The Center for Sales Strategy
JUNE 21, 2018
Perhaps you got excited when you read the first part of the headline. I got excited too, wishing there was a list of “magical” questions that could be asked of any prospect with a great result. The problem is, such a list does not exist. Sorry to burst your bubble.
Openview
JUNE 21, 2018
As a sales leader, you have to make a choice each and every day. Do you control your sales process to the point of scripting out calls and messaging word for word, or do you let your sales professionals express their individuality and give them complete flexibility? Most sales leaders would say that neither of those options is the right one. If you control too much of the sales process by scripting every possible move, you turn your sales professionals into robots.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
DialSource
JUNE 21, 2018
It’s no secret that sales automation can increase productivity, cutting 8-12% of production costs and increasing sales by 10-30%. The technological miracle of automation seems to good to be true. And in some cases, it is. It’s simply not possible to automate every aspect of sales, but that doesn’t mean you shouldn’t automate anything at all. On their blog, AirVM advises that “it’s important to think strategically about what automation is necessary and what is not,” because it’s not really possib
SBI Growth
JUNE 21, 2018
On this episode of SBI TV, Matt and Marc Osofsky, CEO of Aberdeen, demonstrate the importance of Market Intelligence. Why is this important for your company? Many companies are flying blind, and this is especially true with B2B companies. Company leaders.
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.
Zoominfo
JUNE 21, 2018
On June 18 th , 2018 ZoomInfo held the 3 rd annual Growth Acceleration Summit —a premier B2B sales and marketing conference that allows the best and brightest in the industry to network, learn, and enjoy the city of Boston. This year’s professional event featured industry legends, experts, and best-selling authors like Earvin “Magic” Johnson, Jay Baer, Grant Cardone, Neil Patel, and Michael Brenner.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Hubspot Sales
JUNE 21, 2018
Morning Motivation. Get up early. Eat a good breakfast. Optimize your alarm. Work out. Start with "Why". Remind yourself of your wins. Do something that makes you happy. Remind yourself of your goals. Make your bed. Journal. Meditate. It takes grit to be in sales. You will get rejected by prospects multiple times a day, there are some months when you won't hit your number, and losses are just part of the job.
SBI
JUNE 21, 2018
As a Senior Director of Sales Consulting at Oracle, Tod and his team of Sales Engineers and Solution Consultants support the sales team in their division and are responsible for onsite and remote demos. Like a lot of presales leaders, he was in a resource crunch, being asked to more with less. He had a mandate to decrease costs to improve profitability by increasing margins.
Pointclear
JUNE 21, 2018
Accurate lead/revenue projections are a powerful tool that all B2B organizations need to manage sales and marketing. Problem is, most lead to revenue calculators out there are overly simplistic. A useful lead to revenue calculator includes all critically important metrics—including the impact of lead qualification and lead nurturing—on bottom line results.
Jeff Shore
JUNE 21, 2018
By Ryan Taft. I had a lengthy discussion with my good friend and business coach Mike Calderwood about barriers to effective sales execution. Specifically, what holds people back from crushing it on sales execution? Mike said something that caught my attention. He said that most people have “A.D.D.”. Now, he wasn’t referring to the A.D.D. that you and I usually think of.
Advertisement
Sales teams often lose precious time hunting for updated sales materials, while marketing struggles to keep these assets accessible and current. It's not just about managing; it's about seamlessly finding, presenting, and sharing critical sales content. All of this takes place within an intuitive, unified platform. Dive into Showell's groundbreaking content management realm.
Close.io
JUNE 21, 2018
Episode #13: Close.io Women in Sales Series. Listen: Soundcloud | iTunes | Your Favorite Podcast App ??. Watch: YouTube. Previous Guests : All Episodes. Heidi Grey is a Strategic Account Manager at Skilljar and the founder & blogger of The Rogue Essentials ( www.therogueessentials.com ), a fashion and lifestyle blog focused on inspiring women to go outside of the norm to curate their own list of essentials.
SalesLatitude
JUNE 21, 2018
But I am asking open-ended questions! Many of us have heard this a million times from sales teams when they talk about client or prospect discovery meetings. I am not immune to it either; I tend to ask closed-ended questions if, and only if, I do not plan well for the call or meeting. . Planning Is the Key. Planning for your client or prospect meeting is key, but it needs to go beyond deciding on which questions you will ask and how you will ask them.
Drift
JUNE 21, 2018
There’s one phrase that can both inspire and terrify a marketer at the same time: “We need to start using chatbots.” Why? Because modern marketers understand that anytime you launch a new marketing channel, there are logistics to consider — and with chat, you’re essentially providing a whole new way for your prospects and customers to connect with you.
BrainShark
JUNE 21, 2018
Sales organizations are becoming a significant adopter of AI. Gartner reports that by 2020, 30% of all B2B companies will employ AI to augment at least one of their primary sales processes.
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.
criteria for success
JUNE 21, 2018
As a leader, you are in a unique position to help your employees find a better work/life balance. But it can be hard to find ideas! In this post, I’ll share 12 examples of work/life balance initiatives for you to consider. Remember, as an employer, helping your employees improve their work/life balance will help attract [ ] The post 12 Examples of Work/Life Balance Initiatives appeared first on Criteria for Success.
Drift
JUNE 21, 2018
There’s one phrase that can both inspire and terrify a marketer at the same time: “We need to start using chatbots.” Why? Because modern marketers understand that anytime you launch a new marketing channel, there are logistics to consider — and with chat, you’re essentially providing a whole new way for your prospects and customers to connect with you.
LevelEleven
JUNE 21, 2018
Software as a Service (SaaS) solutions deliver web-based applications over the internet. In an increasingly digital world, these types of applications continue to evolve exponentially making it one of the most widely used technologies for modern business. So why are SaaS solutions so valuable and how do you select the right SaaS partner among a growing landscape of competing providers?
Veelo
JUNE 21, 2018
The pressures on account executives have never been greater. Quotas continue to rise year after year, and competitors are a constant threat. But if you want to give your account executives the advantage, you need to do more than sweeten their comp plan. Empower your team with sales enablement best practices, and watch their productivity soar. […].
Advertisement
In this guide, discover 8 use cases for how a customer data platform can tackle common challenges faced by marketing, commerce, service, and sales teams. With helpful diagrams and simple explanations in each use case, see how Salesforce’s CDP, Data Cloud for Marketing, powers personalized, real-time experiences across marketing, with capabilities that include: Optimizing ad spend Powering dynamic website content Increasing upselling and cross-selling Resolving service cases with marketing data B
Pipeliner
JUNE 21, 2018
Many years ago I met a prospect. It was a printing & publishing company. The lead time in each stage of the Sales Process was very high. I understood that the prospect definitely had a requirement, had budgets & was the decision maker. Yet the sale didn’t happen. It was a private enterprise but for all practical purposes, it looked like a Government Agency.
SalesLoft
JUNE 21, 2018
The key to a successful onboarding program is flexibility and personalization. There’s no one-size-fits-all solution; a tailored onboarding experience is critical for creating successful employees from day one. Flexibility is important when onboarding multi-generational salespeople. Differences in age and experience bring a wide range of challenges.
Babette Ten Haken
JUNE 21, 2018
All of us experience professional bias and professional intimidation at some point during our careers. However, some of us continuously experience this type of workplace intimidation on a daily basis. Why is that? Ultimately, Yesterday’s business models tend to reinforce departmental silos and, what I call, Us versus Them mindset. This mindset places people in competitive or adversarial situations, rather than collaborative ones.
SalesforLife
JUNE 21, 2018
For our fifth and final sales play (see Storyboard Sales Play #1 – “Sphere of Influence,” Storyboard Sales Play #2 – “Stack Ranking,” Storyboard Sales Play #3 – “Market Intelligence, ” Storyboard Sales Play #4 – “What Does the Emerald City Look Like?” ), it’s time to switch gears and think about how you help people, not companies.
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.
Troops
JUNE 21, 2018
A few weeks ago, Troops launched our most anticipated functionality to date: Action Buttons. TLDR: you can now easily create customized actions that range from updating Salesforce fields, creating Salesforce objects, making calls, sending templated emails, and linking anywhere across the web. So far the feedback has been tremendous… One person even told us they stopped smoking because of them!
Allego
JUNE 21, 2018
With so much media attention devoted to AI, machine learning and job-stealing robots, we sometimes forget that digital technology was designed to be our servant, not vice versa. Rather than focusing on what machines can learn from us (or each other), sales coaches should look to how machines can enhance human learning. Digital learning tools are especially useful, if not critical, when a sales manager must coach a distributed team – one spread across multiple cities or even multiple continents.
Vainu
JUNE 21, 2018
Tick tock, tick tock, tick tock. There’s little to no rest in sales. Every week, month or quarter the countdown starts over, and you (or your team) are racing to hit quota against that clock. Time is a commodity in sales. (Like you didn’t know that already.). There are numerous ways in which you can streamline your sales. One useful way to save time and increase sales is to make sure you’re processing high-quality leads, and stop wasting time on dead-end ones.
Engage Selling
JUNE 21, 2018
Have you ever taken a serious look at your pipeline? There are likely a few extremely valuable clues it’s trying to tell you! Let’s take a deeper look at this.
Advertisement
Discover today’s biggest marketing trends in the 8th edition of Salesforce’s “State of Marketing” report. Salesforce surveyed 6,000 marketing leaders worldwide to discover how marketers are: Embracing AI to operate more efficiently Removing silos and leveraging AI to enhance the customer experience Innovating to meet evolving customer needs Preparing for the retirement of third-party cookies By submitting this form, you agree to have your contact information, including email, passed on to the sp
Xactly
JUNE 21, 2018
Availability and analysis of data is a hot action item for organizations today. Every company wants to have access to the right data to analyze and drive their future business decisions and ultimately achieve their business outcomes. In the Sales Performance Management (SPM) industry, the use of data has caught on, and organizations are looking to use data to effectively plan, improve their compensation process, and optimize their sales performance.
Engage Selling
JUNE 21, 2018
Stress and sales. It’s not what you think it is. Watch this video and learn how to use stress to your advantage. Everyone, in every profession, faces stress.
Selling Energy
JUNE 21, 2018
Businesses spend more than $70 billion each year on sales training. That averages out to $1,459 per salesperson annually, which is 20 percent more than companies spend training any other kind of employee. However, studies also show that sales reps forget more than 80 percent of what they learn in training within 90 days. Does that mean training is a waste of time and money?
Expert insights. Personalized for you.
69 
Let's personalize your content