The Center for Sales Strategy
JULY 16, 2018
As VP/Sr. Consultant at The Center for Sales Strategy, I’ve worked with many customers over the past fourteen years. I would be a wealthier man if I had a dollar for every time I heard this line from sellers: “All the good accounts are taken.”.
Babette Ten Haken
JULY 16, 2018
The transformation of loyal customers into former customers is a real conundrum. Especially in the age of big data meets customer satisfaction. After all, if you continuously keep your fingers on the pulse of your customers, all that data should tell you who is vulnerable. And who is not. Theoretically, that strategy makes sense. And you are very smart folks, so I am not going to write a novel here for you.
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Pipeliner
JULY 16, 2018
One of the biggest issues in any sales organization is the lack of congruency between what the overall sales strategy says and what salespeople do every day. Indeed the same issue is similarly at play between the sales plan and the plan for the entire organization. The strategy says one thing and not only do people do something else, they do slightly different things that are out of sync with the strategy.
SBI Growth
JULY 16, 2018
Joining us on hbspt.cta.load(23541, '39dd4f48-b0ca-486a-9fa5-4e1fb27489aa', {}); is Steve Grimshaw, the Chief Executive Officer for Caliber Collision. In today’s show, Steve demonstrates how a chief executive orchestrates the right level of inorganic growth to maximize the valuation of their.
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.
Jeffrey Gitomer
JULY 16, 2018
After the show is over, how do I follow–up? Fast. There are companies who fax quotes, confirmations and copies of orders directly from their exhibit booth to the office of the prospect or customer. That's real fast.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
Anthony Cole Training
JULY 16, 2018
You may recall hearing in one of our videos or reading in one of our blogs the importance of identifying your zebra to build your business. In the unlikely event you did not, the purpose of identifying your zebra is to bring focus and clarity to your prospecting efforts so you don’t end up chasing or pursuing opportunities that aren’t the best use of your most asset. your time.
MTD Sales Training
JULY 16, 2018
Managing Performance for many sales managers is the holy grail – how exactly do you get a disparate group of team members working effectively together to achieve common goals and still keep them motivated? One area we are always trying to improve is the way people perform on the job, and it is vital that we understand the elements that make up an individual’s performance so we can influence them and, ideally, set some parameters for them to work around.
Close.io
JULY 16, 2018
Salespeople are an ambitious group. We want to close more deals. Blast through quotas. Beat the competition. But it’s not just sales ambitions that we set our sights on. We’re also ambitious about moving up in our careers. Unfortunately, in our rush to become great salespeople, most people ignore a critical skill that every startup CEO is looking for: Being a great manager.
Selling Power
JULY 16, 2018
I often write about the sales core competencies in which the best salespeople excel. Now let’s look at the sales core competencies in which the weakest salespeople are the worst.
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Close.io
JULY 16, 2018
There’s a cold, hard truth about cold calling few sales reps want to admit: It doesn’t actually matter what you say. Sure, you can practice your script until your lips go numb. But those first few words out of your mouth are way less important than how you sound. What am I talking about? Take a second and think back to the last time you picked up a call from someone you didn’t know.
Nutshell
JULY 16, 2018
By now, most of us know what “CRM” stands for. We understand that customer relationship management software helps sales organizations keep track of their clients and manage leads through their sales pipeline , which makes selling easier and more effective. While technology continues to make this process easier , there’s no way to fully automate the human touch that’s so necessary to effective sales.
Janek Performance Group
JULY 16, 2018
I learned early on in my sales career the importance of an effective voicemail after leaving countless messages that didn’t receive a callback. The voicemail is your opportunity to touch base on a more personal level with a client. While the quantity of replies might be lower, the quality of responses will be higher (If you’re noticing a recurring theme of lower quantity, but higher quality in our posts, that’s not an accident – it’s a consistent phrase across many aspects of today’s sales world
Nutshell
JULY 16, 2018
By now, most of us know what “CRM” stands for. We understand that customer relationship management software helps sales organizations keep track of their clients and manage leads through their sales pipeline , which makes selling easier and more effective. While technology continues to make this process easier , there’s no way to fully automate the human touch that’s so necessary to effective sales.
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Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.
Predictable Revenue
JULY 16, 2018
This is a guest post by Mike Fiascone, Sr. Director, Sales Productivity at DocuSign. The post A few easy ways to create a mindful approach to your relationships, your sales, and your life appeared first on Predictable Revenue.
BrainShark
JULY 16, 2018
Most standout sellers did not find success overnight, nor did they do so alone. Many realized their full potential with the help of a mentor.
Accent Technologies
JULY 16, 2018
An acquisition doesn’t have to be a disaster. In fact, it could be an excellent thing for everyone involved! But it’s not worth the risk to silently sit back and watch. Take an active role on behalf of your company and ensure this shift is in your best interests. In a previous article , we went over 58 questions you should ask potential vendors when purchasing a sales enablement solution.
Sales Readiness Group
JULY 16, 2018
We all have heard the old sales adage: “People buy from people they like.” And a significant body of behavioral science research supports this statement. According to famed psychologist Dr. Robert Cialdini , liking is one of the six principles of influence outlined in his seminal book, “ Influence: The Psychology of Persuasion.”. When you have a strong relationship with a buyer, you tend to have more influence with that buyer.
Speaker: Jay Black, Senior Account Executive
Let's set the record straight: in-store retail isn't dead - it's evolving! Faced with the digital age and the demands of omnichannel shopping, some retailers are thriving while others are struggling to adapt. Join Jay Black in this exclusive session as he explores the strategies that set successful stores apart, including: Crafting unique and unforgettable in-store experiences 🛍️ Mastering the art of retail demands 🛒 Navigating inventory challenges in today's climate 📦 an
Close
JULY 16, 2018
Salespeople are an ambitious group. We want to close more deals. Blast through quotas. Beat the competition. But it’s not just sales ambitions that we set our sights on. We’re also ambitious about moving up in our careers.
SalesLoft
JULY 16, 2018
“ A traveler without observation is a bird without wings.” – Moslih Eddin Saadi. Travel is meant to inspire. It’s a way to expand our knowledge, meet new people, and gather insights and wisdom that you can’t learn from a textbook. That’s why Salesloft hit the road with Modern Sales Pros (MSP), so we could learn from the very best in sales! Over the last few months, Salesloft partnered with MSP, an invite-only group for sales management and operations professionals, to embark on an eight-ci
Mindtickle
JULY 16, 2018
Now more than ever, salespeople are working twice as hard to achieve the same or even diminished results despite access to innovative sales tools, mobile accessibility, and social media capabilities, among other technological advances. And while it might seem that you can’t teach an old dog new tricks when it comes to your sales team management, it’s actually the perfect time to make a change to a tried and true system.
Xactly
JULY 16, 2018
The ability to find and capitalize on a sales trend can differentiate your company within your industry. It can also increase sales in a creative way. While it’s not always easy to spot trends before they happen, it’s always important to find that edge. Sales trends can help to grow your business with a bit of an edge. Here are the steps you should take to capitalize on sales trends and beat your competition.
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Your next big B2B marketing idea starts here. Get inspired with these five successful B2B marketing campaigns. Ready to generate more leads, interest, and revenue with your B2B marketing? In this comprehensive eBook, you’ll get: In-depth studies of five successful B2B marketing campaigns spanning a wide range of industries Key takeaways and lessons from each story to implement in your own strategy Resources to help your own B2B marketing thrive By submitting this form, you agree to have your con
Miller Heiman Group
JULY 16, 2018
The simple truth is that CRM technology was never designed to help sales representatives sell more. In fact, most sellers view CRM as an administrative burden, not a resource to help them close deals. To meet the challenges of today’s marketplace, your sales team needs more than CRM. You need analytics-powered technology that reinforces your organization’s sales methodology and shows sellers the specific actions required to win more opportunities and close deals faster.
Nutshell
JULY 16, 2018
By now, most of us know what “CRM” stands for. We understand that customer relationship management software helps sales organizations keep track of their clients and manage leads through their sales pipeline , which makes selling easier and more effective. While technology continues to make this process easier , there’s no way to fully automate the human touch that’s so necessary to effective sales.
Miller Heiman Group
JULY 16, 2018
The simple truth is that CRM technology was never designed to help sales representatives sell more. In fact, most sellers view CRM as an administrative burden, not a resource to help them close deals. To meet the challenges of today’s marketplace, your sales team needs more than CRM. You need analytics-powered technology that reinforces your organization’s sales methodology and shows sellers the specific actions required to win more opportunities and close deals faster.
LevelEleven
JULY 16, 2018
Picture this: you’re in a sales meeting with your team, and everything is going smoothly. Then, suddenly your boss throws out an acronym that everyone seems to understand; everyone that is, except for you. Believe it or not, this happens more than you would think. In the world of sales, there are many terms and acronyms that are unfamiliar to new employees, as well as seasoned salespeople.
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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
Sales Hacker
JULY 16, 2018
I asked Gaetano to join me in a discussion about permission based marketing and growth hacking – and where the boundaries lie with user consent. Here’s a lightly edited version of our conversation. [link]. Gaetano DiNardi pissed off a bunch of marketers recently. We run in the same circles on LinkedIn, and I’d been watching his content for a while when I saw him post something that stopped me in my tracks.
Paul Cherry's Top Sales Techniques
JULY 16, 2018
The following article is an excerpt from my latest book, The Ultimate Sales Pro, which is published by HarperCollins Leadership to be released in August 2018. Do what ultimate sales pros do Good salespeople don’t just think about how they’re going to get a buyer to sign on the bottom line. They know that long-term success comes from investing in mutually beneficial relationships with buyers throughout their career.
Mindtickle
JULY 16, 2018
Learn about the key takeaways for improving sales performance and re-strategizing the way your sales team tackles its goals. Now more than ever, salespeople are working twice as hard to achieve the same or even diminished results despite access to innovative sales tools, mobile accessibility, and social media capabilities, among other technological advances.
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