The Center for Sales Strategy

JULY 18, 2022

When it comes to sales, you might feel as if there are many factors that are outside of your control. To an extent this is true, but when it comes down to it – you actually wield more influence over the situation than you think. Once you realize what you can control, and what you can influence , you will feel more confident approaching prospects and delivering solutions and recommendations to your clients.

Influencer 124

Influencer Prospecting Sales 124

Engage Selling

JULY 22, 2022

????????? How do you employ team selling? Since I published Right on the Money, there have been even more changes happening in the marketplace that we as sellers need to … Read More. The post How to Effectively Employ Team Selling | Sales Strategies first appeared on Colleen Francis - The Sales Leader.

Strategy 96

Strategy How To Sales Negotiation 96

Anthony Cole Training

JULY 21, 2022

While there are many differences between elite salespeople and average salespeople, two of the more important distinctions are the ability to sell value (they can sell at a slight premium on price) and the ability to reach the top levels of the prospect’s decision-making team (typically the C-Suite).

Sales 285

Sales 285

Bernadette McClelland

JULY 19, 2022

I’ve been off the grid pretty much for the majority of the past twelve months. Oh, sure I’ve posted articles and posts here and there and curated and commented on my colleagues posts, but something else has been at play. I’ve needed to find my groove, get my mojo back and step into the brilliance that I know I have to offer. Have you ever had those moments?

Hiring 397

Hiring Advertising Advertising Intent 397

Advertiser: ZoomInfo

One of the biggest challenges for any B2B marketer is understanding your prospects’ next move — who is most likely to buy and when. Without these insights, marketing campaigns can feel more like guesswork, with high investment and little return. We’re here to tell you there’s a better way. By tracking buyers’ digital footprints and online activity, such as website visits, product reviews, and spikes in content consumption, you can engage prospects with a message that really resonates.

Intent Data

Sales and Marketing Management

JULY 18, 2022

Marketers' most valuable work with crisis management will happen long before anything goes sideways. The post Establishing a Solid Brand Identity Staves Off a Collapse in a Crisis appeared first on Sales & Marketing Management.

Marketing 372

Marketing Sales 372

Zoominfo

JULY 19, 2022

Data and operations teams spend a considerable amount of time manually collecting and cleaning information. But thanks to ZoomInfo’s new partnership with Amazon Web Services (AWS), things are quickly changing. ZoomInfo customers who use AWS can now receive ZoomInfo’s industry-leading B2B data directly in Amazon Simple Storage Service (S3), significantly improving data quality while eliminating the time-consuming process of cleaning datasets by hand.

Data 130

Data Marketing Lead Rank Ideal Customer Profile 130

Membrain

JULY 17, 2022

We struggle to get a foothold in a large account. Winning that first deal in the account requires us to get the customer to change. To get them to think differently, addressing problems/opportunities differently. If we succeed, we have helped the customer innovate, to rethink what they currently do, and to do it differently. The customer chose us because they felt compelled to change.

Account 131

Account Opportunity Customer 131

Sales and Marketing Management

JULY 20, 2022

Here are four reasons why your direct mail campaign may have underperformed and how to repurpose that strategy and find success. The post 4 Reasons Why Direct Mail Isn’t Dead but your Marketing Strategy Is appeared first on Sales & Marketing Management.

Direct Mail 358

Direct Mail Strategy Marketing Campaigns 358

RAIN Group

JULY 20, 2022

Sales managers tend to believe they do a good job helping sellers solve problems and coaching them to build their capabilities. However, only 32% of sales managers are effective in getting maximum performance from sellers.

Coaching 133

Coaching Sales Coaching Sales Management Sales 133

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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

Zoominfo

JULY 18, 2022

One of the primary rules of sales is to talk to someone who has the power to make a buying decision. If you don’t do that, you can’t close the deal — no matter how well you do your job. In many companies, the chief financial officer (CFO) is the ultimate authority on buying decisions. You can present your pitch to other managers, who can then check with the CFO or recommend your product or service to them.

Gatekeeper 130

Gatekeeper Social Media How To ROI 130

Predictable Revenue

JULY 18, 2022

Can outbound sales survive without cold calling? Here are our top tips to help you navigate sales prospecting where mass outreach is legally restricted. The post How To Do Outbound Sales If You’re Legally Restricted appeared first on Predictable Revenue.

Outbound 126

Outbound Cold Calling How To Revenue 126

Sales and Marketing Management

JULY 19, 2022

B2B buyers control the sales process more than ever. Sales organizations must be able to effectively engage customers everywhere and every time they decide to engage with a supplier. The post How to Align Omnichannel Marketing with Sales Enablement appeared first on Sales & Marketing Management.

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Sales Enablement Marketing How To B2B 234

The Center for Sales Strategy

JULY 20, 2022

One of the most difficult things in leadership, and in life, is to recognize and admit when we have made mistakes or might have done things differently. As we develop more skills in leadership, we begin to see mistakes as opportunities for growth, improvement, and innovation when we can look at them through a lens without judgment or blame.

Sales Management 120

Sales Management Opportunity Sales Sales Leadership 120

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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

Intent Data

Gong.io

JULY 22, 2022

You might win your next sales call before it even starts. No, it isn’t a new “sales hack”. Yes, I’m talking about sales call planning. And it’s what separates the best reps from the rest. Here’s what I mean: You’re not just making a sale, you’re building a relationship, one that you hope lasts a long time. This is why even if you don’t make a sale on that first call, showing that you’re invested and interested in learning about your buyer and their needs puts you in the best position for future

Decision Maker 118

Decision Maker Hiring How To Buyer 118

Predictable Revenue

JULY 20, 2022

Julian Marcuzzi joined the Predictable Revenue podcast to discuss why SDR talent management is so important. The post Why SDR Talent Management Is So Important appeared first on Predictable Revenue.

Revenue 119

Revenue Outbound Sales 119

Sales and Marketing Management

JULY 21, 2022

Ask these three questions if you want to know if you’re leveraging the latest solutions to make your business work better. The post Prioritize Order Management to Make Your Business Work Better appeared first on Sales & Marketing Management.

Marketing 177

Marketing Sales 177

Zoominfo

JULY 19, 2022

The General Data Protection Regulation (GDPR) was enacted by the European Union in 2018, and remains perhaps the world’s most stringent data privacy regulation. While the GDPR was designed to protect individuals’ rights and improve transparency in the EU, in practice it affects organizations all over the world. Since July 2018, the total number of GDPR infractions and fines has been steadily increasing.

Advertising 100

Advertising Advertising Policies Relationals 100

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

Allego

JULY 20, 2022

A sales rep schedules a meeting with a prospect, but then they receive a request to attend a training session for the exact same time. What should they do? Sales training is critical. Reps must understand buyers’ needs and challenges and how to convey the value of what they’re selling. But they also must win deals and hit quota. The best solution: Implement a sales training program that allows for both.

Training 118

Training Hiring Webinar Metrics How To 118

Vengreso

JULY 19, 2022

Subscribe to Modern Selling on the app of your choice! From missed quotas to high customer churn , to even lower conversion rates – sales teams have their work cut out for them in this hypercompetitive post-pandemic landscape. This is why, now more than ever, the role of the sales leader cannot be ignored. But, the question often becomes, as a sales leader, what should and can they do to not just motivate their sales teams, but actually drive substantial and consistent growth for their organizat

Buyer Persona 116

Buyer Persona Quota Buyer Churn 116

Membrain

JULY 20, 2022

Your CRM sucks , and one of the most sucky things about it is the hoops you have to jump through to customize it to work for you.

Engineering 130

Engineering CRM Customer 130

Zoominfo

JULY 18, 2022

Social selling is a sales technique that leverages social networking services to identify prospects, build relationships, and close more deals. Unlike social media marketing where companies target specific audiences — think expecting parents interested in nursery items — social selling focuses on nurturing one-to-one relationships with business leaders and prospects.

Social Selling 100

Social Selling Tools Social Media Lead Rank 100

Advertiser: ZoomInfo

In this eBook, we’ll run through real-world examples that show how RevOps teams can benefit from modern solutions for the access, management, and activation of their GTM data. Whether you need to improve lead response times, boost adoption of core tools, improve lead qualification, or target and automate your GTM motions, you’ll find examples of how revenue teams are solving some of the toughest problems in modern business.

Lead Qualification

MarketJoy

JULY 22, 2022

Why is creating an effective sales pipeline a nightmare for some businesses? Is it as daunting as some people make it out to be? Well, it depends on how you do it. After you read this short article, you will have a full understanding of how to build a robust sales pipeline. A sales pipeline plays an important role in any successful business. According to research by Vantage Point , 72% of sales managers hold sales pipeline review meetings with their sales reps several times per month.

Ideal Customer Profile 111

Ideal Customer Profile Pipeline Demand Generation Agencies Lead Generation 111

Anaplan

JULY 19, 2022

Supply chain leaders must learn from the baby formula shortage A chaotic 2020, packed with unprecedented disruptions, dramatic climate events, and the first major global healthcare crisis in a century, rocked supply chains everywhere. Consumer awareness of the supply chain and how it impacts our communities and daily lives erupted virtually overnight.

Consumer 105

Consumer 105

John Barrows

JULY 20, 2022

The post WEBINAR: Adrian Cea & Leslie Douglas host “How to Sell to Enterprise and Land Massive Deals” appeared first on JB Sales.

Enterprise 108

Enterprise Enterprise Webinar Metrics How To 108

Partners in Excellence

JULY 18, 2022

This is a trick question—but there is a lot of confusion about whether sellers should be focused on the selling or buying process. Of course the answer is both. Some might fairly argue, “We are better aligned with the customer when we focus on the customer buying process.” Of course! And too often we fail to do this, focusing on what we want to accomplish–executing our selling process.

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Proposal Course Customer Groups 100

Speaker: Chris Paxton McMillin, President of D3 Training Solutions

There are plenty of great authoring tools for developing eLearning, but the one you select could directly impact your course's outcomes. Depending upon your learners’ needs and your organization’s performance goals, you could be overlooking considerations that impact the both effectiveness of your courses and how long it takes to finish them. From general capabilities to specific workflow structures, some aspects are critical when it comes to learning objectives and deadlines.

Comparison

Awarathon

JULY 22, 2022

Author: Vishala Pechetti 22nd July 2022 Introduction Incorporating sales videos can be a powerful tool in driving sales. Leveraging videos on product pages, demos, and brand videos can give prospects a deeper insight into your product offerings. Since people are more likely to retain information shared in a video format vs. other formats, it makes […].

Video 98

Video Prospecting How To Tools 98

Pipeliner

JULY 17, 2022

In this Expert Insight Interview, Deanna Singh discusses her latest book, Actions Speak Louder: A Step-by-Step Guide to Becoming an Inclusive Workplace. Deanna Singh is described as a trailblazer and dynamic speaker at the forefront of social change. She’s an award-winning author, educator, business leader, social-justice champion, and Founder and Chief Change Agent at Flying Elephant, an umbrella organization for four social ventures dedicated to shifting power to marginalized communities.

Hiring 98

Hiring Video Margin Compensation 98

John Barrows

JULY 20, 2022

The post WEBINAR: James Buckley hosts “Why Deliverability Is Tanking Your Cold Emails (and What To Do About It) appeared first on JB Sales.

Webinar Metrics 105

Webinar Metrics Sales 105