The Center for Sales Strategy

JANUARY 24, 2018

I had an epiphany pretty early in my sales career. I had been on a sales call to a restaurant, and they asked for a proposal. "The end depends on the beginning (and everything in between).". Yes, we have heard this a thousand times, but no truer words have been said when it comes to developing proposals.

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Proposal Epiphany Call-back How To 87

Jonathan Farrington

NOVEMBER 13, 2011

My Epiphany of Almost “Damascus Highway” Proportions. Whilst I cannot claim to have experienced an epiphany of “Damascus Highway” proportions, it did cause me to make fundamental changes to the way I conducted business. Published by Jonathan Farrington at 2:12 am under General. One response so far.

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Epiphany eBook Collateral Face-to-face 36

Adaptive Business Services

JANUARY 31, 2024

Let’s examine that … Back in the 80’s, I was the sales manager for a local office equipment company. It was then that I had an epiphany. There is a caveat to this title. They had a policy that, if you were under a maintenance agreement and we were not able to respond within 24 hours, you would receive a $25 credit to your account.

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Transportation Epiphany Banking Vendor 71

Jonathan Farrington

JULY 7, 2021

For a long time, the only objectives I used for major accounts were very specific business objectives: “We will increase turnover by X%” or “We will introduce two new programs and increase our profitability by Y%” Then, one day, I had what could only be described as a “minor epiphany” – I began to understand that […]. (..)

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Epiphany Account Objections Strategy 37

Pointclear

JUNE 2, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. What sort of impact has nurturing had on your sales activity?

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Lead Nurturing Top of Funnel Sales Qualified Lead Lead Rank 145

Increase Sales

SEPTEMBER 11, 2015

For this generation of the early 21st century, this terrible day will “live in epiphany” as the bombing of Pearl Harbor did for those in the mid 20th century. That day of 9/11 created an “impact memory” for myself and millions of other Americans as well as world citizens.

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Epiphany Face-to-face Facebook Exact 70

SBI Growth

JULY 1, 2013

Revelations and epiphanies that seem so promising to start. You see visions of making your 2013 and 2014 sales number. If you’re like most VP-Sales, this is money you most likely don’t have. If you want to survive as VP-Sales, these projects must get off the ground. 1) Sales / Marketing Budget Spend Shifts.

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Salary Epiphany Top of Funnel Revelation 267

SalesLoft

JUNE 13, 2016

, Craig Elias and Tibor Shanto encourage reps to, instead, practice regular won-sales analysis. For outside and inside sales reps alike, studying wins can be quite complex. For instance, the CRM salesman used as an example in the book had two major epiphanies. Preparing for a Won-Sales Analysis. The Benefit.

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Ideal Customer Profile Analysis Epiphany Hiring 52

Increase Sales

JANUARY 10, 2013

As I listened to her, I realized that even today with all the management and sales training; the countless books and webinars; and the availability of small business coaches and consultants, there are far too many short sighted sales managers and small business owners. as per your existing sales agreements.

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Small Business Small Business Sales Management Epiphany 151

Pointclear

MAY 23, 2018

By nurturing leads until they’re ready to turn over to sales, an organization can eliminate wasted marketing spend and increase sales results. of No Response prospects (26) became highly qualified sales leads because of the extra effort taken. What sort of impact has nurturing had on your sales activity?

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Sales Qualified Lead ROI Lead Rank Lead Scoring 124

Hubspot Sales

DECEMBER 22, 2017

I have several secrets to preventing and avoiding burnout over a 30-year career in sales. Don’t accept the “December” excuse that most people in sales use to get out of real work. Epiphanies occur to an open mind. 1) Follow the 80/20 rule. Isolate the 20% of your activity that yields 80% of the results or output. 3) Exercise.

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Epiphany Face-to-face Exercises Energy 122

Sales Evangelist

OCTOBER 31, 2014

After selling for fifteen years ago he said to himself that he was “selling like all my competitors,” he had an epiphany that forever changed his life. He learned that to reap the greatest […] The post TSE 082: Learn Why Every Sales Professional Need To Become A Profit Hero Today! appeared first on The Sales Evangelist.

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Epiphany Strategy Sales 40

Babette Ten Haken

SEPTEMBER 12, 2018

Or, the biz card or professional profile on LinkedIn is full of marketing and sales spiel and lingo which appears light-hearted and almost self-deprecating, with pseudo-titles created for what they do. Then again, how many of us see the word “sales person” and arrive at a snap judgment about that individual?

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Ideal Customer Profile Positioning Customer Epiphany 131

Increase Sales

MARCH 22, 2012

Picture for a moment high performing sales teams with diamond brilliance. Sales Training Coaching Tip: A sales team can consistent of just one person. Additionally think of the obstacles preventing you from having that high performance sales team. Credit www.sxc.hu. What does that team look like? Learn It.

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Epiphany Small Business Small Business Coaching 129

Customer Centric Selling

MAY 14, 2018

During a workshop I taught, a CEO had an epiphany he shared with his team: Most of his salespeople had an annoying habit of losing slowly. The worst possible outcome of sales cycles is going the distance and losing, whether it be to another vendor or to no decision. By its nature selling is a winner take all proposition.

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Epiphany Vendor Proposal Salary 56

Increase Sales

OCTOBER 2, 2014

After his own personal epiphany, he came to the next and all future customer service training sessions hair washed and combed, uniform pressed and he walked straight with an almost bounce in his step. P.S. Leadership development should be part of any training from sales to customer service to even strategic planning. Share on Facebook.

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Epiphany Telecommunications Customer Service Facebook 130

Jonathan Farrington

FEBRUARY 19, 2019

I have to confess that I was 25 years old before I discovered Vilfredo Pareto and whilst I cannot claim that I experienced an epiphany of “Damascus Highway” proportions, it did cause me to make fundamental changes to the way I organized myself. I think even at that young age, I knew precisely what I […]

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Epiphany Sales 28

Tony Hughes

NOVEMBER 4, 2018

But here is the epiphany I had in working with these focus groups and capturing their issues and insights: Customer Relationship Management has been hijacked by software technology. A common theme with delegates in these research groups was that they never ask for funding for CRM because ‘CRM as a dirty word’.

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CRM Strategy Customer Epiphany 82

Increase Sales

JULY 27, 2013

Then when things appear to be the bleakest, some of us have an epiphany and realize nakedness is part of the process to reach where we want to be. She is recognized as one of the Top 25 Sales Influencers in 2013 by Open View Sales Labs and can be reached at 219.759.5601 CST. Share on Facebook.

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Epiphany Face-to-face Small Business Small Business 115

Customer Centric Selling

JULY 28, 2014

Sales Tip: Understand the Value of Your Offering to Your Prospect. By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® - The Sales Training Company. They had an epiphany! Need some help to increase sales? sales tips selling tips sales technique sales tip selling technique'

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Epiphany Prospecting Discount Engineering 61

Babette Ten Haken

AUGUST 14, 2017

Sales stupidity is not a competitive, professional option. In fact, sales stupidity never was a viable professional or organizational option. For starters, sales stupidity is not confined to the sales profession. For starters, sales stupidity is not confined to the sales profession. Here’s why.

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Competition Epiphany Hiring Decision Maker 58

SugarCRM

OCTOBER 18, 2021

Along the way, we have seen the term “CRM” change and grow to include many concepts like sales force automation, customer service automation, marketing automation, and many, many other related software categories. Thirty years ago, CRM software meant tracking contacts and sales deals on your laptop with Act, Goldmine, or Siebel.

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CRM eGain Siebel Epiphany 49

Pipeliner

JANUARY 25, 2019

Sales Expert interview covers: Traps we fall into and create. Epiphany breakthroughs get you to a new level of thinking. John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling.

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Epiphany Lead Rank Analysis Social Selling 40

Customer Centric Selling

JUNE 24, 2015

Sales Tips: Making Sense of Vague Advice. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. My sales manager frightened new people into making the prescribed number of calls, but did little to impact the quality of calls that we made. It was a mountain to climb.

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Epiphany Territories Call-back Small Business 40

Babette Ten Haken

AUGUST 22, 2018

First, when many of us experience this professional epiphany, it takes our breath away. Her speaking programs combine her training as a STEM design thinker, Six Sigma Green Belt and Voice of the Customer practitioner with her background in new product development, startups, market research and sales.

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Customer Epiphany Retention SME 59

Babette Ten Haken

NOVEMBER 16, 2017

Often, value propositions get lost within departmentally-specific silos and marketing and sales campaigns. And that epiphany becomes the key to innovating themselves out of their current, status quo resting state. Now, depending on audience context, an organization can create a variety of value propositions.

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Epiphany Face-to-face SME Retention 80

Openview

NOVEMBER 20, 2017

Scaling a sales organization is both exciting and a little terrifying. Having been in sales for thirty-eight years, I know there’s a lot on the line, and a lot of things that can go wrong if you don’t know what you’re doing. Additionally, curating your sales content is critical. It’s not rocket science but it’s work.

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Scale Enterprise Enterprise Hiring 72

Zoominfo

AUGUST 20, 2019

Share an epiphany you’ve had in your personal or professional life. Or, contact our sales team today to learn how ZoomInfo uses B2B contact data to drastically scale marketing success. Which business leaders do you like following on social media? What are the best blogs in your industry? How do you maintain a work/life balance?

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Epiphany Scale Industry Account Based Marketing 100

Sales Hacker

OCTOBER 24, 2017

Voss had an epiphany of sorts upon leaving the Bureau; he realized that several of the skills he’d learned and honed ‘in the wild’ during hostage negotiations were directly relevant – and essential – to the business arena. The best sales leaders will use the tactics outlined above and appeal to their counterparts’ emotions.

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Negotiation Epiphany Face-to-face Lead Rank 88

Adaptive Business Services

FEBRUARY 6, 2019

Networking groups have fed me consistently throughout the years and they have yielded several million dollars in sales as a direct result of referrals and that is the magic word. Actually, more of an epiphany. Pays for a lot of dues. Would you rather make cold calls or follow-up on a referral? Let’s finish up this article with a story.

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Networking Cold Calling Epiphany Face-to-face 48

Keith Rosen

MAY 19, 2011

Given this insight, some comments and questions that follow in the wake of this epiphany are as follows. It was more directive and prescriptive advice or telling them what to do than it was coaching.”. Okay, so lets say I have not officially been coaching my team as of yet nor have I rolled out any structured coaching program.

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Coaching Epiphany Sports How To 117

DiscoverOrg Sales

JANUARY 25, 2018

DiscoverOrg’s content strategist, Charity Heller, sat down with Schuck to ask about how he has handled DiscoverOrg’s evolution in the marketing and sales intelligence industry, from a scrappy startup to the industry heavyweight. If it fed the sales team for a day, or a week, or a month – great. BLOG] Hiring SDRs?

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Scale Hiring Epiphany System 113

Jonathan Farrington

DECEMBER 8, 2014

From quite early on in our sales careers, we are encouraged to explore every sale opportunity that presents itself. In fact, in some companies, the sales teams are “brainwashed” into believing that “all business is good business.” They insulate themselves by developing strong allies within.

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Epiphany Decision Maker Pipeline Buying Cycle 47

Chili Piper

AUGUST 27, 2018

I was looking for some serendipitous, universe-conspiring epiphany that made all the other schools look dwarf in their karate “skillness” in comparison to the one he chose. There were times as a sales rep where I could have immediately made the buyer’s life better but didn’t. Slow lead response times.

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Lead Rank Top of Funnel Inbound Marketing Qualified Lead 40

The ROI Guy

JANUARY 25, 2017

A common mantra for many sales strategies is to "Engage earlier and higher". So does this strategy have real merit, and if so, how do you best enable your sales reps to be successful? First, does it really make a difference if sales reps engage earlier? Execs don’t want a sales rep that shows-up and throws-up.

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Comparison Epiphany Lead Rank Lead Scoring 49

A Sales Guy

OCTOBER 26, 2012

I must have learned something along the way, however, as I still remember the day my growth-challenge epiphany occurred. ” I was reminded of this recently when I was speaking to Tom, a successful salesperson, who, when planning for 2010, asked my opinion on his sales plan. ” or “What’s acceptable?”

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Account Epiphany Groups Travel 113

Adaptive Business Services

AUGUST 2, 2017

Despite my shortcomings, in less that two years I was promoted to sales manager and until twelve years ago, all I did was manage sales reps. A prospecting epiphany. The business that I went back into was one that I loved but, I had not been in that market, even as a sales manager, for three or four years.

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Epiphany Real Estate Construction Cold Calling 48