The Center for Sales Strategy

NOVEMBER 4, 2021

For most sales reps, the benefits of employing automation tools are manifest. Who wouldn’t want to hand over humdrum tasks to digital systems so they could spend more time on activities that are fulfilling. Studies have shown sales professionals typically spend only 11% of their time actively selling , which is doubtless something many workers in the profession would like to change.

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Prospecting Sales Automation Study Software 86

Anthony Cole Training

NOVEMBER 4, 2021

Committed leaders invest in themselves by taking part in sales management training to become better managers and coaches so they can help their people see greater success.

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Sales Management Training Coaching Sales 208

Allego

NOVEMBER 4, 2021

On average, sales reps don’t know the answer to 40% of product questions asked by customers. That’s just one of the many surprising findings from new Allego research on the current state of sales enablement for companies nationwide. The report, Who Owns Sales Enablement? , provides insights into this emerging function and the training and revenue challenges companies face without it.

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Research Buyer Hiring Sales Enablement 143

Predictable Revenue

NOVEMBER 4, 2021

Sangram Vajre, bestselling author and co-founder of Terminus, highlights the telltale signs that your GTM process is broken and how to fix it. The post How To Figure Out If Your GTM Process Is Broken appeared first on Predictable Revenue.

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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

Zoominfo

NOVEMBER 4, 2021

Sales professionals work hundreds and hundreds of deals every year. They handle everything from awkward cold calls to years-long negotiations. The job can be trying and repetitive — but when deals succeed, very rewarding. The biggest stars in pro sports have career-defining plays. Your favorite musician might have that one unforgettable song that made their career.

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Hiring Sports Cold Calling Negotiation 100

Guru

NOVEMBER 4, 2021

What is it like to step into the role of a knowledge manager at a company? We spoke with Martin Theobald, a Knowledge Manager at Crisp, to find out.

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Company 91

Sandler Training

NOVEMBER 4, 2021

Mike Montague interviews John Rosso, award-winning Sandler trainer and author of the best-seller, Prospect The Sandler Way and the new book with Mark McGraw called 21st-Century Prospecting. . The post How to Succeed at 21st-Century Prospecting [PODCAST] appeared first on Sandler Training.

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Prospecting How To Training Sales 86

Selling Energy

NOVEMBER 4, 2021

In my experience, corporations don't like to quantify or hand over their internal data. First of all, they might not have been doing a thorough job. Second, it’s unlikely they’re going to want to share the data with you until you’ve developed great rapport.

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Data Sales 70

Sales Hacker

NOVEMBER 4, 2021

In this webinar, we’ve brought together passionate sales and revenue leaders to introduce a new model and way of thinking about Sales Development. The post Stop Poaching SDRs: How To Hire, Train, & Retain Top Talent appeared first on Sales Hacker.

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Hiring Training How To Webinar Metrics 73

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

Repsly

NOVEMBER 4, 2021

Has the last 18 months had your team feeling like your current visibility and control over your company’s retail execution is limited? Inflexible? Have any Sales or Marketing business leaders wanted to pivot their strategies and teams but felt limited to what their tools allowed today? If so, you are certainly not alone.

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Industry Retail Pivotal Tools 62

Sandler Training

NOVEMBER 4, 2021

Many salespeople focus on behavior that is comfortable … and shun behavior that creates discomfort, even though it may drive higher performance. The post Sandler Coaching Insight: Comfort Kills Performance! appeared first on Sandler Training.

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Coaching Training Sales Coaching Sales 56

Sales Hacker

NOVEMBER 4, 2021

Modern prospecting almost requires AEs to get involved earlier instead of waiting for meetings to come in, but how do we make it easier for AEs to cold outbound and build relationships? The post How to Empower AEs to Improve Their Own Cold Outbound appeared first on Sales Hacker.

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Outbound How To Meeting Prospecting 59

Sandler Training

NOVEMBER 4, 2021

Within the professional buyer/seller environment, preferences and practices have altered dramatically since the spring of 2020. The post Sandler Research Center Report: What Buyers Want Now appeared first on Sandler Training.

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Research Report Buyer Training 56

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Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.

SalesForce

Close

NOVEMBER 4, 2021

Email verification is vital to your outbound sales strategy. Without taking a few minutes to optimize your data, you may be wasting time, or worse, damaging your sales reputation.

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Anaplan

NOVEMBER 4, 2021

To thrive in 2030, supply chains need to move away from static, linear operations and embrace collaboration, transparency, and agility with ESG strategy and the right technology.

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Strategy 52

Sandler Training

NOVEMBER 4, 2021

Here’s the LinkedIn® Levers tool, a focused, user-friendly checklist that helps you to get the most out of your connections on LinkedIn. Put it to work every day! The post LinkedIn® Levers: Your Ten-Minute Battle Plan appeared first on Sandler Training.

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LinkedIn Tools Training Social Media 58

Emissary

NOVEMBER 4, 2021

In a recent Emissary survey of executive-level tech buyers, 85% of recent, major tech purchases included a non-technical buyer with major influence over the final decision. This trend results in additional pressure on sales and marketing organizations to speak the business language of their prospects and customers, not just demonstrate technical expertise.

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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

Customer Centric Selling

NOVEMBER 4, 2021

Welcome to the CustomerCentric Selling podcast! In today’s episode, Frank and Tim urge you to remember the concept of Quid Pro Quo in your B2B sales process, or, in other words, don’t give without getting! . Salespeople so often feel they are at the mercy of their prospects but this, unfortunately, sets false expectations for later negotiations. For example, your prospect might expect discounts or better terms in later stages.

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Discount Negotiation Course Resources 52

MEDDIC

NOVEMBER 4, 2021

MEDDPICC ® Online and In-Person Courses Are Accessible To All. Los Angeles, CA – November 3 rd 2021. MEDDIC Academy, a Leading Global Sales Training Provider, today announced the registration of MEDDPICC as a trademark. This milestone represents a recognition of MEDDIC Academy™’s leadership as a top sales training provider while establishing a reference for potential clients to the only reliable source of training on one of the most renowned sales methodologies for enterprise sales.

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Oracle Scale Enterprise Enterprise 52

Funnel Clarity

NOVEMBER 4, 2021

It’s widely accepted that goal-setting is the best way to become more organized, motivated, and successful. This is especially true for sales teams, for whom performance is often evaluated through a range of metrics and assessments. The exact goals you set for your team will depend on a variety of factors, such as team size, industry, length of sales cycle, and more.

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Top of Funnel Sales Goal Funnel Strategy 52

MEDDIC

NOVEMBER 4, 2021

MEDDIC and Feynman ? Wow, what a combination! Who was Richard Feynman? Have you ever heard of The Feynman Technique for learning? It’s a technique to learn anything more efficiently and faster. It’s called after Professor Richard Feynman who was a Nobel Prize-winning physicist, inventor of the Feynman diagrams and the theory of positrons , popularizer of physics through books and lectures, and an all-around genius.

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Enterprise Enterprise Call-back Course 52

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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

Highspot

NOVEMBER 4, 2021

Every manager’s success is highly dependent on the success of their team, and there’s practically nowhere this is more true than in the sales organization. Ensuring their team has the skills, knowledge, and preparation to execute successfully means that team can deliver – now, and in quarters to come. However, most managers lack, or can’t easily compile, the data they need to truly assess how the reps on their teams are doing – sure, they can look at their reps’ forecasts

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Scale Sales Management Comparison Coaching 52

Appbuddy

NOVEMBER 4, 2021

It’s time to celebrate! After 20 years of automating over 80 million data quality jobs, DemandTools has helped thousands of CRM admins and RevOps teams get report-ready CRM data. Along the way, we’ve learned a lot about how better data helps you market, sell, and support more effectively. Recently, I was joined by data experts Chris Hyde, Olivia Hinkle, Ken Neudorf, and many others to celebrate a double decade of DemandTools.

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Pipeliner

NOVEMBER 4, 2021

No matter how many foosball tables you offer your employees, they won’t be happy unless they feel valued as humans. In this Expert Insight Interview, we welcome Janice Litvin, the author of the Banish Burnout Toolkit. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 The Importance of Making your Employees Feel Valued appeared first on SalesPOP!

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Sandler Training

NOVEMBER 4, 2021

Eight simple questions about your personal approach to prospecting. The post QUIZ: What Is Your Prospecting Style? appeared first on Sandler Training.

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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

Pipeliner

NOVEMBER 4, 2021

In this Expert Insight Interview, Will Haire discusses penetrating and growing your eCommerce business on Amazon. Will Haire is the CEO and founder of BellaVix, which helps companies increase their online footprint to boost their sales through domestic and international marketplaces. This Expert Insight Interview discusses: How Amazon has grown throughout the pandemic.

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Penetration Video Top of Funnel How To 52

Anaplan

NOVEMBER 4, 2021

This first installment in our Future of Business 2030 series sets the stage for the biggest changes supply chains will need to make to keep their competitive edge.

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Strategy Competition 52

SugarCRM

NOVEMBER 4, 2021

Times are changing, and you must keep up. People’s trust in advertising continuously decreases as they ask for innovation, more authenticity, and brand transparency than ever before. You’re not a product “pusher” anymore, but an insight provider as you add value through your marketing strategy by listening to your audience. Your target audience is informed, connected, and busy.

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B2B Strategy Top of Funnel Marketing 51