The Center for Sales Strategy

APRIL 4, 2023

Culture is defined as a way of life for a group of people. When in doubt about what to do, the members will fall back on what they have learned from their culture. They don’t even think about it—they know what their culture would tell them to do. Business organizations all have a culture, and when you walk into a business and take an instant like or dislike to being there, you are experiencing their culture.

Sales Management 82

Sales Management Groups Sales Prospecting 82

The Sales Readiness Blog

APRIL 3, 2023

Once celebrated in movies, the lone-wolf style of sales is no longer an effective approach in today's complex buying atmosphere. So how can sales teams become more successful and add value to their companies?

Company 105

Company Sales Sales Enablement 105

Sales and Marketing Management

APRIL 4, 2023

When organizational design changes are required, CSOs must identify which structure aligns best with their goals while recognizing the tradeoffs that are likely to occur. Here are three steps to follow to identify and select the best design to match your needs. The post 3 Steps to Ensure Sales Structure is Aligned with Strategy appeared first on Sales & Marketing Management.

Strategy 309

Strategy Sales Marketing 309

Mr. Inside Sales

APRIL 2, 2023

It happened just this second. I checked my voicemail and found two messages. One was from a business owner who wanted to speak to me about training for his sales team. The other was a vague message from someone named, “Ty” who just said, “Hey Mike this is Ty; call me back when you can. “ Now here’s the problem: They both left their phone numbers so quickly that I had to listen back to the message four times—all the way to the end, by the way—before I was able to write down their whole number.

Face-to-face 156

Face-to-face Call-back Gatekeeper Decision Maker 156

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

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. Instead of focusing on assigned reading and sporadic training sessions, concentrate on effective sales training techniques that stick.

Training 98

Training Hiring Construction Case Study 98

Janek Performance Group

APRIL 5, 2023

CEOs naturally focus on financial metrics like revenue growth rate, operating expenses, and EBITDA in a downturn. However, other sales levers that drive profitability are available but not in the headlines. The last downturn in 2008-09 caused countless unprepared CEOs to close their doors. Talk to one of those CEOs, and they explain it like this, “We launched at the worst time in history, during the credit crunch.

Sales Leadership 62

Sales Leadership Top of Funnel Sales Talent Inbound 62

Crunchbase

APRIL 4, 2023

The Lead List is a monthly series that analyzes key buy signals from companies on the Crunchbase Emerging Unicorn Board with fresh funding to help you fill your pipeline with new opportunities. With the collapse of both Silicon Valley Bank and Signature Bank last month, along with the sale of Credit Suisse to UBS , some finance leaders think a “ slow rolling crisis ” is coming for banks.

Lead Rank 52

Lead Rank Lead Scoring Automotive Company 52

Membrain

APRIL 5, 2023

It’s almost the only thing people want to talk about these past few months: Artificial intelligence. ChatGPT and its many children and siblings have set the internet and our industry ablaze with speculation about what it means for us.

Industry 136

Industry Sales Management Sales 136

Partners in Excellence

APRIL 5, 2023

I just listened to an outstanding webcast on the future of selling, conducted by four close friends. I am a student of their work, they are among the smartest thinkers about selling I’ve ever met. But as I sat through the conversation, I found myself growing increasingly frustrated. It seemed, unconsciously, the conversation around selling gravitates to SaaS selling.

Conversion 68

Conversion Small Business Small Business Up-Sell 68

Advertisement

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

APRIL 3, 2023

The vice president of sales at CRM provider Pipedrive discusses keeping sales teams motivated, why deals stall and organizing customer data. The post Staying Motivated in Sales appeared first on Sales & Marketing Management.

Motivation 294

Motivation CRM Data Sales 294

Anthony Cole Training

APRIL 6, 2023

There are five pillars that make up a strong Sales Managed Environment which in turn will help you build a consistent, championship-quality sales team.

Coaching 216

Coaching Sales Management Sales Training 216

Zoominfo

APRIL 5, 2023

It’s been more than 50 years since the first versions of email were sent across the ARPANET, and although the technology has scaled to billions of users worldwide, one thing has stayed constant: the “ user@host ” address format implemented by the original developer. That doesn’t mean reaching people has gotten any easier. As companies add and reallocate talent, enter new markets and territories, and adopt more security tools, corporate email systems are becoming increasingly complex.

Sales Qualified Lead 130

Sales Qualified Lead Scale System Ideal Customer Profile 130

Force Management

APRIL 6, 2023

As leaders, we serve as guides for our teams through challenging times. In the current economic landscape, when the challenges are unpredictable, it helps to have guides of our own. Last month on the Revenue Builders Podcast, we talked to multiple leaders who have guided teams successfully through crises. They spoke to the power of gratitude, communication, culture, and humility.

Marketing Qualified Lead 119

Marketing Qualified Lead Leads Revenue Strategy 119

Advertisement

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

APRIL 5, 2023

In the face of the ongoing push for digital transformation in the business world, digital business cards will drive the future of professional connectivity. The post Modernize Your Contact Information with Digital Business Cards appeared first on Sales & Marketing Management.

Marketing 278

Marketing Sales 278

KLA Group

APRIL 6, 2023

You know your reps don’t always follow up with marketing leads. Sometimes, they read directly from a sales script. You don’t think too much about it.

Follow-up 136

Follow-up Leads Marketing Qualified Lead Sales 136

Hubspot Sales

APRIL 5, 2023

There are many things to consider if you are interested in starting your career in sales. Choosing the right position based on your personality, likes, and dislikes can ensure you thrive in your new career. You’ll also need a thorough knowledge of sales trends and stats to succeed. You may have heard negative things over the years about salespeople, such as stereotypes that depict salespeople as pushy or aggressive.

Ideal Customer Profile 111

Ideal Customer Profile Salary Hiring Lead Rank 111

Partners in Excellence

APRIL 5, 2023

As I look at the plethora of tools we leverage to engage customers and each other, I worry. While they are intended to help us accomplish more. They are intended to help us, make us more efficient, eliminate some of the work we have to do, Instead, I wonder if they are dumbing us down. We have tools that present everything about the customer to us—the financial performance of the company, performance relative to the market, key issues facing them and their customers.

Face-to-face 105

Face-to-face Data Tools Conversion 105

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

APRIL 3, 2023

Incentive and engagement solution providers offer software platforms that are proven to increase the engagement of program participants, improve ROI, and enhance the overall experience of incentive, recognition and consumer loyalty programs. The post Technology’s Role in Incentive Campaigns appeared first on Sales & Marketing Management.

Incentives 156

Incentives Incentive Campaigns Loyalty 156

The Sales Readiness Blog

APRIL 5, 2023

The “sell me this pen” test is a classic go-to question for sales managers interviewing sales candidates, and it’s easy to see why. This one simple, industry-neutral example can quickly test whether a salesperson knows how to sell. Here are three ways to use this timeless question in your hiring process.

Hiring 105

Hiring Industry Examples Sales Management 105

Hubspot Sales

APRIL 7, 2023

What do ebooks, graphic design software, and online courses have in common? They're all digital products. These products aren’t tangible, but they play a role in our daily lives and are no less valuable than physical products. Because digital products are so ubiquitous, selling them can be profitable for your business. Doing so comes with some unique benefits like low overhead costs and not having to worry about storing inventory.

Buyer Persona 104

Buyer Persona eBook How To Social Media 104

The Center for Sales Strategy

APRIL 3, 2023

Finding the right talent for your company is vital to its success. A comprehensive recruitment process is essential to attract, select and retain the best employees. However, many companies struggle to create an efficient and effective recruitment process. But there is hope. From creating a job description that accurately reflects the position to utilizing modern recruitment tools, these steps can help you attract and retain the best employees.

Positioning 99

Positioning Tools Company 99

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

Partners in Excellence

APRIL 3, 2023

We want to achieve our goals—make quota, get the bonus, get the promotion, get the recognition. We want people to act/behave in a certain way. We want to work for a certain company or in a certain role. We want customers to respond to our outreach, to buy our products. The problem with getting what we want is that we are usually dependent on those we work with getting what they want/need.

ACT 94

ACT Promotion Quota Customer 94

Pipeliner

APRIL 7, 2023

Sales skills are crucial in any business. It enables a company to attract customers, increase revenue, expand into new markets, and build a loyal client base. Every outstanding salesperson is a company’s asset and an indispensable one. With the rise of e-commerce, the shift to the online platform from brick-and-mortar stores has transformed selling styles.

Discount 98

Discount Demographics Follow-up Referrals 98

Hubspot Sales

APRIL 6, 2023

If you’re a B2B company, ecommerce is a necessity for your business. As a McKinsey & Company study found, 65% of B2B companies sold exclusively online in 2022. B2B ecommerce strategies also differ greatly from B2C (business-to-consumer) ecommerce. In B2B, transactions involve two businesses, while in B2C, businesses sell directly to consumers. To stay on top of the ever-evolving B2B ecommerce game, you need to pay attention to trends.

Trends 99

Trends B2B B2C Social Media 99

PandaDoc

APRIL 3, 2023

As your company grows, you may find you have less resources available for closing each opportunity. Your company’s sales managers only have a select number of sales reps to work with, and those reps only have a limited amount of time to close deals. A good sales pipeline management strategy is essential because every potential opportunity uses up your most valuable resource — time.

Pipeline 98

Pipeline Top of Funnel Sales Qualified Lead Sales Forecasts 98

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

Crunchbase

APRIL 6, 2023

During the past two years, sales professionals have faced budget and hiring freezes along with multiple bouts of layoffs across industries — especially in tech. It’s less than ideal that the average sales turnover rate is 35%, compared to a 13% average turnover rate for all other roles. Why the disparity? Salespeople work high-pressure jobs and often get little to no recognition.

Incentives 98

Incentives Incentive Hiring Top of Funnel 98

Sell Courses Online

APRIL 4, 2023

Group coaching and individual coaching are the two coaching models most coaches use. When you’re creating your program, it … Group Coaching vs Individual Coaching: What Is Best for You?

Groups 97

Groups Coaching 97

The Center for Sales Strategy

APRIL 6, 2023

So, what is the line between persistent and pest when it comes to securing appointments? Two calls? Three calls? Six? A national study published in the Harvard Business Review recommends at least six approaches. After six approaches are when 90% of appointments are set. So, how many salespeople make six approaches? About 4%. Yes, 4%. The majority of salespeople give up after two.

Prospecting 92

Prospecting Study Sales Process Sales 92