The Center for Sales Strategy

JANUARY 9, 2020

If you have—or have ever had—a veteran salesperson on your staff, you know they bristle at training. The mere suggestion of it can set them off—and for good reasoning! Most of us were once salespeople, and we were good at it. And we too would sound off on why training wasn’t for us, why we wanted simply to be left alone to perform. Here's a list of reasons why sales veterans hate sales training, can you add to the list?

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No More Cold Calling

JANUARY 9, 2020

Poor leadership will cost you $3.5 million per sales manager. “ Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!”. I wrote that 15 years ago in my first book, NO MORE COLD CALLING: The Breakthrough System That Will Leave Your Competition in the Dust. But I don’t think any sales manager listened, because more than half of reps are still missing quota.

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Understanding the Sales Force

JANUARY 9, 2020

You hired a great salesperson that didn't work out. You hired a so-so salesperson that did work out. You hired another great one that kicked ass, and another one that was so-so. That's the story of hiring salespeople. It's mostly hit or miss with an emphasis on miss. In this article I'm going to share an actual example that illustrates why this happens so frequently.

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SBI Growth

JANUARY 9, 2020

The year is 2007. The real estate market is flush. Stocks are booming. Getting a loan has never been easier. Companies are investing in themselves, growing their businesses, and increasing shareholder value. Now fast forward to 2008. The real estate bubble.

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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 9, 2020

With the proliferation of social media, social employee advocacy as a form of strategic marketing is imperative in today’s digital landscape. Furthermore, the benefits of employee advocacy are two-fold—it benefit your employees, and your bottom line. What more could you ask for? While there are some definitive advocacy program no-nos, an authentic and successful employee […].

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Sales and Marketing Management

JANUARY 9, 2020

Author: Tim Riesterer Getting meetings with senior executives has never been more important, but it’s also harder than ever. Conventional wisdom says if you want to talk to an executive, you need to win their attention with case studies, ROI and other quantified strategic results. But does this conventional wisdom?—which is at least 25 years old?—?still hold up?

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Predictable Revenue

JANUARY 9, 2020

An effective outbound machine – from your outreach, to your meetings, follow ups, even compensation plans – is a holistic process. Too often we think of outbound sales as a collection of piecemeal artifacts, typically with email templates occupying the most important position. Where are we without effective emails, right? The post Dissecting outbound sales with Aaron Ross and Jeremy Donovan on The “Hey Salespeople” podcast appeared first on Predictable Revenue.

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Vengreso

JANUARY 9, 2020

?. Subscribe to The Modern Selling Podcast on the App of Your Choice! Have you ever heard the term “Fanocracy?” Probably not, unless you’ve already picked up a copy of the new book by my guest, David Meerman Scott. David is a master marketer, keynote speaker, and a keen observer of the way we operate as human beings. His latest book, “Fanocracy,” co-authored with his daughter Reiko Scott, is a dissection of how true fans of any group or organization develop their “fandom” and how we as business

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Sales Evangelist

JANUARY 9, 2020

The Next Wave: Customer-Facing Solutions With the new year, we are all looking towards the next wave in customer-facing solutions available for us. This is important as it helps improve our business and sales strategies. Nicolas Venderberghe is a CEO and entrepreneur. Nicolas is originally from France but has now lived in the U.S. for a good part of his career.

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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

Pipeliner

JANUARY 9, 2020

The world is full of bright, wise entrepreneurs, with many unique and innovative ideas. However, many of these innovative ideas never come to fruition, because these entrepreneurs don’t have the experience to execute their ideas. They don’t know what to watch out for, what the risks are, or the potential blind spots, and as a result, they fail to launch on the innovation.

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Close.io

JANUARY 9, 2020

You finally found the perfect candidate (or so it seemed). They flew through the interview process, had perfect answers for every question, and charmed their way into the sales position at your business. Then everything changed. They weren’t consistent in their sales performance, and they were suddenly very difficult to work with. What happened? Unless they’ve been replaced with a stunt double, the flaw may be in your hiring process.

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Predictable Revenue

JANUARY 9, 2020

At the core of that clarity, and James’ growth, is the ability to achieve a consistent state of presence in every aspect of the job – that means in every call, every demo, and every CRM update. The post How to cultivate presence and show up on every sales call with Zentap’s Kyle James appeared first on Predictable Revenue.

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KO Advantage Group

JANUARY 9, 2020

I LOVE quotes! They say complex ideas in simple ways. Often memorable, and poetic. What quote do you turn to for inspiration to make more sales? Here is a list of 5 quotes I ABSOLUTELY love. But this by no means is a complete list of the ones I use as quotes throughout KO Sales U or when I am speaking on stage. Some are classic, like Zig Ziglar's and Stephen Covey.

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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

Sales Hacker

JANUARY 9, 2020

Objections are a part of life in sales, but they can be especially difficult to deal with in B2B sales. Unlike B2C, you’re not always speaking directly with a decision maker, and you have the added difficulty of needing to align your offering with the long-term goals, strategies, and budgets of your prospects. . The best thing you can do is handle objections early and often in your sales cycle.

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Partners in Excellence

JANUARY 9, 2020

Periodically, we do deep research on what drives winning. A couple of years ago, I revealed some of the research in, “In Examining 27,357 Wins, 95% Of Sales People Did This One Thing.” Those conclusions are still valid. But we’ve learned some new thing. One of the most remarkable observations is that wearing a Blue Suit drives win rates that are about 2+ times higher than any other color suit.

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Cincom Smart Selling

JANUARY 9, 2020

Sales organizations strive to increase the velocity, volume and frequency of sales, and in many cases, this effort concentrates on … Continue reading "Understanding the Buying Experience Improves the Sales Process". The post Understanding the Buying Experience Improves the Sales Process appeared first on Cincom Blog.

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Engage Selling

JANUARY 9, 2020

Especially in 2020, you need to diversify your prospecting to ensure long-lasting success. The world continues to change at a rapid pace.

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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

Corporate Visions

JANUARY 9, 2020

The post Why Your Sales Kickoff Needs a Shake-Up by Tim Riesterer appeared first on Corporate Visions. The goal of every great sales kickoff event is to get your team fired up, energized, and ready to win. Yet, year after year, most sales kickoffs get dragged down by too many informational, product-based breakouts. And all these product presentations often come at the expense of more customer-centric activities—including practice and coaching—that actually drive more energy, better performance,

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Xactly

JANUARY 9, 2020

Access to data gives sales leaders key insights for strategic planning. Learn how to improve your sales data analysis and increase overall sales performance.

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Miller Heiman Group

JANUARY 9, 2020

This guest blog post features one of our inaugural Miller Heiman Group Icons, Nicholas Gregory. In this post, he recommends ways that sales enablement leaders can implement sales transformation strategies. As a global sales enablement professional and leader, one of the chief lessons I try to teach is moving sales enablement from the perception it’s purely a training function or just a new word for training.

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Nimble - Sales

JANUARY 9, 2020

The primary goal of every small and midsize business is to increase sales. Everything starts and ends there. If the goal is to increase sales, a business needs to deliver excellent customer experiences and provide quality solutions rather than just focusing on quantity. However, even though these two are essential, there is another thing that’s […].

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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

Sue Barrett

JANUARY 9, 2020

The 9th January, 2020 marks 25 years in business for Barrett. 25 years of helping people and businesses sell better. 25 years of exploration, research, experimentation, creation, building, encouragement and promotion of, and learning and education in ethical human centred sales systems, strategies, processes and practices. 25 years of a self-funded research project focused on […].

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Pipeliner

JANUARY 9, 2020

Rob Jolles is a sought-after speaker and best-selling author. He teaches, entertains, and inspires the audience worldwide. Rob draws on more than thirty years of experience to teach people how to change minds. His programs on influence and persuasion are in global demand, reaching organizations in North America, Europe, Africa, and the Far East. Today, Rob’s keynotes and workshops attract many diverse audiences, from Global 100 companies to growing entrepreneurial enterprises.

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Xvoyant

JANUARY 9, 2020

by Rob Jeppsen. 10 min read. The Oxford English Dictionary defines “relevance” as “the state of being closely connected or appropriate to the matter at hand.”. The catalyst for compound growth isn’t more tools, training or people. World-class coaching enables leaders to be relevant to salespeople, helping them change activities, develop new skills, and improve performance.

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Pipeliner

JANUARY 9, 2020

Podcast interview with Krista Moore co-authored “Roadmap to Success” in 2007, with Stephen Covey and Ken Blanchard and is a regular contributor to Independent Dealer Magazine. Her articles have also been featured in OnPoint, Office Products International, NOPA, and Dealer Network magazine. Following her passion for developing sales leadership in organizations, she has helped hundreds of companies and individuals breakthrough to whole new levels of amazing success through her programs, consulting

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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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Tenbound

JANUARY 9, 2020

David Cancel, CEO of Drift, is on a mission: to help a million people achieve their potential. I was lucky enough to get a chance to speak with him on the Sales Development podcast, where we spoke about how people’s low expectations fueled his success, staying humble, and the key to a successful business like Drift. Here are some of the highlights. When David was growing up, he had no idea what.

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Carew International

JANUARY 9, 2020

Another year is in the books! In the world of professional sales and among Carew blog readers, customer relationships, communication skills and negotiations insights were among the hot topics that defined 2019. Click on the links below to read our most popular sales and leadership blogs of 2019: LAER Bonding Process Essential for Effective Selling. 3 Barriers to Successful Negotiations. 6 Tips for Asking Exploratory Questions.

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InsideSales.com

JANUARY 9, 2020

SILICON SLOPES, Utah , Jan. 8, 2020 / PRNewswire / — XANT, the revenue acceleration cloud platform, today announced that it will present at the 22nd Annual Needham Growth Conference in New York City. The presentation on January 14 , delivered by XANT CEO Chris Harrington , will cover the digital transformation of sales and how organizations can best leverage data and technology to drive effective engagement with buyers.

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