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 81

Sales Management Groups Sales Prospecting 81

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.

Strategy 309

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.

Face-to-face 156

Face-to-face Call-back Gatekeeper Licensing 156

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

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.

Training 98

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.

Sales Leadership 62

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.

Lead Scoring 52

Lead Scoring Lead Rank 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 138

Industry Sales Management Sales 138

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.

Conversion 71

Conversion Small Business Small Business Up-Sell 71

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

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.

Motivation 294

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.

Coaching 211

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.

Follow-up 135

Follow-up Sales Leads Marketing Qualified Lead 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.

Face-to-face 133

Face-to-face Data Tools Conversion 133

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

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.

Marketing 278

Marketing Sales 278

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.

Groups 26

Groups Objections Coaching Data 26

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.

Trends 130

Trends B2B B2C Social Media 130

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.

Sales Qualified Lead 130

Sales Qualified Lead Scale System Ideal Customer Profile 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

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.

Incentives 156

Incentives Incentive Campaigns Loyalty 156

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.

ACT 126

ACT Quota Promotion Customer 126

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.

Salary 128

Salary Ideal Customer Profile Hiring Lead Rank 128

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.

Leads 120

Leads Marketing Qualified Lead Revenue Strategy 120

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

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 22

Film Consumer Industry 22

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.

Hiring 105

Hiring Industry Examples Sales Management 105

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 126

Buyer Persona eBook How To Social Media 126

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.

Meeting 103

Meeting Customer Report Pipeline 103

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

Close

APRIL 5, 2023

AI for sales is about using artificial intelligence to complete sales tasks—without sales teams needing to do the tasks themselves.

Closing 98

Closing Sales Sales Operations 98

PandaDoc

APRIL 3, 2023

As your company grows, you may find you have less resources available for closing each opportunity. Your company’s sales managers only have a select number of sales reps to work with, and those reps only have a limited amount of time to close deals. A good sales pipeline management strategy is essential because every potential opportunity uses up your most valuable resource — time.

Pipeline 98

Pipeline Top of Funnel Sales Qualified Lead Sales Forecasts 98

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.

Face-to-face 119

Face-to-face Lead Rank Lead Scoring Positioning 119