The Center for Sales Strategy

DECEMBER 20, 2021

The past decade has radically changed the way consumers learn about, research, find, and buy a product. Now, more than 90% of consumers research online before buying a product. If your company is going to stay relevant, you have to understand the trends of sales data for 2022. Learning the data and staying on top of the trends will allow you to make the most of your sales and marketing strategy and, ultimately, will lead you towards success in 2022.

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Trends Consumer Research Data 123

SBI Growth

DECEMBER 29, 2021

As we look ahead to 2022, our team is hard at work on a “Top Trends” report that we’ll share early in January. Our intent? Sharing key themes and shifts in both growth strategy and growth execution as we consider what 2022 may hold for commercial leaders and their teams.

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Sales and Marketing Management

DECEMBER 13, 2021

Companies with low turnover rates are led by executives who understand that money alone is no longer an effective recruitment and retention tool. The post Cracking the Sales Compensation Code appeared first on Sales & Marketing Management.

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Compensation Retention Sales Tools 317

Steven Rosen

DECEMBER 25, 2021

3 Steps to Achieving Success . The challenge for most people is knowing how to achieve personal and professional success. Many people compare themselves to others to gauge how successful they are. The problem is that there will always be someone who has more money, lives in a bigger house, has more power or is more intelligent than you. This is an irrelevant success as measured by material gains.

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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.

Trends

Understanding the Sales Force

DECEMBER 1, 2021

Have you tried recruiting salespeople lately? It's a lot like it was in 2019, pre-pandemic, only different. From time to time, I help clients recruit for key roles. Unlike recruiters, I don't work on a contingency because I take responsibility for the entire recruiting process from soup to nuts and then the client makes the decisions on who to hire.

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Hiring Sales Leadership Groups Objections 317

No More Cold Calling

DECEMBER 30, 2021

Find out what you might have missed from No More Cold Calling in recent months. The most valuable business relationships that salespeople have are those with our clients—the people who know our value, give us repeat business, and provide us with referrals to other great clients. That’s why it’s important to nurture those relationships year-round, year in and year out.

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SBI Growth

DECEMBER 22, 2021

Commercial leaders have been introducing sales technology for years in an effort to boost seller productivity and efficiency. However, with the pandemic accelerating Sales’ digital transformation, vendors have accelerated the pace of introducing new sales tools and technologies, creating a complex landscape for sales leaders to navigate. Specifically, Smart Selling Tools cites that $1.5B was invested in sales software companies in just the first months of 2021, and from 2020 to late 2021, the nu

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Sales and Marketing Management

DECEMBER 22, 2021

B2B marketing and media relations in 2022 will continue to focus on rich storytelling, but it will include new voices, prioritize emerging mediums and approach thought leadership in new ways. The post What B2B Marketers Can Expect in 2022 appeared first on Sales & Marketing Management.

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The Pipeline

DECEMBER 21, 2021

By Tibor Shanto. While this time of year is great to unplug, there are some habits we can work on while celebrating. One not unique to this time of year is reflection, the year that was, the year to come. I say not unique, because sales pros are always looking to the past to execute here and now. Change requires understanding, understanding is a result of learning, from books, others, or life.

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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

Understanding the Sales Force

DECEMBER 13, 2021

This is my annual nutcracker post. I first wrote the article in 2011 and people loved the analogy between the Nutcracker and a sales call. I make minor modifications to the article each year as current trends, best practices, and recent data dictate. Last year, The Boston Ballet cancelled their performance of the Nutcracker but we will be in attendance month and look forward to continuing the tradition.

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Anthony Cole Training

DECEMBER 3, 2021

We expect every member of our team to prospect every day as one of their sales activities. But now and then, it helps to put a focus on the effort and bring the team together on a call blitz. This works for many reasons.

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Partners in Excellence

DECEMBER 13, 2021

As sales people, we know what our job is. We have to generate revenue through finding customers who have a need for our solution. We do the same things day after day. We prospect to find new opportunities, we work on deals, helping the customer move through their buying process and selecting a solution. We are constantly working with people in various stages of their buying journey, preparing for meetings, educating customers, conducting demonstrations, doing research, developing and presenting

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SBI Growth

DECEMBER 1, 2021

While the current macroeconomic environment presents growth leaders with considerable opportunity, CEOs will benefit from showing commitment to the shortlist of growth initiatives that matter most to their annual plans as opposed to shifting gears with the market. SBI Research found that lower-growth companies are 250% more likely to take an agile approach to 2022 planning than their peers.

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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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Sales and Marketing Management

DECEMBER 8, 2021

Conquering an uncertain economy, supply shortages and the constraints presented by a global pandemic requires creativity and aligning incentives to desired outcomes. The post Selling Into the Headwinds of Today’s Unique Environment appeared first on Sales & Marketing Management.

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Incentives Incentive Marketing Sales 348

The Pipeline

DECEMBER 14, 2021

By Tibor Shanto. Life is so Shakespearean , especially for the 40 some odd percent of salespeople who’ll fail to deliver quota, again. Let’s face it the quota train has left the station and headed for next year. So, what’s left to do? Well, the honest answer would be to look to next year, and or, explore other professions. But if you still cling to hope, here are two things to consider.

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Objections Face-to-face Quota Pipeline 188

Understanding the Sales Force

DECEMBER 9, 2021

Perhaps you've heard the advertisement while listening to a SiriusXM radio station. It's for Home Title Lock. They scare you by mentioning that some bad people can commit fraud by going online, claiming your home's title, taking ownership of your home, and borrowing against your home's equity without you knowing it. Home Title Lock prevents this from happening.

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Hiring Cancellation Tools Advertising 293

Anthony Cole Training

DECEMBER 30, 2021

There are specific traits that skilled salespeople possess in order to build strong relationships with prospects or clients. They create a great client experience by providing value, asking the right questions, listening to understand, and demonstrating patience.

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Prospecting Customer Training Sales 203

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

Mr. Inside Sales

DECEMBER 19, 2021

A couple of weeks ago, I suggested to my readers that you write down an income number you’re going to achieve in 2022. Some people have told me it’s hard to get themselves to believe in such a big number, and they just tune out of the whole exercise as a result. Here’s a tip: If you find it hard to believe in the “big” income number you’d like to achieve, then simply lower it.

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Face-to-face Gatekeeper Licensing Decision Maker 156

SBI Growth

DECEMBER 8, 2021

Immediately following the announcement of the Omicron COVID-19 variant, commercial leaders began questioning their sales kickoff (SKO) plans and turning to SBI for peer comparisons and feedback.

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Comparison Sales 317

Sales and Marketing Management

DECEMBER 6, 2021

AI-enabled conversational recording increases ROI of CRM systems while eliminating tedious and time-consuming data entry requirements. The post Simplify Sales Reps’ Lives With Voice AI appeared first on Sales & Marketing Management.

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ROI Consumer CRM System 316

The Pipeline

DECEMBER 7, 2021

By Tibor Shanto. Given that there are about 24 days left in the year, somewhat fewer selling days, you need to make some decisions. If you are going to make or exceed quota, the path should be clear, and you’re on your way. You should watch the video in all cases as it may add something new to your already successful repertoire. If you don’t see a path to quota , it’s time to focus on next year.

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Prospecting Quota ACT Video 188

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

Understanding the Sales Force

DECEMBER 6, 2021

There are two articles that I post each and every December. This is the first - the top articles of the year - and later this month I will post my annual Nutcracker edition which I have been doing since 2011. There are several criteria for choosing the top articles of the year, including, but not limited to: Views (Article). Popularity (likes on LinkedIn and Twitter).

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Sales Leadership Twitter LinkedIn Influencer 156

Anthony Cole Training

DECEMBER 23, 2021

Working with clients can sometimes be difficult. But in successful relationship selling, it's critical that you are regularly showing gratitude and thanks.

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Mr. Inside Sales

DECEMBER 5, 2021

Has your mind moved toward January yet? It should have. 2022 will be here before you finish that last piece of pumpkin pie over the holidays…. If you haven’t done so yet, you should do this immediately: Decide on the exact amount of money you’re going to make next year. Write it down on three by five cards, post it on your desk, in your car, in your bathroom.

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Face-to-face Gatekeeper Licensing Decision Maker 156

Troops

DECEMBER 21, 2021

To say 2021 is a year to remember, would be an understatement. Across the world, people and organizations have had to reimagine and adapt to a new world order. For some, this has been easy and for others it has certainly been much harder. In many ways, startups were always the most prepared for this. By definition, startups are signing up for the impossible.

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Microsoft Face-to-face Policies Territories 154

Speaker: David Nisbet, Everett Zufelt, and Michaela Weber

Once upon a time, in the vast realm of online commerce, there lived a humble checkout button overlooked by many. Yet, within its humble click lay the power to transform a mere visitor into a loyal customer. 🧐 💡 Getting checkout right can mark the difference between a successful sale and an abandoned cart, yet many businesses fail to make payments a part of their commerce strategy even when it has a direct impact on revenue.

Sales

Sales and Marketing Management

DECEMBER 15, 2021

How companies connect with their customers in the new year will reflect the changes and shifts of the last two years. Companies that have paid attention to their clients' habits and reactions and that get more personal in their messaging as a result will perform better than competitors that do not. The post Making Business Connections Through Gifting in the New Year appeared first on Sales & Marketing Management.

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The Pipeline

DECEMBER 13, 2021

Subscribe today , and take the Breakfast on the go! John Smibert is an Australian who invested 38 years as a successful sales leader in four USA and Japanese IT corporations – IBM, NCR, Unisys and Fujitsu. Since 2004 he has assisted B2B selling organisations to transform the way they sell. John is passionate about enhancing professionalism in sales.

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Software Software B2B Prospecting 173

Partners in Excellence

DECEMBER 2, 2021

Not long ago, I was on a Zoom call with a bunch of CROs. At some point in the conversation, someone started talking about all the inept prospecting being inflicted on her. She complained about the emails, the constant junk calls on her mobile, the inept and inappropriate LinkedIn and other social media outreaches. Everyone piled on, sharing their experiences and their “favorite” bad prospecting ploys (Found a lot of great materials for Hank Barnes’ #FridayFails.).

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