The Center for Sales Strategy

APRIL 23, 2021

Studies have shown that learning how to succeed at an organization doesn’t happen in an employee handbook, but instead as a result of those watercooler moments. Research indicates that when we transition to hybrid work, what we miss most is the relationship-building that happens spontaneously in our workplaces — “watercooler moments.”.

Handbook 146

Handbook Face-to-face Study Motivation 146

Sales Gravy

APRIL 22, 2022

LinkedIn is one of the greatest tools ever created for sales professionals. Sales professionals who master LinkedIn quickly rise to the top of the ranking report. On this Sales Gravy podcast episode, Jeb Blount and Daniel Disney discuss the real secrets to becoming a LinkedIn selling machine.

LinkedIn 109

LinkedIn Handbook How To Report 109

Sales and Marketing Management

AUGUST 24, 2017

Today’s sales leaders agree on today’s top sales training challenges: it’s too expensive, there’s not enough time, and there’s a lack of engagement. Add to this the fact that when surveyed, the majority of sales leaders question the effectiveness of their current sales training programs. Practice-Driven Sales Development.

Training 237

Training Handbook ROI Hotels 237

Allego

NOVEMBER 12, 2024

Today’s sales reps face a challenging reality: buyers are more informed, independent, and selective than ever. This shift has made sales skills training more essential than ever before. This is where a well-rounded sales skills training program can make all the difference. What Is Sales Skills Training?

Hiring 62

Hiring Handbook Negotiation Buyer 62

Sales Evangelist

JANUARY 9, 2017

Jim Cathcart is a sales expert, a professional motivational speaker, and a musician. Jim Cathcart is a sales expert, a professional motivational speaker, and a musician. Well, my guest today is just the man that you need. Lacking some self-motivation? Well, my guest today is just the man that you need.

Handbook 40

Handbook Motivation Strategy Sales 40

Allego

FEBRUARY 8, 2024

Effective sales coaching can lead to a 28% increase in quota attainment and a 32% increase in win rates, Korn Ferry research revealed. However, a poll conducted by the firm found 80% of sales leaders said they have no formal, or have inconsistent, sales coaching processes. Technological barriers also play a role.

Sales Coaching 71

Sales Coaching Coaching Tools Handbook 71

Allego

JULY 9, 2024

Personalized learning is revolutionizing sales training. By making training more responsive to the needs of individual sales reps, you increase engagement and skill acquisition, leading to more effective training outcomes, crucial for staying competitive in today’s fast-paced sales environments.

Handbook 62

Handbook Education Retention Scale 62

Drift

APRIL 17, 2019

You can make this a reality by adopting a conversational sales approach – using chatbots to convert buyers on your website into meetings and. So when they do come to your site, you need to give them the personalized experience they’ve come to expect in the consumer world.

Handbook 72

Handbook Conversion Consumer B2B 72

Allego

OCTOBER 8, 2024

In today’s fast-paced and competitive sales environment, the importance of effective sales training cannot be overstated. A strong sales training program combined with modern sales training software directly impacts sales performance, win rates, and overall revenue.

Software 62

Software Software Training Scale 62

Allego

JULY 11, 2024

It almost feels too good to be true: We have the power to improve sales efficiency, reduce costs, increase deal sizes, and generate more revenue thanks to the power of artificial intelligence (AI). These insights show that AI is reshaping our sales strategies, making our processes more efficient and driving significant success.

Strategy 62

Strategy Handbook Lead Rank Sales Coaching 62

Allego

APRIL 26, 2022

His book The Hype Handbook: 12 Indispensable Success Secrets From the World’s Greatest Propagandists, Self-Promoters, Cult Leaders, Mischief Makers, and Boundary Breakers was released by McGraw Hill in 2021. His writing has appeared in Fortune, Forbes, Inc., Episode 44: Creating Hype | Michael F. From This Episode.

Handbook 118

Handbook Google Promotion Study 118

The Pipeline

AUGUST 24, 2017

Watch the video, grab your free copy of the Objection Handling Handbook , and learn to overcome Objections, not run from them. Don’t forget, you can take the on-demand version of the Proactive Prospecting Program available on-line at Sales Gravy University. The post Objection Handling appeared first on Renbor Sales Solutions Inc.

Objections 180

Objections Handbook Video Prospecting 180

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. Investing in modern sales coaching is crucial for creating a high-performing sales team that can quickly adapt, achieve peak performance, and smash sales targets.

Sales Coaching 118

Sales Coaching Coaching Handbook Lead Rank 118

The Pipeline

JANUARY 30, 2013

This is the second in a series of video prepared for BizTV dealing with objections, the first was an overview of sales objections ; this one specifically those you encounter while prospecting. In the video it references a link to download the Objection Handling Handbook, just in case you missed it above, it is: [link].

Objections 293

Objections Video Prospecting Handbook 293

The Pipeline

FEBRUARY 16, 2017

Download your copy of the Objection Handling Handbook. The challenge for most sales people, and the reason the call leaves them feeling cold, is that they are unprepared for the series of events and reactions their interruption sets into process. When the objection comes, most sales people take the rejection personally.

Cold Calling 193

Cold Calling Handbook Referrals Objections 193

Sales and Marketing Management

SEPTEMBER 17, 2018

Because of these obstacles, it takes dogged persistence coupled with sales skills to start a meaningful conversation. Although many sales emails are quickly zapped into electronic junkyards, some companies are highly successful in implementing cold email campaigns. Forget about the sales mantra “Always Be Closing.”

Conversion 293

Conversion Sales Qualified Lead Direct Mail B2B 293

The Pipeline

MAY 15, 2013

In the heat of a sale, it is sometimes easy to confuse a condition to the sale with an objection. Done right, it could solidify the sale and the resulting relationship with the buyer. Take a look, then download the Objection Handling Handbook , and let me know your thought. Sales Process sell better Tibor Shanto'

Objections 282

Objections Video Handbook Account 282

Allego

MAY 21, 2024

Being in sales enablement these days can feel like neverending work. You’re constantly training and coaching sales reps, creating reinforcement learning, ensuring sellers have the right content, and helping them connect with customers and create personalized buying experiences. And why not?

Coaching 62

Coaching Training Handbook Scale 62

The Pipeline

MAY 1, 2013

Often, prospects’ questions at critical points in the sale sound like objections, when they are just the buyer thinking out loud. Then download the Objection Handling Handbook. Sales Success Tibor Shanto' Take a look at what I mean. What’s in Your Pipeline. Tibor Shanto. Tibor Shanto.

Objections 267

Objections Handbook Video Account 267

Zoominfo

DECEMBER 9, 2018

Your B2B sales reps are working long hours to close last minute deals. 5. Consult the company handbook. One final piece of advice—when in doubt, consult your company handbook. If you don’t have access to one or your company’s handbook doesn’t discuss gift giving, take your question straight to HR.

Handbook 160

Handbook Government Policies B2B 160

The Pipeline

MARCH 27, 2013

One of the most common objections sales people face is the price objection, especially late in the sale. And don’t forget to download the companion Objection Handling Handbook. The video below is the third in a series of videos on Objections, and Objection Handling I did for BizTV , this one dealing with price objections.

Objections 239

Objections Video Handbook Face-to-face 239

Zoominfo

DECEMBER 17, 2017

It’s that time of the year again — the holiday season is coming upon us and your B2B sales reps are working longer hours to close last-minute deals. Consult the Company Handbook One final piece of advice — when in doubt, consult your company handbook. It seems like there’s not enough time in the day.

Guidelines 130

Guidelines Policies Handbook Government 130

Sales Hacker

NOVEMBER 8, 2024

GTM 120: Avoid the AI Sales Skills Atrophy Trap with Peter Kazanjy Pete Kazanjy is a serial founder, and seasoned early stage Saas executive, advisor, and investor. He currently leads Atrium, makers of sales performance management software to help organizations measure and improve sales performance.

Loyalty 90

Loyalty Customer Face-to-face Scale 90

The Pipeline

FEBRUARY 10, 2014

Some things you can avoid, in Renbor’s Objection Handling Handbook , I talk about specific way to present things to prospects, especially while prospecting that allows us to steer the discussion in a certain direction, or better yet, initiate the conversation in a way that eliminates a specific objection. Sales Execution Tibor Shanto'

Handbook 275

Handbook Face-to-face Objections Quota 275

The Pipeline

MAY 3, 2013

Jim was on the phone with a potential buyer who asked that Jim send him some info before committing to an appointment, Jim tried everything we put in our Objection Handling Handbook , but in the end had to send some info. Sales Process Tibor Shanto'

Handbook 303

Handbook Face-to-face Lead Gen Call-back 303

Sales and Marketing Management

JUNE 29, 2020

Author: Kelly Barcelos Many B2B companies are seeing sales decline as buyer behavior has changed due to the coronavirus pandemic. While adapting your B2B sales hiring strategy to the new normal of life, you need to set clear hiring objectives. Remote onboarding is more than just sharing a copy of the digital company handbook.

Hiring 120

Hiring B2B Handbook Face-to-face 120

The Pipeline

FEBRUARY 24, 2014

If you read this blog regularly, you know that I have pointed out that salespeople and sales organizations spend too much time and energy trying to avoid objections, when they should be spending time on learning to deal with them, redirect and leverage them to move the sale forward. What’s in Your Pipeline? Tibor Shanto .

Margin 256

Margin Objections Cold Calling Handbook 256

The Pipeline

SEPTEMBER 26, 2012

Sales books are no different than other books or forms of literature, especially in one respect. You know what I am talking about, you pick up a sales book, an enticing title, a slick smiling face, ready to learn and improve your craft only to discover that the author is not at all practicing seller. Simplified.:

Handbook 282

Handbook Face-to-face Cold Calling Up-Sell 282

The Pipeline

MAY 7, 2019

Not much new in that, sales people have always preferred almost any other sales activity to prospecting. Proponents call it specialization, others, disintermediating sales, whatever the label, it goes somewhat counter to being a complete salesperson. Complete The Sales Person. Only The Shell Has Changed. Manager To Boot.

Handbook 235

Handbook Lead Rank Hiring Top of Funnel 235

criteria for success

JULY 22, 2019

Happy Monday, Let's Talk Sales! Mike is a world-renowned sales consultant, coach, speaker and bestselling author. Named a Top Sales Influencer by Forbes, his first book, New Sales. Happy Monday, Let’s Talk Sales! Mike is a world-renowned sales consultant, coach, speaker and bestselling author.

Handbook 53

Handbook LinkedIn Influencer Energy 53

SBI Growth

DECEMBER 18, 2013

If you’ve read our blog lately, you’ve noticed sales execution is a popular subject. Each of these articles focuses on your sales reps. Effective ways to enable your sales reps to make the number. Today’s post focuses on the missing link: Enabling your front-line sales managers. Why Sales Managers Fail. Onboarding.

Hiring 305

Hiring Strategy Handbook Face-to-face 305

Selling Energy

OCTOBER 1, 2018

As a sales professional, you’re encouraged to pursue as many possibilities as you can. However, if you take this to extremes you can end up feeling lost, ineffective and overwhelmed. Your day-to-day might seem as if you’re going after multiple targets, yet you aren’t getting as many “hits” as you had hoped.

Handbook 40

Handbook Prospecting Sales 40

Mr. Inside Sales

AUGUST 7, 2017

Many sales reps think they are being polite when they use these kinds of openings, but in reality they’re just making it easy for prospects to blow them off. And if you like what you read, why not get a copy of this powerful handbook for all your team members and yourself. Increase your sales and build your confidence.

Prospecting 125

Prospecting Handbook Gatekeeper Objections 125

Allego

APRIL 25, 2024

In sales, for example, surpassing targets largely depends on the quality of training provided. In fact, companies that have dynamic and adaptable sales training strategies see an average of 10% more salespeople meet their quotas compared to those with rigid approaches, according to CSO Insights.

Handbook 62

Handbook Analytics Retention Motivation 62

Xactly

JANUARY 3, 2019

Sales statistics are a variety of metrics that provide insight into your sales organization’s health. Industry and planning-specific statistics also help guide sales planning and incentive compensation. We did some research and compiled some valuable sales stats that are important for all salespeople to be aware of.

Handbook 99

Handbook Territories Compensation Incentives 99

Hubspot Sales

MAY 29, 2024

A detailed recording of all your current software and technology needs Your employee handbook Any other operational information they may need Investigating Your System Processes Every startup company has its own unique quirks and ways of doing things. Pro Tip: Have these items to have ready during this step.

Handbook 76

Handbook Buyer Persona Scale Hiring 76

Hubspot Sales

NOVEMBER 2, 2017

If you’re in sales, and this is your first year on the job, you should make it a priority to read the following 12 books. Best Books for New Sales Reps. The 25 Sales Habits of Highly Successful People. The Sales Acceleration Formula. Secrets of Closing the Sale. The Sales Bible: The Ultimate Sales Resource.

Handbook 107

Handbook Hiring Scale Up-Sell 107