The Center for Sales Strategy

MAY 5, 2020

Sales managers and salespeople have discovered new ways of conducting face-to-face sales activity as a result of recent social distancing restrictions. Being creative and using video technology to stay connected with customers as well as propose and close business with new prospects has become the new normal. World-class sellers know it’s time to move from playing defense to playing offense because customers and prospects need help.

Sales Process 78

Sales Process Face-to-face Proposal Video 78

Hubspot Sales

MAY 5, 2020

During a conversation with my friend who is a kindergarten teacher, she told me that she spent the entire day building out a lesson plan for the week ahead. She had everything sorted out — down to the hour — and knew how to execute the plan in a way that would work for her students. In recent years, the job of a sales representative has developed into something similar to this type of role.

Education 79

Education Buyer ROI Survey 79

Guru

MAY 5, 2020

Having the right tech stack is key to empowering your sales team to be confident and effective. An optimized roster of sales solutions can help reps reach the right prospects at the right time, have better conversations with those prospects, and move deals along faster. There are a number of solutions that help good sales teams become great sales teams, and it can be overwhelming to choose the right software for your team.

Sales Tools 63

Sales Tools Tools Software Software 63

The Sales Heretic

MAY 5, 2020

For the most part, we humans suck at change. We like our routines—they make our lives easier and give us comfort and security. By contrast, change is scary—we have to venture into the unknown. There are no guarantees, which means we might waste our time, money, and effort. Plus, we open ourselves to frustration, regret, [.].

Guarantee 248

Guarantee Sales Training Strategy 248

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

MAY 5, 2020

Around the globe, businesses have been forced to make major structural changes due to social distancing and shelter-in-place measures. In response, companies have adopted technologies that remove in-person interactions and encourage a more distributed workforce. Some companies have created whole new lines of business to survive. Companies that haven’t will likely shutter their doors for good.

Tools 179

Tools Real Estate Travel Face-to-face 179

Zoominfo

MAY 5, 2020

Around the globe, businesses have been forced to make major structural changes due to social distancing and shelter-in-place measures. In response, companies have adopted technologies that remove in-person interactions and encourage a more distributed workforce. Some companies have created whole new lines of business to survive. Companies that haven’t will likely shutter their doors for good.

Tools 130

Tools Real Estate Travel Face-to-face 130

Babette Ten Haken

MAY 5, 2020

Do you propose tactical fixes for your clients’ biggest strategic issues? Or, is your own need to close a contract overshadowing the real issues clients struggle with? Because you both need to put food on the table, maintain cash flow and prevent employee and client churn. While this dialectic existed pre-pandemic, well, the current and future business scenario puts this scenario on steroids.

Churn 117

Churn Engineering Proposal Coaching 117

Hubspot Sales

MAY 5, 2020

Knowledge is power. And as a sales leader, you already know this. Your sales reps have a deep knowledge of how prospects can leverage your product, and they can craft customized plans about the best ways to do so. When it comes down to it, those are the only reasons prospects actually need reps. Knowledge of your product is undeniably valuable, but it's not enough for your team to be successful.

Analysis 113

Analysis Report Churn Collateral 113

Anthony Iannarino

MAY 5, 2020

The senior sales leader said, “When I have the right team, I will train them.” The words he used betrayed his feelings about his sales team, that he didn’t feel that they were competent in their roles. He believed investing in this particular team wasn’t worth investing in, and that he was better waiting until he could assemble something like the cast of characters in an Avengers movie to train, coach, and develop them.

Training 108

Training Face-to-face B2B Coaching 108

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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

Hubspot Sales

MAY 5, 2020

For many leaders, when we hear the term remote sales management, our blood pressure starts to rise. "Sales teams are hard enough to manage already, let alone remotely.". There is no need to fear. Top-tier firms around the world are quickly adopting sales enablement best practices to ensure that performance standards are not only maintained but improve beyond when training was limited to the classroom.

Inside Sales 101

Inside Sales Sales Enablement Face-to-face Call-back 101

Nutshell

MAY 5, 2020

Mobile CRM apps aren’t just important for outside sellers and road warriors. Every modern salesperson should have the ability to stay informed and efficient on the go. While no smartphone app can replicate the full experience of using a desktop CRM, there are a handful of CRM iPhone apps that do a great job when it comes to making essential features easy to use.

SalesForce 86

SalesForce CRM Report Segment 86

Sales Hacker

MAY 5, 2020

It’s like a sudden punch to the gut, isn’t it? We’ve all been zapped into unchartered territory by COVID-19 , and our personal and professional mettle is being put to the test. For SDRs and marketing teams especially, the old sales playbook is a thing of the past. The seismic impact of COVID-19 has blurred the lines of normal and introduced a new playing field.

Face-to-face 88

Face-to-face Discount Webinar Metrics Decision Maker 88

Pipeliner

MAY 5, 2020

As we begin to come out of this lockdown, nobody has a crystal ball, and can really predict what will happen. It seems to me that that “going back” will never be a full-on “going back” all at once. It will happen in phases, and that some things will never return to “normal” as they were before. And even if they do, there are some that won’t happen this year, such as big events or exhibitions, fairs, and trade shows and many other things.

Energy 80

Energy Lead Rank Travel Microsoft 80

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

MAY 5, 2020

As a result of the COVID-19 pandemic, companies of all sizes have been forced to adjust on the fly to maintain stability within their organization. With the business landscape changing overnight, sales departments and sales professionals are among the most affected. To better understand the impact of the pandemic on the sales industry, we sent out a 38-question survey to nearly 472 sales organizations in a wide variety of industries.

Survey 88

Survey Top of Funnel Report Outbound 88

Hubspot Sales

MAY 5, 2020

Say you want to quickly estimate the amount of cash your business will have on hand at the end of next year. You have a picture of how your sales figures are expected to grow and your balance sheet nearby. How would you go about doing that? Well, one of the more popular, efficient ways to approach the situation would be to employ something known as the percent of sales method.

Forecasting 78

Forecasting How To Account Discount 78

Pipeliner

MAY 5, 2020

Being a lawyer can be quite a lucrative practice provided that you have a good amount of clients. However, not all lawyers are skilled in marketing their services. You can be the best at what you do but if you don’t know how to sell it, you’re not really making money from your profession. If you’re struggling to get new clients, here are some strategies that can help. 1.Focus on a Niche.

Ideal Customer Profile 75

Ideal Customer Profile Real Estate Google Social Media 75

Nimble - Sales

MAY 5, 2020

Too often, new business owners get caught up in the bigger picture and end up losing many smaller details. A typical beginner business writing mistake is planning your content marketing strategy perfectly, but forgetting about perfecting one of the most important aspects of digital business, product description. What would a business owner who thinks too […].

How To 98

How To Strategy Marketing 98

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Data

CloserIQ

MAY 5, 2020

It’s been two months since work from home has become the new normal, and sales has been largely impacted. The economic downturn has slowed down many deals, and sales teams have had to transition to remote selling (which is already a challenge on its own). But salespeople are nothing if not resilient. We’ve gathered tips and best practices from salespeople who are making the most out of their work from home situations. 1) Set aside time each day to build your pipeline. “ Conversion rates of selli

Face-to-face 69

Face-to-face Pharmaceuticals Insurance Insurance 69

Aviso

MAY 5, 2020

If you would like to read this content in PDF form, download here. The numbers keep coming in and they’re not looking good. Over 22 Million American jobs lost. GDP contraction of over nearly 5%. Social distancing extended. How can CEOs and CROs manage revenue risk and recalibrate sales strategy in the face of this […]. The post How to Combat COVID B2B Revenue Risk with AI appeared first on Aviso.

Revenue 62

Revenue B2B Face-to-face How To 62

Chorus.ai

MAY 5, 2020

Watch the Video. On Today’s Daily Briefing, Jim Benton was joined by Ray Carroll , the VP of Sales at Skilljar. They discussed how COVID-19 is impacting the way we motivate and coach our teams. Meeting volume has been relatively steady, though down 8% this week First and follow up meetings are both down this week. But there’s been a widening gap between first and second meetings Before they dove into the data, Jim and Ray discussed the makeup of Skilljar’s revenue org, and the recent move to rem

Hiring 62

Hiring Software Software Pivotal 62

Nimble - Sales

MAY 5, 2020

Pediatric clinics and private practices world over are facing the same issues day after day, year after year, generation after generation. The SaaS industry is here to help address many of them. No, software for pediatrics cannot cure diseases, nor can it relieve the multiple fears of concerned parents. What a good pediatrics practice management […].

Software 93

Software Software CRM Face-to-face 93

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

Pipeliner

MAY 5, 2020

As we begin to come out of this lockdown, nobody has a crystal ball, and can really predict what will happen. It seems to me that that “going back” will never be a full-on “going back” all at once. It will happen in phases, and that some things will never return to “normal” as they were before. And even if they do, there are some that won’t happen this year, such as big events or exhibitions, fairs, and trade shows and many other things.

Energy 64

Energy Lead Rank Travel Microsoft 64

Nimble - Sales

MAY 5, 2020

Businesses around the world are seeking new ways to interact and engage with their clients. It goes without saying that the more customer-centric your services are, the better your establishment is able to cater to their needs and sustain profitability in both the long and the short run. CRM, or Customer Relationship Management, is one […]. The post CRM Tips: How to Track & Follow-Up With Your Customers appeared first on Nimble Blog.

Follow-up 91

Follow-up CRM Customer How To 91

Sales Hacker

MAY 5, 2020

This week on the Sales Hacker podcast, we speak with Devante Lewis-Jackson , one of the top rising sales leaders helping companies grow in New York City and most recently a sales manager at The Muse. The Muse helps people navigate their entire career journey and companies recruit top talent from a diverse pool of qualified candidates. Devante is the founder of Revenue Collective of Color, which is a sub community that’s been created within Revenue Collective for people of color.

Conversion 63

Conversion Face-to-face Hiring Call-back 63

Sales Lead Management Association

MAY 5, 2020

Inside salespeople have steadily grown in numbers for many years. How to get them to excel relies on a specific tool, says Russell Wurth of Showpad. This program is for sales managers and salespeople who work remotely (and Presidents who want the most from their salespeople).

How To 62

How To Tools Sales Management Sales Enablement 62

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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

Report

CloserIQ

MAY 5, 2020

It’s been two months since work from home has become the new normal, and sales has been largely impacted. The economic downturn has slowed down many deals, and sales teams have had to transition to remote selling (which is already a challenge on its own). But salespeople are nothing if not resilient. We’ve gathered tips and best practices from salespeople who are making the most out of their work from home situations. 1) Set aside time each day to build your pipeline. “ Conversion rates of selli

Face-to-face 59

Face-to-face Pharmaceuticals Insurance Insurance 59

InsideSales.com

MAY 5, 2020

Working from home can boost productivity in the workforce and reduce overheads. Employees enjoy the flexibility and convenience that working from home brings, but how can you ensure you operate as effectively in a home office environment? Follow these tips on how to avoid distractions while working from home. RELATED : 14 HELPFUL TIPS FOR WORKING FROM HOME WHILE SOCIAL DISTANCING In this article: Likely Distractions at Work How to Avoid Distractions When Working from Home Set Yourself Up Childca

Skype 58

Skype How To Cancellation Face-to-face 58

Sandler Training

MAY 5, 2020

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Sandler Rule #17 – The professional does what he did as a dummy on purpose [PODCAST] appeared first on Sandler Training.

Journal 56

Journal How To Training Sales 56