The Center for Sales Strategy
JULY 16, 2018
As VP/Sr. Consultant at The Center for Sales Strategy, I’ve worked with many customers over the past fourteen years. I would be a wealthier man if I had a dollar for every time I heard this line from sellers: “All the good accounts are taken.”.
Babette Ten Haken
JULY 16, 2018
The transformation of loyal customers into former customers is a real conundrum. Especially in the age of big data meets customer satisfaction. After all, if you continuously keep your fingers on the pulse of your customers, all that data should tell you who is vulnerable. And who is not. Theoretically, that strategy makes sense. And you are very smart folks, so I am not going to write a novel here for you.
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Pipeliner
JULY 16, 2018
One of the biggest issues in any sales organization is the lack of congruency between what the overall sales strategy says and what salespeople do every day. Indeed the same issue is similarly at play between the sales plan and the plan for the entire organization. The strategy says one thing and not only do people do something else, they do slightly different things that are out of sync with the strategy.
Zoominfo
JULY 16, 2018
Seasoned B2B marketers know a well-executed webinar is a goldmine for sales leads. Just consider these webinar lead generation statistics: 73% of B2B marketers and sales leaders say a webinar is the best way to generate high-quality leads ( source ). 79% of buyers say they will share information in exchange for webinars ( source ). 44% of marketers have hosted or participated in a webinar. 87% of those marketers found it to be an effective strategy ( source ).
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
SBI Growth
JULY 16, 2018
Joining us on hbspt.cta.load(23541, '39dd4f48-b0ca-486a-9fa5-4e1fb27489aa', {}); is Steve Grimshaw, the Chief Executive Officer for Caliber Collision. In today’s show, Steve demonstrates how a chief executive orchestrates the right level of inorganic growth to maximize the valuation of their.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
SBI Growth
JULY 16, 2018
If the above is true for you, you are not alone – but the trend is shifting. To skip to the juice, Download the Packaging Services for Revenue Growth Assessment Tool. When we hear “services revenue” we often think of professional.
Jeffrey Gitomer
JULY 16, 2018
After the show is over, how do I follow–up? Fast. There are companies who fax quotes, confirmations and copies of orders directly from their exhibit booth to the office of the prospect or customer. That's real fast.
Anthony Cole Training
JULY 16, 2018
You may recall hearing in one of our videos or reading in one of our blogs the importance of identifying your zebra to build your business. In the unlikely event you did not, the purpose of identifying your zebra is to bring focus and clarity to your prospecting efforts so you don’t end up chasing or pursuing opportunities that aren’t the best use of your most asset. your time.
MTD Sales Training
JULY 16, 2018
Managing Performance for many sales managers is the holy grail – how exactly do you get a disparate group of team members working effectively together to achieve common goals and still keep them motivated? One area we are always trying to improve is the way people perform on the job, and it is vital that we understand the elements that make up an individual’s performance so we can influence them and, ideally, set some parameters for them to work around.
Speaker: Alexa Acosta, Director of Growth Marketing & B2B Marketing Leader
Marketing is evolving at breakneck speed—new tools, AI-driven automation, and changing buyer behaviors are rewriting the playbook. With so many trends competing for attention, how do you cut through the noise and focus on what truly moves the needle? In this webinar, industry expert Alexa Acosta will break down the most impactful marketing trends shaping the industry today and how to turn them into real, revenue-generating strategies.
Close.io
JULY 16, 2018
There’s a cold, hard truth about cold calling few sales reps want to admit: It doesn’t actually matter what you say. Sure, you can practice your script until your lips go numb. But those first few words out of your mouth are way less important than how you sound. What am I talking about? Take a second and think back to the last time you picked up a call from someone you didn’t know.
Nutshell
JULY 16, 2018
By now, most of us know what “CRM” stands for. We understand that customer relationship management software helps sales organizations keep track of their clients and manage leads through their sales pipeline , which makes selling easier and more effective. While technology continues to make this process easier , there’s no way to fully automate the human touch that’s so necessary to effective sales.
Selling Power
JULY 16, 2018
I often write about the sales core competencies in which the best salespeople excel. Now let’s look at the sales core competencies in which the weakest salespeople are the worst.
Nutshell
JULY 16, 2018
By now, most of us know what “CRM” stands for. We understand that customer relationship management software helps sales organizations keep track of their clients and manage leads through their sales pipeline , which makes selling easier and more effective. While technology continues to make this process easier , there’s no way to fully automate the human touch that’s so necessary to effective sales.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Janek Performance Group
JULY 16, 2018
I learned early on in my sales career the importance of an effective voicemail after leaving countless messages that didn’t receive a callback. The voicemail is your opportunity to touch base on a more personal level with a client. While the quantity of replies might be lower, the quality of responses will be higher (If you’re noticing a recurring theme of lower quantity, but higher quality in our posts, that’s not an accident – it’s a consistent phrase across many aspects of today’s sales world
BrainShark
JULY 16, 2018
Most standout sellers did not find success overnight, nor did they do so alone. Many realized their full potential with the help of a mentor.
Predictable Revenue
JULY 16, 2018
This is a guest post by Mike Fiascone, Sr. Director, Sales Productivity at DocuSign. The post A few easy ways to create a mindful approach to your relationships, your sales, and your life appeared first on Predictable Revenue.
Sales Hacker
JULY 16, 2018
I asked Gaetano to join me in a discussion about permission based marketing and growth hacking – and where the boundaries lie with user consent. Here’s a lightly edited version of our conversation. [link]. Gaetano DiNardi pissed off a bunch of marketers recently. We run in the same circles on LinkedIn, and I’d been watching his content for a while when I saw him post something that stopped me in my tracks.
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Accent Technologies
JULY 16, 2018
An acquisition doesn’t have to be a disaster. In fact, it could be an excellent thing for everyone involved! But it’s not worth the risk to silently sit back and watch. Take an active role on behalf of your company and ensure this shift is in your best interests. In a previous article , we went over 58 questions you should ask potential vendors when purchasing a sales enablement solution.
Xactly
JULY 16, 2018
The ability to find and capitalize on a sales trend can differentiate your company within your industry. It can also increase sales in a creative way. While it’s not always easy to spot trends before they happen, it’s always important to find that edge. Sales trends can help to grow your business with a bit of an edge. Here are the steps you should take to capitalize on sales trends and beat your competition.
Sales Readiness Group
JULY 16, 2018
We all have heard the old sales adage: “People buy from people they like.” And a significant body of behavioral science research supports this statement. According to famed psychologist Dr. Robert Cialdini , liking is one of the six principles of influence outlined in his seminal book, “ Influence: The Psychology of Persuasion.”. When you have a strong relationship with a buyer, you tend to have more influence with that buyer.
Close
JULY 16, 2018
Salespeople are an ambitious group. We want to close more deals. Blast through quotas. Beat the competition. But it’s not just sales ambitions that we set our sights on. We’re also ambitious about moving up in our careers.
Speaker: Kevin Burke
AI is reshaping marketing and sales, empowering professionals to work smarter, faster, and more effectively. This webinar will provide a practical introduction to AI, focusing on its current applications, transformative potential, and strategies for successful implementation in your organization. Using real-world examples and actionable insights, we’ll examine how businesses are leveraging AI to increase efficiency, enhance personalization, and drive measurable results.
SalesLoft
JULY 16, 2018
“ A traveler without observation is a bird without wings.” – Moslih Eddin Saadi. Travel is meant to inspire. It’s a way to expand our knowledge, meet new people, and gather insights and wisdom that you can’t learn from a textbook. That’s why Salesloft hit the road with Modern Sales Pros (MSP), so we could learn from the very best in sales! Over the last few months, Salesloft partnered with MSP, an invite-only group for sales management and operations professionals, to embark on an eight-ci
Mindtickle
JULY 16, 2018
Now more than ever, salespeople are working twice as hard to achieve the same or even diminished results despite access to innovative sales tools, mobile accessibility, and social media capabilities, among other technological advances. And while it might seem that you can’t teach an old dog new tricks when it comes to your sales team management, it’s actually the perfect time to make a change to a tried and true system.
Miller Heiman Group
JULY 16, 2018
The simple truth is that CRM technology was never designed to help sales representatives sell more. In fact, most sellers view CRM as an administrative burden, not a resource to help them close deals. To meet the challenges of today’s marketplace, your sales team needs more than CRM. You need analytics-powered technology that reinforces your organization’s sales methodology and shows sellers the specific actions required to win more opportunities and close deals faster.
Nutshell
JULY 16, 2018
By now, most of us know what “CRM” stands for. We understand that customer relationship management software helps sales organizations keep track of their clients and manage leads through their sales pipeline , which makes selling easier and more effective. While technology continues to make this process easier , there’s no way to fully automate the human touch that’s so necessary to effective sales.
Advertiser: ZoomInfo
As prospects define their problem, search for solutions, and even change jobs, they are generating high-value signals that the best go-to-market teams can leverage to close more deals. This is where signal-based selling comes into play. ZoomInfo CEO Henry Schuck recently broke down specific ways to put four key buying signals into action with the experts from 30 Minutes to President’s Club.
Miller Heiman Group
JULY 16, 2018
The simple truth is that CRM technology was never designed to help sales representatives sell more. In fact, most sellers view CRM as an administrative burden, not a resource to help them close deals. To meet the challenges of today’s marketplace, your sales team needs more than CRM. You need analytics-powered technology that reinforces your organization’s sales methodology and shows sellers the specific actions required to win more opportunities and close deals faster.
LevelEleven
JULY 16, 2018
Picture this: you’re in a sales meeting with your team, and everything is going smoothly. Then, suddenly your boss throws out an acronym that everyone seems to understand; everyone that is, except for you. Believe it or not, this happens more than you would think. In the world of sales, there are many terms and acronyms that are unfamiliar to new employees, as well as seasoned salespeople.
Paul Cherry's Top Sales Techniques
JULY 16, 2018
The following article is an excerpt from my latest book, The Ultimate Sales Pro, which is published by HarperCollins Leadership to be released in August 2018. Do what ultimate sales pros do Good salespeople don’t just think about how they’re going to get a buyer to sign on the bottom line. They know that long-term success comes from investing in mutually beneficial relationships with buyers throughout their career.
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