The Center for Sales Strategy

JULY 23, 2020

We often think of the needs analysis meeting as the beginning of the sales process, but, is it really? Today's buyers are complex. Their needs are perplex and they're hesitant to share information. When speaking with a prospect for the first time, you must ask the right questions. First, you have to know what questions to ask. To conduct a great needs analysis meeting — one where the client is anxious to participate and is really open with information — there are two areas you need to work on be

Analysis 95

Analysis Meeting Buyer Sales Process 95

Sales Hacker

JULY 23, 2020

A lot of what sales trainers have told you is wrong. Although, “wrong” may not be the correct word. Their lessons don’t work like they once did. Obsolete is probably more appropriate. The fundamentals of Sales never change, but their application to a new technologically-driven market will cause change. Because of this, many established sales training practices don’t work like they used to, and in some cases, they can even hold you back.

Cold Calling 78

Cold Calling Proposal Sales Qualified Lead Buyer 78

The Pipeline

JULY 23, 2020

By Tibor Shanto. Stop rushing your buyers along, and find more prospects instead. You wouldn’t need to drive your only prospects if actually went out and prospect for more. Stop driving your prospects, and drive your activity. [link]. The post Why So Urgent? appeared first on TiborShanto.com.

Prospecting 305

Prospecting Buyer Video Sales 305

SBI Growth

JULY 23, 2020

As a sales leader, you understand better than most the power of face to face interaction. You’ve likely built your selling career on face-to-face sales pitches and the always productive dinner meeting. You’ve set your team’s strategy for the year.

Face-to-face 257

Face-to-face Meeting How To Strategy 257

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

Zoominfo

JULY 23, 2020

Not all leads are created equal. In fact, they fall more on a spectrum. There are good ones, not-so-good ones, and just plain bad ones. That being said, there are also amazing leads that are essentially ready to buy. Aka, the dream leads. More often than not, though, you will be dealing with warm leads. In terms of the lead spectrum, they fall somewhere around the middle.

Sales Qualified Lead 246

Sales Qualified Lead Lead Rank Lead Scoring Leads 246

Zoominfo

JULY 23, 2020

Not all leads are created equal. In fact, they fall more on a spectrum. There are good ones, not-so-good ones, and just plain bad ones. That being said, there are also amazing leads that are essentially ready to buy. Aka, the dream leads. More often than not, though, you will be dealing with warm leads. In terms of the lead spectrum, they fall somewhere around the middle.

Sales Qualified Lead 100

Sales Qualified Lead Lead Rank Lead Scoring Leads 100

Babette Ten Haken

JULY 23, 2020

If you are not invested in your own professional story, why continue to urge others to invest in your story? There just may be a disconnect of belief between what you say you do and who you really are. You see it, I see it, we all see it. Taglines and keywords in LinkedIn profiles and professional resumes. Positioning professionals one way this week.

Ideal Customer Profile 114

Ideal Customer Profile Call-back Engineering Campaigns 114

Corporate Visions

JULY 23, 2020

The post The Necessity of Fluency Coaching by Tim Riesterer appeared first on Corporate Visions. One of the claimed strengths of the traditional classroom training and enablement events was the power of roleplay, or “stand and deliver” activities. But there’s another, more effective way for your reps to gain proficiency in newly learned skills: Fluency Coaching.

Coaching 119

Coaching Scale Sales Enablement Exercises 119

Julie Hanson

JULY 23, 2020

Many sales teams rose to the challenge of selling on video over the last few months. But let’s be honest, initially that bar was pretty low: “Got a decent background? Camera on? Know your platform?”. “Great!”. But customers today are being bombarded with vendor video calls – a never-ending parade of missed connections, bad lighting, worse eye contact, extreme close-ups, and awkward pauses/talk overs.

Video 112

Video Film Hiring Guidelines 112

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Sales

Predictable Revenue

JULY 23, 2020

The environment in which we communicate, at least for some of us, has changed dramatically over the last few months. Take a deep dive into the ever-important topic of communication in virtual environments, and managing screen fatigue. The post Communicating effectively in a virtual environment with Dr. Ethan Becker appeared first on Predictable Revenue.

Revenue 111

Revenue 111

Partners in Excellence

JULY 23, 2020

It was a morning of deal reviews. The sales person was reviewing the deals expected to close by the end of the quarter. Deal after deal, there were differing issues that had to be addressed for each deal. We developed action plans to address them. But I started noticing a problem, 100% of the deals required a “discount.” “What’s the problem, why do we need to discount in each of these deals?

Discount 109

Discount Incentives Incentive Competition 109

Pipeliner

JULY 23, 2020

“Be grateful for what you have now. As you begin to think about all the things in your life you are grateful for, you will be amazed at the never-ending thoughts that come back to you of more things to be grateful for. You have to make a start, and then the law of attraction will receive those grateful thoughts and give you more just like them.” ?

Nonprofit 97

Nonprofit Journal Energy Social Media 97

Crunchbase

JULY 23, 2020

Unprecedented times. A new normal. Uncertain futures. Whatever current adage you subscribe to, one thing is certain; the world has changed and the economy will change with it. As the restrictions of social distancing are being used to tackle the COVID-19 pandemic, consumers have flocked to alternative options, leaving many businesses struggling to adapt to an online-only method of selling.

Customer 95

Customer Loyalty How To Consumer 95

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

Pipeliner

JULY 23, 2020

Shannyn Lee is the director of coaching at ‘Win Without Pitching’ with the mission of empowering creative professionals to have more confidence in the sale. In today’s interview hosted by John Golden, she will discuss ways of establishing yourself as the sales expert outside of the traditional pitching method. This Expert Insight interview explores: The art of embracing the silence.

Call-back 84

Call-back Social Selling Conversion Up-Sell 84

Cience

JULY 23, 2020

It’s summertime, no better time to put a little sunshine into your cold email campaign. We’ll be enjoying the sweet satisfaction of getting a pleasant surprise in your inbox, and how to turn lemons into lemonade after examining what went wrong with the worst cold emails. A little warmth in lead generation goes a long way! Or haven’t you heard? You get more flies with honey than you do with vinegar.

Outbound 84

Outbound Campaigns Lead Rank Lead Scoring 84

Canidium

JULY 23, 2020

The current economic slowdown due to the COVID-19 pandemic can be viewed as an opportunity to evaluate existing systems and implement effective solutions that work best for your customer-facing teams. This may be a perfect time to consider a Configure, Price, Quote (CPQ) cloud solution and replace your outdated homegrown solution.

Benefit 72

Benefit Face-to-face System Opportunity 72

Sales Hacker

JULY 23, 2020

The post Fuel Your Cold Outreach with a Kick-Ass B2B Prospect List appeared first on Sales Hacker.

B2B 97

B2B Prospecting Webinar Metrics Sales 97

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Nimble - Sales

JULY 23, 2020

We got inspired by Lifehacker’s How I Work series and decided to ask some of our dear customers why and how they have been using Nimble. Please meet Marc Scott, full-time professional voice talent and entrepreneur. Marc has been using Nimble for four years and has even created his own training course about how to use […]. The post I’m Marc Scott, a Professional Voice Over Talent, and This Is How I Use Nimble CRM appeared first on Nimble Blog.

CRM 98

CRM Course Meeting Training 98

Allego

JULY 23, 2020

Nearly 700 sales, training, and learning and development professionals from leading companies attended Allego’s S3 Virtual Showcase in June. One of the most highly anticipated moments of the conference were the presentations from innovative customers named as finalists in the annual Allego Trailblazer Awards competition. The competition highlights real-world Allego experiences of three leading-edge customers.

Lead Rank 62

Lead Rank Distribution Pharmaceuticals Lead Scoring 62

Chorus.ai

JULY 23, 2020

Watch the Video. Every Thursday, Chorus CEO Jim Benton goes live on our weekly show, The Weekly Briefing. We unlock the sales data and insights for executives each and every week. This week, Jim was joined by Bob Moore , the CEO and Co-Founder of Crossbeam , to discuss the next big innovation in pipeline generation: Partnerships. Headquartered in Philadelphia, Crossbeam is a solution that connects companies through mutual friends.

Pipeline 62

Pipeline Webinar Metrics Cold Calling Networking 62

Product Management University

JULY 23, 2020

Agile is a software development methodology. It’s not a way to do product management. It’s not how you do product marketing or sales. It’s not a way to do strategic planning or run your business. Agile development is a methodology for building software, and it’s a good one! But that’s it! Period, end of story. Smaller teams cranking out measurable units of software every 2-4 weeks and iterating toward usable features has done wonders for software development.

SME 66

SME Software Software Consumer 66

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

MarketJoy

JULY 23, 2020

Do you ever wonder how these seemingly successful sales reps always seem to be interacting with new prospects and closing more deals, raking in commissions, earning bonuses, and prizes? They prospect, prospect, and then prospect some more. They prospect like there is no tomorrow. They make sales prospecting their mantra. They prospect like fanatics.

LinkedIn 59

LinkedIn Prospecting Sales Qualified Lead Health Care 59

Sales Gravy

JULY 23, 2020

Starting a B2B Podcast is a Smart Virtual Selling Strategy On this episode of the Sales Gravy podcast, Jeb Blount (Virtual Selling) and James Carbary (Content-Based Networking) discuss how starting a B2B podcast can elevate your personal brand and build familiarity. Familiarity Leads to Liking In Sales, familiarity is powerful because familiarity leads to liking.

B2B 57

B2B Exact Channels Networking 57

Carew International

JULY 23, 2020

It’s safe to say the COVID-19 pandemic will forever change the way sales professionals visit their customers. In-person visits, whether in the office or over lunch/dinner, are being replaced with virtual meetings. And the few in-person visits that are taking place are happening at a distance, behind masks, without handshakes, and with less opportunity to network within your contact’s organization by personally meeting your contact’s team members or coworkers.

Customer 52

Customer How To Face-to-face Sales Methodology 52

Selling Energy

JULY 23, 2020

I was recently asked about being a consultant, particularly concerning the challenges of remote selling. There is plenty to be said on the subject. For one thing, there is already a wealth of literature out there about how to build a consulting business, and the good news is that the principles are the same. Regardless of whether you pick up a stack of books or do your research online , you’ll find that no matter the economic circumstances, you can excel in your field.

How To 52

How To Research Up-Sell Sales 52

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DocSend

JULY 23, 2020

This week we’re featuring a Q&A with Sam Levan, co-founder and CEO of MadKudu, on what B2B marketing and sales trends he saw in Q2, dealing with unforeseen challenges, and his advice for early-stage founders planning their growth strategies in today’s climate. We also dig into our Pitch Deck Interest metrics , which show a settling of the fundraising marketplace for the summer.

Lead Rank 52

Lead Rank Lead Scoring Top of Funnel Leads 52

Sales Evangelist

JULY 23, 2020

What To Do When a Customer Says “Not Yet” To Closing We’ve all gotten a “not yet” from a prospect and it can be frustrating having that delay in closing. In this episode we’ll look at how to move from “not yet” to yes. Jeff Shore is a salesperson at heart and has been in the industry for a number of years. He started his sales career in real estate but for the last 20 years, he’s been at Shore Consulting.

Closing 52

Closing Customer Follow-up Face-to-face 52

Product Management University

JULY 23, 2020

Agile is a software development methodology. It’s not a way to do product management. It’s not how you do product marketing or sales. It’s not a way to do strategic planning or run your business. Agile development is a methodology for building software, and it’s a good one! But that’s it! Period, end of story. Smaller teams cranking out measurable units of software every 2-4 weeks and iterating toward usable features has done wonders for software development.

SME 52

SME Software Software Consumer 52