The Center for Sales Strategy

JULY 22, 2019

Over the last couple of months, I have had a number of clients share with me that they lost out on a couple of large deals that they had felt pretty strongly about. In each of those scenarios, my first question was, "Do you know why?" More often than not, the answer to my question was, “I’m not sure.” Anyone who has ever been in a sales position has received a “no” in their career – most likely more than they would like – it comes with the job.

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Sales Process Positioning Sales Proposal 83

Jill Konrath

JULY 22, 2019

How can you tell if you have a weak value proposition? One telltale sign is that virtually no one responds to your emails or gets back to you on the phone.

How To 243

How To Tools 243

SBI Growth

JULY 22, 2019

Market-leading companies develop and execute on strategies that are aligned to their customers expressed and unexpressed needs. This is often captured in a Customer Journey Map. While this tool is frequently used to prioritize operational improvement efforts, to deliver on.

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Customer Tools Strategy Leads 192

Anthony Iannarino

JULY 22, 2019

The word “ secret ” suggests that there is knowledge available to others that is somehow unavailable to you. There are no secrets when it comes to productivity. Instead, there are principles and disciplines not widely taught or consistently followed. The principles are available to those who would choose to study them, and the disciplines are kept by those who are willing to change their behavior.

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Channels Intent Follow-up Twitter 109

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

Nimble - Sales

JULY 22, 2019

Cross-functional team collaboration is applied in increasing frequency nowadays. It can be seen in numerous businesses and branches of industry. When a team is multifunctional, it can solve multiple challenges employing different concepts, technologies, and more. What is a cross-functional team? What is a cross-functional team? It’s comprised of people within various professional fields who […].

Industry 90

Industry 90

SBI

JULY 22, 2019

Enhancing Sales & Marketing with Unika.ai. This in-depth demonstration of Unika’s Sales Enablement platform provides insights on how you can implement a comprehensive Sales Enablement program that focuses on Strategy, Process, and Technology. Promote your services or products, increase seller engagement, and build a successful Sales Enablement program.

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Marketing Case Study Sales Enablement Promotion 76

Sandler Training

JULY 22, 2019

Learn how to build a better day. Whether it is yourself or your sales team, Jim Ayraud will help you learn the best practices for sales accountability and building new behavior habits. Listen Time: 23 Minutes.

How To 72

How To Account Sales 72

Selling Power

JULY 22, 2019

Today’s post is by Haley Katsman, vice president of account development & growth at Highspot, the highest user-rated sales enablement solution. Connect with her on Twitter and LinkedIn. Today, most sales organizations are still enabling salespeople with classroom onboarding, certifications, and assessments. These methods are outdated and don’t reflect the dynamic, responsive way modern sellers engage with buyers.

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Training Twitter Channels Sales Enablement 66

Pipeliner

JULY 22, 2019

When it comes to business, people get to know their prospects and their clients better if they follow the right follow up strategies. This lets you understand your different issues and get effective solutions in the shortest period of time. They build quality relationships by engaging in follow up. Wanda Allen: Follow-up Strategies. Being the Founder of Follow Up Sales Strategies, Wanda Allen developed her proven follow up sales and service program by helping business owners and sales profession

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Follow-up Strategy Top of Funnel Referrals 70

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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

Sales Hacker

JULY 22, 2019

Have you ever wondered how other sales professionals are tackling their roles? Structuring their days? Overcoming their challenges? Me too. Which is why, In this series, we’re going behind the scenes with top salespeople to get the inside scoop. (You’re welcome!). Today, we’re pulling back the curtain on the SVP of Sales, and for that, we talked to Justin Welsh.

Sales Leadership 69

Sales Leadership LinkedIn Report Follow-up 69

Pipeliner

JULY 22, 2019

High-Performance Sales Culture. If you want to create a high-performing sales culture, then you need to tune in to the #SalesChats on August 8th with the excellent and insightful Roy Osing. Roy is a former President and CMO with over 33 years of leadership experience covering all the major business functions including business strategy, marketing, sales, customer service.

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Social Media Twitter Media Education 69

Babette Ten Haken

JULY 22, 2019

When your goal is creating memorable customer experiences, you tend to pay more attention to your clients. Consequently, the stories they tell become more engaging to you both. On the other hand, if the goal is to close a sale, do you primarily listen for cues indicating you are nearing agreement on terms? Then again, if you are engineering a design, you focus on listening for project and product specifications.

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Ideal Customer Profile Customer SME Retention 60

Guru

JULY 22, 2019

We’ve all been there—an RFP (request for proposal) comes across your desk and you’re met with equal parts excitement and nausea. It’s a process that’s well established, and one that’s simply unavoidable when selling enterprise software.

Proposal 60

Proposal Enterprise Enterprise Software 60

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

Showpad

JULY 22, 2019

Enterprise sales enablement is growing and ever-changing to address the shifting marketplace. Consumer experience and buying perspectives have changed over the last several years, with 89% of consumers making buying decisions based on experience over product and price point (up from 12% just six years ago). . With new customer priorities the sales force must alter the way they approach buyer interactions, and have conversations with their prospects that meet their needs. .

Enterprise 58

Enterprise Enterprise Sales Enablement Webinar Metrics 58

Predictable Revenue

JULY 22, 2019

8 Replicable steps to help you come up with new ways to increase retention, boost virality, and drive long-term growth! The post 8 Growth Secrets I Learned from Reading Every Interview with Alex Schultz, VP of Growth at Facebook appeared first on Predictable Revenue.

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Facebook Retention Revenue B2B 54

Close

JULY 22, 2019

If you're selling anything more complex than paper clips, your product can be intimidating. It could be software, or office equipment, or social media management. Any of those things can seem very complicated.

Social Media 52

Social Media Objections Software Software 52

Sales Hacker

JULY 22, 2019

This week on the Sales Hacker podcast, we speak with David Zwerin , Head of Field Operations at TripActions. We’ll walk through why sales ops are important to any organization, how data and metrics are driving growth (and how to manage those rapid changes), and we’ll take a special deep-dive into how a data-driven approach can be made accessible to any style of manager.

Data 56

Data Revenue Company Scale 56

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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

Miller Heiman Group

JULY 22, 2019

In “All That Glitters Is Not Gold: 2019 World-Class Sales Practices Study,” CSO Insights, the research division of Miller Heiman Group, shared the top 12 best practices that are aligned with world-class sales performance (download it here if you haven’t read it yet). World-class Sales organizations that demonstrate adoption of these practices outperform everyone else—getting a 23% edge in win rates and quota attainment.

Infusion 49

Infusion Forecasting Maximizer Face-to-face 49

criteria for success

JULY 22, 2019

Happy Monday, Let's Talk Sales! listeners! This episode's featured guest is Mike Weinberg. Mike is a world-renowned sales consultant, coach, speaker and bestselling author. Named a Top Sales Influencer by Forbes, his first book, New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development has remained a #1 Amazon Bestseller for the last six [ ] The post Let’s Talk Sales!

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Handbook LinkedIn Influencer Energy 53

Xvoyant

JULY 22, 2019

The 7 Biggest 1:1 Coaching Pitfalls. Sales is hard. Leading other salespeople is even harder. The landscape is a minefield of potential blunders, all of which this eBook can help you avoid. Taken directly from the experiences of sales leaders everywhere, this look at common coaching missteps is irreplaceable. Each “sin” is explained in detail along with actionable insight and advice for avoiding the ill effects.

Coaching 48

Coaching Sales Coaching eBook Sales 48

Sales Lead Management Association

JULY 22, 2019

Ethical issues in marketing stem from a disconnect in the set of expectations between businesses and consumers. The direct impact on the consumer and the repercussions for the marketer, should their practices be deemed unethical, can undermine brand trust. Consequently, it is fundamentally important for marketers to navigate the ethical tightrope, recognize potential implications behind the use of digital technologies, and develop deep clarity on ethical issues when creating socially responsible

Marketing 48

Marketing Company Consumer Strategy 48

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

Xvoyant

JULY 22, 2019

Join Rob Jeppsen and Tiled’s Vice President of Sales, Jake Reni, for a conversation on the ins and outs of the key elements for building a data-driven sales playbook. Rob and Jake discuss the fundamentals and the practical application of sales coaching, with examples and actionable insights. Watch It Here!

Data 48

Data Webinar Metrics Sales Coaching Coaching 48

Smart Calling

JULY 22, 2019

Here’s a question that is proven to unlock creativity and possibilities in the minds of people who hear it. And we should be asking it more of everyone, especially our prospects and customers. Listen Here. The post What if you asked this question more often? appeared first on Smart Calling Blog.

Prospecting 45

Prospecting Customer Sales 45

Xvoyant

JULY 22, 2019

This week Daren Tomey of Revenue Path Group teaches us about the importance of role clarity and how to guide your reps as a co-pilot to reach success. He talks about how using coaching during one-on-ones with each rep can help them focus on the activities and skills each individual needs to win. Daren shows us how each sales leader’s primary role should be about developing people.

Groups 48

Groups Revenue Coaching How To 48

Xactly

JULY 22, 2019

Sales compensation is a foundational component of successful businesses. Discover how best-in-class companies are designing their sales compensation plans.

Compensation 46

Compensation Maximizer Company Sales 46

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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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Selling Energy

JULY 22, 2019

Everyone makes mistakes, regardless of their experience or status. I found it interesting to read an article in which Bill Gates admits to a gaffe he made during the early days of Microsoft. Although his coding skills were excellent, he hadn’t mastered project management and one of his projects was delivered two weeks late!

Microsoft 40

Microsoft How To 40

Costello

JULY 22, 2019

Sarah Young, Director of Sales Strategy & Operations at Springbuk®. All great sales leaders had to get their start somewhere. Whether they worked their way up from an SDR role or moved over from another team, every sales leader has a story. Sarah Young never specifically wanted to go into sales (something we hear quite often), even though she was told by others that she would be a great fit for a sales career.

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Nonprofit Software Software Face-to-face 40

Groove.co

JULY 22, 2019

Groove.co has been identified as the top provider of Sales Engagement Software based on high levels of customer satisfaction and likeliness to recommend ratings from verified users on G2 Crowd, the world’s leading business solutions review website. Furthermore, Groove.co also outperforms competitors in all eight G2 satisfaction ratings for Sales Engagement category.

Lead Rank 20

Lead Rank Lead Scoring Scale Report 20