The Center for Sales Strategy

MARCH 3, 2020

Fortune Magazine reports that 46% of new sales employees leave or get fired within 18 months. Additionally, the average ramp-up time for salespeople is between six and nine months. Both alarming statistics that cost your company a lot of revenue. What are new hires looking for to make their first days and weeks successful in sales? When talking with several new hires, there are interesting commonalities that resonate across multiple companies.

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Hiring Maximizer Report Revenue 82

The Pipeline

MARCH 3, 2020

By Tibor Shanto. Change is a constant , it’s all around us, and it’s hard; keeping up is a continual challenge. And while change does bring good, you know what they say about too much of a good thing? Yet we, pundits and leaders, ask people to take on more change every day. Salespeople are asked to change themselves, change how and who they deal with, change the focus of their conversations, and more.

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Face-to-face Pipeline ROI Training 362

Understanding the Sales Force

MARCH 3, 2020

I'm not usually late but I'm really late on this topic! Back in September The New York Times, which is often accused of publishing fake news, published an interesting article comparing personality tests to astrology. The story included specific assessments like The Myers-Briggs Type Indicator , The Hartman Personality Profile (Color Code), Plum , and DiSC.

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Report Hiring Sales 351

The Sales Heretic

MARCH 3, 2020

In 1885, Joseph Fralinger—a former glassblower and fish merchant—took over a taffy stand in Atlantic City, New Jersey. He bought some books on candy-making and set about learning the business. Before long, he was offering 25 different flavors of saltwater taffy and was one of the most successful candy shops on the Boardwalk. But this [.].

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Sales 280

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A dramatic shift has occurred in the B2B landscape. Buying has transformed radically in the last half-decade, causing growth rates to plummet, customer acquisition costs to skyrocket, and churn rates to surge. For SaaS companies relying on traditional sales strategies to grow revenue, these trends will only become worse, as they now falter in the face of modern purchasing paradigms.

B2B

SBI Growth

MARCH 3, 2020

Go-to-Market success requires leadership and input from a multitude of functions within a company. Senior leadership provides strategic guidance. Sales management has the pulse of the customer and prospect. Marketing executives understand market trends. Finance heads determine where to make.

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Trends Marketing Sales Management Customer 218

Shari Levitin

MARCH 3, 2020

Time flies and it’s almost the second quarter of 2020! If you’re anything like me, you’ve probably found yourself wondering where the first 2 months went. You might also be wondering what exactly those sales goals were that you set for 2020. Was it mastering your pitch? Multiplying your sales? Learning how to overcome any objection?

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Video B2C Objections LinkedIn 130

Zoominfo

MARCH 3, 2020

There’s a lot to think about when developing an annual sales plan to support your organization’s strategy and objectives: new customer acquisition, customer retention, increasing share of wallet, resource budgeting … just to name a few. But don’t forget about your sales territory plan. It’s a critical team effort to determine the best place to […].

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Territories Buyer Retention How To 145

Grant Cardone

MARCH 3, 2020

Are you going about your day like everything is normal? Normalcy Bias —the tendency for people to believe that things will always function the way they normally have and therefore to UNDERESTIMATE both the likelihood of a disaster and its possible effects. Basically, having a normalcy bias is the assumption many people have that “ everything will be just fine.”.

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Conference Positioning Report 119

Allego

MARCH 3, 2020

Why do companies care about training their salespeople? To maximize every revenue opportunity in a way that aligns with the company’s positioning and values. The best sales teams receive regular training and development. From their first days with the company, reps learn product information, practice with pitch decks, stay up to date with industry trends and share competitive intel.

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Training ROI How To eBook 111

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.

Sales

Vainu

MARCH 3, 2020

The secret of successful sales and marketing alignment is simply constant, effective communication. But this can't happen when both teams speak different languages. That's why we thought we'd take a moment to go back to basics and rounded up this complete glossary of sales and marketing terms. This practical sales glossary is also meant for any sales managers who are on-boarding new reps.

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Marketing B2B Sales Sales Management 109

Crunchbase

MARCH 3, 2020

Technology is disrupting every step of an employee’s journey. From recruitment and onboarding, to training and skills development, venture capitalists are pouring millions into each sub-sector of human resources (HR). According to HRWins , venture firms invested $1.7 billion in HR tech companies in the first quarter of 2019 alone, more than any quarter in 2018 and $677 million more than all of the investments made in 2017.

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Outsourcing Services Scale Retention Software 113

Sales Hacker

MARCH 3, 2020

This week on the Sales Hacker podcast, we speak with Stephanie Blair , Founder and CEO of Know and Flourish. Stephanie founded her executive coaching and consultancy company focused on grooming and growing innovative talent within sales centric and growth focused teams. As an expert in digital transformation and in fueling modern organizations for sustainable success prior to Know and Flourish, she spent over eight years at eMarketer in assorted individual contributor and leadership roles, and b

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Hiring Advertising Advertising Lead Rank 111

Salesmate

MARCH 3, 2020

Have you ever got an intellectual adrenaline rush? The experience when you were enlightened with something and were curious to dig deeper into that specific subject to know more. Well, this happens to many people while watching a TED Talk video. The three-decade-old business of talking has influenced many and offered a plethora of information on different subjects.

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Video Call-back Face-to-face Pivotal 106

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Smooth Sale

MARCH 3, 2020

Attract The Right Job Or Clientele: Everyone faces challenges of some sort, but success is in how you embrace these qualities to move past tough time. Re-strategizing, motivation to continue, and believing you can be successful all lend a helping hand. But, the stress can make all of the above easier said than done. Over time, we learn how to deal with the stressful circumstances to move past tough times.

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Everest Hiring Motivation Webinar Metrics 88

Showpad

MARCH 3, 2020

Sales operations (sales ops) and sales enablement are terms used often within an organization. But how do they contribute to sales productivity and overall business performance? Sales reps need support to drive growth and increase likelihood of success, whether they’re going through initial onboarding, working through the buyer’s journey or collaborating with marketing.

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Sales Operations Sales Enablement Hiring Compensation 100

Miller Heiman Group

MARCH 3, 2020

Sales organizations always look to gain a competitive advantage. But it’s become harder to find that advantage amid a sea of change: customers engage sellers later in their buying journey and technology, sellers struggle to adopt new selling methodologies and organizations constantly deploy myriad transformation initiatives. Despite these unsettled times, one thing remains constant: every organization wants to improve its sales performance.

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Study Penetration Survey Face-to-face 88

Force Management

MARCH 3, 2020

I was at the airport when I learned about the death of Jack Welch. The former Chairman and CEO of GE died Monday at the age of 84. As I boarded my plane that was taking me to meetings for my own company, I reflected on the impact his books Straight from the Gut and Winning had on my early business thinking.

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Meeting Company Sales Coaching Coaching 78

Advertiser: ZoomInfo

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

Competition

Hubspot Sales

MARCH 3, 2020

In 2019, millions of social media users took to their Facebook and Instagram profiles to post their 10-year challenge photos consisting of side-by-side shots of themselves in 2009 and 2019. The challenge was a fun way to reflect on personal growth over the decade, and to document how we’ve grown out our bad haircuts from the previous decade. Now, it’s time to do the 10-year challenge with your sales strategy.

Outsourcing Services 84

Outsourcing Services Strategy Remedy Consumer 84

Sandler Training

MARCH 3, 2020

If you’re a sales leader, you are tasked with striking a delicate balance. Your job is not to sell for the members of your team – selling is what you hire, train, and retain good salespeople to do, after all. Yet your job is to help shape the business development strategies that make the most… The post Three Successful Business Development Strategies For Sales Leaders appeared first on Sandler Training.

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Hiring Strategy Training Sales 79

The Brooks Group

MARCH 3, 2020

When you turn on the television today, it’s hard to avoid news about the novel Coronavirus, which is running rampant across the globe — wreaking havoc on markets and business and leisure travel , and stoking fear. Though many of the world’s most dedicated scientists are working to uncover a vaccine or cure, it appears that the virus’ spread — and selective quarantines — will be fixtures for some time to come.

Travel 69

Travel Training Sales Enablement Hiring 69

Sandler Training

MARCH 3, 2020

In today’s world, artificial intelligence (AI) is getting more powerful and more prominent in the sales process. What does that mean for professional salespeople? There used to be an occupation called “switchboard operator” – now there isn’t. Fifty years from now, will there no longer be an occupation called “professional salesperson”? We say no.

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Sales Process Training Sales Strategy 75

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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

Shari Levitin

MARCH 3, 2020

Time flies and it’s almost the second quarter of 2020! If you’re anything like me, you’ve probably found yourself wondering where the first 2 months went. You might also be wondering what exactly those sales goals were that you set for 2020. Was it mastering your pitch? Multiplying your sales? Learning how to overcome any objection?

Video 62

Video B2C Objections LinkedIn 62

Guru

MARCH 3, 2020

What is Sales Enablement Content? Sales enablement is the key to empowering your salespeople to perform better and more confidently in their roles. Critical to that outcome is sales enablement content, the ammunition your salespeople need to effectively engage prospects, convert them, and close deals.

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Sales Enablement Strategy How To Closing 62

Sandler Training

MARCH 3, 2020

Setting clear expectations is an important part of any sales leader’s working day. Unfortunately, it’s something that doesn’t always happen as effectively or as consistently as we might like. Here are five simple steps you can take to get better at this critical part of the job. Eliminate the words “obvious” and “obviously” from your… The post Five Tips for Effective Sales Leaders to Set Clear Expectations appeared first on Sandler Training.

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Training Sales Sales Leadership 64

Sales Result

MARCH 3, 2020

We previously discussed funnel reviews and how this is an essential tool not only for the success of a salesperson, but for meaningful insight for sales leadership. Here we take a step back and get down to the basics of what a funnel review provides and it's value within the entirety of the salesforce, including Sales Operations.

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Top of Funnel Funnel SalesForce Sales Operations 64

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Account Based Marketing

Nimble - Sales

MARCH 3, 2020

Data integrity is key to CRM success. When records are changed inexplicably, there needs to be the ability to determine the cause. Sometimes the cause is human, sometimes its third-party APIs. Regardless of the reason, being able to track the changes will allow you to protect your data more effectively. That’s why we’ve optimized the […]. The post New Nimble Change Log Tracks Contact Record Changes to Support Data Integrity appeared first on Nimble Blog.

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Data CRM 91

Sales Evangelist

MARCH 3, 2020

Best Sellers In History Recap The Best Sellers in History has been a hit and we’ve been doing it for the last few months. We have highlighted individuals and classified them as the best sellers throughout history. Over the course of the series, we’ve talked about: Who they are What made them great at selling What separated them from everyone else How we can take those ideas and apply them to our selling career The Recap In this series, Donald has talked about several individuals who made t

Face-to-face 52

Face-to-face Up-Sell Follow-up Resources 52

Nimble - Sales

MARCH 3, 2020

It is quite difficult to control the performance of tasks, even when you are doing business alone. It becomes even more difficult if a group of people is involved in the business. A large corporation can afford to organize numerous management-controlled departments. Small and medium-sized enterprises have to rely on their own resources. In the […].

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Software Software Enterprise Enterprise 80