The Center for Sales Strategy

MARCH 6, 2024

Imagine for a moment that you are the sales leader for a national media company. Picture your sales team and imagine the following scenario…. Your team is made up of 100 percent sales superstars who knock it out of the park and raise the bar day after day, week after week, month after month. Their potential for success is unlimited. If that scenario sounds like a dream to you instead of a reality, you are in the majority.

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Partners in Excellence

MARCH 2, 2024

Over the past few years, I’ve noticed a trend among sellers. There seems to be no passion for what sellers do. To many, it’s a job, a way to make a living. Many, after reading posts from “experts” are solely focused on the “big bucks,” and the majority of them fail. Selling is one of the toughest things to do well.

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Allego

MARCH 7, 2024

Modern sales coaching has evolved beyond traditional methods, integrating technology and data analytics to provide personalized guidance and feedback to sales teams. While the fundamentals and purpose of coaching remain the same, the practices have evolved to meet the individual needs of sellers and to ensure the team as a whole succeeds. In today’s competitive landscape, there’s no room for error.

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Sales Coaching Coaching Handbook Lead Rank 118

Hubspot Sales

MARCH 4, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. This week‘s post comes from five winners of HubSpot’s Modern Sales Leader 25 award. Recently, HubSpot presented the inaugural Modern Sales Leader 25 award — a distinction recognizing 25 sales and revenue pioneers, working at the forefront of their fields.

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Speaker: Jam Khan, SVP, Product Marketing at ZoomInfo & guest speaker Amy Hawthorne, Principal Analyst from Forrester

Buying signals extend well beyond intent. They give go-to-market teams the chance to know everything about their customers. With buying signals, they can reach more customers and win more deals. Join Jam Khan, SVP, Product Marketing of ZoomInfo and guest speaker Amy Hawthorne, Principal Analyst from Forrester for this new webinar where you'll find out how marketing teams operate more efficiently and sales teams close more business when they act on buying signals, not just intent!

Intent

Sales 2.0

MARCH 6, 2024

According to recent research from SalesLoft best-performing senior salespeople (like Account Exectuives) need to self-source around 48% of their pipeline–rather than having leads come from a sales development rep (BDR, SDR etc.) or inbound via the efforts of their marketing department. This uptick in the need for AEs to self-source deals has likely been driven by economics, the need to “do more with less”, but is I trend that may continue as AI tools free up AEs from admin tasks.

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Lead411

MARCH 7, 2024

7 Sales Quotes to Help Motivate your Day In the thrilling universe of B2B sales, where charm battles objections and wit engages prospects, a touch of motivation and humor can turn a cold call into a warm lead. Here are some of the best motivational B2B sales quotes, where each quip comes with a source – a legendary figure in the world of sales who knew how to turn a phrase and close a deal with a smile. “They say the early bird catches the worm, but in B2B sales, the second mouse gets the

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Partners in Excellence

MARCH 6, 2024

Just as selling has evolved, buying has evolved–but differently. Too often, there is an alignment challenge between what buyers need and what sellers do. We seem to be on diverging paths, and this creates problems for both buyers and sellers. What don’t buyers need from sellers? While it’s always dangerous to make generalizations because there are always exceptions, but with that as a disclaimer, let’s focus on what buyers don’t need from sellers.

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Sales and Marketing Management

MARCH 6, 2024

Offsite events are not a "build and they will come" endeavor. Here are five ways to make your in-person event more enticing and successful. The post Driving Leads and Sales Through Private Engagements appeared first on Sales & Marketing Management.

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The Center for Sales Strategy

MARCH 4, 2024

Navigating the path to professional growth requires a mix of thoughtfulness, strategy, and accountability. Your growth is dependent on many things in life – your natural talents, the right career choice, the right leadership to support you, and your ability to create a growth plan for yourself. With today’s vibrant and competitive landscape, the role of a manager grows more challenging every day.

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Intent Competition Account Strategy 119

Speaker: Mike Rizzo, Founder & CEO, MarketingOps.com and Darrell Alfonso, Director of Marketing Strategy and Operations, Indeed.com

Though rarely in the spotlight, marketing operations are the backbone of the efficiency, scalability, and alignment that define top-performing marketing teams. In this exclusive webinar led by industry visionaries Mike Rizzo and Darrell Alfonso, we’re giving marketing operations the recognition they deserve! We will dive into the 7 P Model —a powerful framework designed to assess and optimize your marketing operations function.

Marketing

SBI Growth

MARCH 7, 2024

If you have been following our podcast and latest blogs, you would have heard many of our experts talk about how talent initiatives are the quickest way to drive growth. This is a particularly good strategy to turn to in situations where a company needs fast returns and cannot afford to wait for longer-term strategies to take effect—for example, with companies that need to manage EBITDA or in companies that are struggling to meet the growth objectives set by their private equity owners.

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Objections Strategy Examples Meeting 317

Anthony Cole Training

MARCH 8, 2024

Most sales managers spend less than 10% of their time on coaching, and only one third of managers actually coach their people on a weekly basis. Yet, the Coaching Competency is the most critical part of a sales manager's responsibilities; it is also the most difficult skill set to learn and master. There are many reasons for this, but among them are: the managers themselves were not coached or they had a bad experience with coaching; they were elevated to a team lead or manager position based on

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Sales and Marketing Management

MARCH 7, 2024

In this episode, we talk with two leaders of incentive program providers about the science behind keeping the energy and enthusiasm generated by sales kickoffs going throughout the year. The post How to Keep Your Sales Kickoff Energy from Fizzling appeared first on Sales & Marketing Management.

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Mr. Inside Sales

MARCH 2, 2024

Have you ever interviewed for a job you really want, thought your interview went well, and then didn’t get called back for it? I’ve helped sales managers and business owners interview hundreds of potential sales reps over the years, and I’ve identified 3 top mistakes that virtually eliminate sales candidates on the spot! Study these 3 interviewing mistakes and make sure YOU don’t make them the next time you’re trying to land your next sales position.

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Speaker: Brendan Sweeney, VP of Sales & Devyn Blume, Sr. Account Executive

Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!

Sales Coaching

Partners in Excellence

MARCH 7, 2024

Preface : Surprise!! Marketers sell! At least Carlos Hidalgo sells. Sometimes, “we” have mis-conceived notions about selling, thinking that only those in some sort of formal sales role sells. But selling goes far beyond the titles. And some of the very best have never had a selling title. Carlos is one of those. Carlos nets it out, “Selling is helping.” But he also goes further, talking about selling forces us to be students–constantly learning about our customers a

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Up-Sell Intent Call-back Positioning 139

The Center for Sales Strategy

MARCH 7, 2024

In this episode, we’re once again consulting the latest Media Sales Report by The Center for Sales Strategy. Today, we’re asking the question, “Why are so many media sales managers lacking superstar talent?” Joining Matt to answer that question and more is the amazing Beth Sunshine, SVP/Talent Services here at CSS and the head of Up Your Culture, a division of CSS focusing on company culture and employee engagement.

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Media Sales Management Report Coaching 131

Sales and Marketing Management

MARCH 4, 2024

By providing yearlong support and inclusive leadership to the women in your business you are taking up your part in Inspiring Inclusion. The post Ideas to Help Support Women in Business This International Women’s Day appeared first on Sales & Marketing Management.

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Marketing Sales 266

Zoominfo

MARCH 8, 2024

One of the key promises of generative AI for business is the ability to eliminate time-consuming, manual research and prospecting tasks for frontline go-to-market professionals. But what do these time savings and productivity gains actually look like at scale? What if every member of your sales team could do the kind of exhaustive, in-depth research done by the very best salespeople — or the firms with the largest pool of researchers?

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Prospecting Insurance Insurance Scale 130

Advertisement

Quotas need to be hit. Revenue goals need to be met. This reality makes shortening sales onboarding time a top priority. Organizations with a standard onboarding process boost employee retention by 58% and increase productivity by 50%. Unfortunately, many companies struggle with inefficient processes that lead to high turnover and missed revenue opportunities.

Hiring

Partners in Excellence

MARCH 6, 2024

Preface : Who doesn’t know Anthony Iannarino ? Anthony has been a friend/colleague for years. One of the things that has made me fascinated about his work is he thinks differently and deeply about selling. And it’s that difference that makes him so special. Thanks for your contribution Anthony! When I was twelve, someone told me that if I knocked on every door in my apartment complex and each of the ones on each side, people would give me money.

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Grant Cardone

MARCH 5, 2024

Major big-box chain, Macy’s, announced that it was closing over 150 stores nationwide. Although this seems like another indicator of an economic downturn, don’t be so hasty. Not only is Macy’s not alone in this strategy, but it is also giving consumers what they want… Macy’s Closing Stores After DISMAL 2023 Holiday Season On February […] The post Macy’s Closing Stores to Go High-End appeared first on GCTV.

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Closing Consumer Strategy 118

Sales and Marketing Management

MARCH 5, 2024

Business customers want marketing content that provides key information quickly and efficiently. Here's how to accomplish that. The post How to Summarize Marketing Content for Maximized B2B Sales appeared first on Sales & Marketing Management.

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Maximizer B2B Marketing How To 227

Zoominfo

MARCH 6, 2024

It’s been just over a year since ChatGPT pushed AI into the mainstream, promising to upend the ways we work, learn, and create. And for executives with artificial intelligence expertise, that shift is translating into immense opportunity. A new analysis by ZoomInfo shows that AI-related job titles in senior leadership have doubled in just two years, illustrating how critical AI technology has become in organizational strategy, leadership, and decision-making.

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Speaker: Alex Moore, Co-Founder of Stratagon Marketing & Technology

Ever wondered why sales and marketing teams often struggle to collaborate effectively? Diverging goals, poor communication, and conflicting strategies frequently create silos, leading to a disconnect where marketing efforts fail to translate into substantial sales conversions. Enter Account-Based Marketing (ABM). ABM aligns marketing and sales efforts toward specific target accounts, fostering personalized interactions with high-value prospects.

Account Based Marketing

Partners in Excellence

MARCH 5, 2024

Some of you may be reading my series, “ Why I’m So Interested In Selling.” I have several dozen stories so far, releasing a few each day. Everyone that’s responding is an extreme high performer. They come from varied industries ranging from motorcycles and extreme sports, professional services, software/SaaS. medical devices, semiconductors, industrial products and others.

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Grant Cardone

MARCH 6, 2024

AMC Theatres have been feeling all of the effects of the changing film industry over the past few years. Now, they’re trying to regain the confidence and dominance they once held… Can a new direction within their business save them from sleeping with the fishes? An Uphill Battle For AMC Theatres It doesn’t take a […] The post AMC Theatres Revamp Business To Win Back Audiences appeared first on GCTV.

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Film Industry 117

Force Management

MARCH 7, 2024

We've wrapped up another exciting month of podcast episodes, and this time we're bringing you some great tactical conversations on the current best practices in sales from seasoned sales leaders. Whether you're an upcoming leader or are currently managing a sales organization, there are some valuable lessons to be learned from these guests. From preventing deal slippage to mastering customer success to maximizing the value of Sales Engineers and Sales Development Representatives, dig into these

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Zoominfo

MARCH 4, 2024

Let’s face it: programmatic advertising is hard. Without the right data, tech stack, or process in place, B2B marketers run the risk of wasting their time and money on subpar results. One of the biggest mistakes that B2B marketers make is relying on traditional demand-side platforms (DSPs) to launch their advertising campaigns. While traditional DSPs excel in reaching individual consumers, they often fall short when it comes to B2B campaigns.

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Speaker: Jesse Simms, VP at Giant Partners

This new, thought-provoking webinar will explore how even incremental efforts and investments in your data can have a tremendous impact on your direct mail and multi-channel marketing campaign results! Industry expert Jesse Simms, VP at Giant Partners, will share real-life case studies and best practices from client direct mail and digital campaigns where data modeling strategies pinpointed audience members, increasing their propensity to respond – and buy.

Direct Mail

Partners in Excellence

MARCH 2, 2024

Preface: I first met Rene Voorhost years ago when he was the Nordics/Benelux sales manager for National Instruments. I don’t recall exactly how we met, I think he saw me speaking and later reached out to say, “Dave, I think there is a better way to think about these things.” Since then, he’s become a thought partner in helping me develop tools and models on driving sales performance.

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Grant Cardone

MARCH 4, 2024

Last Wednesday, reports confirmed Apple was ditching its electric vehicle initiative, Project Titan. But, why did they decide to abandon it? And, where are those resources going to be directed now it’s terminated? Read this article to find out… Apple Never “Confirmed” Project Titan, But There Were Signs… For ten years, the trailblazing tech company […] The post Apple’s Project Titan Cancelled After Ten Years appeared first on GCTV.

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SalesFuel

MARCH 7, 2024

According to Statista, the managed services market is expected to reach $356.24 billion by 2025. Even the smallest businesses realize they need to shift some or all of their business operations to the cloud. To make that happen, they need the expertise, assistance and guidance of a client-focused IT services team. Cloud computing is compartmentalized into three primary service sectors: Software as a service (SaaS) Platform as a service (PaaS) Infrastructure as a service (IaaS) Each of these mode

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