharpe , Vice President of Sales at Mindlance shared a TikTok that has since gone viral. The clip shows her, not in her typical role as a seller, but as a buyer evaluating a piece of software. Though Sharpe didn’t share the exact language used, she didn’t have to.

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Face-to-face Incentives Incentive Commission 76

Sales and Marketing Management

JANUARY 30, 2019

With modern tools like data scraping, sellers have access to a wand – no magic required. For example, their salespeople haven’t discovered that scraping allows them to understand the words and phrases associated with an ideal customer by sifting through internet clatter to identify keywords that could lead to qualified prospects.

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Data Revenue Hiring Infusion 204

Highspot

JUNE 1, 2023

Right now is the toughest selling environment years – but it’s also a time of immense opportunity. Sales, marketing, and enablement teams have access to technology advances that were once only possible in science fiction. Search instant answers: Access answers at lightning speed.

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Scale Government Sales Enablement Video 52

Allego

MARCH 31, 2023

Using ineffective and poor sales words and phrases can damage your sales conversations. 8 Sales Words to Eliminate from Your Sales Vocabulary Here are eight examples of sales words and phrases that can have a negative impact on your sales conversations , along with suggested alternatives: 1. ” I feel ill.

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Discount Lead Rank Lead Scoring Conversion 71

Sales Hacker

MAY 19, 2022

“Sellers are made, not born.” There’s no doubt this is a phrase you’ve heard at least a time or two. Revenue leaders who accept this notion often cross their fingers during the hiring process, hoping they’re lucky enough to find the rare “unicorn seller” with those innate, unteachable skills that translate to quota attainment.

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Ideal Customer Profile Top of Funnel Strategy Hiring 93

Emissary

APRIL 20, 2023

Sellers are used to markets and account potential trending up or down. Google the phrase ‘will there be a recession?’ Regardless of economic factors, B2B buying has been getting more complex for years. And here it is in my feed again, succinctly summarizing the chaos of 2023.

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Hiring Ideal Customer Profile Banking Territories 52

Janek Performance Group

MAY 2, 2023

In addition to an uncertain economy, organizations now face dispersed sales teams and a lexicon of new phrases. They could have “a human energy crisis,” with sellers “in Goblin Mode,” on “bare-minimum Mondays.” This was three years before the pandemic. This was three years before the pandemic.

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Hiring Negotiation Decision Maker Coaching 62

Vengreso

JUNE 10, 2022

Throughout the text will use the phrase LinkedIn Summary and About interchangeably too. And your About Section formerly known as the LinkedIn summary is the key to developing a personal brand, landing your next job search, attracting hiring managers or providing you with the social proof needed to make it happen on your terms.

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LinkedIn Ideal Customer Profile Hiring How To 105

Janek Performance Group

DECEMBER 7, 2022

As sellers, we face an invisible enemy that sabotages more deals than our biggest competitors. This foe is the status quo. For sales pros, the status quo extends sales cycles and perpetuates no-decisions with buyers. Sales reps need fresh strategies to neutralize the status quo. The other half is no-decision. Challenging the Status Quo.

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Decision Maker Face-to-face Buyer Scale 62

Showpad

AUGUST 9, 2022

It’s a phrase we’ve all heard a thousand times: Content is king. When we ran our 2021 Modern Selling Study Report and asked B2B sales and marketing professionals what their greatest challenges were, an interesting problem came to light: today’s greatest sales challenge is having access to relevant content. What’s the matter, really?

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Sales Enablement Hiring Account Report 52

Sales Hacker

DECEMBER 18, 2017

Here is a message to sellers from a real c-level buyer: Outbound tactics without strategy are sheer lunacy. Or put another way: Buyers are deadened to seller outreach. They don’t believe the over the top ROI claims from sellers. Late last year I delivered a 2-day program for 90 salespeople. Was he effective?

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Buyer Referrals Lead Rank Lead Scoring 108

Gong.io

JULY 31, 2019

Are you looking for a rich list of sales questions you can use today? Sweet, because we have you covered. . Not only that, but you’ll also learn how and when to use these questions. In fact, we’re going to start with that foundation. Master sales pro know that this skill is as important as what they ask. It sets the tone to conversational.

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Top of Funnel Decision Maker Outbound Face-to-face 128

Vengreso

JULY 14, 2022

All you are doing is substituting common phrases that you regularly use with a keyboard character sequence. Writing business messages can be a repetitive task – an uphill and challenging chore at the best of times. Learn the quickest solution to cut the time spent on writing #messages. No word docs, no notepads, no Copy & Paste.

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Benefit Ideal Customer Profile Real Estate Software 64

Allego

MAY 11, 2022

Sellers incorrectly assumed people didn’t talk on the phone while working from home. If you’ve been avoiding the phone for the past two years, you need to get over that. What follows are some insights he shared, as well as cold calling techniques that top-performing sellers use to get meetings with prospects.

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Cold Calling Hiring Call-back Follow-up 62

Showpad

APRIL 2, 2021

A recent Gartner report concluded that 80% of B2B sales interactions between buyers and sellers are expected to be conducted using digital means by 2025. Sales managers and business leaders know and appreciate this fact, so sales coaching is often a central component of training new hires and providing ongoing support for long-time agents.

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Sales Coaching Coaching Hiring Lead Rank 52

Vengreso

AUGUST 21, 2023

By sharing content, your sellers can develop their thought leadership and provide opportunities to expand their network through the interactions they receive on their posts. In the digital era, sales professionals need to embrace social selling training to remain relevant and successful. Why some companies, teams and individuals resist it.

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Social Selling Training Outsourcing Services Top of Funnel 52

Vengreso

JANUARY 21, 2020

As modern buyers have greater access to information, reviews, and solutions to their business challenges, much of the sales process has shifted to digital platforms. Teach sellers how to leverage #digital platforms to find, engage and connect with your #prospects. One of the best opportunities is through social media platforms.

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Social Selling Strategy Social Media Buyer Persona 88

Seismic - Sales Effectiveness

OCTOBER 26, 2018

We could spend years in therapy talking about how to know when you’ve achieved excellence in both your personal and professional life. To borrow a phrase, you know sales excellence when you see it. Those are classic sales metrics that reveal the success of a seller. Sellers aren’t just going door-to-door anymore.

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Sales Account Buyer Analytics 45

Vengreso

FEBRUARY 7, 2019

Vengreso is just over two years old and the journey thus far has been incredible. The meaning behind the phrase is that the more effective you are at consistently communicating your brand story and value, the more people and organizations will want to work with you. Apple Podcasts | Stitcher | Google Play | Google Podcasts.

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Company Training Ideal Customer Profile Social Selling 97

Customer Centric Selling

MARCH 11, 2015

The objective of product training, skill training and sales enablement is allowing sellers to make better calls. Companies hope that the information they provide and sellers’ interpretation of it result in words that resonate during calls on different titles and vertical markets. Everyone is concerned about what sellers say.

Buyer 40

Buyer Vendor Forecasting Guarantee 40

Lessonly

SEPTEMBER 21, 2020

The sales enablement definition is a catch-all phrase with many meanings. The product portfolio that sellers represent has increased in size by 2.3 times, and only 37% of sellers find it easy to customize their offerings. The product portfolio that sellers represent has increased in size by 2.3 What is Sales Enablement ?

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Sales Enablement Software Software Benefit 26

Customer Centric Selling

JULY 27, 2016

A few years ago her book The End of Competitive Advantage espoused the thought that shrinking product development times and shorter product life cycles make it unreasonable for vendors to enjoy long-term product advantages. I’m not sure it helped sellers as they made calls with a rigid idea of where they wanted to take buyers.

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Vendor Cold Calling Outbound Inbound 40

Sales Evangelist

JULY 23, 2020

Jeff Shore is a salesperson at heart and has been in the industry for a number of years. He started his sales career in real estate but for the last 20 years, he’s been at Shore Consulting. In this episode we’ll look at how to move from “not yet” to yes. Jeff works with companies large and small all around the world.

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Closing Customer Follow-up Face-to-face 52

Customer Centric Selling

JUNE 25, 2015

It is astounding to see how often the phrase “changes in buying behavior” is invoked in articles about selling. People have seen studies over the last 5 years that show increasingly higher percentages of buying activities are completed before salespeople are involved. It is possible sellers won’t be involved at all.

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Vendor Inbound B2C B2B 40

Gong.io

JUNE 8, 2022

Is an abbreviation enough to save your sales team? This one just might be. Meet the MEDDIC sales process. . If you deal with buyers whose complex, internal politics and buying processes feel like a black box, the MEDDIC sales process gives you a clear path forward. It helps you qualify buyers so the right ones end up in your sales funnel.

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Sales Process Top of Funnel Sales Methodology Sales Qualified Lead 62

Sales Hacker

APRIL 16, 2018

I’ve been building businesses in New York City for the past 15 years and this is episode one. We’re excited and honored to have Kiva Kolstein, a Chief Revenue Officer of AlphaSense and somebody that’s been a friend of mine for a number of years. Why you should spend time with and invest in your new hires.

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Hiring Territories Scale Top of Funnel 41

John Barrows

JANUARY 30, 2019

For example, “So, it does sound like sales training is something you’ll be investing in this year?” One of the most common questions we’re asked is “How do I become a better listener?” There are countless books, and articles on things like active listening, focused listening, passive listening etc. 125-400 Rule. Put your cell phone away.

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Call-back Up-Sell Sales Ideal Customer Profile 133

Bigtincan

SEPTEMBER 14, 2021

As Patrick Welch, President of our company reminds me, the abusive tactic had been far more common 20 plus years ago. . As Patrick Welch, President of our company reminds me, the abusive tactic had been far more common 20 plus years ago. . Need I remind you of the similarities of the year 2000 with the economic conditions today?

Social Media 21

Social Media Education Up-Sell Competition 21

Mindtickle

MARCH 26, 2024

The phrase “mobile sales tool” is one that’s used often. Essentially, a mobile sales tool is software or an application that helps sellers do their jobs – right from the convenience of their mobile devices. While mobile sales tools help sellers engage with buyers, it’s important to note that customers and prospects aren’t using them.

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Sales Tools Tools SalesForce Sales Enablement 52

Mindtickle

JANUARY 3, 2024

In the world of B2B sales, marketing enablement, and sales enablement are two phrases we hear often. Sales enablement Aims to ensure every seller is ready to take on any deal that comes their way. Generic, one-size-fits-all marketing no longer works. But often, organizations struggle to deliver marketing that resonates with buyers.

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Sales Enablement Top of Funnel Marketing Campaigns 52

SalesLoft

AUGUST 9, 2023

Sellers’ jobs are harder than ever these days. But it’s not your access to data that’s making selling difficult right now. But it’s not your access to data that’s making selling difficult right now. In fact, reps only spend 28% of their time talking with customers — a figure that’s concerningly down 20% year over year.

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Revenue Buyer Intent ACT CRM 52

Close.io

FEBRUARY 24, 2020

Just five years ago, CSO Insights ran a study about sales enablement and only 25% of the companies they surveyed had developed sales enablement for their teams. First off, let’s make one thing very clear: sales enablement isn’t just another fun trend that’s here today and gone tomorrow. But in 2019, that number jumped to 61.3%.

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Sales Enablement Top of Funnel Hiring Face-to-face 85

Zoominfo

JULY 13, 2021

We’ve had some big moments at ZoomInfo over the years. In just the last 12 months, we launched ZoomInfo Engage to automate sales outreach. We acquired Clickagy and launched Streaming and Custom Intent. We acquired Everstring , a leader in Data-as-a-Service for the enterprise. Today is one of those moments. And that’s just Chorus alone.

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Top of Funnel Conversion Marketing Lead Rank 130

Mindtickle

NOVEMBER 9, 2018

As the pressure of digitization on sales functions has ratcheted up in the past couple of years, companies are taking another look at sales enablement – for good reason. Sales enablement is a catch-all phrase with many meanings. It’s time to modernize your sales enablement program. Among them: Selling is getting harder.

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Sales Enablement Face-to-face Hiring Quota 74

Gong.io

AUGUST 1, 2022

Your goal as a seller is to help prospects fill that gap. Close the gap, and you’ll close the deal. That’s the basis behind Gap Selling — a sales methodology developed by Keenan, CEO and president of A Sales Growth Company. The “gap” refers to the space between where a prospect is now and where they want to be in the future. Current state.

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Sales Methodology Up-Sell Follow-up Software 62

Mindtickle

NOVEMBER 9, 2018

As the pressure of digitization on sales functions has ratcheted up in the past couple of years, companies are taking another look at sales enablement – for good reason. Sales enablement is a catch-all phrase with many meanings. Modern Sales Enablement: 5 Ways it will Transform Your Sales. Among them: Selling is getting harder.

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Sales Enablement Face-to-face Hiring Quota 52

DiscoverOrg Sales

JANUARY 20, 2017

Thirteen years ago, I sat down with a mentor who gave me some very memorable and sage advice. I’ve reflected on the phrase “do hard things” again and again. He said, “Justin, whatever you choose to do with your life, challenge yourself to do hard things. In other words, shoot for the stars.”.

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Account Based Marketing Company Cold Calling Outbound 120