The Center for Sales Strategy

FEBRUARY 8, 2021

Season 2 of the Improving Sales Performance Series focuses on the data and analysis of the newly released Media Sales Report. Trey Morris, VP Senior Consultant at The Center for Sales Strategy, joined Matt Sunshine on the second episode of the season to analyze the data around the effects of COVID-19 and its impact on the media sales industry. You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published.

Media 123

Media Report Industry Analysis 123

Anaplan

FEBRUARY 10, 2021

Looking back on 2020, every company was forced to be more agile to quickly respond and adapt to unprecedented conditions. For example, almost every retailer rapidly offered curb-side pickup; shifted inventories for consumers working-from-home; started selling masks and hand sanitizer; and more. But the cost of being so agile cuts into profitability.

Retail 104

Retail How To Consumer Examples 104

Highspot

FEBRUARY 9, 2021

I’ve found that those strategic initiatives don’t fail because they don’t have the right people, the right processes, or the right technologies – but because the leaders entrusted to drive initiatives cannot get on the same page. Only 52 companies that were operating as of 1955 are still in business. Organizations that fail to align their marketing, sales, and services fail to increase revenue, improve profitability, optimize costs, and reduce risks.

Marketing 98

Marketing Analytics Face-to-face Sales Enablement 98

The Pipeline

FEBRUARY 9, 2021

By Tibor Shanto. There is a lot of folk myth b t out there about the telephone and its value in today’s B2B selling. Many would have you believe it does not work, which may be true for them but not for others. The view that modern selling is different, the phone is a relic. Everything is seen through a singular filter, their own. It starts with an easy lie, no one answers their phone, “I know I don’t” they say.

Prospecting 369

Prospecting Real Estate Quota Video 369

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

SBI Growth

FEBRUARY 11, 2021

As 2020 is finally in the rear-view mirror, the workplace as we have known it looks drastically different. Sellers are growing accustomed to the remote working environment, and the top players have quickly transformed their workflows to accompany the rapid.

Sales 358

Sales LinkedIn Revenue Buyer 358

Sales and Marketing Management

FEBRUARY 11, 2021

Author: Sabrina Ferraioli What makes a great company? Its products? Its customer service? Its sales expertise? The management team? While each component is essential, we need to look beyond individual elements to something all-encompassing that drives a company to achieve. It's the culture. . A good company culture guides, supports and encourages a workforce to excel.

Inside Sales 348

Inside Sales Revenue Lead Rank How To 348

Anthony Cole Training

FEBRUARY 11, 2021

Typically, when a salesperson doesn't win an account it's due to a few different factors; the prospect didn't have a compelling reason to make a change, the salesperson didn't do enough to uncover their capacity to invest, or the incumbent wasn't properly eliminated from the running. In this article, we discuss the 3 Rules every successful salesperson must follow in order to eliminate stalls and objections during the sales process.

Objections 282

Objections Account Prospecting Sales Process 282

Zoominfo

FEBRUARY 11, 2021

There are certain words you don’t, can’t, shouldn’t, and mustn’t use within your email subject line if you want to pique people’s interest while avoiding spam blockers. It’s one thing if you’re sending a personal email to a prospect or customer — but if you’re sending mass emails, you’re not going to get very far if 90% of your messages get blocked before they ever reach their intended recipient.

Account Based Marketing 264

Account Based Marketing Campaigns Email Marketing Advertising 264

Mr. Inside Sales

FEBRUARY 12, 2021

Many sales reps struggle when following up on emails they’ve sent out to prospects (or even clients!). When they get the prospect on the phone, they open with: “Did you get the email I sent?”. OR. “Did you have a chance to review my email?”. These kinds of openings just create stalls, such as: “No, I didn’t have time,”. OR. “What email?”. Frustrating, huh?

Follow-up 228

Follow-up Face-to-face Sales Qualified Lead Gatekeeper 228

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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 and Marketing Management

FEBRUARY 8, 2021

Author: Shawn Finder Ask sales and marketing leaders what digital channels they leverage to generate leads and help their teams hit quota and you’ll likely get the same answer over and over: cold calls and emails. These are useful tools, but we’re long past the era where companies can rely solely on them to drive business. The biggest problem with email is that personalization is on the decline.

Quota 296

Quota Channels Decision Maker Cold Calling 296

Understanding the Sales Force

FEBRUARY 12, 2021

When I was growing up in the hilly areas of central Massachusetts, snowstorms meant that unless cars had chains or studs on their snow tires, cars would not get enough traction to drive up a slippery hill. You could get out of the car and walk up the hill and after abandoning their cars, many people actually did that. When executives running tire and auto manufacturers grew tired of people complaining about this, they finally came up with the perfect solution.

Face-to-face 212

Face-to-face Company 212

Zoominfo

FEBRUARY 10, 2021

Gaining new customers isn’t the only way to improve your business — your existing clients are an underrated revenue source. Customer retention is an excellent method to increase customer lifetime value (CLV). Generally, the longer customers stay with your company, the more value they create (and larger order amounts). CLV shows how much revenue an individual or groups of customers can generate through your relationship with them.

Lead Rank 246

Lead Rank Lead Scoring Revenue Customer 246

SBI Growth

FEBRUARY 11, 2021

Regardless of your industry, the number of employees, annual revenue, or any other characteristic, SBI has seen several similarities in how market-leading companies build their revenue plans. These companies are defined as the top 9% of organizations that grow organically.

Revenue 194

Revenue Company Industry Marketing 194

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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

Sales and Marketing Management

FEBRUARY 8, 2021

Author: Jake Rheude Getting in early on a good idea can play a big part in future success. Ask the people whose families sailed on the Mayflower or those who bought Bitcoin when it was valued at $8 (at least the ones who held it rather than spending it on pizza ). There are two dovetailing arguments for using TikTok, the fastest-growing social media platform, as a B2B marketing tool: Its generous algorithm and its lack of polish.

B2B 285

B2B Top of Funnel Social Media Advertising 285

Understanding the Sales Force

FEBRUARY 11, 2021

When I was growing up in the hilly areas of central Massachusetts, snowstorms meant that unless cars had chains or studs on their snow tires, cars would not get enough traction to drive up a slippery hill. You could get out of the car and walk up the hill and after abandoning their cars, many people actually did that. When executives running tire and auto manufacturers grew tired of people complaining about this, they finally came up with the perfect solution.

Face-to-face 204

Face-to-face Company 204

Zoominfo

FEBRUARY 10, 2021

Going into 2021, medium-sized businesses may find themselves at a disadvantage compared to larger or smaller firms. This post is part of ZoomInfo’s 2020 Annual Report series. It has little to do with staffing, pandemic-related revenue difficulties, or fluctuations in the market. Instead, the problem stems from a lack of new product releases, according to data from ZoomInfo.

Company 246

Company Face-to-face Enterprise Enterprise 246

Membrain

FEBRUARY 10, 2021

Fear is a natural reaction to stressful circumstances. It can create an instinctual reaction that may or may not serve you in that moment. For instance, you may freeze or fight or fly, and these may protect you temporarily. But these reactions can also act against you.

ACT 162

ACT Sales 162

Speaker: Andrew Regan, Managing Partner at BlueSeed Retail Ltd.

Did you know that 70% of new retail technology fails to deliver expected benefits and can often decrease customer value, service, and experience? With that in mind, how can we empower our store associates to leverage new technology to optimize the customer experience and boost productivity? This exclusive webinar with Andrew Regan will dive into strategies to empower retail associates for success with new technology.

Retail

Sales and Marketing Management

FEBRUARY 8, 2021

Author: Paul Nolan We asked what’s trending in digital marketing. Here’s some of what we heard back. Think Long-Term. “B2B digital marketing has usually been focused on rational, short-term activity. Roughly 54% of B2B media spend should be allocated toward long-term emotional brand building for maximum effectiveness. Direct response focuses on people who are lower in the funnel and who are more likely to buy today.

Top of Funnel 194

Top of Funnel Social Media Funnel Direct Response 194

Alice Heiman

FEBRUARY 10, 2021

Now more than ever it is critical that we show clients our appreciation. If you are like me, you really love your customers and you want to show it. . Simple gestures of gratitude will be remembered and valued by clients, especially during these stressful and turbulent times. . Of course , the best way to show appreciation is to give them an exceptional customer experience and these ideas are some little extras beyond that to show them some love. .

Social Media 156

Social Media Hiring Referrals LinkedIn 156

Zoominfo

FEBRUARY 8, 2021

Looking back on 2020, it surprised some to see that VC funding remained strong despite economic, social, and political uncertainty. For many venture capitalists, 2020 was an opportunity to invest in the tools and technology that accelerated due to the pandemic. Year over year from April 2019 to April 2020, angel, series A, and Series B funding saw increases.

Trends 230

Trends Trade Show Retail B2B 230

Membrain

FEBRUARY 7, 2021

We focus a lot of our sales enablement and related efforts on making our products and services easier to sell. We provide training, tools, coaching, support to our sales people. We want them to master everything about our products and solutions so they can easily sell them.

Sales Enablement 156

Sales Enablement Coaching Relationals Tools 156

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 and Marketing Management

FEBRUARY 12, 2021

Author: Raul Perdigão Silva This Valentine’s Day, those in B2B sales should take a cue from these dating behaviors, as they’re similar to how you should approach customers to make them fall in love with your product, no matter what you’re selling. Courting a customer can feel like dating. When you start dating someone, you typically do some research to get to know the person and work on building a relationship if it’s a mutual fit.

Customer 177

Customer Intent CRM B2B 177

The Center for Sales Strategy

FEBRUARY 9, 2021

Tom Brady is one of those figures that draws emotional responses ranging from adoration to outright disdain, often depending on whose team has had their playoff hopes crushed by him during his long tenure in the NFL. But, say what you want, there is plenty for all of us to learn about how to be an effective leader by observing what Tom Brady does. What he accomplished on Sunday is indeed one of the most profound successes in professional sports as he transformed a young, talented team in Tampa B

Sports 138

Sports System Benefit How To 138

Zoominfo

FEBRUARY 10, 2021

Gaining new customers isn’t the only way to improve your business — your existing clients are an underrated revenue source. Customer retention is an excellent method to increase customer lifetime value (CLV). Generally, the longer customers stay with your company, the more value they create (and larger order amounts). CLV shows how much revenue an individual or groups of customers can generate through your relationship with them.

Lead Rank 130

Lead Rank Lead Scoring Revenue Customer 130

Sales Hacker

FEBRUARY 10, 2021

Whether you need to hire dozens of sales reps in the next few months or you’re a scrappy startup and need your first three sales hires, building a business will nearly always involve hiring for sales. Although hiring is the hardest job we have to do as sales leaders, it’s certainly one of the most important tasks to get right. Hiring is also a non-revenue generating activity which some leaders make a second priority; however, this isn’t how we should approach the hiring process as it’s essential

Hiring 139

Hiring Sports Decision Maker Face-to-face 139

Speaker: Lynnette Khalfani-Cox, The Money Coach®

Niche markets represent a huge opportunity for the financial services industry in America. From college students and women to communities of color and low-to-moderate-income households, niche populations have specialized financial needs – but they often underutilize many valuable financial products and services. How can you better connect with these consumers?

Marketing

Sales and Marketing Management

FEBRUARY 8, 2021

Author: Brad Wayland Over the past five years, remote working has grown by 44%, and COVID-19 pandemic has pushed many companies to operate remotely or at least offer hybrid options. . Even if you’re not working remotely, you may be trying to at least shift to a remote hiring process to avoid exposing employees to more people unnecessarily. Therefore, many managers are tasked with learning how to interview candidates remotely.

How To 177

How To Policies Video Google 177

Engage Selling

FEBRUARY 12, 2021

Could your sales process use a little more assertiveness? A lack of assertiveness in sales often comes in the form of, well, not even asking for the sale in the first place! This, of course, is not a good thing. … Read More » The post Assertiveness in Your Sales Process first appeared on The Sales Leader.

Sales Process 133

Sales Process Course Sales Sales Management 133

John Barrows

FEBRUARY 11, 2021

The post WEBINAR: James Buckley hosts ” Innovative Ways to Build More Sales Pipeline in 2021″ [Coming Soon!] appeared first on JB Sales.

Webinar Metrics 141

Webinar Metrics Pipeline Sales 141