The Center for Sales Strategy

APRIL 22, 2020

Often the terms “tough times,” “slow times,” and “uncertain times” create a pessimistic feeling , but they can easily be seen as an opportunity. Yes, times are changing, and business models are shifting, but the relationship you establish right now with your clients and prospects will define your organization in the future. With no meetings or sales conferences taking place, how can you genuinely maintain relationships with clients and prospects?

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Conference How To Strategy Meeting 112

Marc Wayshak

APRIL 22, 2020

To sell remotely requires the right technology, tools—and a lot of discipline. In this video, you’ll learn the 5 best tips to sell remotely in today’s unpredictable climate. Check it out. The post The 5 Best Tips to Sell Remotely appeared first on Sales Speaker Marc Wayshak.

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Video Tools Sales 82

Hubspot Sales

APRIL 22, 2020

Every company has a product or offering that performs better with customers than others. Whether it’s an athletic apparel company that has one style of legging that outsells the rest, or a car manufacturer that has a specific model their customers flock to. It’s a universal business truth — not every product you offer is going to sell at a high rate at all times.

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Company Margin Retail Apparel 82

No More Cold Calling

APRIL 22, 2020

You’re not a wimp—and there’s no reason to apologize. Everything’s changed in our world, and that includes the business world. In sales, asking for help used to mean you were a wuss. (Definition, informal : a weak, cowardly, or ineffectual person; a wimp.) It felt like asking for a favor or pleading with prospects for business. Yep, wimpy. Good news: The mood around asking for help has done a complete 180.

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Referrals Cold Calling Call-back Research 358

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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.

B2B

Sales and Marketing Management

APRIL 22, 2020

Author: Paul Nolan As this issue’s content came together, it seemed more appropriate than ever to use questions for headlines and introductory paragraphs. The COVID-19 outbreak has left most of us with more questions than answers, and the answers we get change weekly or even more rapidly. The synonyms for “uncertainty” provided at thesaurus.com include “anxiety,” “concern,” “confusion” and “uneasiness.

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Journal Government Incentives Incentive 177

Alice Heiman

APRIL 22, 2020

In the past few months, the world feels like it’s been turned upside down. And while it’s true there’s no real historic precedent for teams being suddenly told to work from home , this also isn’t the first down market we’ve ever seen. As a longtime sales leader and consultant to B2B sales leaders and CEOs at companies of various sizes, across various industries, I know teams that stay positive and adapt quickly will survive in a tough economy and come out strong on the other end.

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How To Construction Customer Service Coaching 166

Membrain

APRIL 22, 2020

The gig economy, improved technology, and cultural shifts have led to more and more employees working from home over the past decade. But nothing has driven that change as fast as the current coronavirus pandemic.

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How To Sales Sales Management 133

SBI

APRIL 22, 2020

SalesTech Video Review: ReferenceEdge. ReferenceEdge is a complete customer reference management platform that is 100% Salesforce Native. It’s an automated solution that centralizes customer reference accounts and content and makes both easy to find, approve, and update. It also measures and tracks the identification and usage of customer references to facilitate winning new deals.

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Video SalesForce Account Buyer 129

Crunchbase

APRIL 22, 2020

COVID-19’s drastic economic impact has forced sales and customer teams to adapt in a multitude of ways. Economic uncertainty makes it even more challenging for salespeople to hit their quotas, and requires customer-facing teams to promptly and effectively respond to the needs of their customer base. As the situation continues to evolve, it’s increasingly important that sales and customer teams adjust their strategies and approach conversations and interactions with empathy.

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Prospecting Customer How To Decision Maker 124

Speaker: Carlos Hidalgo, Co-Founder & CEO of Digital Exhaust, Author, International Keynote & TEDx Speaker

Recent research shows that only 50% of B2B organizations state that they have good alignment between their marketing and sales teams. This lack of alignment tremendously impacts the ability to meet business goals, and is a limiting factor for building and maintaining customer relationships. While many B2B organizations continue to struggle with aligning their marketing and sales teams, they can take practical steps to unify both teams and simplify their overall approach.

Sales

Partners in Excellence

APRIL 22, 2020

Over the past 5 or so years, it seems a large number of people think social media and social platforms are the future of sales and marketing. We’ve seen platforms like LinkedIn, Facebook, Instagram, Twitter skyrocket in terms of utilization. We (or at least I) get deluged with connection requests, followed by the inevitable prospecting messages.

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Social Media Media Face-to-face Twitter 111

Anthony Iannarino

APRIL 22, 2020

In a post two days ago, I mentioned the idea of a Negativity Fast , something I have personally used to lessen negativity’s hold on me. The News Media. If you want to feel a whole lot better, the first thing you might eliminate is the news media. At one time, the newspapers and the nightly news would have reported the facts without sensationalizing every story, and with far less of the partisan bias.

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Positioning Journal Media Consumer 114

Salesmate

APRIL 22, 2020

Imagine this, you are at a grocery store. You move ahead drifting a trolly with you. The first thing you want is a box of tissue. . Someone with an OCD has arranged a hundred boxes of tissue in a fine manner. You can see so many brands, so many colors, so many designs of tissue boxes. But, you pick one and turn it around…. And look at the price tag.

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CRM How To Face-to-face System 112

RAIN Group

APRIL 22, 2020

Selling virtually is a challenge for even the best sellers. You have to change the way you sell and use different technologies to maximize your success. While many of the principles of consultative selling remain the same (i.e., you have to build rapport, uncover needs, inspire with new ideas, build an impact case, etc.), how you go about doing these in a virtual environment is drastically different.

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Consultative Selling Maximizer Conversion Sales 108

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SalesForce

Sales Hacker

APRIL 22, 2020

I have two skills that I haven’t needed to bust out for a long time. The first? I can ride a unicycle. I’ve actually never had a need for that skill. The second? I happen to have a knack for combining behavioral science with sales methodology to successfully help companies shift during times of uncertainty. Fortunately, that’s a skill I haven’t needed to use for twelve years, but here we are.

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Apparel Discount Negotiation Buyer 99

criteria for success

APRIL 22, 2020

The following leadership risks are what set apart the great from the good. At Criteria for Success, we work with a lot of different companies. They operate in different industries, countries, states, and marketplaces. And, the best part of working with so many different businesses is that we get the opportunity to interact with their dynamic leadership teams.

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Salary Follow-up Exact Groups 97

Predictable Revenue

APRIL 22, 2020

Businesses around the world are experiencing huge challenges because of COVID-19. This is a particularly trying time for CSOs. So, what do you do? Throw in the towel and wait out the storm? Of course not. These are challenges just like any others you’d face in business. They’re just new and require some creative adjustments. The post Sales and COVID-19: How CSOs and Sales Teams Can Rise to the Challenge appeared first on Predictable Revenue.

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Face-to-face Course Revenue Sales 86

Force Management

APRIL 22, 2020

Sales managers play a critical role in driving the success of their organization. They’re the people charged with reinforcing methodologies, coaching sales reps, communicating up in their organization and ultimately meeting team revenue goals. The good ones are expert multi-taskers and that’s why we often say that sales managers have one of the most difficult jobs in their organizations.

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Coaching Revenue Sales Management Meeting 78

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

Competition

Mindtickle

APRIL 22, 2020

As field marketing manager I have the unique opportunity to work with MindTickle customer-facing teams that are engaging daily on our behalf with some of the world’s most sophisticated revenue organizations and executives. This has given me some unique perspectives on the new remote environment — not just with respect to our teams, but also the individuals that our solutions enable.

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Face-to-face Remedy Enterprise Enterprise 85

Canidium

APRIL 22, 2020

A phrase becomes cliché for an obvious reason, and "The right tool for the job," is no exception. It takes a lot longer to drive a nail with a pair of pliers than it does a hammer. Unfortunately, I speak from experience. Often the decision to use a less effective tool comes from the convenience and the lack of commitment to the effort of finding, acquiring, and, in the case of Sales Performance Management (SPM) systems, properly configuring the right tool.

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Tools Software Software System 84

Pipeliner

APRIL 22, 2020

The moment a salesperson is provided an account base for new and existing clients, the pressure begins to mount. New representatives focus on the learning ahead plus the pressure to meet their quota. Stress heightens, and the thought of communicating the sales success triangle fades away quickly. What is the sales success triangle? The salesperson does not solely own sales.

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Sage Commission Loyalty Networking 81

Nimble - Sales

APRIL 22, 2020

Can your brand become famous overnight? It’s highly unlikely. But you can boost your brand’s visibility with viral marketing. Viral Marketing: What Do the Stats Say? Viral marketing, or word-of-mouth marketing (WOMM), is a set of mechanisms that involves targeted efforts, such as the use of trends, to get the target audience talking about the brand and […].

Marketing 107

Marketing How To Trends 107

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Sales

Miller Heiman Group

APRIL 22, 2020

We recently published a blog discussing four of the essential customer experience best practices that we identified in interviews of top customer service reps. Today, we continue that discussion and reveal the last four effective practices that sales and service organizations should emulate. Get the Study. 5. Manage Difficult Conversations. No matter how good your product or service is, mistakes are inevitable.

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Customer Service Survey Consumer Study 64

Selling Power

APRIL 22, 2020

During the COVID-19 pandemic, it’s urgent for sellers to change our communication habits and embrace the digital world to stay connected with colleagues and customers. Here’s exactly why you should embrace your digital sales transformation now.

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Exact Sales Customer Sales Technology 71

Alice Heiman

APRIL 22, 2020

In the past few months, the world feels like it’s been turned upside down. And while it’s true there’s no real historic precedent for teams being suddenly told to work from home , this also isn’t the first down market we’ve ever seen. As a longtime sales leader and consultant to B2B sales leaders and CEOs at companies of various sizes, across various industries, I know teams that stay positive and adapt quickly will survive in a tough economy and come out strong on the other end.

How To 62

How To Construction Customer Service Coaching 62

Allego

APRIL 22, 2020

The pandemic has caused many of us to miss things … concerts, events, games, birthday parties and more. Some of these are still going on, but we can’t be there in person. We’re like a football coach who gets his team ready for the big game, only to miss out on actually seeing the players on the field. When it comes to training, that’s how many sales managers feel every day.

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Coaching Film ACT Video 62

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Account Based Marketing

Chorus.ai

APRIL 22, 2020

Watch the Video. In today’s Daily Briefing, Jim Benton was joined by Vinay Bhagat , the Founder & CEO of TrustRadius. They discussed data sourced from Chorus and TrustRadius about how segments and markets are behaving, and how companies are adjusting their spend in the current climate. Before they dove into the data, Vinay and Jim discussed their view on COVID-era markets.

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Segment Software Software Energy 62

Adaptive Business Services

APRIL 22, 2020

Check your pulse, guess what, if it’s there, you’re alive and human. Along with all the basic human functions, you also have a personality, likes and dislikes. One thing that, let’s be modest and say most people, do not like, is being annoyed. The funny part is that most people get annoyed by the same things, or very few categories … Annoying noises.

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Cold Calling Ideal Customer Profile Call-back Face-to-face 62

Sales Gravy

APRIL 22, 2020

On this Selling in a Crisis Daily Sales Briefing, Jeb Blount discusses what salespeople need to be doing now to prepare to accelerate once the recovery begins. On this Selling in a Crisis Daily Sales Briefing, Jeb Blount discusses what salespeople need to be doing now to prepare to accelerate once the recovery begins.

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Sales 52