The Center for Sales Strategy
FEBRUARY 21, 2024
Here is a truth bomb that might just revolutionize your sales strategy. Brace yourself because I'm about to tell you why your meticulously crafted pitches about features and benefits are falling on deaf ears. Yes, you heard that right. It is time to shift gears and move beyond the traditional features and benefits spiel.
The Center for Sales Strategy
FEBRUARY 21, 2024
"I spend all day making cold calls, and I'm getting very little to show for my efforts. Getting the first appointment is harder than ever. If I could just get my foot in the door." It's a common complaint from B2B sales reps nowadays. Traditional prospecting approaches like cold calling have become less and less effective over the years. Decision makers simply don't answer unsolicited sales calls like they used to.
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Understanding the Sales Force
FEBRUARY 20, 2024
Another “baseball is to sales” analogy shouldn’t surprise readers because I’ve already published more than 100 different articles over the past 19 years showing how selling is just like baseball. However, unlike the previous 100 plus efforts , this article will discuss how selling is different from baseball. In baseball there is a huge focus on numbers, but that’s more for fans while providing coaches with analytics they can use.
Mr. Inside Sales
FEBRUARY 19, 2024
Ah, the amorphous, “I want to think about it.” At first glance, this seems hard to handle because it’s not really an objection, rather, it seems more like a stall. Because of this, it fools many sales reps who think that perhaps after a week or two the prospect might actually buy. But they rarely do. Make no mistake: this is almost always a “no” disguised as a “maybe.
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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.
Membrain
FEBRUARY 21, 2024
I had dinner recently with someone who used to run an ERP company. He told me a story about losing a large potential deal to a competitor whose product was less suited and whose price was astronomically higher.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
The Center for Sales Strategy
FEBRUARY 20, 2024
How much more productive would you be if you focussed on your inputs? This means avoiding all distractions and only working on planning, pitching, and following up—all the factors that budge the needle, not those that don't. A lot of valuable time is wasted focusing on things we cannot control. For example, we have zero control over the economy, competitors, pricing, inventory, or customers' attitudes.
Janek Performance Group
FEBRUARY 20, 2024
In movies, sales is the ideal career for anyone who would rather play golf. However, Forbes notes 90 percent of Fortune 500 CEOs play golf. Also, CEOs who regularly play golf earn 17 percent more. Most of all, however, 80 percent of executives say playing golf establishes business relationships. Perhaps therein lies the connection. Afterall, sales and golf have much in common.
eGrabber
FEBRUARY 19, 2024
In the world of sales and marketing, prospecting lists are the backbone of any successful campaign. But what exactly is a prospecting list, and how can you build one that yields the best results? This blog post will help you know about it in detail. Let’s dive in. What is a Prospecting List? It is a datasheet filled with the names and contact details of potential customers who fit your ideal customer profile (ICP).
Pipeliner
FEBRUARY 20, 2024
I am your host, and today I am thrilled to share with you the insights from a recent podcast episode where I had the honor of interviewing Karl Becker , the founder of Improving Sales Performance and author of several insightful books on sales and marketing alignment. Our conversation centered around his new book, “Iceberg Selling,” and the critical importance of understanding customers on a deeper level.
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.
SBI Growth
FEBRUARY 23, 2024
As business leaders, we get excited when we think about just how much a Sales team empowered by artificial intelligence (AI) can achieve in terms of commercial productivity, but the reality is that most companies aren’t there yet because it’s a long learning process for everyone involved.
Anthony Cole Training
FEBRUARY 23, 2024
One of the most important skills that a salesperson needs to possess is the ability to engage in what I refer to as “appropriate and respectful confrontation” with a prospect…at least when the need arises. For the sake of simplicity, let’s just refer to that as the ability to push back.
Sales 2.0
FEBRUARY 21, 2024
“The money is in the list” is an old direct marketing adage going way back to the development of the envelope. Despite all the digital changes in in sales and marketing, if you’re running a business and trying to use outbound to grow it, the money is still in the list. Cherry Garcia not vanilla As I’m sure you’ve seen at least a few dozen times in your inbox there are plenty of people out there that want to sell you a list.
Sales and Marketing Management
FEBRUARY 21, 2024
How a recognized consumer brand operating in the B2B space adopted a value selling approach in support of its core mission, maintained price integrity and achieved impressive results. The post How Kimberly-Clark Professional Sharpened Its Marketing Messaging and Accelerated Revenue Growth appeared first on Sales & Marketing Management.
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Step inside the world of Salesforce consulting, stripped of fluff and jargon. Our guide provides a detailed exploration of five key success criteria, complete with actionable steps for immediate implementation. Elevate your Salesforce investment with insights on goal setting, system design, core object utilization, user adoption, and crafting a system tailored to your needs.
SalesProInsider
FEBRUARY 22, 2024
What is the impact of your beliefs on your ability and commitment to attract and convert your ideal prospects? What’s the impact of the belief of yourself, the role you have in people’s lives, and the value they receive in working with you? It’s huge! Your belief is a major factor in the energy, effort, and activity that you put forth in the lead generation activity to fill your funnel and the sales conversations that convert those prospects.
SocialSellinator
FEBRUARY 22, 2024
Discover essential tips for selecting the best local social media marketing companies to elevate your brand's online presence and achieve your digital goals.
Smooth Sale
FEBRUARY 19, 2024
Photo by Alexas_Fotos via Pixabay Attract the Right Job Or Clientele: Do You Need to Adjust Your Business Model? The fastest way to kill future sales is to ignore issues clientele may be experiencing. It’s essential to have a policy like the open door that many have at corporate headquarters. Today’s online businesses require the ability for clients to contact support directly without fees attached upfront.
Sales and Marketing Management
FEBRUARY 21, 2024
How a recognized consumer brand operating in the B2B space adopted a value selling approach in support of its core mission, maintained price integrity and achieved impressive results. The post How Kimberly-Clark Professional Sharpened Its Marketing Messaging and Accelerated Revenue Growth appeared first on Sales & Marketing Management.
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
The Center for Sales Strategy
FEBRUARY 22, 2024
In this episode of Improving Sales Performance, we’re once again diving into The 5th Annual Media Sales Report by The Center for Sales Strategy. Today, we’re exploring why sales managers are experiencing such increased difficulty in achieving organizational goals. Joining Matt to discuss that and much more is Stephanie Downs, SVP/Senior Consultant here at CSS.
Grant Cardone
FEBRUARY 22, 2024
What most people get wrong about money is that they’re looking for “just enough.” In reality, they should seek enough of everything vital to survival — ideally, to be abundant. But how do you get there between life’s curve balls and the systematic pitfalls? With these five steps… 5 Habits that Lead to Becoming Abundant […] The post 5 Ways to Become Abundant appeared first on GCTV.
Partners in Excellence
FEBRUARY 17, 2024
Recently, I had a fascinating conversation with Dr. Howard Dover about some programs he and Becc Holland are conducting with his students. We talked about some fascinating concepts: Mis-diagnosis and Missed-diagnosis. Both concepts are hugely important, so I need to separate writing about them. So much opportunity is lost, both for sellers and customers, because of diagnostic problems.
Sales and Marketing Management
FEBRUARY 19, 2024
In the digital age, content is critical to sales. A refresher on creating strong content that sells is always timely. The post The Role of Content Writing in Modern Sales Strategies appeared first on Sales & Marketing Management.
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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.
SocialSellinator
FEBRUARY 21, 2024
Discover the ultimate guide to digital marketing strategies for business growth. Learn SEO, PPC, content marketing, and more to expand your reach.
The Center for Sales Strategy
FEBRUARY 19, 2024
New data from the Media Sales Report shows that 46% of managers believe less than 20% of their sales teams are underperforming. It’s a terrible position to be in. It sucks your energy, time, and takes your focus from where you can be making a positive impact. It’s hard on leaders and underperformers. Underperformers usually fall into two categories: 1.
Partners in Excellence
FEBRUARY 22, 2024
“Discovery” has been an important part of the sales process ever since I started selling (Yes, that was back when we had first chipped a wheel out of stone.) In all our training, we’ve gotten playbooks, done role plays, and learned how to conduct discovery and what questions we should be asking the customer. Implicit in our thinking about the discovery process is that our customers know the answers, our job was to get ask questions to get those answers.
Sales and Marketing Management
FEBRUARY 19, 2024
In the digital age, content is critical to sales. A refresher on creating strong content that sells is always timely. The post The Role of Content Writing in Modern Sales Strategies appeared first on Sales & Marketing Management.
Speaker: Joe Heather, Deliverect GM (UK&I) & Noah Hayes, Deliverect GM (US&CA)
Fast-Moving Consumer Goods (FMCG) and Quick Commerce (Q-commerce) are two vibrant sectors that have undergone significant transformations with the advancements in digital technology. With growing internet penetration and the proliferation of smartphones, consumers' purchasing habits have unsurprisingly evolved. They now demand quick, convenient, and seamless shopping experiences, which both FMCG and Q-commerce sectors strive to provide.
Grant Cardone
FEBRUARY 19, 2024
Even the best closers get to the point where they want the customer to just say “yes.” Although it’s hard to believe, a simple switch in how you word things can score your sales faster. Check out how to reword your pitch and make more money in less time… Use the Present Tense = More […] The post How to Get a Client to Just Say ‘Yes’ appeared first on GCTV.
SocialSellinator
FEBRUARY 21, 2024
Unlock the power of digital marketing on social media platforms with this practical guide from SocialSellinator. Learn strategies, content creation, and analytics.
Sell Courses Online
FEBRUARY 20, 2024
How long should an online course be? We answer this based on data and experience and also provide tips on keeping your course length optimal and engaging.
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