The Center for Sales Strategy

JANUARY 28, 2019

Most sales organizations are dealing with some hidden constraints that negatively impact revenue and cash. Here’s a list of the three most common, plus solutions to eliminate them.

Revenue 74

Revenue Hiring Sales Sales Management 74

CloserIQ

JANUARY 28, 2019

As a manager, it’s your job to help sales representatives learn the ropes and achieve their full potential. One way to do that? Introduce them to the right tools. One LinkedIn study suggests that the performance of top sales representatives is correlated to the set of tools they use. 82% of top-performing sales reps say that tools are “critical” to their ability to close deals.

Tools 45

Tools Social Media Media Decision Maker 45

Close.io

JANUARY 28, 2019

Dealing with sales objections is always difficult. But if you sell a product or solution that your clients could create for themselves, in-house, you face a unique objection: “We’re already doing this in-house. Why would we hire you to do it for us?”. Even the most experienced salespeople can have trouble with this one—you need to tread carefully to not come off as dismissive, confrontational, or out of touch.

Objections 132

Objections Hiring Face-to-face Sales Qualified Lead 132

SBI Growth

JANUARY 28, 2019

Download our Cross-Industry Benchmark Assessment Tool to help identify areas that need to be strengthened in your own company, to isolate what industries you should look to for cross-industry benchmarks, and for a step-by-step guide of who to engage at.

Company 184

Company Industry Tools Hotels 184

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

MTD Sales Training

JANUARY 28, 2019

Meetings with your salespeople can often be seen as a grind, or a necessity, rather than something to be looked forward to. For many sales managers, they can turn into long, boring sessions that people can’t wait to get out of. Many sales meetings fail because of the following reasons: – administrative matters receive more time than sales matters. – one or more salespeople dominate the meeting. – trivial matters encroach on more important subjects. – management uses threa

Sales Meeting 181

Sales Meeting Meeting Sales Management Skype 181

Mr. Inside Sales

JANUARY 28, 2019

Are you still getting screened out by the gatekeeper ? Are you still getting interrogated with questions like: “Will he know what this call is about?”. “Is she expecting your call?”. If you are, then chances are you’re still making one of three fundamental mistakes listed below. In fact, just last week I was reviewing a client’s sales team’s calls, and I repeatedly heard many of the reps making these common mistakes.

Gatekeeper 139

Gatekeeper Decision Maker Call-back Inside Sales 139

CloserIQ

JANUARY 28, 2019

As a manager, it’s your job to help sales representatives learn the ropes and achieve their full potential. One way to do that? Introduce them to the right sales tools. One LinkedIn study suggests that the performance of top sales representatives is correlated to the set of tools they use. 82% of top-performing sales reps say that tools are “critical” to their ability to close deals.

Sales Tools 94

Sales Tools Tools Social Media Media 94

Partners in Excellence

JANUARY 28, 2019

I’m constantly amazed conversations I have with otherwise smart people. Usually, they start with some sort of challenge they are having: We aren’t growing at the rate we need to grow. We aren’t hitting out numbers. The markets have changed dramatically. Our competition has changed. Our customers are changing. Our budgets are smaller, we don’t have the resources we used to.

Competition 80

Competition Resources Relationals Conversion 80

Nutshell

JANUARY 28, 2019

Love the Patriots or hate ‘em , you can’t deny that Bill Belichick is one of the most effective coaches in football history. Belichick is the only NFL head coach with five Super Bowl victories, and under his direction the Pats have won nine AFC championship titles (beating my Colts in a number of those games). Clearly, the man knows how lead a team.

Coaching 79

Coaching How To Face-to-face Data 79

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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.

Sales

Close.io

JANUARY 28, 2019

Dealing with sales objections is always difficult. But if you sell a product or solution that your clients could create for themselves, in-house, you face a unique objection: “We’re already doing this in-house. Why would we hire you to do it for us?”. Even the most experienced salespeople can have trouble with this one—you need to tread carefully to not come off as dismissive, confrontational, or out of touch.

Objections 71

Objections Hiring Face-to-face Sales Qualified Lead 71

Selling Power

JANUARY 28, 2019

If you can reduce the time it takes for a new hire to start producing, you can significantly reduce your exposure and even make the case for bringing on more salespeople to accelerate growth.

Hiring 69

Hiring Revenue How To Sales Leadership 69

BrainShark

JANUARY 28, 2019

Identifying talent is always crucial for B2B sales organizations. But to do it, you need an effective interview process.

Hiring 86

Hiring Sales Talent B2B Sales 86

Anaplan

JANUARY 28, 2019

If January 1 is a good time for reflections and resolutions, late January—right now is even better. Think about it: it’s the first moment of breath after the inevitable burst of post-New Year’s activity.

Sales 66

Sales 66

Advertiser: ZoomInfo

Shifting to an account-based marketing (ABM) strategy can be both exciting and challenging. Well-implemented ABM motions build engagement with high-value accounts and drive impactful campaigns that resonate with your audience. But where do you begin, and how do you progress from crawling to running? Watch now as Demand Gen experts delve into the essentials of each stage of the ABM process.

Account Based Marketing

Pipeliner

JANUARY 28, 2019

Millions of leaders and sales professionals have given thought to, and set ambitious goals for 2019. It’s that time of year. Many may be getting to the gym, taking a break from drinking, eating healthier, showing up on time and contributing more to a company and team meetings. Changing embedded habits is not easy. It’s simple in theory, but simple isn’t always easy.

Scale 66

Scale Cold Calling Call-back Maximizer 66

Nimble - Sales

JANUARY 28, 2019

Source The task of keeping up with Google’s constantly-evolving search ranking algorithm is what keeps skilled SEO specialists in high demand, and Content Marketing managers on their toes. Every year brings a new slew of updates, and it’s up to content marketing or social media specialists to sift through the fallout and devise ways to […]. The post Search Engine Algorithm Updates that Could Affect Your SEO Strategy appeared first on Nimble Blog.

Engineering 65

Engineering Strategy Social Media Media 65

Xactly

JANUARY 28, 2019

Learn how to create successful sales compensation plans with the right planning team and setting up a process for continuous analysis.

Compensation 70

Compensation How To Analysis Sales 70

Drift

JANUARY 28, 2019

As President & Chief Strategist of The Bridge Group – and the self-proclaimed “Queen of Sales Development” – Trish Bertuzzi has made a name for herself by advising companies that want higher performing sales development and inside sales teams. According to Trish, the team with the hardest job in the entire sales process is the sales development team.

Inside Sales 54

Inside Sales Groups Sales Process Sales 54

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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

Data

The SalesPro Leader

JANUARY 28, 2019

The article, 5 Characteristics to Look for in Evaluating B2B Lead Generation Companies originally appeared first on SalesPro Leads - Connecting You with Tomorrow's Buyers.

Lead Generation 58

Lead Generation B2B Company Leads 58

Bigtincan

JANUARY 28, 2019

Researching new apps for salespeople is only a small part of the overall decision-making process. If you aren’t the one signing the check for your mobile sales solutions, you’ll first need approval from your CFO, CMO, VP of Sales, or other stakeholders. And that presents a whole new set of challenges that rely on your […].

Sales Tools 52

Sales Tools Tools How To Research 52

Funnel Clarity

JANUARY 28, 2019

One of the more encouraging things about sales prospecting training, is that the statistically proven skills needed to fill the top of a sales funnel with qualified leads are among the easiest of sales disciplines to master. The bad news is that much of the training curriculum on sales prospecting currently available is fraught with generalizations or dubious strategies.

Training 57

Training Prospecting Top of Funnel Lead Rank 57

KO Advantage Group

JANUARY 28, 2019

Sales and marketing are thrown around interchangeably, but they’re two different business functions. The former is the practice of exchanging money for a product or service while the latter calls for the promotion of a product or service to a targeted audience. So which comes first: the marketing message or the sales message? Often, people will think the marketing message should come first.

Marketing 48

Marketing Promotion Sales Process Sales 48

Advertiser: ZoomInfo

Consolidating your tech stack is an effective cost-saving measure that drives GTM efficiency and adds value to your enterprise. With a cohesive, integrated tech stack, your revenue teams can deliver an excellent customer experience that sets you up to win faster than your competitors.

Vendor

criteria for success

JANUARY 28, 2019

We are so excited about this fresh NEW episode of Let's Talk Sales! We shook it up a little for this episode: it's training-focused and is all about creating a sales plan. If you want a more productive and organized team, you won't want to miss this episode! If you already caught the episode and [ ] The post Let’s Talk Sales! Creating a Sales Plan – Episode 121 appeared first on Criteria for Success.

eBook 45

eBook Compensation Resources Objections 45

Selling Energy

JANUARY 28, 2019

Being a sales manager may seem like herding cats at times, and unless you’re one of the fortunate few who have had an excellent sales management mentor or have accumulated a library of books on sales management, it may feel as if you’re making it up as you go along. Although my book recommendations often focus on aspects of sales, I would like to suggest a resource specifically pertaining to the sales management role.

Sales Management 45

Sales Management Resources Sales 45

CloserIQ

JANUARY 28, 2019

As a manager, it’s your job to help sales representatives learn the ropes and achieve their full potential. One way to do that? Introduce them to the right tools. One LinkedIn study suggests that top sales representatives are more likely to use tools as part of their process. 82% of top-performing sales reps say that tools are “critical” to their ability to close deals, as opposed to 66% of all sales representatives.

Tools 40

Tools Social Media Media Decision Maker 40

Close

JANUARY 28, 2019

Dealing with sales objections is always difficult.

Objections 59

Objections Sales 59

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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

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Sales Hacker

JANUARY 28, 2019

This week on the Sales Hacker podcast , we talk to Jamie Scarborough , Co-Founder of the Sales Talent Agency, one of the largest sales recruitment firms in North America. . Jamie’s team worked with over 18,000 sales professionals in 2018 alone and shares her ideas, strategies, and tips on what makes a great salesperson, how to interview, and how to properly manage your career. .

Hiring 77

Hiring Sales Management Sales Talent Scale 77

Babette Ten Haken

JANUARY 28, 2019

If your colleagues and clients gave you a soft skills scorecard, how would they rate you? Now, those of you on the sales, marketing and even HR side of the table may feel you get a free pass out of this conversation. Typical hiring processes favor an extroverted “people person” who finds it easy to converse. With just about anyone. And anything. Except that stereotype isn’t quite right, is it?

Ideal Customer Profile 82

Ideal Customer Profile Decision Maker Engineering Hiring 82

Sales Evangelist

JANUARY 28, 2019

If you've been guilty of bulldozing your prospects or being rude or uncaring, today must be the day you change your mindset: Don't treat prospects like a number. Although numbers are important to those of us who work in sales, we can't let them become our primary focus. They can help us measure our success and determine our strengths and weaknesses, but we can't reduce our prospects to a number.

Prospecting 40

Prospecting Video Outbound Buyer 40