The Center for Sales Strategy

JANUARY 28, 2021

So much has been said and written about what top sellers do to set themselves apart from the average and low performing salespeople. Let’s look at this from a different angle. What things do they make certain to NEVER do? In order to fully understand what makes a high performing sales person, it’s helpful to recognize behaviors NOT exhibited by this elite group.

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SBI Growth

JANUARY 28, 2021

As the calendar has turned to 2021, top-tier NFL teams are preparing for deep runs in the playoffs. Others are going back to the drawing board, diagnosing what went wrong and how to turn it around next season. These narratives.

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Understanding the Sales Force

JANUARY 28, 2021

I hope this is one of my more entertaining articles, although most of the enjoyment will come from the links within. Each year around this time I start thinking about Baseball because I miss it so much. Baseball Hall of Famer Hank Aaron just passed away becoming the 9th baseball HOFer to pass in the last 12 months. Today there were multiple videos showing wild triple plays in my Twitter feed.

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Zoominfo

JANUARY 28, 2021

As the timeline until “return to normal” drags into 2021, companies will continue to move more functions — including web conferencing, payroll systems, and e-signatures — online. However, it’s Zoom video conferencing that leads the charge when compared to all other technologies in these categories. This post is part of ZoomInfo’s Annual Report series.

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Tools Scale Fashion Report 235

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

Anthony Cole Training

JANUARY 28, 2021

In today's world of selling, it is increasingly more difficult to get the attention of a prospective buyer after only a few outreach attempts. We know that they're busy but let's face it, we're all busy. So, how do you stay consistent (and persistent) in your outreach with a prospect while remaining sensitive to their daily lives and the distractions they face?

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Predictable Revenue

JANUARY 28, 2021

Dirk Van Reenen is here to talk more about the importance of finding the right people and keeping the team motivated. The post How to Build a Top-Performing Inside Sales Team From Scratch appeared first on Predictable Revenue.

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Zoominfo

JANUARY 28, 2021

Is it possible to replicate the infectious energy of the sales floor at the end of a quarter in a virtual world? That was the challenge ZoomInfo faced as 2020 drew to a close in December, which is typically a great month for B2B sales teams. The last day of the year is especially exciting as sales leaders race to the finish line to blow through their annual quotas.

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Sell Integrity

JANUARY 28, 2021

It’s important to understand what it’s really going to cost you when you lose a sales rep — and what steps you can take to minimize your turnover rates. Every sales leader can relate to that pit-in-the-stomach feeling when a star sales rep says they’re moving on. There goes the talent, the institutional knowledge, the continuity of relationships, the momentum.

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Hiring Face-to-face Coaching Salary 114

Nimble - Sales

JANUARY 28, 2021

All successful entrepreneurs are alike, all struggling entrepreneurs have client communication issues. Nimble has over 140 thousand users worldwide, maintains successful investor relations, and keeps getting awards and recognition from the world’s top software review sites, like Capterra, GetApp, and G2Crowd. Based on these humble achievements by our expert team, we are delighted to share […].

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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 28, 2021

Happy New Year; now let’s get to work…working on the right things. Good Key Performance Indicators (KPIs) are useful management metrics, but great KPIs drive elite behaviors. In Radical Value , I observe that every company exists only to deliver more value to customers than it costs to produce. So, do your KPIs reflect value’s importance? I find that few do.

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Lead Rank Lead Scoring Customer Discount 98

InsideSales.com

JANUARY 28, 2021

Cold calling and email spamming, or the famous spray and pray method, is not an effective way to spend your time or to reach your customers. Unfortunately, sales automation has become synonymous with spam, and some organizations might find their emails end up in their customers’ trash folders or even perpetually suppressed and never delivered to inboxes.

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Sales Automation Lead Rank Lead Scoring Policies 98

Carew International

JANUARY 28, 2021

Since Larry King’s passing, there have been many profiles of his legendary work, philosophy, and impact. One of his famous quotes has appeared repeatedly in these tributes (and if you are familiar with Carew’s sales quote of the week, you saw us share his words on Monday): “I remind myself every morning: Nothing I say this day will teach me anything.

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Force Management

JANUARY 28, 2021

If you’ve launched a strategic initiative to improve your sales organization’s success rate this year, ensure your managers are prepared to drive consistent execution and make it stick. Opportunity coaching sessions are an ideal place to reinforce new methodologies and sales behaviors. However, they have to be structured and executed in a way that salespeople see the value in these sessions and managers know how to provide it.

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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 Manager Now

JANUARY 28, 2021

Onboarding Success Part 2 of 2 What should you include in your Sales Onboarding Orientation plan to get off to a fast start? There is a group of people at your company who know. Check out this video for a simple… The post 7 Steps for Creating an Orientation Plan appeared first on Sales Manager Now.

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Selling Power

JANUARY 28, 2021

Outbound selling can be intimidating even to the most senior rep who hasn’t had to make a cold call in a long time. However, with the right skills, processes, and strategy, leaders can help transform their teams into confident outbound sellers.

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Outbound Strategy Cold Calling Sales 92

Allego

JANUARY 28, 2021

“I have mastered the classroom training. I’ve done that for 20 years, and you know what? If I’ve done that I can do the other because I have the ability to learn. That has not gone away.”. As the world made a necessary but unpredictable shift towards a largely virtual workplace, Colleen Stanley, founder and president of SalesLeadership, Inc., found herself asking the very question she poses during leadership conferences and sales training alike, this time to herself: .

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Hiring How To Face-to-face Pivotal 77

Nimble - Sales

JANUARY 28, 2021

CRMs (Customer Relationship Management software) can pack huge ROIs. But in order to do so, small business sales teams have to find the best one to suit their needs and is within their budget. Most CRM pricing plans are structured on a “per user, per month” basis with price breaks for people who opt into […]. The post How Much Does a CRM Cost?

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CRM ROI Small Business Small Business 72

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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

RAIN Group

JANUARY 28, 2021

A seller’s job is to drive change. The best sellers lead sales conversations down the right path by asking strong questions, setting the agenda, sharing ideas, summarizing and communicating the impact of taking action, involving the buyer in creating a solution, and inspiring action.

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Influencer Conversion Buyer Sales 57

Selling Energy

JANUARY 28, 2021

Before you interact with a prospect or customer, ask yourself, “What is my goal right now?” As sales professionals, our end goal is usually to make a sale; however, there are many steps that come before you “seal the deal,” and in order to stay on track, it’s important to consider what you intend to accomplish with each step.

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Close

JANUARY 28, 2021

When the opportunity comes, will you be ready to give a 15-second sales pitch? To do so, you’ll need to be prepared with a clear benefit and unique value prop, and back those statements up with data. Learn more tips and ideas to help you nail the short sales pitch and know when to use it.

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How To Benefit Data Opportunity 52

Bigtincan

JANUARY 28, 2021

Enterprise sales teams need fundamentally different software than their SMB or startup counterparts. They don’t just need a larger CRM license, or more Sharepoint storage, or another email automation software. Instead, they need tools specifically built to manage enterprise scale, complexity, security, and governance. This means software to help work through long sales cycles, complex […].

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Enterprise Enterprise Software Software 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

Prima Resource

JANUARY 28, 2021

Selling products and services in markets that are stagnating or highly influenced by seasonal cycles may lead us to believe that there are no more growth opportunities. However, it is essential to "think outside the box" to allow expansion into new markets that you had not initially considered, especially if those in which you are established are saturated.

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Marketing How To Influencer Opportunity 52

Pipeliner

JANUARY 28, 2021

We all have witnessed a technological evolution in the last 20 years. However, the newer technology focuses on advancing humanity to a higher and more meaningful level. Thus, in today’s Expert Insight Interview, we welcome Christian Kromme to discuss his book Humanification: Go Digital, Stay Human. Visit us on Apple Podcast You can also find SalesPOP!

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Salesmate

JANUARY 28, 2021

Every interaction with a customer or prospect contributes towards establishing your brand. Majority of companies run email campaigns, and to analyze its performance, they opt for tracking of email clicks and opens. So, you get a clear picture of how your emails are being delivered and performing. Now, with Salesmate’s exclusive update, you get to create a custom domain tracking URL for tracking your outgoing emails.

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Campaigns Follow-up Benefit Prospecting 52

Pipeliner

JANUARY 28, 2021

Your poor health affects not only you but also the people around you. Thus, in this Expert Insight Interview, Tim James discusses how we can make a significant life change by adopting a healthy lifestyle. Tim James is a high-performance health coach and a host of The Health Hero Show podcast. The interview discusses: Choosing to heal your body. How to sustain the change.

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Video Social Selling Motivation Up-Sell 52

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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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SocialSellinator

JANUARY 28, 2021

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Accent Technologies

JANUARY 28, 2021

The post The 2021 Guide to Sales Operations appeared first on Accent Technologies.

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Sales Operations Sales 52

LeadIQ B2B Sales Prospecting

JANUARY 28, 2021

Marketing operations ensure that everything - from processes to campaigns - is running smoothly so that marketing can hit their goals.

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