The Center for Sales Strategy

DECEMBER 28, 2021

Check out these top articles on talent from 2021 and let them kickstart your 2022 sales strategy. We've searched for the most popular blog posts of 2021, and we've curated these lists that will publish each day this week to bring you some of the most informative content from the year.

Education 109

Education Training Strategy Sales Talent 109

SBI Growth

JULY 17, 2013

Sales and HR leaders face a common challenge – sourcing top sales talent. This post answers the question, “How do I consistently find top sales talent ?" It will turbocharge your sales recruiting program by leveraging ‘social listening.’ Top sales talent can best be reached through a personal connection. ‘A’

Sales Talent 288

Sales Talent Hiring Referrals Social Media 288

SBI Growth

MARCH 2, 2021

The most difficult challenge leaders will face in 2021 is motivating personnel. Even with a new prospect or a new project, for most employees, the outlook is another year of virtual meetings that highly resembles 2020. In this environment, how.

Motivation 229

Motivation Sales Talent Retention Meeting 229

Partners in Excellence

DECEMBER 17, 2018

Sales Talent Is A Problem, Is it Worth Solving , by the folks at CSO Insights. ” The article presents a few points of view that reinforce that. How do we reduce the variability in sales people and what they do, creating the lowest cost ability to acquire customers. I just read a provocative post.

Sales Talent 88

Sales Talent Face-to-face Channels Buyer 88

The Center for Sales Strategy

MARCH 2, 2021

If you answered yes to one, or either, of these questions then take a closer look at this article as we help you coach and develop the people with strengths of Discipline and Positivity. Do you have salespeople on your team that enjoy routine and structure? What about reps who have contagious enthusiasm?

Positioning 81

Positioning Coaching Sales Talent Customer 81

LeadFuze

NOVEMBER 30, 2021

Sales talent enablement is also a hot topic in many workplace environments, and there seem to be many inclusion initiatives to help diversify the job market. I†ve worked on a lot of sales talent enablement projects over the years, and I know what it takes to make sure they are successful.

Sales Talent 52

Sales Talent Hiring Lead Rank Sales Enablement 52

SBI Growth

DECEMBER 7, 2017

Knowing that you will make your number quarter-after-quarter, and year-after-year starts with the talent of your team. If you get the talent equation. As a CEO, being able to hit your quarterly revenue projections predictably is paramount to your success.

Sales Talent 212

Sales Talent How To Revenue Sales 212

Understanding the Sales Force

FEBRUARY 11, 2014

You just can''t predict whether that talent - their personality - will translate. Do you need to transform your sales force? My article on sales transformation appears on the Selling Power blog. Use some world-class tools to help you get the job done effectively! See it here. (c) c) Copyright 2013 Dave Kurlan'

Sales Talent 263

Sales Talent Hiring Sports Tools 263

SBI Growth

OCTOBER 18, 2018

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Sales Talent 289

Sales Talent Hiring Sales How To 289

SBI Growth

SEPTEMBER 28, 2023

In thinking about growth imperatives for 2024, leading chief revenue officers (CROs) have been looking into ways to harness artificial intelligence (AI) for sales productivity, empowering sales teams to accelerate deal cycles, and assessing sales talent to enable personalized coaching.

Conversion 194

Conversion Sales Talent Coaching Revenue 194

SBI Growth

JUNE 4, 2017

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Sales Talent 282

Sales Talent Maximizer Sales B2B 282

Altify

JUNE 5, 2018

To find out more about enabling the next generation of sales talent and growing the next generation of sales leadership, join me for Altify’s webinar on June 19th at 10a PST. The post Enabling the next generation of sales talent appeared first on Sales Blog | Sales Insights, Account Planning, and More | Altify.

Sales Talent 81

Sales Talent Hiring Webinar Metrics Face-to-face 81

SBI

AUGUST 1, 2018

It found that customized onboarding by sales job and individual sales reps were deemed successful 79% of the time after 24 months. The research is really enlightening – look out for the link to the download it at the end of this article. Onboarding to Reduce Time to Value.

Sales Talent 95

Sales Talent Hiring Lead Rank Handbook 95

Steven Rosen

MAY 15, 2021

As I prepared to write this article, I found a very insightful article at Forbes.com, “The #1 Reason why Leadership Development Fails ” by Matt Myatt. Sales managers have a tremendous impact on developing the sales talent of their team and, as a result, on your organization’s performance.

Survey 358

Survey Coaching Training Sales Management 358

SBI Growth

SEPTEMBER 24, 2018

How well an organization executes on both strategies should play a critical role in a private equity firm’s valuation of that enterprise. Read on for key inputs to your models and best practices to add to the consideration set in.

Enterprise 224

Enterprise Enterprise Field Sales Sales Talent 224

Sales Hacker

APRIL 21, 2020

When I first wrote this article, we were in a very different place, with unemployment at an all-time low and sales hiring a top priority. In this article I’m going to show you how to create and implement a hiring scorecard so you can make the right hire, the first time. Can you ever be sure you’re hiring the right salesperson?

Hiring 93

Hiring Sales Talent Lead Rank Lead Scoring 93

Understanding the Sales Force

NOVEMBER 10, 2023

CEOs may be in a better position to start a sales transformation, but they tend to think their work is done after approving the payment. Then, they delegate the sales transformation initiative to their Sales Leader where it dies a not so slow death. Investments? We use an investment firm for that.

Company 212

Company Hiring Scale Forecasting 212

criteria for success

OCTOBER 3, 2018

All the articles you’ve read about them being unmotivated, lazy, and useless are all true. Or, [ ] The post Managing Millennials: How to Get the Most Out of Your Sales Talent appeared first on Criteria for Success. Because, you know, millennials aren’t like any other human that have ever lived on earth. JUST KIDDING!

Sales Talent 45

Sales Talent How To Motivation Hiring 45

SBI Growth

MAY 26, 2017

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Sales Talent 292

Sales Talent Sales Strategy 292

Understanding the Sales Force

NOVEMBER 15, 2018

Last week I wrote an article that said companies are hiring the wrong salespeople 77% of the time. It was very popular and there was a great discussion on LinkedIn but similar to the junk food, you couldn't read that one article and move to another subject. Some of the supporting data came from the CSO Insights 2018 Sales Talent Study.

Hiring 180

Hiring Data Sales Talent Study 180

Anthony Cole Training

AUGUST 9, 2019

Recruiting new sales talent is complicated and time consuming. In this article, Tony Cole discusses what to start doing and what to stop doing to upgrade your sales force today!

Hiring 145

Hiring Sales Talent Consumer Pipeline 145

The Center for Sales Strategy

NOVEMBER 7, 2022

If you're determined to grow your sales talent and, therefore, business profitability, you have even more work ahead of you. The good thing is that this article is the best way to get started when growing your sales team. Don't underestimate the value of a reliable and dedicated sales team, either.

Sales Talent 23

Sales Talent Hiring Margin Lead Rank 23

Score More Sales

DECEMBER 28, 2017

Is productivity what we should be working toward in the sales department, or is it innovation? This new, weekly series revisits a smart article, post or podcast from the greater sales community that was published in the past six months or so that is worthy of more discussion.

Sales Talent 183

Sales Talent Enterprise Enterprise LinkedIn 183

SBI Growth

MAY 9, 2017

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Sales Talent 174

Sales Talent Sales Coaching Strategy 174

Janek Performance Group

SEPTEMBER 13, 2022

If your company needs help finding the perfect salesperson, this article is for you. Regardless of whether you are an experienced sales manager or a brand-new hiring manager, this article will help you in your search for superstar sales talent. High performing sales reps are developed.

Hiring 62

Hiring Sales Talent Cancellation Maximizer 62

SBI Growth

MAY 11, 2022

When it comes to supporting the CEO’s growth agenda, the level of sales talent is the primary differentiator for market-leading organizations. According to our internal SBI benchmarking, most business-to-business sales organizations exited December of 2021 with a startling 10–15% open sales headcount.

Lead Rank 177

Lead Rank Lead Scoring Hiring Leads 177

Understanding the Sales Force

DECEMBER 18, 2013

Understanding the Sales Force by Dave Kurlan My vision, of how the future of selling is shaping up, appears in today''s (the December 18, 2013) issue of Top Sales Magazine. After you have read the article, please contribute your comments, suggestions, visions, rebuttals and opinions which are all welcome right here.

Sales Talent 235

Sales Talent Video Course Up-Sell 235

Allego

SEPTEMBER 8, 2022

What you might not know is that LinkedIn members also publish a wealth of information, tips, and advice for their peers via LinkedIn articles and newsletters. One group particularly prolific is sales professionals. Sales leaders, trainers, and consultants regularly post articles that they distribute via their LinkedIn newsletter.

LinkedIn 118

LinkedIn Hiring Sales Leadership B2B 118

Customer Centric Selling

JANUARY 10, 2014

Sales Training Article: 10 Traits of the "A" Player. By Joel McCabe, Sales Benchmark Index (SBI) You''ve relied on the same tried tired and true hiring practices for sales reps over the last couple of years. In this article I''ll address the question, "How do I know if they''re legit?" And what has it gotten you?

Hiring 68

Hiring Social Media Networking Referrals 68

Understanding the Sales Force

JULY 31, 2013

Understanding the Sales Force by Dave Kurlan The Growing Power of Inside Sales appeared on the Harvard Business Review Blog on July 29. Overall, the article was quite good with valid sources and statistics. How about these: By sales talent - What roles are your salespeople best suited for?

Inside Sales 211

Inside Sales SAP Sales Talent Lead Rank 211

SBI Growth

AUGUST 30, 2017

I recently interviewed Chris Walter, a Vice President of Strategy who knows how to build a sales force. Today’s topic is dedicated to attracting and retaining top sales talent. Chris and I leverage the How to Make Your Number in.

Sales Talent 189

Sales Talent Strategy Hiring How To 189

SBI

FEBRUARY 23, 2020

Resources All Awards & Recognition Blog Article Brief eBook ebooks & Guides Funding & Acquisitions Industry News Interview Report Video Video Reviews Webinars. Brainshark is a data-driven sales readiness platform. Blog Article. Sales Enablement. Sales Enablement. Blog Article. It’s not as.

Video 128

Video Webinar Metrics Face-to-face eBook 128

SBI Growth

DECEMBER 13, 2012

B2B Sales organizations are rapidly transforming to compete in the world of Sales 2.0. But will the sales talent keep pace? HR leaders will play a major role in success of the Sales 2.0 But what about new HR metrics for sales organizations? These are essential to navigate the journey to Sales 2.0.

Hiring 282

Hiring Sales Talent Ideal Customer Profile Analytics 282

SBI Growth

JANUARY 12, 2019

How Better Storytelling Generates More Revenue Chief Executive Officer demonstrates how to best prepare and utilize storytelling to generate revenue… How To Survive The Great January Sales Talent Exodus Every Year-End, top sales reps are thinking, “Should I stay here another year”?

Sales Talent 174

Sales Talent Revenue How To Sales 174

Understanding the Sales Force

MAY 28, 2014

The June issue of Top Sales Magazine has been published and you can download it here. Among all of the important articles this month is mine on The Top 5 Reasons Salespeople Fail to Meet Quota and the Common Link to All 5 Reasons. Also in the June issue are the Top Sales Article and Top Blog Article for May.

Training 246

Training Coaching Comparison Territories 246

Janek Performance Group

NOVEMBER 29, 2022

Finding cyber security experts is challenging enough, but experts with enterprise sales skills multiply the challenge. This article explores strategies to help organizations scale their technical sales force. Demand for enterprise cyber security sales executives has never been greater. Create a Core Cyber Sales Team.

Hiring 62

Hiring Strategy Enterprise Enterprise 62

SBI Growth

NOVEMBER 29, 2018

Most of the time the Leader’s departure is related to poor revenue performance or inadequate return on Sales & Marketing dollars. In the following article, we will outline. The average lifespan of a Revenue Leader is less than two-years.

Leads 269

Leads Marketing Qualified Lead Revenue Hiring 269