The Center for Sales Strategy

DECEMBER 14, 2020

Lessons learned in 2020 boil down to three words — Accept, Adapt, Accelerate. We’ve accelerated the sales process (and more) in order to improve. Here are some lessons learned in 2020, straight from the mouths of experts at The Center of Sales Strategy (CSS), LeadG2, and Up Your Culture.

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Travel Up-Sell Meeting Training 121

The Center for Sales Strategy

MARCH 10, 2021

In Season 2 of Improving Sales Performance Series , we’ve focused on the data and analysis of the 2020 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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Report Media Sales Process Analysis 117

SBI

DECEMBER 8, 2020

Top Sales Tools of 2020 and the Digital Sales Revolution. December 8, 2020. Today, I’m announcing the solution providers I’ve selected for the final cut of the Top Sales Tools of 2020 list. I include more than 20 solutions that can make a huge impact on sales. Nancy Nardin.

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Top of Funnel Sales Tools Tools InsideView 169

Shari Levitin

JANUARY 20, 2020

Enter Levitin Group’s “How to Rehumanize the Sales Process.”. In a world of digitization, Rehumanizing relationships is the new imperative and competitive edge for sales teams in 2020. Tomorrow’s sales reps and leaders must do everything Alexa can’t do to thrive and survive in the new economy.

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Pipeliner

MARCH 2, 2020

So why not make 2020 the year when more people come out of their face-to-face hibernation and get out there and network in person? Selling virtually and never even meeting face-to-face is becoming so prevalent that there is a risk of completely dehumanizing the whole process. Take A Cold Hard Look At Your Sales Process.

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Face-to-face Guarantee Incentives Incentive 95

Hubspot Sales

NOVEMBER 18, 2020

Sales Performance. 65% of sales leaders that outperformed against revenue targets have a dedicated sales enablement person or team. 61% of over-performing leaders use their CRM to automate parts of their sales process , vs. 46% of underperforming leaders. Sales Leader Priorities. Sales Management.

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Sell Integrity

JANUARY 18, 2021

Now that 2020 is in the rear view mirror, most of us are ready to bid good riddance to an incredibly tumultuous year and do our best to forget it. But before you barrel ahead into 2021 and look for signs of returning to the “good old days,” sales leaders and their teams have a lot to learn from 2020.

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Pipeline Lead Rank Lead Scoring Social Media 116

Igniting Sales Transformation

DECEMBER 31, 2019

I’m bucking the annual tradition of pitching predictions about what is or is not going to happen in sales, marketing and business in 2020 or the decade ahead. Could 2020 be that year? If you follow numerology at all, you know that 2020 represents a year of insight, perfect vision and accomplishment. It seems pointless.

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Intent Hiring Follow-up Social Selling 101

Hubspot Sales

AUGUST 11, 2020

It’s safe to say 2020 has been the year of virtual meetings. Chances are, your sales process has moved fully online as well. The right video conferencing tool is necessary to continue conducting business in 2020 and beyond, and choosing the right software is an important decision. Best for: Universal video software.

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Video Tools Sales Process Skype 142

Sandler Training

NOVEMBER 14, 2020

For sales professionals, 2020 may be remembered as the Year of Holding on to Clients. The post Survey: For Salespeople, 2020 Was The Year of Holding On appeared first on Sandler Training.

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Survey Training Research Sales 114

Miller Heiman Group

MARCH 3, 2020

Whether capturing new leads, closing new accounts, extending their penetration of new business units within existing customers or increasing their win rates, sales leaders set lofty goals and hunt for the methodologies, tools and processes to help them attain their objectives. Take the 2020 Sales Performance Survey.

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Study Penetration Survey Face-to-face 88

Anthony Cole Training

FEBRUARY 12, 2020

The most successful salespeople are always challenging and adapting their personal sales process to be more effective. However, they don’t challenge the notion of the importance of making prospecting their "A" priority every week.

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Hiring Sales Process Sales Prospecting 199

Gong.io

SEPTEMBER 1, 2020

We analyze anonymized B2B sales interactions from our product users, which includes everything captured by Gong’s Revenue Intelligence platform: web conference meetings, phone calls, and emails. Deals are 127% more likely to close when video is used during any point in the sales process: That’s a massive improvement.

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Video Data Face-to-face Call-back 152

Gong.io

DECEMBER 31, 2020

We analyze sales conversations and deals using AI, then share the results to help you win more deals. We will NOT miss you, 2020. Cause 2020 wasn’t a *total* wash. . We published a ton of content here at Gong, including tips designed to help sales teams stabilize and adjust to a new virtual reality. It’s a no-brainer.

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Data Top of Funnel ROI Video 96

Understanding the Sales Force

SEPTEMBER 27, 2020

Had an update lately? I get an Office 365 update on Outlook, Excel, Word, PowerPoint, and OneNote at least every week. It seems half of them are to fix something that broke in the previous release. Apple updates the operating systems of their various devices on a fairly regular basis.

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Gong.io

NOVEMBER 9, 2020

There’s a long list of the changes we’ve all experienced in 2020, but one thing remains: building relationships is a top priority. . If you want to win deals with virtual sales, you need to build trust with buyers and differentiate yourself from your competition. . Some sales reps love it, some prefer to get right to business. .

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Video Call-back Buyer Study 118

Pipeliner

MARCH 8, 2020

Customer experience is where business battles are taking place in 2020. According to the recent Frost & Sullivan study, customer experience is projected to overtake price and product as a key brand differentiator in 2020. In this post, we will show you five major CRM trends to look for in 2020. What are we talking about?

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CRM Social Media Scale Consumer 94

Product Management University

OCTOBER 20, 2020

The B2B Product Manager October 2020. As most companies deal with leaner sales pipelines, your product demos are even more critical to making the shortlist. 3 Reasons You Don’t Need a Sales Discovery Document for Every Product. Product Demo Workshop November 12, 2020. August 2020. In the Trenches FAQs.

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B2B Exact Buyer Pipeline 52

Sales Hacker

MARCH 23, 2020

In a good year, most of the best sales conferences are physical events where you can attend sessions, rub elbows with thought leaders, and make new connections. With a pandemic on our hands, most sales conferences scheduled for the early part of 2020 have either been rescheduled or, if you’re lucky, made virtual. But this year….

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Conference Webinar Metrics Travel Industry 78

Miller Heiman Group

JUNE 24, 2020

Whether capturing new leads, closing new accounts, extending their penetration of new business units within existing customers or increasing their win rates, sales leaders set lofty goals and hunt for the methodologies, tools and processes to help them attain their objectives. Take the 2020 Sales Performance Survey.

Study 65

Study Penetration Survey Face-to-face 65

Crunchbase

AUGUST 27, 2020

The first half of 2020 has reshaped business globally, but it can be difficult for sales reps and sales leaders to fully understand or address the total impact as they continue to work toward hitting quotas. Yes, the sales process has changed. Understanding And Empathy.

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Cancellation Face-to-face Pivotal Cold Calling 108

No More Cold Calling

MARCH 31, 2021

If you were asked last year how your day was, your answer would have been: “It’s 2020.” Companies that thrived in 2020 had a different mindset. Every client I worked with in 2020 had a singular client focus. Get over your sales slump with referral selling insights in my 2021 blog posts: The Phrase of the Year Is Seller Access.

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Referrals Cold Calling Sales Qualified Lead Call-back 371

Highspot

OCTOBER 23, 2019

As the new year quickly approaches, it’s time for sales enablement practitioners to begin to research trends and strategize for 2020. Common questions such as, “How is sales enablement evolving?” Sales Enablement Growth Brings New Challenges. Sales Enablement Functional Design and Development.

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Sales Enablement Hiring Webinar Metrics Trends 74

Understanding the Sales Force

APRIL 27, 2020

For those who may read this after May 1, 2020, the following best practices are based on where we are as I write this on April 27, 2020. But if the past 6 weeks have taught us anything, it's that with the right tools, strategies, mindset and tactics, we can adapt and even thrive.

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Revenue Tools Sales Strategy 413

Pipeliner

FEBRUARY 18, 2020

In this series of blogs on the role of CRM in 2020, we’ve discussed the role of the customer experience , and the battle between the “suite” approach , and the best-of-breed approach. First, let’s talk about why we at Pipeliner feel that our system is the most effective CRM for 2020. We have focused on B2B sales. Stay tuned!

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CRM Automotive Engineering Call-back 85

Salesmate

JANUARY 28, 2020

That’s why we have handpicked 19 best sales influencers from the business community. Some of them are serial entrepreneurs, some of them are investors, and some of them are sales leaders of successful businesses. 19 best sales influencers to follow in 2020. Sales CRM that works your way! Janice Mars.

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Influencer Twitter Social Media Hiring 143

No More Cold Calling

JANUARY 5, 2021

I’ll cover a different sales topic each month to help you get comfortable asking clients for referrals. After all, that’s the most important step in your sales process. Oh, and I forgot to mention … The Sales Experts Channel is always free, always fabulous. No More Cold Calling 2020: A Few of My Favorite Posts.

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Referrals Cold Calling Call-back Social Media 194

Hubspot Sales

MARCH 3, 2020

How have sales teams adapted? By embracing technology throughout the sales process. Instead, reps needed to focus on getting in front of the right people to streamline their efforts and allow for a smoother sales process. 2020 Sales Strategies. Use technology to personalize the sales experience.

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Outsourcing Services Strategy Remedy Consumer 84

Crunchbase

MARCH 16, 2020

First we discussed the key drivers of change she sees for the coming year: All B2B companies, no matter their size or digital maturity, will make sales enablement technology a priority in 2020. Marketing leadership will play a more crucial role in sales enablement leadership and ownership. Prioritize Sales Enablement Technology.

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Sales Enablement Webinar Metrics Strategy Collateral 89

Chorus.ai

JULY 9, 2020

This week, Jim was joined by Joe Booth , the VP of Sales Operations for SecureAuth to discuss how the security segment has adapted their sales process and strategy based on the changes in the market. Since then, there has been a slight return to normal, though there have been shifts in team sales processes.

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Hubspot Sales

MAY 31, 2020

Without tracking their sales and pipeline activity, in addition to results at both an individual and company-wide level, it’s impossible for sales leaders to pinpoint weak areas. For example, high attrition throughout a sales process might alert you to an issue with moving opportunities to close. Sales Activity Metrics.

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Inside Sales Forecasting Quota Pipeline 89

Troops

JANUARY 7, 2020

They want their SKOs to rally the troops around a new product, new pricing, new packaging, or a new sales process that’s going to make 2020 a massive success. Reinforcement ensures your sales team takes the things they learned at SKO and executes on them even after the event becomes a distant memory.

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Meeting Travel Sales Training 62

InsightSquared

AUGUST 14, 2019

In fact, Gartner reported by the year 2020, AI will become a more integral part of the sales process for up to 30% of companies around the world. With the potential to maximize sales leads, reduce costs, increase sales, and optimize return on investment, AI is soon to become a sales rep’s best friend.

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Sales Process Forecasting Lead Rank Top of Funnel 91

Lead411

MARCH 24, 2020

Sales processes are changing. As companies look for ways to rapidly boost and increase the B2B pipeline for 2020, there are new adjustments that need to occur to ensure a healthy bottom line. The post The New Sales Funnel – What Can Fuel your B2B Pipeline in 2020? appeared first on Lead411.

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Top of Funnel Funnel Pipeline B2B 69

criteria for success

OCTOBER 2, 2019

For some it causes deviation from the usual sales process. The post 7 Bad Sales Habits to Break Before 2020 appeared first on Criteria for Success. Yes, it's that dreaded end of year panic! For others, things like unnecessary discounts crop up to help make deals happen. But we all know this isn't right - [.].

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Discount Sales Process Sales Closing 58

SalesProInsider

JULY 7, 2020

Central for… Your Sales Questions Answered: The Top 3 Questions of 2020. Sales process – lead conversion. ?Outreach Submit YOUR big sales question of 2020 so far – click here to submit. In this 50-minute workshop, we’ll discuss questions from the following key areas: ?Sales

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Lead Generation Lead Rank Lead Scoring Follow-up 62

Hubspot Sales

APRIL 10, 2020

Here are five ways to shift your sales strategy to adapt to buyer behavior in 2020. We’ve run side by side tests of using video in the sales process for prospecting, versus the standard sequences we’d been using before with our clients. When you’re in the right place at the right time, selling becomes a whole lot easier.

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Buyer Top of Funnel Ideal Customer Profile Inbound 126