The Center for Sales Strategy

DECEMBER 11, 2020

> The Art of the Sales Follow-Up: 7 Ways to Keep the Conversation Going – HubSpot. But many salespeople and marketers make the mistake of crafting a perfect sales email, holding a great meeting, or running a fantastic product demo, and then sitting back and doing nothing. Mike Bosworth. AROUND THE WEB -. >

Follow-up 96

Follow-up Closing Hubspot Influencer 96

Product Management University

OCTOBER 25, 2021

Also on tap this month, overcoming a few myths behind product marketing and the importance of the agenda for a demo discovery meeting. Product Demos. Product Demo Discovery – Nail It With This Agenda. Great User Stories, Great Sales Demos. It’s the whole point of the demo. Enjoy our October issue.

B2B 52

B2B Marketing Meeting Customer 52

DiscoverOrg Sales

JANUARY 29, 2018

May 25, 2018 is a date on the minds of many sales and marketing professionals: the day the new General Data Protection Regulation (GDPR) goes into effect. DiscoverOrg is not qualified to provide legal advice of any kind and is not an authority on the interpretation of the GDPR or any other rule or regulation. Download a PDF of this document.

Data 215

Data Marketing Ideal Customer Profile B2B 215

Gong.io

MARCH 19, 2020

New sales model? Sales team temporarily grounded? Here’s what you – aka sales professionals – need to know to make the switch. . 1 Master the Online Demo. It’s the ultimate test to becoming a world-class inside sales rep. . It’s the ultimate test to becoming a world-class inside sales rep. . Career shift?

Inside Sales 153

Inside Sales Field Sales Quota Call-back 153

Sales Gravy

MARCH 28, 2023

On this special episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams and bestselling author of Coffee's for Closers, Tony Morris, dive into the art of great discovery, how to ask questions that build rapport and create engagement, and why better questions set the groundwork for better results.

Negotiation 83

Negotiation Lead Rank Lead Scoring Follow-up 83

John Barrows

FEBRUARY 25, 2020

It’s time to make sales simpler… In This Podcast You’ll Learn: Cold Call Connect Rates. Specializing In Your Art Form. It’s not a booked meeting or a demo and then you have this hand-off process. We’re pleased to have Ryan Reisert on the podcast this week. Making Prospecting a Science.

Prospecting 126

Prospecting Cold Calling Engineering Gatekeeper 126

SBI

MARCH 18, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enables remote selling. Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling? This is critical to keeping the whole team connected.

Hiring 164

Hiring Face-to-face Video Distribution 164

DiscoverOrg Sales

NOVEMBER 9, 2016

This is second installment detailing DiscoverOrg’s TiLT Sales Development Challenge and it’s 10 core learning modules. Are you leaving money on the table by not empowering your sales development teams with the ability to connect with prospects? Modern sales teams are now more data-driven than ever before. You Say “Tomatoes”.

Conversion 224

Conversion Decision Maker Outbound Top of Funnel 224

Zoominfo

JUNE 10, 2021

This was true for duos such as Calvin and Hobbes, Bert and Ernie, and Frodo and Sam, and it’s true for sales development reps (SDRs) and account executives (AEs). AEs, on the other hand, focus on the first prospect meeting and then work the sales cycle until the first transaction takes place. So, What Do SDRs and AEs Do?

Outbound 130

Outbound Inbound Hiring Lead Rank 130

Pipeliner

OCTOBER 22, 2023

The Art of Recruiting Salespeople As a podcast host, I recently had the pleasure of interviewing Gabe Lullo , a sales expert based in New York. We had an insightful conversation about the challenges of recruiting salespeople, the impact of technology on sales, and the importance of understanding individual motivations.

Video 52

Video Hiring Motivation Incentives 52

Close.io

AUGUST 13, 2019

Nevertheless, this saying has become widely used in the world of sales to defend the old-school art of outside sales. As technology has evolved, the way sales teams operate has evolved as well. As technology has evolved, the way sales teams operate has evolved as well. And we want to help you answer that question.

Outside Sales 64

Outside Sales Inside Sales How To Travel 64

Crunchbase

JANUARY 25, 2021

You’ve successfully connected with your prospect and they’ve agreed to speak with you and see a product demo. . Interestingly, a lot of this has to do with understanding psychology and human behavior and, of course, mastering the art of persuasion and objection handling (without being too pushy). Nod and look genuinely interested.

Decision Maker 112

Decision Maker Prospecting Research Negotiation 112

Anthony Iannarino

OCTOBER 8, 2019

There are more ways to get a demo wrong than there are ways to make it compelling and useful. If what you sell requires you demo for your prospective clients, the following eight laws will allow you to rule your demo—and improve your odds of winning. A Demo is a Sales Call. Open Strong. Share your agenda, 3).

How To 94

How To Software Software Decision Maker 94

eGrabber

JANUARY 9, 2024

In the ever-evolving landscape of sales, outbound strategies stand as the champions of proactive lead generation. Identifying pain points, understanding needs, and offering solutions make these calls valuable interactions rather than mere sales attempts. This is crucial to find sales leads.

Outbound 45

Outbound Sales Qualified Lead Lead Rank Lead Scoring 45

LeadFuze

JULY 18, 2023

Gaining the aptitude to clinch a sale is an indispensable capacity that all sales reps, recruiters, advertisers, and entrepreneurs should perfect. The art of closing deals involves not only persuading potential customers but also understanding their needs and concerns. What do you say when closing a sale?

Closing 52

Closing Top of Funnel How To Case Study 52

Sales Evangelist

DECEMBER 16, 2022

In today’s episode of The Sales Evangelist, Donald talks to the owner of 1 Call Closers, Richard Mugica, about the top three issues sellers face when finalizing a sale, and how you can overcome them to help increase your sales to potential buyers. The ART of closing, however, is the WAY you say those words.

Closing 40

Closing Face-to-face Objections Survey 40

Zoominfo

JUNE 22, 2022

As daunting as cold calling may be, it still has a place in today’s sales pipelines. As daunting as cold calling may be, it still has a place in today’s sales pipelines. Free Trial A close relative of cold calling is warm calling, when sales reps contact a potential customer based on previously expressed interest.

Cold Calling 130

Cold Calling B2B Commission Exact 130

Mr. Inside Sales

AUGUST 16, 2019

And it starts when prospects begin asking for a lower price or a “deal,” or for a reference before committing, or for a free trial to demo services or products. It’s not an effective sales strategy…. The answer is to learn the fine art of negotiating. There is a disturbing trend I’ve heard with the companies I’m working with.

Negotiation 137

Negotiation Closing Face-to-face How To 137

Sales Hacker

MARCH 9, 2023

People asking to pick our brain, see their demo, provide feedback on their product, and the list goes on. Good introductions require an art and proper etiquette. If you are an entrepreneur, in sales, or in general business, follow these rules to not screw up. The original article can be viewed here. It’s simple. No excuses!

B2B 112

B2B Hiring Follow-up Conference 112

Highspot

JULY 6, 2023

In this guide, we’ll explore the key sales skills that will equip your reps with confidence and boost sales. With proven sales training strategies and ongoing coaching and enablement, reps will be ready to tackle the art of selling. Why are Sales Skills Important?

Face-to-face 52

Face-to-face Negotiation Sales Methodology ROI 52

Hubspot Sales

NOVEMBER 14, 2023

Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) Here, I spoke to sales leaders at Bardeen.ai , Aircall , and HubSpot to get their top predictions for the future of sales. Sales professionals need to become influencers — kind of. Let's dive in.

Hubspot 91

Hubspot Lead Rank Data Social Media 91

A Sales Guy

NOVEMBER 19, 2018

The old, tired, product-centric, sales techniques and methods have had their time. They are tired of long, cookie cutter demos that don’t address their needs as a company. They are just plain tired of the old school sale world and it’s me, me, me, focus. The sales world has failed the buyer for decades now.

Face-to-face 135

Face-to-face Cold Calling Buyer Commission 135

Highspot

SEPTEMBER 28, 2023

Matthew Dixon and Brent Adamson developed the Challenger Sales Methodology. It relies on sales training to empower sales reps to teach, tailor, and take control of conversations. It relies on sales training to empower sales reps to teach, tailor, and take control of conversations.

Sales Methodology 52

Sales Methodology Lead Rank Education Coaching 52

Sales Hacker

MAY 19, 2022

It’s based on an outdated way of thinking that selling is an art – perfected only by a select few. But the “unicorn seller” is a myth – and one that’s led to a pervasive, chronic problem for sales organizations, characterized by high rep turnover and consistently missed quotas. The reality is, selling isn’t an unteachable art.

Ideal Customer Profile 91

Ideal Customer Profile Top of Funnel Strategy Hiring 91

Salesmate

NOVEMBER 24, 2020

Demos are by far the most effective method of showing off a product’s capabilities. Unfortunately, the COVID-19 pandemic has made in-person product demo meetings more challenging. However, video conferencing allows you to perform virtual product demos without ever leaving the comfort of your home office. Know your prospect.

Face-to-face 52

Face-to-face Ideal Customer Profile Meeting Software 52

Salesmate

OCTOBER 15, 2020

A dried-up sales pipeline is an unpleasant sight that most sales reps dread. Several sales managers and reps are aware of the buzzword “sales pipeline”. Sadly without a healthy pipeline achieving sales goals becomes a more challenging task. They are the ones who succeed in sales. What is the sales pipeline?

Pipeline 143

Pipeline Buyer Persona Lead Rank Sales Qualified Lead 143

Zoominfo

JUNE 10, 2021

This was true for duos such as Calvin and Hobbes, Bert and Ernie, and Frodo and Sam, and it’s true for sales development reps (SDRs) and account executives (AEs). AEs, on the other hand, focus on the first prospect meeting and then work the sales cycle until the first transaction takes place. So, What Do SDRs and AEs Do?

Hiring 100

Hiring Inbound Lead Rank Outbound 100

PandaDoc

AUGUST 16, 2022

In a competitive industry like sales, it’s important to continuously invest in your education and stay up to date on the latest trends taking sales by storm. We put together this list to help you discover some of the brightest, innovative minds shaping the future of sales. LinkedIn isn’t just for social selling. Jed Mahrle.

LinkedIn 52

LinkedIn Cold Calling Hiring Enterprise 52

Sales Gravy

FEBRUARY 22, 2020

The Four Types of Sales Objections Jeb Blount, the Author of Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No does a deep dive into the four objections you face in sales. You'll learn techniques that you can use on your next sales call to skip past sales objections.

Objections 52

Objections Face-to-face Pipeline Prospecting 52

Sales Hacker Training

OCTOBER 10, 2022

It’s not the first time you’ll hear this, and it’s not the last: training new sales reps is crucial. I’m the Director of Enablement at WorkRamp, with more than 12 years of experience in enablement, training, and sales operations. Related: How to Run Sales Trainings Your Reps Will Actually Enjoy. Learning beyond onboarding.

How To 122

How To Face-to-face Sales Enablement Retention 122

BuzzBoard

FEBRUARY 8, 2024

This can be effectively accomplished with compelling sales presentations and convincing pitches. Now is the time to hone your sales presentations and pitch digital marketing services to your small and local clients. Sales professionals, assure your small business clients that they too can prosper from these services.

Small Business 52

Small Business Small Business Lead Rank Lead Scoring 52

Chorus.ai

NOVEMBER 17, 2020

For industry leaders like Lars Nilsson of Sales Source , “ The phone is more relevant than ever before.” That’s not to say, however, that the sales landscape itself hasn’t changed. That’s not to say, however, that the sales landscape itself hasn’t changed. We asked several industry experts for their take. What Is Cold Calling?

Cold Calling 62

Cold Calling Social Media Follow-up eBook 62

A Sales Guy

MARCH 16, 2015

Demos are increasingly becoming the path to making the sale, and if you mess up the demo, it sabotages the sale. Unfortunately, too many salespeople and therefore sales organizations do crappy demos. I see this as the fastest growing sales problem today. Mark Roberge. Plus, the beginning is funny.

Video 60

Video Scale Hubspot Sales Leadership 60

No More Cold Calling

FEBRUARY 16, 2017

Believe that, and your account-based sales strategies are doomed from the start. The best account-based sales strategies aren’t reactive. They don’t need us to give them demos or canned sales pitches, because they can get all that online. Referrals Should Top Your List of Account-Based Sales Strategies.

Account 191

Account Strategy Cold Calling Referrals 191

Apptivo

OCTOBER 3, 2022

The difference is, with the first sale, the business has got a buyer, and when the business makes the buyer come back and buy more, they have got themselves a customer. Marketing is as much an art as it is a science! And, when and how does a buyer become a customer? What is Lifecycle marketing? Helps acquire and retain customers.

Marketing 98

Marketing Lead Rank Lead Scoring Campaigns 98

Hubspot Sales

OCTOBER 20, 2020

Using persuasive language is central to consistently carrying out successful sales efforts. Approaching prospects with some bumbling, inarticulate, lazy, passive jumble of words can stifle any sales pitch — regardless of the product or service behind it. Add a personal edge to your sales outreach by including your prospect's name.

Guarantee 124

Guarantee Sales Qualified Lead Discount Prospecting 124

Zoominfo

OCTOBER 5, 2021

Get a Demo Examples of Brand Storytelling 1. Marketers often employ brand storytelling in campaigns containing creative narratives, showcasing a brand or its product in more relatable, human contexts. What Is Brand Storytelling? Brand storytelling is a staple of B2C content marketing, but it’s less common in the B2B world. Keep reading!

Examples 130

Examples B2B Microsoft Case Study 130