The Center for Sales Strategy

FEBRUARY 20, 2024

How much more productive would you be if you focussed on your inputs? This means avoiding all distractions and only working on planning, pitching, and following up—all the factors that budge the needle, not those that don't. A lot of valuable time is wasted focusing on things we cannot control. For example, we have zero control over the economy, competitors, pricing, inventory, or customers' attitudes.

Exact 85

Exact Follow-up Examples Sales 85

Understanding the Sales Force

FEBRUARY 20, 2024

Another “baseball is to sales” analogy shouldn’t surprise readers because I’ve already published more than 100 different articles over the past 19 years showing how selling is just like baseball. However, unlike the previous 100 plus efforts , this article will discuss how selling is different from baseball. In baseball there is a huge focus on numbers, but that’s more for fans while providing coaches with analytics they can use.

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Revenue Margin Sports Quota 207

SocialSellinator

FEBRUARY 20, 2024

Discover top digital marketing agencies for impactful content marketing services to boost your digital presence and engage your audience effectively.

Marketing 110

Marketing 110

Sell Courses Online

FEBRUARY 20, 2024

How long should an online course be? We answer this based on data and experience and also provide tips on keeping your course length optimal and engaging.

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Course Data 108

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October Prime Day is usually an early sign of how consumer spending trends ahead of the holidays. This one was no exception. Our October Prime Day Report breaks down what’s working: the products flying off the shelves, the categories winning big, big brands, and the search terms defining demand. All brought to you via Similarweb’s Shopper Intelligence platform.

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Hubspot Sales

FEBRUARY 20, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. It doesn’t matter how frequently you call prospects or how many years you’ve been in sales, you’ll always feel some anxiety before you dial — and that’s a good thing. If you’re nervous, you’re taking it seriously. Anxiety only becomes a problem when it impacts your ability or willingness to call.

Prospecting 105

Prospecting Telemarketing Quota Call-back 105

Nutshell

FEBRUARY 20, 2024

What if instead of going out and finding leads, you could get leads to come to you? That’s the idea behind inbound marketing—an essential marketing strategy for today’s businesses. In this guide, we cover everything you need to get started with inbound marketing. Keep reading to learn about what inbound marketing is, how it can benefit your business, and the steps to take to launch your inbound marketing strategy.

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Paid Content Inbound Account Based Marketing Marketing 78

Alice Heiman

FEBRUARY 20, 2024

In a world driven by results and constant hustle, we often forget to pause and appreciate our achievements. Alice Heiman, in her recent podcast, emphasizes the importance of appreciation in business success. Here are the key takeaways: Appreciation Builds Momentum: Taking a moment to truly appreciate our accomplishments can create great momentum. It instills confidence and encourages us to plan for a successful future.

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Scale LinkedIn ACT Channels 77

Nutshell

FEBRUARY 20, 2024

You’ve heard marketers talk about landing pages and how important they are as part of a holistic marketing plan. In fact, one of the most effective ways to generate leads is through a landing page. So, what is a landing page, and how do you incorporate it into your overall marketing strategy? In this article, we’ll break down everything you need to know about landing pages, including why they’re important and what you should do to ensure your landing page is a success.

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Campaigns Lead Gen Marketing Webinar Metrics 71

Allego

FEBRUARY 20, 2024

Most companies have an onboarding problem. Only 52% of new hires feel satisfied with the onboarding experience at their current job, research from Paychex revealed. Survey respondents said it left them confused (32%) and undertrained (52%). Further, Gallup’s State of the Global Workplace 2023 Report found most employees (51%) are not engaged—not involved, enthusiastic about, or committed to their work.

Hiring 71

Hiring Strategy Buyer Persona Video 71

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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

Sales Management

Nutshell

FEBRUARY 20, 2024

Want to get more of your marketing team on your CRM and email marketing platform so they can send email campaigns, but don’t want to pay for an entire seat? A new update we’ve been hinting at is here! Introducing three free marketing seats for Nutshell Pro customers and above! Nutshell is here to help sales and marketing teams work better together.

Marketing 71

Marketing CRM Campaigns Email Marketing 71

Highspot

FEBRUARY 20, 2024

Today’s reps can often feel the same way about the tools they use in their jobs – 66% of sellers say they’re drowning in tech, using 10 tools on average to close a deal. When reps jump between several tools to get their deals across the finish line, it can waste selling time and slow down deal cycles, while hindering your ability to understand how your go-to-market efforts are performing.

Sales Methodology 69

Sales Methodology Maximizer Infusion Scale 69

Pipeliner

FEBRUARY 20, 2024

I am your host, and today I am thrilled to share with you the insights from a recent podcast episode where I had the honor of interviewing Karl Becker , the founder of Improving Sales Performance and author of several insightful books on sales and marketing alignment. Our conversation centered around his new book, “Iceberg Selling,” and the critical importance of understanding customers on a deeper level.

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Customer Lead Rank Lead Scoring Pivotal 64

Janek Performance Group

FEBRUARY 20, 2024

In movies, sales is the ideal career for anyone who would rather play golf. However, Forbes notes 90 percent of Fortune 500 CEOs play golf. Also, CEOs who regularly play golf earn 17 percent more. Most of all, however, 80 percent of executives say playing golf establishes business relationships. Perhaps therein lies the connection. Afterall, sales and golf have much in common.

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Decision Maker Follow-up Social Media Up-Sell 62

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This guide is for leaders who recognize the importance of Salesforce but would rather trust a team of external experts to do the heavy lifting. Choosing the right managed services provider is a significant decision that impacts your business's efficiency and success. In this 10-minute read, you'll find 5 essential questions to ask any potential provider.

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BrainShark

FEBRUARY 20, 2024

Whether you have an enablement team of two attempting to serve hundreds of employees or a team of 10 instructional designers dealing with too much red tape, inefficiencies in your learning authoring process are costing you. Slow, inconsistent, and ineffective training causes a slew of costly problems for corporations: Loss of employee productivity and engagement Decreased employee and customer satisfaction Increased employee and customer churn Business expenses from unsafe work environments, em

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Outsourcing Services Salary Distribution Churn 62

Fill the Funnel

FEBRUARY 20, 2024

Predictive maintenance has become an essential tool for businesses to optimize their equipment performance and reduce maintenance costs. With the advent of artificial intelligence (AI) and machine learning (ML), predictive maintenance has become more accurate and efficient than ever before. This technology uses data analytics to predict when equipment is likely to fail and helps […] The post Predictive Maintenance: AI Solutions for Local Business Equipment appeared first on Fill the Funnel

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Funnel Top of Funnel Analytics Data 62

Selling Essentials RapidLearning Center

FEBRUARY 20, 2024

Imagine you’re doing an account review with a longtime client — let’s call her Jane. At the end, Jane says, “By the way, I read an article about some new technology they say could reduce our costs. Are you on top of that?” You are, and you tell Jane that while this new tech could save her a little on the front end, it’s risky and could cost her more long-term.

Journal 52

Journal Call-back Research Video 52

Mindtickle

FEBRUARY 20, 2024

Over the past few weeks, we’ve shared some tips on reducing the chaos in your tech stack. (You can check out Rahul’s video on accelerating bigger, faster deals with consolidation and Elisha’s tips for using your CRM, enablement analytics, and Call AI to inform better coaching. ) Today we’re sharing one of our most popular videos, which features Helen Waite from our product marketing team sharing ways for enablement professionals to streamline their tech stack and enhance their 2024 enablement pl

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CRM Data Conversion Hiring 52

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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten

Sales

Close

FEBRUARY 20, 2024

MEDDPICC can be the key to qualifying and winning complex deals in B2B sales. Learn what the MEDDPICC sales methodology is and how to use it effectively.

Sales Methodology 52

Sales Methodology Lead Qualification Sales Qualified Lead Leads 52

Selling Essentials RapidLearning Center

FEBRUARY 20, 2024

Imagine you’re doing an account review with a longtime client — let’s call her Jane. At the end, Jane says, “By the way, I read an article about some new technology they say could reduce our costs. Are you on top of that?” You are, and you tell Jane that while this new tech could save her a little on the front end, it’s risky and could cost her more long-term.

Journal 52

Journal Call-back Research Video 52

SocialSellinator

FEBRUARY 20, 2024

Discover the top digital agencies to elevate your business with our guide. Expert insights on the best picks for bespoke digital marketing strategies.

Strategy 52

Strategy Marketing 52

BuzzBoard

FEBRUARY 20, 2024

Strategies to Differentiate Your Digital Marketing Agency for Small Businesses In today’s ultra-competitive market, employing advanced strategies like artificial intelligence (AI) isn’t merely an option for your small business digital marketing agency; it’s a necessity. The role of AI becomes critical, particularly in sales prospecting, where conducting efficient, extensive, and result-driven efforts are pivotal in executing a successful marketing campaign.

Prospecting 52

Prospecting Small Business Small Business Pivotal 52

Speaker: Brendan Sweeney, VP of Sales at Allego

Maximizing sales rep performance is no easy task. 📈 Traditional sales training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources, and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation, and struggle to come to grips with their role.

Hiring

SugarCRM

FEBRUARY 20, 2024

On this episode of the Fuel Growth podcast series, my co-host Lizzy and I got to sit down with ​ Andres Obando , Vice President of Sales at Coordinadora Mercantil , the largest locally-owned logistics and delivery company in Colombia. Started by his grandfather in 1967, Andres and his family have been generationally committed to providing excellence in the shipping industry by tackling the lack of delivery logistics and reliable transportation methods in Columbia.

CRM 26

CRM SugarCRM Transportation Pivotal 26

BuzzBoard

FEBRUARY 20, 2024

Key Steps to Differentiate and Position a Digital Marketing Agency for Small Businesses Operating in a fiercely competitive field like a digital marketing agency, differentiation and positioning are crucial to standing out and attracting small businesses. Here are essential steps to help achieve that: A growing trend in digital marketing is hyper-personalization.

Scale 52

Scale Small Business Small Business Webinar Metrics 52

Sales Hacker

FEBRUARY 20, 2024

Helping founders with GTM Strategies and teaching sales reps how to earn the right to ask questions, which questions to ask, and when is the primary driver for Richard Harris. He brings 20+ years of experience, having done all the roles – SDR, AE, Manager, Director, VP of Sales, and Director of Sales Ops – to the table. His client list includes Zoom, Salesforce, Gainsight and 80+ SaaS start-ups.

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Negotiation Ideal Customer Profile LinkedIn eBook 102

BuzzBoard

FEBRUARY 20, 2024

A Discussion on Various Digital Marketing Services for Small Business In the digital age, incorporating artificial intelligence (AI) into small business marketing strategies is essential for enhancing and expanding reach. Utilizing AI allows digital marketing agencies to optimize sales and maintain a competitive edge. Numerous digital marketing services optimally use AI to bolster small businesses.

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Sales Process Small Business Small Business Retention 52

Speaker: Laura Noonan, Chief Revenue Officer at CallFinder + Angie Kronlage, Director of Program Success at Working Solutions + April Wiita, Vice President of Program Success at Working Solutions

Are you still manually reviewing calls? 🤔 It's time for a change! The traditional method of manual call monitoring is no longer cutting it in today's fast-paced call center environment. Industry experts Angie Kronlage and April Wiita from Working Solutions are here to explore the power of innovative automation to revolutionize outdated call review processes!

Call Monitoring

BuzzBoard

FEBRUARY 20, 2024

What are the Strategies to Differentiate my Digital Marketing Agency for Small Businesses? The digital marketing landscape is rapidly evolving. Traditional strategies are no longer sufficient – to truly stand out, your digital marketing agency requires a deeper level of transformation. One potential solution? Artificial intelligence (AI). AI is paving the way for innovative, personalized marketing strategies.

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Small Business Small Business Lead Rank Study 52

BuzzBoard

FEBRUARY 20, 2024

Key Strategies to Differentiate and Position Your Digital Marketing Agency for Small Businesses Staying competitive in the rapidly evolving world of digital marketing requires the development of key strategies to distinguish your agency, particularly when targeting small businesses. Ideally, a robust strategy should incorporate tried-and-true digital agency sales techniques, ethical sales practices, and innovative tools such as generative AI.

Small Business 52

Small Business Small Business Penetration Sales Qualified Lead 52

BuzzBoard

FEBRUARY 20, 2024

What Services Can I Offer to Position My Digital Marketing Agency for Small Businesses? As salespeople in a digital marketing agency that serves small businesses, staying ahead of the curve is vital. Utilizing artificial intelligence (AI) in your sales strategies can significantly boost your agency’s standing in the market, enhancing your prospects.

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Outsourcing Services Sales Process Small Business Small Business 52