The Center for Sales Strategy

AUGUST 8, 2018

Have you ever come back to your office after a solid Needs Analysis meeting and shared the exciting news with your manager? As you sit down to recap, your manager starts to ask you questions about the prospect, and you realize you can’t answer them. Critical information that you need was never even discussed. The assignment that you uncovered and thought was strong is actually vague, and you begin to understand clearly that you are missing key pieces of information.

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Analysis Meeting Prospecting Sales Process 67

John Barrows

AUGUST 8, 2018

In their most recent post: “ The Sobering Truth: Why You Can’t Sell to C-Suite Executives ,” Gong’s analysis of 39,105 sales meetings found that successful sales meeting with executives include around 4 qualification questions, while unsuccessful meetings averaged more than 8. There is a noticeable drop off in success after 4 questions. Executives don’t like going through what I call the “doctor checkup” phase of the meeting where the rep asks a list of qualification questions they seem to be re

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Survey Meeting Face-to-face Analysis 70

Selling Power

AUGUST 8, 2018

Here are solutions to two common mistakes many sales leaders make.

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Sales Sales Leadership 52

Zoominfo

AUGUST 8, 2018

For many sales reps, productivity is key to sales success. The more calls you make, the more deals you close. So, if your goal is to increase sales productivity, start by asking how much time you waste on non-selling activities. In a typical day, we’d be shocked if you spend 8 hours on the phone. After all, you’re not a robot. And even before you can pick up the phone to contact decision-makers, you must conduct a significant amount of research. .

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How To Decision Maker Sales Forecasts Forecasting 214

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

MTD Sales Training

AUGUST 8, 2018

So, you’ve got hold of a prospect and they’ve replied to you or accepted your request to connect up with them. That’s a great start! But where do you go from here? What can you say that will build rapport and follow-up that initial interest? Here are some phrases that could work well for you: 1) Do you have the same challenges as many of our clients?

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Follow-up Up-Sell Proposal Lead Rank 154

Sales and Marketing Management

AUGUST 8, 2018

Author: Joseph McLean When you manage a sales team, your main purpose is motivation. You have to encourage these people to do their best. Day by day, you’re implementing important management tools in practice. Whether you’re aware of it or not, you’re relying on various methods and models of management that help you get everything under control. If this is your first time managing a team, it’s best to reflect on your previous experience with managers.

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Outsourcing Services Guidelines Policies Travel 149

SBI Growth

AUGUST 8, 2018

Joining us on SBI TV is Greg Clark, the Chief Marketing Officer for Caliber Collision Centers. Greg has built the Caliber brand so that it maps to the complete customer lifecycle. And in today’s show, Greg dives into his secrets to.

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B2B Marketing Customer B2C 149

Connect2Sell

AUGUST 8, 2018

As you’re entering into 2019 budgeting processes, it’s time to talk about how to allocate your training dollars. You’re probably reviewing an array of sales training ideas. But are you also considering training for Sales Managers? You should be.

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Sales Management Training Sales How To 120

Alice Heiman

AUGUST 8, 2018

Did you know? “ 20 percent of customers at a given company are the source of 80 percent of the company’ s profits.” . You probably did and it may be that way at your company. Losing one of those 20 percent accounts can really hurt. . “Recruiting new customers costs five times as much as retaining current customers.”. “It is 16 times as costly to build a long-term business relationship with a new customer than simply to cultivate the loyalty of an existing customer.”.

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Sales

Adaptive Business Services

AUGUST 8, 2018

Powerful Sales Results. Every Lead. Every Time”. Do you remember that scene in “Jerry Maguire” when Renee Zellweger says to Tom Cruise … “You had me at hello” ? The author of this book, Weldon Long, had me at his dedication page …. “This book is dedicated to the passionate and hard-working men and women who eat what they kill in the sales profession.

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Lead Rank Guarantee Lead Scoring Buyer 89

Hubspot Sales

AUGUST 8, 2018

What are the qualities of a good sales rep? They keep a level head. They don’t get self-conscious. They’re deliberate with their time. They're well-versed in their industry. They're always learning. They're a little pessimistic. They're persistent yet respectful. They're goal oriented. They're good with tech. They're good at building relationships. At some point, you've probably wondered what the top-performing reps on your team have in common.

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Study Call-back Follow-up Buyer Persona 87

People.ai

AUGUST 8, 2018

As companies begin to scale their operations, staying on top of departmental performance can be challenging for CROs and Sales VPs. This is especially the case when it comes to tracking the effectiveness of growing sales and account management teams. For executives that do find time to prioritize goal setting and strategic sales development, it can be challenging to decide which KPIs (key.

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Scale Account Sales Company 80

Sales Hacker

AUGUST 8, 2018

A sales CRM is a foundational tool for modern sales organizations. Here’s a closer a look at the evolution of customer relationship management and where it’s headed. Let’s face it—most B2B tech brands are unsexy. It’s not a bad thing, but you won’t see hundreds of customers lining up outside at 4:00 am to wait for the next big product release from some IT cloud storage company.

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CRM Lead Rank Lead Scoring Trends 80

Advertiser: ZoomInfo

Even in today’s data-driven sales world, cold calling remains a fact of life for many go-to-market professionals. Fortunately, today’s sales leaders have a crucial advantage over their predecessors: market intelligence and outreach platforms that can warm up virtually any introduction.

Cold Calling

Frontline Selling

AUGUST 8, 2018

5 Things Every Rep Must Do When Using LinkedIn for Sales Once upon a time, LinkedIn was the go-to resource for networking to find your next career opportunity. While it’s. The post 5 Things Every Rep Must Do When Using LinkedIn for Sales appeared first on FRONTLINE Selling.

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LinkedIn Networking Resources Opportunity 74

Predictable Revenue

AUGUST 8, 2018

On this edition of The Predictable Revenue Podcast, we welcome David Hong, Vice President of Field Operations at San Francisco’s Mesosphere. The post Clarity, Scalability, and Predictability: The Three Keys to Effective Sales Operations With Mesosphere’s David Hong appeared first on Predictable Revenue.

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Sales Operations Revenue Sales 69

Membrain

AUGUST 8, 2018

Sales analytics are supposed to make everything about your sales system more effective. Companies that market sales analytics technologies love to tout its benefits, from providing greater “insights” to promoting “optimization” of the pipeline.

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Analytics Promotion Pipeline System 69

Veelo

AUGUST 8, 2018

Everyone loves a good story. But if the plot is confusing, or if there’s no chance the hero will win, you’ll probably stop reading. Unfortunately, that’s the problem with your sales pipeline stages. In most companies, reps make up the story as they go. Sellers don’t have the right training or content to build a […]. The post These Are The Best Ways To Reclaim Your Sales Pipeline Stages appeared first on Sales Enablement Software | Veelo.

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Pipeline Sales Enablement Software Software 69

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Data

Janek Performance Group

AUGUST 8, 2018

As a sales training and consulting company, we’ve seen numerous instances of sales reps who fight coaching. Whether they’re tenured, proven reps or simply don’t see the need to change, they shut down when the sales manager tries to coach them. It’s a tricky situation, but it’s one that can be alleviated just as a client’s seemingly intractable objections can be overcome.

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Coaching Objections Training Sales Management 59

Babette Ten Haken

AUGUST 8, 2018

What happens when we become professionally compelling to clients? For starters, clients invite us to their business tables. As resources. Even when no “apparent” business opportunities exist. Over time, becoming professionally compelling positively impacts client experience. Think of the implications of this professional innovation strategy on customer success and customer retention.

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SME Webinar Metrics Retention Trends 57

criteria for success

AUGUST 8, 2018

What would it mean to you to have an innovation culture? Are you picturing something already? Maybe it’s constant improvement, developing solutions even before clients know they need them. Or maybe it’s driving your industry or even changing the world. Whatever an innovation culture means to you, there are three key components. 1. Empower your [ ] The post 3 Key Components to Build an Innovation Culture appeared first on Criteria for Success.

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Industry Sales Leadership Sales 60

Accent Technologies

AUGUST 8, 2018

Before you start a sales enablement project, make sure you have a plan. Get the Sales Enablement Plan-on-a-Page Template by SiriusDecisions, or read the article summary on our blog. It’s easy to spend hours in meetings pouring over the variables that involve putting sales enablement into action. But, at the end of the day, a plan isn’t a plan until it’s in writing.

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Sales Enablement Sales Meeting 56

Advertiser: ZoomInfo

Longer sales cycles. Larger buying committees. Slow-moving compliance reviews. Every go-to-market team knows the frustrations that come from a drawn-out sales process. How can you speed it up? By building a modern GTM motion that uses data, automation, and proven best practices to unlock insights, engage customers, and win faster.

Sales Process

Igniting Sales Transformation

AUGUST 8, 2018

My guest in this Conversations with Women in Sales interview is Melissa Lui, Sales Development Manager at ServiceTitan. Melissa started as an SDR and within in a short period of time, she had demonstrated her ability to make the next move into sales leadership. Moving from being an individual contributor to a successful sales manager isn’t always easy.

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Lead Rank Lead Scoring Microsoft Leads 51

Xactly

AUGUST 8, 2018

Successfully motivating and optimizing sales performance can be a challenging task for any business. Sales and Finance leaders typically deal with limited insights, convoluted systems, and employee demands wherever compensation is concerned. In the recent 2018 mid-market sales incentive study, CFO Alliance reviewed the relationship between Sales and Finance departments—and how this partnership can positively impact a company’s revenue potential.

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Incentives Incentive Compensation Webinar Metrics 55

CommercialTribe

AUGUST 8, 2018

Evolve beyond activity management to improve the sales behaviors that drive performance. In today’s technology-driven sales environment, sales leaders rely on data-driven indicators to monitor and track the success of their team and attempt to forecast the end-of-quarter outcome. Your sales managers likely have the ability to track key metrics and know at a glance the number of emails, discovery calls, demos, and sales calls individual representatives engage in.

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Data Top of Funnel Hiring Remedy 53

Marc Wayshak

AUGUST 8, 2018

Want to learn the only sales strategy you need to know? Check out this video to learn the ideal sales strategy that can transform your selling approach in three easy steps. The post The ONLY Sales Strategy You Need to Know appeared first on Sales Speaker Marc Wayshak.

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Strategy Video Sales 48

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Jeff Shore

AUGUST 8, 2018

In This Episode of The Buyer’s Mind with Jeff Shore: Eric Chester, best selling author and speaker, and Jeff talk about why those motivational posters on your company walls may not be enough. Company culture affects the sales environment you create for your customer. Are you setting yourself up for success in the sale by creating that customer-centric environment?

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Customer Scale Banking Conference 48

Allbound

AUGUST 8, 2018

Making the decision to invest resources in starting a channel partner program can be daunting, sending even the most risk-averse entrepreneurs into a cold sweat. Companies across all industries, though, are finding the benefits of strategic partnerships far outweigh the cost. “Partnering with a large organization can lend your company some much-needed credibility,” writes Tx Zhuo , Managing Partner at Karlin Ventures.

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Channels Benefit Scale Hiring 48

Paul Cherry's Top Sales Techniques

AUGUST 8, 2018

Upcoming FREE Webinar 11?AM Eastern (8?AM Pacific) • Thursday September 6, 2018 Duration: 45 minutes (plus Q&A) Most salespeople are motivated by the next yes, the next contract, the next lead. All too often, they are too busy to look beyond the immediate to focus on the larger view –honing the selling skills and knowledge critical for long-term success.

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Webinar Metrics Selling Skills Motivation B2B 49