The Center for Sales Strategy

JUNE 5, 2019

We all know how difficult it can be to set an appointment with a prospect these days, and the last thing we would want to do is let that appointment slip away after making multiple contacts in order to secure it. The question always seems to come up about whether a salesperson should confirm that appointment before making the call or not. I have sales professionals who argue on both sides of the question.

Prospecting 56

Prospecting Sales Process Sales 56

Connect2Sell

JUNE 5, 2019

As a new manager, you have one distinct advantage. But you won’t have it for long! Coming into this role, you have a fresh perspective. You’re not yet swayed by seller justifications regarding revenue performance, use (or disuse) of enablement tools, and daily practices and priorities. You can use that fresh perspective to objectively conduct a thorough sales force evaluation.

Promotion 157

Promotion Objections Revenue Tools 157

Understanding the Sales Force

JUNE 5, 2019

Hang in there - this will be an article on sales - but you need to get through the big set up. Bernie Sanders spoke at a Walmart shareholders meeting and criticized the company for not paying higher wages. He said that a company owned by the wealthiest family in the USA, should be able to pay $15/hour. Bernie and some of his colleagues believe in wealth redistribution, conjuring up images of Robin Hood stealing from the wealthy and giving it to the poor.

Distribution 200

Distribution Hiring Engineering Enterprise 200

Zoominfo

JUNE 5, 2019

In a recent blog post we declared that strategic candidate sourcing was not, in fact, dead. Instead, we proposed that technological advances have simply changed the way recruiters do it. This concept applies to passive candidates too! Hiding behind office doors and computer screens, the passive candidate is hard to find and tougher to catch. Yet with the right tools and mindset, it’s possible to track down this elusive prospect.

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Buyer Persona Sales Qualified Lead B2B Proposal 185

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.

Sales Cycle

SBI Growth

JUNE 5, 2019

If you search “Episode Analysis” your results are flooded by “Game of Thrones” results. There is lots of great content on Customer Journey Mapping as well as Touchpoint Analysis, but why is this vital component overlooked? Let’s briefly define the.

Analysis 159

Analysis Customer Lead Rank Lead Scoring 159

Membrain

JUNE 5, 2019

“The mitigation of friction which impedes sales.” That’s Bob Britton, in a guest post on this blog, defining sales enablement. While I’ve certainly heard more extensive definitions, I find Bob’s concept to be pleasingly simple and useful.

How To 122

How To Sales Enablement Sales 122

Tony Hughes

JUNE 5, 2019

The best salesperson I know on the face of the planet has this on her LinkedIn profile: "A satisfied customer is the best business strategy of all." She believes it passionately and she knows what value she creates and exactly what a happy customer looks like. She profiles them and then uses it to positively discriminate in her targeted prospecting and business development activities to build pipeline… smart gal!

Ideal Customer Profile 106

Ideal Customer Profile Strategy Customer Face-to-face 106

SBI

JUNE 5, 2019

3 Big Problems Sales Leaders Solve with Film Review. The numbers are telling. Teams who coach with film review are 30.2% more likely to hit quota. After analyzing the behaviors of 100 sales managers, we found that top managers spent 30% more time on film review. In fact, a 3X increase in film review drove a 50% increase in win rates. But film review isn’t just a good way to drive sales.

Film 101

Film Scale Hiring Coaching 101

Nutshell

JUNE 5, 2019

CRM software is the most important relationship-building tool that a sales professional has. CRMs help sales teams keep track of conversations, reach out to prospects at the right time, and automate manual tasks so that sales reps can focus more of their time on high-value activities. But one underrated benefit of CRM is its ability to make email outreach easier and more effective.

Lead Rank 95

Lead Rank Lead Scoring CRM Sales Qualified Lead 95

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Sales

Partners in Excellence

JUNE 5, 2019

Recently, I reread an article by Brian Halligan, Replacing The Sales Funnel With The Sales Flywheel. It appeared in HBR in November, 2018, I keep coming back to it–something about it is disturbing to me. I’ve finally been able to put together some thoughts about it. Part of my discomfort in saying anything, is that I respect Brian and Hubspot so much.

Top of Funnel 93

Top of Funnel Funnel Lead Rank Commission 93

Hubspot Sales

JUNE 5, 2019

What is channel sales? In a channel sales model, a company sells through third partners -- affiliate partners (who get commission on each purchase), resellers, value-added providers (who typically bundle your product with their own), or another entity that doesn't work for it directly. One of the biggest challenges to scaling revenue? Your salespeople only have so much time.

Channels 96

Channels Lead Rank Hiring Lead Scoring 96

Nimble - Sales

JUNE 5, 2019

Without sales, you can’t have a well-oiled business that brings in revenue. It’s simply not possible. But sales is far from easy. You don’t just pick up the phone and rake in the cash. According to a recent study, sales prospecting has only gotten more difficult. “Getting a response from prospects” and “closing deals” rank […]. The post Sales Prospecting: The No-Nonsense Guide To Close More Leads with CRMs appeared first on Nimble Blog.

Lead Rank 92

Lead Rank Lead Scoring Closing Prospecting 92

Hubspot Sales

JUNE 5, 2019

Before HubSpot was named "HubSpot," it was LegalSpot. According to Brian Halligan , LegalSpot was going to be "a suite of applications that helped you manage your law firm." He and Dharmesh Shah then "tinkered" with their business model until they transformed it into the universal Marketing, Sales, and Customer Service Hub it is today. The moral of the story?

Hiring 89

Hiring Strategy Buyer Persona Ideal Customer Profile 89

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.

Cold Calling

LevelEleven

JUNE 5, 2019

Did you know that according to a survey by the American Society for Training and Development, 75% of executives say that mentoring has been critical to their career development? Mentoring isn’t only good for personal benefit, it can also help coworkers and your organization as a whole. Mentoring is different than managing or coaching. It takes into account more than sales performance management and therefore complements sales coaching.

Retention 83

Retention Face-to-face Promotion Loyalty 83

SBI

JUNE 5, 2019

How Morgan & Morgan Resolves Customer Cases 20% Faster. Morgan & Morgan needed a tool to synchronize Outlook and Salesforce that would allow their attorneys, paralegals, and the case staff to access CRM records directly from Outlook. Their attorneys would literally email someone from their case staff saying, “hey, create a task to do this” or “hey, update this record.

Customer 76

Customer SalesForce CRM Research 76

Repsly

JUNE 5, 2019

In the retail world, there are three main metrics brands focus on to measure the success of their retail execution: sales, distribution, and velocity. Sales focuses on the unit or dollar amount of the product being sold; distribution focuses on where the product is being sold; velocity focuses on how quickly the product is being sold where it is available.

Distribution 76

Distribution Retail How To Sales 76

People.ai

JUNE 5, 2019

Is more always better when it comes to building relationships to win deals in Sales? People.ai data proves that a non-strategic approach can lead to suboptimal buying groups, and billions of dollars left on the table. How can you be sure you are engaging the right buyers? In Sales, it’s often considered a best practice to engage as many buyers as possible within any given opportunity to maximize.

Buyer 76

Buyer Maximizer Data Groups 76

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Data

Pipeliner

JUNE 5, 2019

Bold Vision and Behavior in Sales. For over 25 years Andy Gole has helped CEOs, owners and corporate leaders throughout the US with sales performance and is the creator of the Urgency Based Selling System. He has a new book coming out this fall called Innovate Now: Scale Up with 16 Breakthrough Sales Techniques about how to innovate and become more creative in sales.

Scale 75

Scale Social Selling Up-Sell CRM 75

Marc Wayshak

JUNE 5, 2019

The sales techniques that ACTUALLY work today might surprise you. Here, you’ll learn my top 13 sales techniques for any salesperson to thrive in today’s marketplace. The post Top 13 Sales Techniques (That WORK) appeared first on Sales Speaker Marc Wayshak.

Sales 70

Sales 70

Partners in Excellence

JUNE 5, 2019

This post is the eighth post in my series on Sensemaking. I think this is where you will start to see how all the pieces fit together and how you can leverage this with great impact. For links to the other posts in the series, go to: Sensemaking, The Big Issue Facing Both Our Customers And Us. In this post, I will put together how we can create distinctive value in helping our customers identify which quadrant they are in, and how we can help them use the sensemaking principles to help them unde

Customer 67

Customer Face-to-face Consultative Selling Up-Sell 67

Closer's Coffee

JUNE 5, 2019

“Humor is mankind’s greatest blessing” -Mark Twain. A recent report that was published by McKinsey Global Institute stated that automation will dramatically impact the careers of salespeople. With the advent of automation and various activities that are geared to improve the performance of almost any business, many of the roles that salespeople fill will be replaced by AI and automation. 49% of sales activity can be managed effectively through automation.

Face-to-face 67

Face-to-face Top of Funnel Cold Calling Territories 67

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.

Sales Process

Frontline Selling

JUNE 5, 2019

As we’ve covered before, summertime doesn’t mean giving up on sales goals. From prospecting to maintaining your pipeline and upselling, there’s plenty to keep you busy despite it being the. The post Top Tips for Busting Out of a Summer Sales Slump appeared first on FRONTLINE Selling.

Pipeline 67

Pipeline Sales Goal Up-Sell Sales 67

Sales Readiness Group

JUNE 5, 2019

Discounting is expensive. Learn how to prevent a heated price negotiation by maximizing the value of the deal using fundamental principles and tactics.

Negotiation 69

Negotiation Discount Maximizer How To 69

Carew International

JUNE 5, 2019

In a recent article, Five Tips to Improve Responsiveness and Improve the Customer Experience , Carew CSO Scott Stiver identified responsiveness as the greatest indicator of respect and commitment to customers and provided specific actions to facilitate success on this front. The practices we preach for our sales team are often equally applicable to our own leadership effectiveness, and that has never been truer than on the topic of responsiveness.

Sales Leadership 67

Sales Leadership Face-to-face Loyalty Relationals 67

Partners in Excellence

JUNE 5, 2019

We misunderstand the concept of friction in sales and marketing. At least we look at it to narrowly. Too often, we look think of friction in terms of conflict, disagreement, or difficulty. Those are aspects of friction and it’s understandable how we may want to minimize it (at least the difficulty part of it, conflict and disagreement are part of change–we just need to manage it appropriately).

Marketing 59

Marketing Face-to-face Top of Funnel Engineering 59

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Selling Power

JUNE 5, 2019

Sales leaders must leverage EQ to become better communicators and leaders.

Sales 86

Sales Sales Leadership 86

Bigtincan

JUNE 5, 2019

A Sales Development Representative (SDR) is an inside sales rep who focuses on the qualification of leads at the top of the funnel with the goal of booking meetings for a member of the sales team in a closing role. An SDR works to scrub and qualify leads to ensure that they are qualified prospects […].

Top of Funnel 52

Top of Funnel Sales Qualified Lead Funnel Inside Sales 52

criteria for success

JUNE 5, 2019

There’s a reason why problem solving in sales is so important. The most important is that being a good problem solver enables buying. When what your salesperson sells is a solution, he or she must be a good problem solver. In order to provide a solution, you must be able to uncover the problems. Sometimes [ ] The post Why & How Being a Good Problem Solver Enables Buying appeared first on Criteria for Success.

Sales 55

Sales Prospecting 55