The Center for Sales Strategy

JUNE 6, 2023

As we continue to navigate 2023, it becomes crucial for sales professionals and organizations to stay ahead of the curve by embracing emerging trends that can enhance their sales strategies and drive sustainable growth. In this article, we explore five key trends that are revolutionizing the B2B sales landscape, providing valuable insights and practical tips to help you navigate and thrive in this competitive environment.

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Sales and Marketing Management

JUNE 6, 2023

Web store automation automation is no longer only for companies in the B2C market. Many B2B companies are implementing these changes to improve conversion rates. The post 4 Ways To Easily Automate Your Web Store appeared first on Sales & Marketing Management.

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Close

JUNE 6, 2023

See how ActiveCampaign marketing and sales features compare against providers like Close, Outreach, Pipedrive, HubSpot, MailChimp, GetResponse, Drip, and ConvertKit.

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Smooth Sale

JUNE 6, 2023

Photo by Geralt via Pixabay Attract the Right Job Or Clientele: Do You Know Why No-Code Development Platforms Are Popular No-code apps are more common and familiar than ever before. Do you know why? Our guest blog provides insights into why no-code development platforms are popular and why they are worthy of serious consideration. With businesses drifting their focus toward the digital world, all the processes have become automated, and no complicated process exists as tedious ones.

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Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

Hiring

Partners in Excellence

JUNE 6, 2023

The brilliant Matt Heinz provoked me with his post about productivity. As I often do, I went to the dictionary. Some of what I found: When we talk about workplace productivity, we are referring largely to how much work is accomplished in a particular work environment, over a particular period of time. When a business is fully operational and functioning at capacity, productivity should, in theory, be maximized.

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RAIN Group

JUNE 6, 2023

I received a call the other day from someone selling website tracking software. We already use a marketing automation tool like this. I mentioned it to the seller, who went on a rant about how he visited our website, recognized the tool we use, and how we weren't doing it right. I didn’t know this guy. He knew nothing about our marketing and sales process or the types of customers we're trying to reach.

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Selling Energy

JUNE 6, 2023

Before you make a phone call – whether it’s a cold call, a call to a prospect, or even a call to a long-time client – you should ask yourself, “What is my objective?” You need to have a strong objective before you pick up the phone. Otherwise, you’re simply wasting your time… and your prospect’s time. Here are some examples of weak and strong call objectives.

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The Spiff Blog

JUNE 6, 2023

Welcome, readers! Whether you’re a Spiff blog regular or a first-time visitor, we’re thrilled to have you here for our latest installment of our Meet the Team series. This series gives you the chance to meet the faces behind Spiff—the dedicated individuals who work tirelessly to shape our product and company. At Spiff, we value relationships, treating people with respect and building lasting connections.

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Go for No!

JUNE 6, 2023

I recently listened to a sales trainer’s seminar about cold-calling prospects. It started off with bringing up the weather to build rapport. Excuse me did you say, the weather? If I get interrupted by a phone call at my desk by someone asking me about the weather, I take that as a total absence of respect for my time. The next piece of advice was to ask a follow-up question.

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Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

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Allego

JUNE 6, 2023

If there’s one revenue enablement event you go to this year, make it Allego’s S3. Originally an intimate gathering of Allego customers, Sales Success Summit (S3) evolved into a multi-day conference filled with motivating keynote sessions, inspiring customer showcases, innovative new product demonstrations, and fantastic peer learning and networking.

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criteria for success

JUNE 6, 2023

Ted Blosser is the CEO and co-founder of WorkRamp. He's built his career in the tech industry at companies you would recognize. His journey stems from varying roles such as account executive to product manager. Based in California, he now leads a powerful team at WorkRamp! We hope you enjoy his story! Discussion with Ted Blosser: In this episode, we discuss: Moving from sales to product Real versus artificial growth Honing in on your “go-to market” Importance of aligning your team on

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eGrabber

JUNE 6, 2023

CEOs hold prestigious positions as top-level executives and wield considerable influence over crucial business decisions. Due to their demanding schedules and frequent travel, email communication serves as the most effective means to reach CEOs. Consequently, B2B marketers are constantly exploring diverse strategies to find CEO email addresses, recognizing the immense value in establishing direct contact with these influential leaders.

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One of a Kind Sales

JUNE 6, 2023

Salespeople who are addressing complex customer challenges can spend a great deal of time anticipating and handling objections. In my experience, I’ve seen that the skill it takes to identify and address objections varies widely across salespeople.

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Speaker: David Nisbet, Everett Zufelt, and Michaela Weber

Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.

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Pipeliner

JUNE 6, 2023

In this podcast episode, John Golden interviews Lisa J. Smith, CEO and Founder of SmithCo , a sales consulting firm. Lisa shares her experience of launching her business during the COVID-19 pandemic and discusses the importance of adaptability and being nimble in today’s fast-paced business environment. They also discuss common blind spots that companies encounter in their sales process, including the lack of a defined sales process, targeting the wrong prospect, and over-reliance on autom

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G2Crowd - Sales Blog

JUNE 6, 2023

Buy now pay later (BNPL) lets customers purchase products immediately and defer payments over time. Think of it as a digital-age layaway plan with the added bonus of being able to enjoy your purchases as soon as possible.

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Pipeliner

JUNE 6, 2023

Why Your Sales Process Needs More Follow-Up Are you struggling to close sales deals even though you have a great product or service to offer? You might be missing one crucial step in your sales process: follow-up. According to Lisa J. Smith, CEO and Founder of SmithCo, follow-up is often a blind spot for companies in their sales pipeline. Many people focus on the initial sale and networking but fail to continue the conversation with potential clients.

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SugarCRM

JUNE 6, 2023

Since we have numerous clients in the Manufacturing industry in our portfolio, we pride ourselves on meeting even the most exigent standards and needs that companies in this vertical might have. As a learning lesson of our ample collaboration with such enterprises, we have insights into the niche that might help companies in such verticals better implement CRM tools, which is why we put together this CRM playbook.

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Speaker: Jeff Tarran, COO, Gunderson Direct & Margaret Pepe, Executive Director of Product Management, U.S. Postal Service

Learn the secrets to direct mail success for growth marketers! Industry veterans Jeff Tarran and Margaret Pepe are here to delve into how direct mail has completely evolved in recent years, and has rightfully earned a seat at the table alongside the email and digital marketing plans of SMBs, enterprise companies, and agencies as they look into strategy for 2024 and beyond.

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Zoominfo

JUNE 6, 2023

As long as humans are entering data into marketing forms, email signup lists, and CRM systems, duplicate data will never truly go away. And as the volume of data collection and processing continues to increase , the potential for duplicate data to cause havoc will only grow. How much damage can it do? According to Gartner , poor-quality data costs companies some $13 million per year.

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Highspot

JUNE 6, 2023

Boardrooms across the globe are dialed in on sales productivity, and rightly so. Sales productivity is the backbone of revenue generation, and during a time when businesses are being forced to achieve more with less, strengthening it has never been more vital. Companies that have “cracked the code” on driving consistent sales rep productivity at scale are experiencing repeatable revenue growth, higher percentage of overall rep attainment, and stronger employee engagement.

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Mindtickle

JUNE 6, 2023

Episode summary In this video, Mindtickle’s Lindsey Plocek shares three different use cases for why CROs are focused on revenue intelligence. She explains the different ways sales leaders and CROs now have visibility into deal health and can more accurately forecast with revenue intelligence. She also outlines how sales coaching is data-driven with managers now able to have more impactful coaching conversations with more reps.

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Crunchbase

JUNE 6, 2023

The Lead List is a monthly series that analyzes key buy signals from companies on the Crunchbase Emerging Unicorn Board with fresh funding to help you fill your pipeline with new opportunities. After weeks of back and forth, President Biden reached an agreement with Republicans in late May to suspend the debt ceiling until January 2025 — avoiding an economic crisis.

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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