The Center for Sales Strategy
FEBRUARY 21, 2024
Here is a truth bomb that might just revolutionize your sales strategy. Brace yourself because I'm about to tell you why your meticulously crafted pitches about features and benefits are falling on deaf ears. Yes, you heard that right. It is time to shift gears and move beyond the traditional features and benefits spiel.
The Center for Sales Strategy
FEBRUARY 21, 2024
"I spend all day making cold calls, and I'm getting very little to show for my efforts. Getting the first appointment is harder than ever. If I could just get my foot in the door." It's a common complaint from B2B sales reps nowadays. Traditional prospecting approaches like cold calling have become less and less effective over the years. Decision makers simply don't answer unsolicited sales calls like they used to.
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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.
Mr. Inside Sales
FEBRUARY 19, 2024
Ah, the amorphous, “I want to think about it.” At first glance, this seems hard to handle because it’s not really an objection, rather, it seems more like a stall. Because of this, it fools many sales reps who think that perhaps after a week or two the prospect might actually buy. But they rarely do. Make no mistake: this is almost always a “no” disguised as a “maybe.
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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.
Membrain
FEBRUARY 21, 2024
I had dinner recently with someone who used to run an ERP company. He told me a story about losing a large potential deal to a competitor whose product was less suited and whose price was astronomically higher.
Sales Pro Central brings together the best content for sales professionals from the widest variety of industry thought leaders.
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.
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.
eGrabber
FEBRUARY 19, 2024
In the world of sales and marketing, prospecting lists are the backbone of any successful campaign. But what exactly is a prospecting list, and how can you build one that yields the best results? This blog post will help you know about it in detail. Let’s dive in. What is a Prospecting List? It is a datasheet filled with the names and contact details of potential customers who fit your ideal customer profile (ICP).
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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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.
SBI Growth
FEBRUARY 23, 2024
As business leaders, we get excited when we think about just how much a Sales team empowered by artificial intelligence (AI) can achieve in terms of commercial productivity, but the reality is that most companies aren’t there yet because it’s a long learning process for everyone involved.
Anthony Cole Training
FEBRUARY 23, 2024
One of the most important skills that a salesperson needs to possess is the ability to engage in what I refer to as “appropriate and respectful confrontation” with a prospect…at least when the need arises. For the sake of simplicity, let’s just refer to that as the ability to push back.
Sales 2.0
FEBRUARY 21, 2024
“The money is in the list” is an old direct marketing adage going way back to the development of the envelope. Despite all the digital changes in in sales and marketing, if you’re running a business and trying to use outbound to grow it, the money is still in the list. Cherry Garcia not vanilla As I’m sure you’ve seen at least a few dozen times in your inbox there are plenty of people out there that want to sell you a list.
Sales and Marketing Management
FEBRUARY 21, 2024
How a recognized consumer brand operating in the B2B space adopted a value selling approach in support of its core mission, maintained price integrity and achieved impressive results. The post How Kimberly-Clark Professional Sharpened Its Marketing Messaging and Accelerated Revenue Growth appeared first on Sales & Marketing Management.
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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.
Zoominfo
FEBRUARY 21, 2024
UnboundB2B , a leading agency in B2B lead generation and account-based marketing services, expertly blends the latest technology with deep market insights to create a robust revenue pipeline for businesses. Serving a diverse range of clients, from sprouting startups to established Fortune 500 companies, the company’s mission is centered on enhancing data accuracy and providing tailor-made solutions for businesses to achieve their marketing goals.
Partners in Excellence
FEBRUARY 17, 2024
Recently, I had a fascinating conversation with Dr. Howard Dover about some programs he and Becc Holland are conducting with his students. We talked about some fascinating concepts: Mis-diagnosis and Missed-diagnosis. Both concepts are hugely important, so I need to separate writing about them. So much opportunity is lost, both for sellers and customers, because of diagnostic problems.
SalesProInsider
FEBRUARY 22, 2024
What is the impact of your beliefs on your ability and commitment to attract and convert your ideal prospects? What’s the impact of the belief of yourself, the role you have in people’s lives, and the value they receive in working with you? It’s huge! Your belief is a major factor in the energy, effort, and activity that you put forth in the lead generation activity to fill your funnel and the sales conversations that convert those prospects.
Sales and Marketing Management
FEBRUARY 21, 2024
How a recognized consumer brand operating in the B2B space adopted a value selling approach in support of its core mission, maintained price integrity and achieved impressive results. The post How Kimberly-Clark Professional Sharpened Its Marketing Messaging and Accelerated Revenue Growth appeared first on Sales & Marketing Management.
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.
Grant Cardone
FEBRUARY 23, 2024
The genetic testing company 23andMe is currently facing three dozen class action lawsuits. The move is from customers who’ve had their personal information on the platform violated. The results of these suits have 23andMe on edge… Yet, these are the consequences of their negligence of consumer safety. Here’s the rundown… 23andMe cybersecurity failure Results in […] The post Negligence at 23andMe Results In Data Stolen From Millions appeared first on GCTV.
Partners in Excellence
FEBRUARY 22, 2024
“Discovery” has been an important part of the sales process ever since I started selling (Yes, that was back when we had first chipped a wheel out of stone.) In all our training, we’ve gotten playbooks, done role plays, and learned how to conduct discovery and what questions we should be asking the customer. Implicit in our thinking about the discovery process is that our customers know the answers, our job was to get ask questions to get those answers.
Smooth Sale
FEBRUARY 19, 2024
Photo by Alexas_Fotos via Pixabay Attract the Right Job Or Clientele: Do You Need to Adjust Your Business Model? The fastest way to kill future sales is to ignore issues clientele may be experiencing. It’s essential to have a policy like the open door that many have at corporate headquarters. Today’s online businesses require the ability for clients to contact support directly without fees attached upfront.
Sales and Marketing Management
FEBRUARY 19, 2024
In the digital age, content is critical to sales. A refresher on creating strong content that sells is always timely. The post The Role of Content Writing in Modern Sales Strategies appeared first on Sales & Marketing Management.
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!
Grant Cardone
FEBRUARY 23, 2024
Earlier this year, we covered how the diamond business had a real threat from their artificial counterparts. Now, there appears to be another sparkling contender for our hearts — gemstones. And unlike diamonds, natural gemstones have an edge over the rest of the competition… Consumers are Shifting to Gemstone’s Spectrum of Options At the writing […] The post Could Gemstones Shatter The Diamond Business?
SocialSellinator
FEBRUARY 22, 2024
Discover essential tips for selecting the best local social media marketing companies to elevate your brand's online presence and achieve your digital goals.
The Center for Sales Strategy
FEBRUARY 22, 2024
In this episode of Improving Sales Performance, we’re once again diving into The 5th Annual Media Sales Report by The Center for Sales Strategy. Today, we’re exploring why sales managers are experiencing such increased difficulty in achieving organizational goals. Joining Matt to discuss that and much more is Stephanie Downs, SVP/Senior Consultant here at CSS.
Sales and Marketing Management
FEBRUARY 19, 2024
In the digital age, content is critical to sales. A refresher on creating strong content that sells is always timely. The post The Role of Content Writing in Modern Sales Strategies appeared first on Sales & Marketing Management.
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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
Grant Cardone
FEBRUARY 23, 2024
This sounds selfish, but it doesn’t make it any less true… You must help yourself before anyone else to be successful. Don’t get me wrong. I have no issue with lending a hand. However, there is a way to go about it so you don’t compromise your well-being… The #1 Reason to Help Yourself FIRST […] The post Why You Should Help Yourself — FIRST! appeared first on GCTV.
Partners in Excellence
FEBRUARY 21, 2024
Sometimes a simple change in a single word changes our mindset and those who we work with. To me, one of the most important areas in applying this concept is with the words “To,” “For,” or “With.” With our own people, when we look at enablement, tools, coaching, programs, the choice of which of these words produces a profound difference in the outcomes we are trying to create.
The Center for Sales Strategy
FEBRUARY 19, 2024
New data from the Media Sales Report shows that 46% of managers believe less than 20% of their sales teams are underperforming. It’s a terrible position to be in. It sucks your energy, time, and takes your focus from where you can be making a positive impact. It’s hard on leaders and underperformers. Underperformers usually fall into two categories: 1.
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