The Center for Sales Strategy

JANUARY 25, 2022

If you’re in sales, there’s a good chance that you will soon close another deal. But why? Why do clients buy what you have to sell, and then, why don’t they buy? First, you need to follow a logical process; ours is the Sales Accelerator , but today we’re going to look to Ancient Greece and what Aristotle believed were four main causes of how things come to be.

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The Pipeline

JANUARY 25, 2022

By Tibor Shanto. In a world of monthly subscriptions and the battle for new clients/revenue, the victim is often margin. To be frank, it is no different in a purchase cycle , bringing on clients without margin is, well, costly. So, I think it is important to plan how you upgrade your current account base, and potential targets. Sometimes the best hunting is in your own pond, growing your margin requires replacing, and upgrading current accounts.

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Margin Commission Territories Negotiation 188

Anthony Cole Training

JANUARY 25, 2022

One of the biggest challenges in sales is outplaying your competition, especially if that competition currently has the business.

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Competition Sales 227

Sales and Marketing Management

JANUARY 25, 2022

Marketing agencies must seize every opportunity to scale advertising performance and maximize their value to clients in 2022 and beyond. These three truths are important to keep in mind. The post How the Media Landscape Is Changing as the New Normal Approaches appeared first on Sales & Marketing Management.

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Media Scale Advertising Advertising 136

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

JANUARY 25, 2022

For most large organizations, the real value of a cloud data warehouse isn’t simply in storing vast amounts of business data, but in how efficiently you can turn disparate data sets into timely, actionable, and accurate insights. In a world where speed matters, bulky data processing tasks that can take weeks or months to complete, slow down the entire process and lead to missed opportunities.

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Google Data Lead Rank Lead Scoring 130

Allego

JANUARY 25, 2022

Welcome to The Adapter’s Advantage : Breakthrough Moments that Lead to Success. In episode 38, commercial leader Terry Coutsolioutsos shares how digital transformation helped solve the biggest challenges facing Siemens’ customers, created better experiences for sellers, and fostered a more diverse and inclusive culture. Listen and Subscribe Now: Apple Podcasts | Google Podcasts | Spotify | TuneIn.

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Lead Rank Lead Scoring Buyer Google 118

Gong.io

JANUARY 25, 2022

Dinosaurs: Dead. Pagers: Dead. Charlie from Lost : Dead. But you know what is NOT dead? COLD CALLING. . I know. I know. I know. I know what you are thinking. Cold calling never works. That’s a true statement IF you don’t listen to what the data tells you about cold calling. Speaking of data, Gong is a data-first company. So how do we get all of this data?

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Cold Calling Meeting How To Call-back 118

Janek Performance Group

JANUARY 25, 2022

These days, top salespeople know to speak the language of their clients. If your client is a straight- shooting, direct communicator (think New York stereotype), you can be equally direct with them. If your client is reserved (think Midwest farmer’s daughter), direct communication can be intimidating. While it can be tough enough speaking with one buyer and understanding their style, today’s challenges and uncertainty make buyers extra cautious.

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Decision Maker How To Face-to-face Groups 114

John Barrows

JANUARY 25, 2022

The post WEBINAR: Morgan J. Ingram & John Barrows host “Family Feud: Prospecting Edition: [Registration Available Soon!] appeared first on JB Sales.

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Webinar Metrics Prospecting Sales 100

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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

KLA Group

JANUARY 25, 2022

Admit it. You’ve Googled yourself. Googling your own name for personal reasons is (typically) innocuous. But as any SEO consultant will tell you, the results you see when you Google your business’ search terms is not a true representation of what is going on in the market. It takes creative intelligence on your part to […].

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Google ROI How To Marketing 98

Pipeliner

JANUARY 25, 2022

Branding is a vital part of a customer’s overall experience. It leads them to your businesses, gives them a great point of reference, and convinces them to come back even when competitors come knocking with great offers. When you’re working in sales, changes that are made to your company’s brand can be frustrating. It’s simply easier to put your head in the sand and stick to the same sales pitch that has always worked.

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Survey Campaigns Call-back Sales 93

Smooth Sale

JANUARY 25, 2022

Attract The Right Job Or Clientele: Note: Christopher Lao provides today’s guest Blog story, ‘How COVID19 is Changing Food Business Finance.’ You may think, ‘what does this have to do with my work?’ but below, you will see that many industries are affected. One way or other, challenges for changing food business finance are similar to ones many others face in recent times.

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Hiring Lead Rank Face-to-face Conference 78

Force Management

JANUARY 25, 2022

Scaling the success that comes with product-led growth (PLG) brings both opportunities and challenges. If your company is aiming to drive ongoing outcomes, while reducing inefficiencies across customer-facing organizations (Product, Customer Success, etc.) you may find value in what Segment prioritized, as a company, to take their organization to the next level.

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Scale Face-to-face Segment Strategy 78

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

Sandler Training

JANUARY 25, 2022

Mike Montague interviews Kaysi Curtin, Sandler trainer from Fresno, CA, on How to Succeed at Virtual Selling. . The post How to Succeed at Virtual Selling [PODCAST] appeared first on Sandler Training.

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How To Training Sales Process Strategy 79

Selling Energy

JANUARY 25, 2022

Many people are intimidated by cold calling, preferring to avoid it at whatever cost. Some will go as far as to claim that it destroys your status as an equal. I would argue that cold calling certainly isn’t dead and that it doesn’t need to be so overwhelming.

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Cold Calling Sales 79

Partners in Excellence

JANUARY 25, 2022

I was doing a Q&A after a keynote at a SKO. It was a very sharp group of sales people committed to improvement. A question came up, “Dave you talk about how we differentiate ourselves through creating value with the customer, helping them make sense of what they are trying to achieve, helping them have great confidence in their decision. But a large part of our business is RFP’s.

Government 76

Government Buying Cycle Construction Up-Sell 76

Emissary

JANUARY 25, 2022

MIKE CONNLY – FORMER CHIEF INFORMATION OFFICER AT OPTUM. After joining UnitedHealth Group in early 2004, Mike was named Chief Information Officer of UnitedHealth Technologies (UHT). In July 2008, Mike assumed the role of Chief Technology Officer, UnitedHealth Group IT. Over. several years in this role, he held responsibilities for enterprise infrastructure, enterprise architecture, software engineering methods, quality, information security, UnitedHealth Group’s India and Philippines opera

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Networking Meeting Enterprise Enterprise 52

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Data

The Spiff Blog

JANUARY 25, 2022

It’s not me. It’s you. . Every CRO finds themselves thinking this about their original revenue engine at some point— usually after a period of growth. It makes sense— in the early days, your team had to be lean. But as your customers, head count, and company scaled, so too did the mishmash of tools and spreadsheets, disorganized documents, and scrambled data.

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Hiring Scale Top of Funnel Funnel 52

Sandler Training

JANUARY 25, 2022

Mike Montague interviews Kaysi Curtin, Sandler trainer from Fresno, CA, on How to Succeed at Virtual Selling. . The post How to Succeed at Virtual Selling [PODCAST] appeared first on Sandler Training.

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How To Training Sales Process Strategy 52

Appbuddy

JANUARY 25, 2022

The most dreaded block listings digital marketers face are from Spamhaus. Even the most sophisticated senders can find themselves on Spamhaus’ block lists. To avoid major damage to your email program, it’s important to understand how to prevent a listing and how to react if you’re listed by Spamhaus. . What is Spamhaus? . Spamhaus is an international authority on IP and domain reputation, founded in London in 1998.

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Everest How To Policies Campaigns 52

ClozeLoop

JANUARY 25, 2022

ClozeLoop's B2B Sales blog keeps you up to date with the latest in sales management, sales techniques, and sales enablement. View our amazing post "How Protecting Your IP Can Help You Build and Scale Your Business." by Hilmon Sorey.

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Scale Sales Enablement B2B Sales Management 52

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

Highspot

JANUARY 25, 2022

As a child, I would stand outside of the Chicago town hall and listen to leaders address policies about everything from fair housing discrimination to women’s rights. I remember thinking, even at that young age, how beautiful it was to see a group of people fighting for justice. It signaled to me that there always has to be someone who is willing to stand up for what is right.

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Pivotal Policies Retention Intent 52

Pipeliner

JANUARY 25, 2022

On the face of it, everybody believes that self-awareness is very important, but very few people are actually self-aware. In this Expert Insight Interview, we welcome Randy Crabtree, co-founder, and partner at Tri-Merit Specialty Tax Professionals. Visit us on Apple Podcast You can also find SalesPOP! on all major podcast stations. The post 🎧 Surround Yourself With People Who Have Skills & Passions You Do Not appeared first on SalesPOP!

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Selling Essentials RapidLearning Center

JANUARY 25, 2022

Diversity, Equity and Inclusion (DEI) is on just about everybody’s training menu these days. And one of key aspect of inculcating DEI values is showing members of your organization’s dominant culture how to be allies for employees who fall outside that culture. There’s at least one big obstacle to “allyship” training, though.

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Training Face-to-face Groups Study 52

One of a Kind Sales

JANUARY 25, 2022

The post Rule #4: A Decision NOT to Make a Decision IS a Decision appeared first on One of a Kind Sales.

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Sales 63

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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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SugarCRM

JANUARY 25, 2022

B2B marketing has never been more complicated, confusing, and overwhelming—because in the B2B marketing and sales world, there is always something new, and there is always something following it. With the market changing so fast, businesses need to constantly adapt or risk being left behind. Whenever you chase the next new thing to add to your marketing strategy, your plans get more complicated as you need to spread budgets, resources, and time.

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Loyalty Top of Funnel Webinar Metrics Lead Rank 48

Partners in Excellence

JANUARY 25, 2022

Numbers are important in sales. Our goals are based on the numbers. KPI’s are based on the numbers. We claim to be numbers driven. And, too often, we miss the numbers. We don’t hit our revenue goals, we don’t have enough pipeline, we aren’t getting the results from our prospecting. There’s the easy, universal answer to these challenges.

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Ideal Customer Profile Buying Cycle Pipeline Call-back 68