The Center for Sales Strategy

AUGUST 3, 2021

In part, because smart companies are examining their talent and prioritizing their top performers. Although lowering, unemployment rates are still much higher than we’ve seen in recent years. However, don’t let that fool you; as you can see, it’s still a very competitive job market out there.

Trends 62

Trends Smart Company Guarantee Competition 62

Score More Sales

APRIL 11, 2014

Smart companies in nearly every industry are building out strong inside sales teams now. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling.

Inside Sales 209

Inside Sales Webinar Metrics Social Selling Conference 209

Engage Selling

JUNE 2, 2018

Smart companies today measure their lead acquisition cost, their marketing costs and their sales cost. But what about the overall cost to serve your customer? That often gets overlooked. And yet that’s precisely where you can see both the risk … Read More »

Smart Company 54

Smart Company Leads Marketing Qualified Lead Customer 54

SalesLoft

FEBRUARY 13, 2017

86 percent of marketing and sales professionals stated that they have begun utilizing targeted account strategies. And smart companies are realizing that that success can also be seen in other parts of the company, particularly sales. Hear from a real Salesloft customer on their account-based engagement experience.

Account 52

Account Scale Account Based Marketing Hotels 52

Cincom Smart Selling

JANUARY 27, 2015

Smart companies don’t have software initiatives; they have business initiatives that drive software purchases. When you don’t have an overall business strategy for your front-office process, you unsystematically collect IT solutions. There should be one team determining and implementing strategy for the entire process.

Scale 48

Scale Smart Company CRM Microsoft 48

The Brooks Group

APRIL 1, 2016

An average strategy well executed will always outperform a superior business strategy which is poorly executed. . Jeffrey Pfeffer and Robert Sutton, professors of organizational behavior at Stanford, explore this performance paradox in The Knowing-Doing Gap: How Smart Companies Turn Knowledge into Action.

Closing 63

Closing Smart Company Exercises Analysis 63

The Pipeline

DECEMBER 31, 2015

Instead of finding a positive solution to honor the common goal of growing the company, the two teams debate who is right. Smart companies today realize the problems of communication breakdown between sales and marketing teams. It’s unproductive…but it doesn’t have to work this way. It’s costing them money.

Sales Qualified Lead 120

Sales Qualified Lead Marketing Small Business Small Business 120

Sales and Marketing Management

JUNE 1, 2018

As Richards explains, if a company grants you attention, either through a meeting, a read email or a viewed video message, you owe it to that prospect to make it worth their time. Calum Coburn of The Negotiation Experts also embraces Hollywood strategies for corporate use. There’s a structure to successful storytelling.

Marketing 226

Marketing Telemarketing Scale Education 226

SBI

JUNE 10, 2015

First, we train your reps with our LMS, Spoke, and content that’s customized to support your sales strategy and process. This introduces a whole new level of intelligence that lets you pivot your sales strategy as you learn more. Brian: Smart companies invest a lot of money in their CRM systems, which are great for storing data.

Up-Sell 50

Up-Sell Decision Maker Revenue Closing 50

Sales Hacker

AUGUST 28, 2018

This should encourage smart companies to offer omnichannel engagement opportunities that allow customers to connect with any number of knowledgeable company resources. Companies that value customer engagement should consider adopting meeting scheduling strategies that ensure easy, frictionless connections, and feedback loops.

Buyer 79

Buyer B2B B2C Survey 79

The Brooks Group

APRIL 23, 2014

Smart companies are looking for great salespeople even when they feel they don’t need more salespeople. Training imparts ideas, concepts or strategies in a safe environment. Recruitment – Regardless of industry, recruiting top sales performers is the very cornerstone of any sales management process.

Hiring 40

Hiring Sales Management Smart Company Construction 40

Sales Hacker

JUNE 20, 2022

Smart companies know that such top talent is extremely valuable in a recession and they will do their best to poach them from you. The post The 10-Point Strategy for Leading Sales Teams in a Recession appeared first on Sales Hacker. Remember: Recessions should not be an excuse to cut away at your talent.

Lead Rank 84

Lead Rank Lead Scoring Leads Marketing Qualified Lead 84

SugarCRM

AUGUST 19, 2019

But while the big players are all investing heavily in the IoT space, it’s still possible to benefit from this tech without having to completely rethink your business strategy. Expanding revenue through servitization.

Trends 20

Trends SugarCRM B2C CRM 20

Zoominfo

OCTOBER 4, 2019

A B2P strategy transcends the B2B/B2C distinctions by placing the emphasis back on people — either individual consumers or the several individuals that make up a B2B buying committee. These unique characteristics then drive your entire business strategy – from branding to content creation to customer service and beyond.

B2C 182

B2C B2B Marketing Lead Rank 182

Klozers

JUNE 5, 2014

The recent increase in the number of Online Reputation Management companies validates this, however smart companies have learned some simple strategies and techniques on how to deal with the Customers From Hell, and try to catch them before the problem escalates, let alone they post anything negative online.

Ideal Customer Profile 50

Ideal Customer Profile Customer Social Media CRM 50

Your Sales Management Guru

OCTOBER 13, 2015

Smart companies are scrutinizing their strategic sales management plans, taking a closer look at everything from their pipelines to their forecasts. But one area where additional improvements still can be made is the sales organization.

Revenue 40

Revenue Hiring System Case Study 40

SBI Growth

DECEMBER 13, 2013

You call a sales manager strategy meeting. “We Pipeline reviews, strategy sessions, forecasting analysis and sales training are all mentioned. Smart companies use delivery tools like: Pod casts. You just hung up from your weekly forecast call. Numbers don’t look good. Your team is going to be short again this quarter.

Training 302

Training Face-to-face Webinar Metrics Forecasting 302

Zoominfo

OCTOBER 4, 2019

A B2P strategy transcends the B2B/B2C distinctions by placing the emphasis back on people — either individual consumers or the several individuals that make up a B2B buying committee. These unique characteristics then drive your entire business strategy – from branding to content creation to customer service and beyond.

B2C 100

B2C B2B Marketing Lead Rank 100

Pipeliner

MAY 13, 2020

From new employee management strategies to cutting-edge innovations in marketing, the year ahead is headed towards booming success for companies that align their strategies accordingly. 5. Focusing on Soft Skills.

Hiring 98

Hiring Trends Retention Ideal Customer Profile 98

Partners in Excellence

APRIL 13, 2018

I just got my first “SMART Company Brief” from DecisionLink. It provides an in depth analysis of the company, including things like: Fast facts on them and their performance. At least until now. It’s an awesome document–I get these for our major accounts.

Smart Company 65

Smart Company Analysis Face-to-face Competition 65

Hubspot Sales

DECEMBER 16, 2020

Leverage Slack video to mimic the quick strategy chats that used to happen at a colleague’s desk, but don’t overuse Slack messaging.". Always follow up to check that reps are applying new strategies; Gong is a helpful tool for this.". Watch our free webinar on how to shift to a virtual event strategy. Post-training materials.

Real Estate 134

Real Estate Face-to-face Forecasting Hubspot 134

Sales Hacker

JUNE 16, 2020

Dr. Gleb is on a mission to protect leaders from dangerous judgment errors known as cognitive biases by developing the most effective decision making strategies. His cutting edge thought leadership has been featured in over 550 articles and 450 interviews in the likes of Fast Company, CBS News, and Time.

Government 99

Government Call-back Real Estate Face-to-face 99

Sales Training Connection

AUGUST 22, 2012

Schrage was exploring how smart companies increasingly recognize that their own futures depend on how ingeniously they invest in the future capabilities of their customers. Technorati Tags: sales best practices , sales strategy , sales training articles , sales training blogs , selling economic value , selling value.

Engineering 102

Engineering Smart Company Training Benefit 102

Mindtickle

JULY 2, 2016

Tweet This: Smart companies have realized that customer loyalty is the most powerful sales and marketing tool that they have. Tweet This: Make sure every single employee in your company knows precisely what value your customers are seeking and how he or she can impact it. Karl Wirth , Founder & CEO at Evergage.

Customer 52

Customer Loyalty Microsoft Smart Company 52

Mindtickle

JULY 2, 2016

Tweet This: Smart companies have realized that customer loyalty is the most powerful sales and marketing tool that they have. Tweet This: Make sure every single employee in your company knows precisely what value your customers are seeking and how he or she can impact it. Karl Wirth , Founder & CEO at Evergage.

Customer 52

Customer Loyalty Microsoft Smart Company 52

Sales Hacker

JUNE 23, 2020

With limits on in-person meetings, it’s even more important to double down on your digital selling strategy. But we just knew, smart companies… It’s not “we”; luckily, I worked for someone that knew that, and I learned this trick and wrote it down. Our first sponsor is LinkedIn.

Customer 67

Customer Churn Lead Rank Scale 67

Sales Hacker

JULY 16, 2020

Smart companies, and sales professionals, are leveraging their integration ecosystems to create more sales deals and attract higher valuations. Generate new activity by asking your counterparts at your partner companies for introductions or guidance. This is the cousin of the above strategy. Like what you read?

Top of Funnel 95

Top of Funnel Pipeline Scale Funnel 95

LeadFuze

JULY 25, 2021

Smart companies have realized that customer loyalty is the most powerful sales and marketing tool that they have. ” – Bill Price. To ensure the success of your users and clients, it takes a high-touch communication strategy. Now, let’s get into the nuts and bolts.

Lead Rank 124

Lead Rank Lead Scoring Top of Funnel Churn 124

DiscoverOrg Sales

AUGUST 24, 2017

As Ann Handley has so rightly said , smart companies lead conversations, not just join them. Maersk now has over 63K Twitter followers and 2.45M likes on Facebook. As marketers and salespeople, we can not afford to be bandwagoners in such a fast-paced world. Business-to-person (B2P) trumps it all.

B2B 186

B2B B2C Buyer Persona Social Media 186