The Spiff Blog

APRIL 28, 2022

20 Questions Sales Leaders Must Ask Themselves When Reps Underperform. Modern media will have you believe sales motivation is best delivered in the form of an inspirational quote. But, while an inspirational quote can go a long way, it’s simply not going to fix any deep-rooted sales performance issues. Unfortunately, there is no one-size-fits-all approach when it comes to diagnosing and fixing a performance issue on your sales team.

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Anthony Cole Training

APRIL 28, 2022

Sales training workshops are often critical cultural touchpoints, allowing salespeople and sales leaders to come together. Here are three musts to ensure that your next sales training workshop is as effective as it can be.

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Sales and Marketing Management

APRIL 28, 2022

In this podcast, we talk with Julie Thomas, president and CEO of ValueSelling Associates, which recently published an eBook on a study they completed called "The Behaviors and Skills Sales Leaders Care Most About - and How to Measure Them.". The post The Behaviors and Skills Sales Leaders Care Most About appeared first on Sales & Marketing Management.

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SBI Growth

APRIL 27, 2022

Even with improved systems and increased investments in SalesTech, data is often exported into spreadsheets for Sales Ops or Sales Leaders to perform additional analysis—applying their own judgment to probabilities and timing. The reality is that no one knows which opportunities will close or when—that’s why it’s called a forecast. With inaccurate predictions, forecast accuracy is frequently cited as a top concern for Sales Leaders, CEOs, and the Board.

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Speaker: Mike Rizzo, Founder & CEO, MarketingOps.com and Darrell Alfonso, Director of Marketing Strategy and Operations, Indeed.com

Though rarely in the spotlight, marketing operations are the backbone of the efficiency, scalability, and alignment that define top-performing marketing teams. In this exclusive webinar led by industry visionaries Mike Rizzo and Darrell Alfonso, we’re giving marketing operations the recognition they deserve! We will dive into the 7 P Model —a powerful framework designed to assess and optimize your marketing operations function.

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Mr. Inside Sales

APRIL 29, 2022

Writing a deal (making a sale), is an exhilarating thing, and there are many ways to celebrate. Some companies have a deal board where you can write down your latest sale so the other team members can see it. Other companies have a bell to ring, so, again, other team members can be encouraged by your success. I’ve seen some reps strut around the office, stopping at their workmate’s desk to share their glory or tell the (often long) story of how that deal went down.

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Sales and Marketing Management

APRIL 27, 2022

Aligning your marketing and sales teams is crucial, as companies with aligned teams are 67% more efficient at closing deals and achieve up to 38% higher win rates in sales. The post How to Align Your Email Messaging With Sales Conversations appeared first on Sales & Marketing Management.

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Partners in Excellence

APRIL 28, 2022

Spoiler alert, we really seek to be both interested and interesting, and we hope our prospects/customers are both interested and interesting. However, to maximize the opportunity for this to occur, there is important sequencing of this process. As sellers, we do everything we can to be interesting. We leverage provocative insights, we develop pitches we think are interesting/even compelling.

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Mr. Inside Sales

APRIL 23, 2022

How many times have you been stopped by the gatekeeper asking you: “Will he/she know what this call is about?”. OR. “Have you spoken to him/her before?”. OR. “Is he/she expecting your call?”. Frustrating, isn’t it? In all likelihood, you yourself are creating this objection by the way you’re opening your dialogue with the gatekeeper. The number one mistake inside sales teams make when asking to speak with someone is not using a directive statement afterward.

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Zoominfo

APRIL 29, 2022

While the idea of getting a text from a sales professional may seem a little out of the ordinary, the rise of remote and hybrid work means sales reps are turning to text messaging more than ever. And, as it turns out, there are some very real benefits to using text as part of your prospecting strategy. Sure, being ghosted by your prospect is certainly a possibility.

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Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive

Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!

Sales Coaching

Sales and Marketing Management

APRIL 25, 2022

Successfully navigating the biggest worker movement since the industrial revolution requires a holistic view of staff and asking leadership teams essential questions to clarify the future. The post To Beat the ‘Great Resignation,’ Begin with a New Hiring Paradigm appeared first on Sales & Marketing Management.

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Predictable Revenue

APRIL 26, 2022

Pontus Noren joins the Predictable Revenue podcast to discuss how the outbound sales journey maps to raising investment for your company. The post Increase Revenue by Selling to Investors appeared first on Predictable Revenue.

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Membrain

APRIL 27, 2022

They told him he would never make it in sales. Now Andy Paul is a well-known expert in the sales industry, author of two books and creator of the award-winning podcast “Accelerate Your Sales” which he sold to Revenue.io in 2020.

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Zoominfo

APRIL 29, 2022

For go-to-market teams, data is critical to staying competitive, but not just any data. The quality of data matters greatly because bad data negatively impacts every step along the customer’s journey with your brand. To ensure the quality of their data, some organizations hire data quality managers. Also called quality assurance or quality control managers, this person is responsible for coordinating activities to attain the organization’s standards of quality for their database.

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Speaker: Steven Bryerton, SVP of Sales at ZoomInfo & Robin Izsak-Tseng, VP of Revenue Marketing at G2

Join Steven Bryerton, SVP of Sales at ZoomInfo, and Robin Izsak-Tseng, VP of Revenue Marketing at G2 in this webinar where you're guaranteed to walk away with a fresh understanding of and a new perspective on intent data! Turn your go-to-market motions around with intent data! Instead of searching for ways to showcase your products, reach out to the customers that are searching for your solutions — then build your messaging around their needs to set you apart from the competition. 🚀 With

Intent Data

Sales and Marketing Management

APRIL 28, 2022

The key features of the sales excellence sales policy based on clear objectives, professional sales management, plus measurement and management of customer satisfaction and loyalty. The post Sales Excellence – a Comprehensive View appeared first on Sales & Marketing Management.

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Engage Selling

APRIL 29, 2022

???? In this week’s Sales Strategy, I’m going to share with you one of the best strategies I know to increase closing rates. It involves getting more people engaged from … Read More. The post One of the Best Strategies to Increase Closing Rates | Sales Strategies first appeared on Colleen Francis - The Sales Leader.

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Force Management

APRIL 28, 2022

The Revenue Builders Podcast, hosted by John McMahon and John Kaplan, has quickly become part of the weekly routine for business leaders in all stages of their careers. McMahon, Kaplan and their guests get real, digging into timely topics with some of the most successful business leaders in all company disciplines (i.e., Sales, Finance, Product, Engineering, Customer Success, Executive Leadership, etc.).

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Zoominfo

APRIL 26, 2022

Boolean logic is nothing new. In fact, it’s over 150 years old: British mathematician George Boole developed Boolean algebra in 1847. In the 1930s, the method was applied to the study of switching circuits, and modern computing was born. Over the years, Boolean algebra has become the fundamental query methodology on which search engines are based. Essentially, Boolean logic makes a search more effective by establishing relationships between different variables.

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Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

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Sales and Marketing Management

APRIL 26, 2022

Lowering your carbon footprint should permeate every facet of your business, including your business-to-business marketing strategies. The post How B2B Organizations Can Embrace Sustainability in their Marketing Strategies appeared first on Sales & Marketing Management.

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Partners in Excellence

APRIL 25, 2022

We celebrate our wins and victories, as we should. Sometimes, we do a debrief on why we won, so we can learn and improve our execution in future opportunities. Often, we focus on all the things we did; we engaged the right people, we talked about the issues that were important to them, we had a superior solution, we were more compelling than the competition.

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Allego

APRIL 26, 2022

Welcome to The Adapter’s Advantage : Breakthrough Moments that Lead to Success. In episode 44, Michael F. Schein reveals the definition of “hype,” how hype can be used for good, the secrets of today’s hype artists, personal branding, and the importance of owning your weaknesses. Listen and Subscribe Now: Apple Podcasts | Google Podcasts | Spotify | TuneIn.

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The Center for Sales Strategy

APRIL 25, 2022

It looks like it’s shaping up to be another great year for job seekers and a tough year for employers struggling to find and keep their employees. The “war for talent” rages on. Don’t let those negative headlines get you down, though. With a good recruitment process and retention plan in place, you will be able to build a thriving team. Today we are going to focus on the 9-steps of strong recruitment and look at how you can consistently dedicate attention in a highly structured way to achieve bi

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Buyer

Membrain

APRIL 24, 2022

Everyone wants and deserves a good deal. But a ‘good deal’ doesn’t mean the cheapest price. In sales, sometimes we default to providing a discount because in the absence of anything else, the easiest lever to pull is price.

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John Barrows

APRIL 25, 2022

The post WEBINAR: James Buckley hosts “How Elite Sales Pros Work With Marketing to Win More Deals” SPONSORED BY ZOOMINFO appeared first on JB Sales.

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Allego

APRIL 23, 2022

Sales revenue is won and lost in discovery — the crucial part of the process where opportunities are qualified. At the same time, sellers uncover prospects’ compelling reasons to buy by gaining visibility of the pain, value, cost savings, and benefits that your product or services can unlock. My own rather crude “ survey ” revealed most sales leaders say 90-95% of the sale relied on a great discovery call.

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The Center for Sales Strategy

APRIL 27, 2022

One global pandemic, multiple lockdowns, and never-ending strains have reshaped the world — the way we live, the way we socialize, and the way business is done. COVID-19 was indeed the biggest disruption to work as well as life in decades. Productivity prior to the pandemic was a well-defined metric across companies. Some measured productivity by time, some by deliverables, some by revenue, and most by a combination of the three.

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Speaker: Jeff Tarran, COO, Gunderson Direct & Margaret Pepe, Executive Director of Product Management, U.S. Postal Service

Learn the secrets to direct mail success for growth marketers! Industry veterans Jeff Tarran and Margaret Pepe are here to delve into how direct mail has completely evolved in recent years, and has rightfully earned a seat at the table alongside the email and digital marketing plans of SMBs, enterprise companies, and agencies as they look into strategy for 2024 and beyond.

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Zoominfo

APRIL 28, 2022

A data quality checklist is used by companies to locate and fix any errors related to data entry. The everyday nature of dealing with data, including entering the data, reviewing it, and signing off on its validity, leaves huge potential for error and certainly wastes a lot of time. Because go-to-market teams rely on accurate data to fuel their activities, it’s critical that the number of errors is kept to a bare minimum.

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John Barrows

APRIL 25, 2022

The post WEBINAR: Morgan J. Ingram hosts “Simple Discovery Tactics to Help You Close More Deals” appeared first on JB Sales.

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Hubspot Sales

APRIL 29, 2022

Did you know that the most successful salespeople talk for about 54% of their outreach calls? When salespeople, like yourself, spend so much time leading the conversation, it’s important to become a skilled communicator — and public speaking apps can help you do that. Some salespeople have a natural affinity for speaking, but it can only take them so far.

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