The Center for Sales Strategy

APRIL 4, 2023

Culture is defined as a way of life for a group of people. When in doubt about what to do, the members will fall back on what they have learned from their culture. They don’t even think about it—they know what their culture would tell them to do. Business organizations all have a culture, and when you walk into a business and take an instant like or dislike to being there, you are experiencing their culture.

Sales Management 88

Sales Management Groups Sales Prospecting 88

The Sales Readiness Blog

APRIL 3, 2023

Once celebrated in movies, the lone-wolf style of sales is no longer an effective approach in today's complex buying atmosphere. So how can sales teams become more successful and add value to their companies?

Company 105

Company Sales Sales Enablement 105

Sales and Marketing Management

APRIL 4, 2023

When organizational design changes are required, CSOs must identify which structure aligns best with their goals while recognizing the tradeoffs that are likely to occur. Here are three steps to follow to identify and select the best design to match your needs. The post 3 Steps to Ensure Sales Structure is Aligned with Strategy appeared first on Sales & Marketing Management.

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Strategy Sales Marketing 309

Mr. Inside Sales

APRIL 2, 2023

It happened just this second. I checked my voicemail and found two messages. One was from a business owner who wanted to speak to me about training for his sales team. The other was a vague message from someone named, “Ty” who just said, “Hey Mike this is Ty; call me back when you can. “ Now here’s the problem: They both left their phone numbers so quickly that I had to listen back to the message four times—all the way to the end, by the way—before I was able to write down their whole number.

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Face-to-face Gatekeeper Call-back Decision Maker 156

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Are you struggling with slow quoting cycles, complex product configurations, and disconnected data in your manufacturing/distribution business? This article will help. Learn how industrial companies are revolutionizing sales processes with an integrated platform that includes quoting, inventory, and service, providing real-time data and offline access for field teams.

Sales Process

PandaDoc

APRIL 3, 2023

Training your team requires providing them with more than a manual and a few workshops before sending them out into the field. In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. Instead of focusing on assigned reading and sporadic training sessions, concentrate on effective sales training techniques that stick.

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Training Hiring Construction Case Study 98

Janek Performance Group

APRIL 5, 2023

CEOs naturally focus on financial metrics like revenue growth rate, operating expenses, and EBITDA in a downturn. However, other sales levers that drive profitability are available but not in the headlines. The last downturn in 2008-09 caused countless unprepared CEOs to close their doors. Talk to one of those CEOs, and they explain it like this, “We launched at the worst time in history, during the credit crunch.

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Sales Leadership Top of Funnel Sales Talent Inbound 62

Crunchbase

APRIL 4, 2023

The Lead List is a monthly series that analyzes key buy signals from companies on the Crunchbase Emerging Unicorn Board with fresh funding to help you fill your pipeline with new opportunities. With the collapse of both Silicon Valley Bank and Signature Bank last month, along with the sale of Credit Suisse to UBS , some finance leaders think a “ slow rolling crisis ” is coming for banks.

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Lead Rank Lead Scoring Automotive Company 52

Membrain

APRIL 5, 2023

It’s almost the only thing people want to talk about these past few months: Artificial intelligence. ChatGPT and its many children and siblings have set the internet and our industry ablaze with speculation about what it means for us.

Industry 126

Industry Sales Management Sales 126

Partners in Excellence

APRIL 5, 2023

I just listened to an outstanding webcast on the future of selling, conducted by four close friends. I am a student of their work, they are among the smartest thinkers about selling I’ve ever met. But as I sat through the conversation, I found myself growing increasingly frustrated. It seemed, unconsciously, the conversation around selling gravitates to SaaS selling.

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Conversion Small Business Small Business Up-Sell 71

Advertiser: ZoomInfo

Modern go-to-market teams know it takes more than one email to break through the noise. Multiple touchpoints means more ways to get your pitch right — and, potentially, more ways to be wrong. The good news? Once you know how to write compelling, one-off emails to entice prospective customers, you can easily do the same across a short sequence of emails.

How To

Sales and Marketing Management

APRIL 3, 2023

The vice president of sales at CRM provider Pipedrive discusses keeping sales teams motivated, why deals stall and organizing customer data. The post Staying Motivated in Sales appeared first on Sales & Marketing Management.

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Motivation CRM Sales Data 294

Anthony Cole Training

APRIL 6, 2023

There are five pillars that make up a strong Sales Managed Environment which in turn will help you build a consistent, championship-quality sales team.

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Coaching Sales Management Sales Training 211

KLA Group

APRIL 6, 2023

You know your reps don’t always follow up with marketing leads. Sometimes, they read directly from a sales script. You don’t think too much about it.

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Follow-up Sales Marketing Qualified Lead Leads 135

Partners in Excellence

APRIL 5, 2023

As I look at the plethora of tools we leverage to engage customers and each other, I worry. While they are intended to help us accomplish more. They are intended to help us, make us more efficient, eliminate some of the work we have to do, Instead, I wonder if they are dumbing us down. We have tools that present everything about the customer to us—the financial performance of the company, performance relative to the market, key issues facing them and their customers.

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Face-to-face Data Tools Conversion 133

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Trends

Sales and Marketing Management

APRIL 5, 2023

In the face of the ongoing push for digital transformation in the business world, digital business cards will drive the future of professional connectivity. The post Modernize Your Contact Information with Digital Business Cards appeared first on Sales & Marketing Management.

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Marketing Sales 278

Zoominfo

APRIL 5, 2023

It’s been more than 50 years since the first versions of email were sent across the ARPANET, and although the technology has scaled to billions of users worldwide, one thing has stayed constant: the “ user@host ” address format implemented by the original developer. That doesn’t mean reaching people has gotten any easier. As companies add and reallocate talent, enter new markets and territories, and adopt more security tools, corporate email systems are becoming increasingly complex.

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Sales Qualified Lead Scale System Ideal Customer Profile 130

Hubspot Sales

APRIL 5, 2023

There are many things to consider if you are interested in starting your career in sales. Choosing the right position based on your personality, likes, and dislikes can ensure you thrive in your new career. You’ll also need a thorough knowledge of sales trends and stats to succeed. You may have heard negative things over the years about salespeople, such as stereotypes that depict salespeople as pushy or aggressive.

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Salary Ideal Customer Profile Hiring Lead Rank 127

Partners in Excellence

APRIL 3, 2023

We want to achieve our goals—make quota, get the bonus, get the promotion, get the recognition. We want people to act/behave in a certain way. We want to work for a certain company or in a certain role. We want customers to respond to our outreach, to buy our products. The problem with getting what we want is that we are usually dependent on those we work with getting what they want/need.

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ACT Quota Promotion Customer 126

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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

Sales and Marketing Management

APRIL 3, 2023

Incentive and engagement solution providers offer software platforms that are proven to increase the engagement of program participants, improve ROI, and enhance the overall experience of incentive, recognition and consumer loyalty programs. The post Technology’s Role in Incentive Campaigns appeared first on Sales & Marketing Management.

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Incentives Incentive Campaigns Loyalty 156

Force Management

APRIL 6, 2023

As leaders, we serve as guides for our teams through challenging times. In the current economic landscape, when the challenges are unpredictable, it helps to have guides of our own. Last month on the Revenue Builders Podcast, we talked to multiple leaders who have guided teams successfully through crises. They spoke to the power of gratitude, communication, culture, and humility.

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Leads Marketing Qualified Lead Revenue Strategy 119

Hubspot Sales

APRIL 7, 2023

What do ebooks, graphic design software, and online courses have in common? They're all digital products. These products aren’t tangible, but they play a role in our daily lives and are no less valuable than physical products. Because digital products are so ubiquitous, selling them can be profitable for your business. Doing so comes with some unique benefits like low overhead costs and not having to worry about storing inventory.

Buyer Persona 124

Buyer Persona eBook How To Social Media 124

Membrain

APRIL 2, 2023

In the latest episode of the Art and Science of Complex Sales podcast, Paul Fuller sits down with Dave Kurlan , CEO of Objective Management Group and discusses the importance of how data and coaching can help transform sales.

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Groups Objections Coaching Data 23

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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.

SalesForce

Grant Cardone

APRIL 4, 2023

For decades, the movie business had a standard of how we consumed entertainment — until Netflix came along. In this article, we unpack the MASSIVE impact this streaming giant made on the film industry… Can you imagine paying every time you want to see a new movie at home? Believe it or not, that’s how […] The post How Netflix Changed the Business of Movies FOREVER appeared first on GCTV.

Film 23

Film Consumer Industry 23

The Center for Sales Strategy

APRIL 3, 2023

Finding the right talent for your company is vital to its success. A comprehensive recruitment process is essential to attract, select and retain the best employees. However, many companies struggle to create an efficient and effective recruitment process. But there is hope. From creating a job description that accurately reflects the position to utilizing modern recruitment tools, these steps can help you attract and retain the best employees.

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Positioning Tools Company 106

Hubspot Sales

APRIL 6, 2023

If you’re a B2B company, ecommerce is a necessity for your business. As a McKinsey & Company study found, 65% of B2B companies sold exclusively online in 2022. B2B ecommerce strategies also differ greatly from B2C (business-to-consumer) ecommerce. In B2B, transactions involve two businesses, while in B2C, businesses sell directly to consumers. To stay on top of the ever-evolving B2B ecommerce game, you need to pay attention to trends.

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Trends B2B B2C Social Media 121

The Sales Readiness Blog

APRIL 5, 2023

The “sell me this pen” test is a classic go-to question for sales managers interviewing sales candidates, and it’s easy to see why. This one simple, industry-neutral example can quickly test whether a salesperson knows how to sell. Here are three ways to use this timeless question in your hiring process.

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Hiring Industry Examples Sales Management 105

Advertiser: ZoomInfo

Account-based marketing (ABM) is a key strategy for driving sustainable growth. Today, many B2B companies use ABM teams or technologies to make sales. But getting a program off the ground successfully doesn’t have to be a daunting task. Watch this webinar with Rachael Foster, Director of Account-Based Experience at ZoomInfo, and Dan Dolph, Manager of Account-Based Experience at ZoomInfo.

Account Based Marketing

Partners in Excellence

APRIL 4, 2023

We spend a huge amount of time getting customers to accept a request for a meeting. Customers are busy. They have an aversion, even a preference, not to talk to sellers. They worry about wasting their time. On our side, we are incredibly busy. We are juggling all sorts of balls, prospecting, managing qualified opportunities in our pipelines, making sure our current customers are happy, doing the endless amount of internal reporting our managers seem to want us to do.

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Meeting Customer Report Pipeline 103

The Center for Sales Strategy

APRIL 6, 2023

So, what is the line between persistent and pest when it comes to securing appointments? Two calls? Three calls? Six? A national study published in the Harvard Business Review recommends at least six approaches. After six approaches are when 90% of appointments are set. So, how many salespeople make six approaches? About 4%. Yes, 4%. The majority of salespeople give up after two.

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Prospecting Study Sales Process Sales 100

Hubspot Sales

APRIL 4, 2023

When people think of consulting interviews, they immediately think of case study questions. You know the ones: you're given a hypothetical problem and asked to analyze the situation and recommend a solution. However, solving cases is only half the battle. You also need to answer behavioral questions that assess your experience, skills, and fit for the job.

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Face-to-face Lead Rank Lead Scoring Positioning 116