The Center for Sales Strategy
FEBRUARY 26, 2020
The top organizations in any marketplace place a high value on their people because they are the foundation on which success is built. They place an even higher value on managers who can develop top performers. Yet, all too often, business leaders hire people they believe in and sit back to see what they can do.
Sales and Marketing Management
FEBRUARY 25, 2020
Author: Tim Houlihan In my conversation with Jana Gallus from UCLA’s Anderson School of Management, we examined the ways that precision impacts the effectiveness of rewards. Her research points to important aspects of how rewards, the signals they send and their efficacy are affected by precision. In short, more precision is better for rewards used with incentives, while less precision is better for rewards used with recognition.
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SBI Growth
FEBRUARY 28, 2020
Now that you’ve defined and kicked off your strategy for the year, it’s time to take a look at your team’s operational efficiency. Where are you getting bogged down? What are the biggest pain points in your processes? Through our.
No More Cold Calling
FEBRUARY 27, 2020
You don’t have to work 60-hour weeks to be successful. My niece quit her job because she couldn’t handle the 60-hour workweeks while raising a family. She was stressed, had a short fuse, and didn’t smile much. I was getting increasingly worried about her health and was relieved when she quit. Sure, it was scary for her family for a while. One income was suddenly gone.
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.
The Sales Heretic
FEBRUARY 25, 2020
I regularly receive friend requests on Facebook. Most of them I ignore. (And many I report for being spam.) But if the person sending the request has a lot of friends in common with me—say a hundred or so—I’ll usually accept the request, because that person is typically also a professional speaker or trainer. (Many [.].
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
FEBRUARY 26, 2020
Historically, discussions about “the customer experience” have been code for “let’s talk about some quick wins to improve our renewal rates before the end of the next quarter.” But more recently, CX has joined product, marketing, and sales as another.
The Pipeline
FEBRUARY 25, 2020
Sales Scrum: Guest Warren Shapiro. In this episode, I have the pleasure to interview Warren Shapiro , a seasoned recruiter who helps both employers and employees break through the barriers to success. In the conversation, Shapiro highlights how advancements in technology and changing attitudes and client expectations, can help employers hire people more likely to succeed and stay longer.
Anthony Cole Training
FEBRUARY 24, 2020
Recruiting new sales talent and hiring better salespeople are complicated and time-consuming processes. Especially, when you're not prepared to fill a vacancy, don't have a pipeline of candidates, or have an idea of what "better" means for your business.
Sales and Marketing Management
FEBRUARY 27, 2020
Author: Andres Lares When Joe Mauer’s contract neared its expiration in 2010, the all-star’s agent sat with him and shared how his research revealed he could secure a contract of approximately $300 million over 10 years in the free agent market. However, Joe was more interested in remaining in Minnesota, his hometown, than he was about getting the absolute maximum amount of money.
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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 2.0
FEBRUARY 27, 2020
In this post, I want to tell you about something that boosts prospecting results: trigger events. A “trigger event” is when something changes in your prospect’s world. Change is good for you when you’re selling as when something changes in your prospect’s world, it often creates a need. Sometimes that need is something your product can address and hence a sales opportunity is created.
Zoominfo
FEBRUARY 27, 2020
We’ve seen a multitude of new data privacy laws begin to flood the privacy landscape around the world, most of which borrowing standards of transparency and individual rights created by the GDPR in 2018. As a result, it’s become increasingly important for organizations to monitor, analyze, and act upon upcoming regulations to protect their business. […].
Connect2Sell
FEBRUARY 26, 2020
Direct from buyers, a list of grievances about sellers’ communication: Spelling errors. Casual or overly familiar. Run-on sentences with poor punctuation. Rambling thoughts that don’t seem connected. Too much to wade through instead of getting to the point. Emojis and exclamation points are disingenuous. Someone should proofread before sending. Obviously a cut-and-paste.
SBI Growth
FEBRUARY 26, 2020
Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation.
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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
Mr. Inside Sales
FEBRUARY 28, 2020
Is email dead? Of course not! But if you want to get a response, you need to remember that people get hundreds of emails each week—some per day! —so you better make sure your email stands out and is easy to read. Use the check list below to make sure you’re doing everything you can to not only get your email read, but to get a response as well: Email Secret #1: Use the prospect’s first name in the subject line.
Zoominfo
FEBRUARY 25, 2020
The modern B2B customer journey is more complex and multilayered than ever before. In a prospect’s path to become a customer, they often engage in a number of digital touchpoints—social media posts, paid advertisements, email promotions, blog posts, webinars, and eBooks to name a few. In fact, studies show it takes an average of 6 […].
Anthony Cole Training
FEBRUARY 27, 2020
In this blog, we discuss why prospects object when it comes down to buying time, and why we can't always blame the prospects in these situations. Overall, salespeople must ask better questions to help increase sales, build better relationships, and help uncover their prospect's compelling reasons to buy.
SBI Growth
FEBRUARY 25, 2020
Over the past two and a half decades, Cloud-based software delivery has transformed the marketplace with Software as a Service (SaaS) becoming the default way that customers purchase almost any software. This has changed the dynamics between vendor and customer.
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.
Grant Cardone
FEBRUARY 24, 2020
How many times have you heard that money won’t make you happy? Next time anybody tells you that, forward them this…. Money won’t make you happy but it will buy: A Good Steak . 5-Star Vacations. Watches. Money won’t make you happy… but it will buy: Food for your pets. A Ski Trip. …or a Boat Trip. Again, money won’t make you happy… but it will buy: Small Things that Make Life Better such as Sunglasses, Shoes, and $5 Coffee Each morning… Or Bigger Things Like a Jet, a Luxury
Zoominfo
FEBRUARY 27, 2020
By this point, it’s probably been drilled into your head that a content marketing campaign is essential to your company’s success. In many ways, content is the bread and butter of the modern marketer. But you can’t butter your bread without a knife. And in this metaphor (bear with us here), data quality acts as […].
Membrain
FEBRUARY 23, 2020
The idea of a “sales process” has been around since long before I was offered my first sales role. The concept has been heavily promoted by the mainstream sales methodology vendors and adopted with varying degrees of effectiveness by many sales organisations.
Predictable Revenue
FEBRUARY 25, 2020
In sales, the common misconception is that by saying the right thing you’ll win the deal. But what we started to realize after introducing Question-Based Selling (QBS) to our sales organization is that it’s impossible to know what to say without understanding the person and/or organization we were selling to. The post How Question-Selling Can Triple the Value of Your Service appeared first on Predictable Revenue.
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.
John Barrows
FEBRUARY 25, 2020
We’re pleased to have Ryan Reisert on the podcast this week. Ryan’s strength is turning prospecting into a math game so you can reverse engineer the activities you need to generate the outcome you need. If you think about it, why would you not want to find out how many prospecting activities you need to perform before you book a meeting, divided by your meeting to opportunity rate and finally your close rate?
SalesProInsider
FEBRUARY 26, 2020
“Never underestimate the laziness of buyers.”. That was the advice a mentor gave me. He was someone I trusted, respected, and would take all of his suggestions and put them into play. Yet this advice was very offending to me because I’ve never considered my buyers or my clients as lazy people. No, they’re hardworking, they’re really smart, and they care about what they’re doing.
SocialSellinator
FEBRUARY 26, 2020
It’s no secret that revenue is the measure for a business’ success. That’s why a significant portion of the effort is dedicated solely to marketing a company’s product and success to their target market. And when talking about marketing, specifically in the aspect of digital marketing, content has emerged as one of the potent methods of maximizing a company’s marketing strategy.
Membrain
FEBRUARY 26, 2020
The words we use affect the way we think. Positive, uplifting words can induce a positive, uplifting mood and an optimistic approach to tasks. Negative, depressing words can have the opposite effect.
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?
SBI
FEBRUARY 23, 2020
SalesTech Video Review: Brainshark. Brainshark is a data-driven sales readiness platform. That means you can prepare your client-facing teams with the knowledge and skills to perform at the highest level and the score cards to know what’s working and how to improve. When you’re able to correlate readiness to revenue, you can optimize your readiness programs and revenue at the same time. - Nancy Nardin, Smart Selling Tools.
Smooth Sale
FEBRUARY 28, 2020
Attract the Right Job Or Clientele: NOTE: Dr. Gleb Tsipursky, CEO, Disaster Avoidance Experts provides today’s guest blog. Dr. Gleb Tsipursky is on a mission to protect leaders from dangerous judgment errors known as cognitive biases by developing the most effective decision-making strategies. A best-selling author, he wrote Never Go With Your Gut: How Pioneering Leaders Make the Best Decisions and Avoid Business Disasters (Career Press, 2019), The Truth Seeker’s Handbook: A Science-Based Gui
Allego
FEBRUARY 27, 2020
Today’s post is by Jake Miller, Senior Product Marketing Manager at Allego. Learning and development professionals must embrace, understand, and integrate technology into their work to stay relevant. One of the best ways to get up to speed is learning from industry leaders. At the recent ATD TechKnowledge 2020 , I heard from speakers, participants, and partners at the forefront of the industry.
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