Bernadette McClelland

JANUARY 14, 2024

I would suggest, if you are uncertain about something and that uncertainty is impacting a significant life decision, do these four things: Reflect on what is really worrying you. Evaluate where you have done something similar in the past.

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Hiring Face-to-face LinkedIn Guarantee 195

Steven Rosen

APRIL 6, 2020

In part 1 of this two-part series, they shared how they have kept their salespeople productive and motivated over the last couple of weeks. Feel free to contribute what you are doing that has the biggest impact in the comments section below. Register for the Leading in A Crisis Masterclass Series . Find Out More.

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Face-to-face Motivation Groups Training 359

Force Management

NOVEMBER 10, 2022

This blog is part of our Mission Critical Success Series, where we dive into the strategies leaders are using to execute on mission critical sales objectives during times of economic change. Each week, we will cover a different essential area of sales effectiveness.

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Pivotal Sales Cycle Revenue Objections 114

Steven Rosen

APRIL 19, 2023

Most sales executives realize the impact of managers, not sales coaching. Tip: In “Building a World-Class Coaching Program” the CEB defined coaching as: “An ongoing and dynamic series of job-embedded interactions between a sales manager and sales rep, designed to diagnose and correct/reinforce behaviours, specific to that individual.”

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The Center for Sales Strategy

JUNE 16, 2021

Season 3 of the Improving Sales Performance Series is focused on helping sales leaders make an IMPACT on their sales performance through insight on 4 key areas: people, process, planning, and performance.

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The Center for Sales Strategy

JULY 15, 2021

The Improving Sales Performance Series focuses on helping sales leaders make an IMPACT on their sales performance through insight on four key areas: people, process, planning, and performance. Each week, host Matt Sunshine speaks with guests on essential resources and tools that sales leaders should use to improve sales performance.

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The Center for Sales Strategy

JUNE 9, 2021

Season 3 of the Improving Sales Performance Series is focused on helping sales leaders make an IMPACT on their sales performance through insight on 4 key areas: people, process, planning, and performance.

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Sales Strategy 117

The Center for Sales Strategy

MAY 26, 2021

Kicking off the new season of the Improving Sales Performance series, John Henley, Managing Partner at The Center for Sales Strategy, gives viewers an overview and behind-the-scenes look at the creation of the IMPACT Sales Leadership System: why it was created, who it was created for, and how sales leaders can make an impact on their sales performance (..)

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Sales Leadership System Sales Strategy 118

Partners in Excellence

OCTOBER 9, 2023

It was such a fun conversation, we focused on how we increase our effectiveness and impact through deeper understanding of our customers/prospects. It’s a series of questions focused on their roles, performance, changes/challenges, and their outlook about the future.

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Ideal Customer Profile Customer Scale Face-to-face 106

The Pipeline

OCTOBER 4, 2021

What is the positive impact of grinding 22% faster and more? For the number to have the impact you want, the prospect needs to be prepped. The idea is to ask a series of questions relating to outcomes that would, A) be appealing to them; B) only we can deliver. Driven Data Discovery. And that comes through your questions.

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Data Objections ACT Lead Rank 368

The Center for Sales Strategy

JULY 22, 2021

In this episode of the Improving Sales Performance series , Trey Morris, VP / Senior Consultant at The Center for Sales Strategy, discussed how sales leaders can make an IMPACT on their sales performance through effective pipeline management.

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Steven Rosen

APRIL 4, 2022

In the last two years, COVID has significantly impacted every aspect of our lives. The biggest impact of COVID was that salespeople were not able to meet customers face-to-face. Leading Your Team Post-COVID Recovery. With the advent of vaccines and drugs to fight COVID, there is optimism that the worst is behind us.

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Lead Rank Lead Scoring Leads Marketing Qualified Lead 156

No More Cold Calling

JULY 29, 2021

Follow-up consisted of a series of emails that promoted products, didn’t address the client’s unique concerns, and had no calls to action. Thoughtful and provocative questioning has a huge impact on close rates and sales revenues. The salesperson left without getting agreement on next steps or scheduling the next call.

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Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Partners in Excellence

MARCH 5, 2024

Some of you may be reading my series, “ Why I’m So Interested In Selling.” They recognize their effectiveness is based on their ability to connect, with impact, with their customers. ” I have several dozen stories so far, releasing a few each day. Everyone that’s responding is an extreme high performer.

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Sports Territories Maximizer Industry 107

SBI Growth

MAY 22, 2014

This post is Part 3 of a 3-part series. The focus is on dealing with a marketing restructuring impacted by budget cuts. The final part of the series focuses on the optimization of the marketing organization. How do you determine where to allocate the scarce resources of your marketing team?

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Marketing Resources Strategy 256

The Center for Sales Strategy

DECEMBER 8, 2020

The IMPACT sales leadership system is both a training curriculum and an ongoing guidebook for sales leaders of all organizations and levels of experience. This system ensures sales leaders make the right People decisions, follow the best Processes , and engage in effective Planning to deliver top Performance.

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Zoominfo

DECEMBER 11, 2020

Comparing the period from April 2019 through April 2020, there were increases for angel and seed funding (up 27% year over year), series A funding (up 15%), and series B funding (up 8%). Looking at 2019–2020 numbers, more than one-third of nonprofits that received investments got those boosts from series A and B funding.

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The Center for Sales Strategy

FEBRUARY 8, 2021

Season 2 of the Improving Sales Performance Series focuses on the data and analysis of the newly released Media Sales Report. You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published.

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Media Report Industry Analysis 122

Gong.io

JULY 25, 2022

The Sandler pain funnel is a systematic series of open-ended questions designed to emphasize a customer’s pain point (in relation to the product or service you sell) in a consultative manner. The Sandler pain funnel is a series of open-ended questions that gradually get more specific. Who is impacted? Fulfillment. Okay, but why?

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Top of Funnel Funnel Scale Sales Methodology 117

SalesFuel

MARCH 28, 2024

It’s the first in a series of interactions with your brand and the destination matters greatly. Therefore, automatically truncated subject lines will lose their impact on the user’s mobile device. Where is Your Email Sending Your Customer? The recipient’s name in a line with 6 to 10 words has a 21% open rate.

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Hiring Social Media How To Hubspot 114

Understanding the Sales Force

AUGUST 28, 2023

Despite my enjoyment of the series, the theme song hit me like nails on a chalkboard. The post The Impact of Relationship Building Challenges in Sales appeared first on Kurlan & Associates, Inc. My wife and I recently finished streaming Parenthood , whose theme song was Forever Young, by Bob Dylan.

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Allego

MARCH 14, 2023

One of Joe’s many successes was pitching and producing his network television series “Necessary Roughness” to Sony Pictures and the USA Television network. The studio and network invested over $85 million in the series, which was nominated for a Golden Globe and won a 2012 Voice Award.

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Film Google Networking Sports 115

Zoominfo

JANUARY 28, 2021

This post is part of ZoomInfo’s Annual Report series. While web conferencing may be emblematic of the impact social distancing had on office life, this shouldn’t obscure how important the adoption of payroll and e-signature software has been overall. Source: ZoomInfo.

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Partners in Excellence

AUGUST 18, 2023

Burnout, exhaustion impacts everyone at all levels. The other way of handling this is a series of knee jerk reactions. As I train, I’ll move to other things, but managing my breathing has the highest impact on my performance. Which change initiative will have the highest impact and leverage.

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Face-to-face Sports Research Training 92

The Center for Sales Strategy

JUNE 3, 2021

Season 3 of the Improving Sales Performance Series is focused on helping sales leaders make an IMPACT on their sales performance through insight on 4 key areas: people, process, planning, and performance. Tune in now to hear the Live broadcast or keep reading for a brief overview.

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System Sales Leadership Sales Training 79

Zoominfo

APRIL 22, 2020

Because what companies are doing now can (and most likely will) impact their reputation, brand, and business relationships for years to come. Harvard University is currently offering a series of virtual classes on topics related to job-searching, specifically for anybody who may have had their careers impacted by the pandemic.

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SalesProInsider

FEBRUARY 2, 2022

That’s what we’re going to explore in this installment of the Creating Your Roadmap for Sales Success series: The Surprising Hidden Benefits that come along with having a well-defined sales process in place. As a quick recap, in the first article in this series, I shared what a sales process is and why you should have one.

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Benefit Hiring Sales Qualified Lead Proposal 126

Zoominfo

APRIL 28, 2020

On March 25th, Stewart Butterfield, CEO of Slack, posted a series of tweets containing information about the corporate messaging forum’s recent surge in popularity as a result of the pandemic. In 2020, however, Slack gained around 7,000 in just half of Q1 (and another 2,000 a week after that).

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Company Lead Rank Cancellation Report 258

The Center for Sales Strategy

JANUARY 13, 2021

In case you missed Episode 8 of the Improving Sales Performance series , here’s a breakdown of the conversation that host, Matt Sunshine and guest, Gary Pizzati had on how many traditional clients are buying and selling in 2021.

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Sales Leadership Advertising Advertising Media 97

Repsly

JANUARY 26, 2022

In the Drive to Growth series, we break down some of the largest trends and opportunities impacting the retail space in the new year. At Repsly, we’re constantly thinking about how we can continue to provide additional value to CPG brands and their field teams to win more at the shelf.

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Highspot

DECEMBER 12, 2023

The key is to measure your direct impact on priority initiatives and correlate those to the business results that matter most to your C-suite. Boost Adoption and Correlate Impact on Sales Results Adoption of your enablement tool is key to prove it’s a worthy investment – especially when you can correlate high adoption with high performance.

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Analytics How To Sales Enablement Lead Rank 59

Partners in Excellence

MARCH 10, 2024

But of all the stories I’ve read and that I anticipate reading, this is the most impactful. Then about a week ago, she reached out again, struck by this series. Having a job in sales gives me hope that each day holds the possibility of me being able to positively impact others. It’s her first real sales role.

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John Barrows

SEPTEMBER 9, 2020

The social value aspect that impacts our conversations, reply rates, and ultimately our overall success, hinges 100% on how we represent ourselves both in the space, and one on one with our prospects and clients. #5 Use them in email or message #2 or #3 because we know it takes multiple touches to make an impact.

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Prospecting Decision Maker Hiring Webinar Metrics 134

Crunchbase

MARCH 6, 2020

In “The Monthly Rundown” series, I dive into a few of the “hottest” startups from the past month, filtering by recent funding rounds and significant influxes of new website visitors. By the time a company reaches Series D or higher, it’s a household name every sales rep has on their radar. HQ: Boulder, CO.

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Highspot

JANUARY 18, 2024

Leverage data to gain insight into content usage, rep activity, and guidance efforts to help you manage your content more effectively and enhance its impact. When you can see how high-performing reps leverage content through an enablement platform, you can promote impactful material internally for other reps to adopt.

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Sales Hacker

FEBRUARY 21, 2024

A podcast series? Warm Intro Navigator not only makes it easier for companies to activate their networks, but also provides supporters with the tools they need to make impactful referrals. Brian Murray (Partner at Craft Ventures & CEO of Cabal) and I were brainstorming how we could fix this referral logjam. We decided to go bigger.

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Referrals Buyer Persona Networking Consumer 77

Partners in Excellence

APRIL 22, 2023

We’ve learned how to leverage series of prompts to more closely focus the responses we want to get. I’ve found it very powerful providing series of prompts, asking it to take a different point of view, to outline errors I may be making in my thinking. Asking things, like, “What issues am I missing?”

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