The Center for Sales Strategy

OCTOBER 14, 2024

Let’s cut to the chase—there’s no magic formula to building a successful sales team. Unless, of course, you consider “hiring the right people” a kind of magic. The foundation of any high-performing sales structure starts with one thing: talent. You can have the latest CRM, a killer product, and the best marketing team behind you, but you're spinning your wheels without the right people in the right roles.

CRM 87

CRM Sales Marketing 87

Vantage Partners

OCTOBER 15, 2024

Despite all the expertise professional services firms demonstrate when negotiating on behalf of their clients, they struggle to negotiate their own fees with these same clients. Why is this?

Negotiation 83

Negotiation 83

Strategic Account Management Association

SEPTEMBER 27, 2024

SAMA's Customer Advisory Board serves as a direct line of communication between SAMA and some of the most experienced and insightful leaders in the SAM community, providing us with critical feedback that shapes both our strategy and the broader SAM ecosystem. The post How SAMA’s Customer Advisory Board Influences Best Practices in SAM appeared first on Strategic Account Management Association.

Account Management 520

Account Management Communication Management Customer Knowledge 520

Account Manager Tips

OCTOBER 8, 2024

The post Cross-Functional Collaboration: The Key Account Manager’s Secret Weapon first appeared on The KAM Coach Learn how Key Account Managers can leverage cross-functional collaboration to boost client satisfaction, drive revenue growth, and become a strategic leader within their organizations.

Key Account Management 100

Key Account Management Account Management Management Organization 100

2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.

Customer Think

OCTOBER 1, 2024

Despite the emergence of many new and exciting consumer-facing channels over the years, email still sits at the top of the channel food chain for marketers. And while not the most dynamic concept, email marketing – when done right – still has the proven ability to make an impact.

Marketing 125

Marketing Digitalization 125

The Center for Sales Strategy

SEPTEMBER 24, 2024

If you’ve seen Moneyball , you know that Billy Beane, the GM of the Oakland A’s, didn’t just play the game—he changed the game. It’s not just a great underdog story; it’s a masterclass in using data to build a winning team, even when the odds (and budget) are stacked against you. Beane’s approach? Simple: find undervalued talent, tap into their potential, and use data to outsmart the competition.

Sales 123

Sales 123

Planview

OCTOBER 2, 2024

The automotive sector is undergoing a paradigm shift, transitioning from its traditional hardware focus to a software-centric industry. To remain relevant and competitive, automotive companies must embrace digital transformation across their operations. Adapting to technological innovations and making strategic decisions is key to thriving in this rapidly evolving environment.

Digitalization 98

Digitalization Software Software Supply Chain 98

Flevy

OCTOBER 1, 2024

Strategic Analysis remains at the heart of any successful organizational effort, providing a comprehensive view of both internal capabilities and external market conditions. It informs critical decisions on resource allocation, market opportunities, and risk mitigation, ensuring organizations remain agile and forward-thinking. Within this, competitor analysis takes center stage.

Manufacturing 98

Manufacturing Digital Transformation Decision-making Innovation 98

Customer Think

SEPTEMBER 24, 2024

In recent years, the synergy between cloud computing and customer relationship management (CRM) has significantly reshaped how businesses engage clients and deliver services. As organizations transition more of their operations to the cloud, understanding the emerging trends is crucial for maintaining a competitive edge.

CRM 118

CRM Organization Management 118

The Center for Sales Strategy

OCTOBER 10, 2024

In marketing, businesses often struggle to align their SEO efforts and sales objectives, leading to missed opportunities. However, by integrating SEO strategies with the sales funnel through a thoughtful content strategy, companies can attract high-quality leads and improve conversion rates. This alignment enhances online visibility and streamlines the sales process.

Sales 108

Sales Prioritization B2B Marketing 108

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

B2B

Vantage Partners

SEPTEMBER 26, 2024

“We know which providers move faster or slower. It doesn’t really show up on any formal selection criteria, but some providers aren’t even going to hear from us because we know it will take them too long to respond.

83

83

RAIN Group

SEPTEMBER 25, 2024

In today's digital age, online learning has become an integral part of sales training and development. Modern learners, having grown up in an era dominated by digital technology, are accustomed to engaging with content online. They expect learning experiences to be interactive, accessible, and relevant. However, engaging sellers in a virtual environment can still be challenging.

Sales Training 98

Sales Training Digitalization Sales 98

Flevy

SEPTEMBER 27, 2024

Global expansion is tough. Even the most seasoned executives can find themselves daunted by the complexities of entering new markets. The CAGE Distance Framework —crafted by strategy expert Pankaj Ghemawat—was designed to address this challenge. It’s not just about market entry, it’s a comprehensive tool that evaluates the “distance” between your home country and target markets across four critical dimensions: Cultural, Administrative, Geographic, and Economic.

Supply Chain 98

Supply Chain Logistics e-Learning Manufacturing 98

Force Management

OCTOBER 10, 2024

Force Management Co-Founder John Kaplan and five-time CRO John McMahon recently had an in-depth discussion on the Revenue Builders Podcast about sales kickoffs. Combining their years of experience, they hashed out what works and what doesn't when it comes to planning and leading a kickoff event as a revenue leader. Listen to the full podcast conversation here.

Leadership 87

Leadership Management Sales Sales Leadership 87

Advertisement

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

Meetings

The Center for Sales Strategy

OCTOBER 9, 2024

Social listening is a powerful tool that can provide crucial insights to help guide decision-making. Most businesses know this and may already have some social listening tactics. But does your current social listening strategy drive sales? Keep reading as we explore how social listening is linked to sales and offer some tips to help you grow your sales by improving your social listening.

Decision-making 107

Decision-making Sales 107

Brooks Group

OCTOBER 3, 2024

Congratulations! You’ve just been promoted to sales management. As you start this new chapter in your career, you’re likely experiencing a lot of emotions. You’ve worked hard for this opportunity, and now you have the chance to coach and mentor others and lead your team to new heights. Yet, alongside the thrill, there’s an undercurrent of nervous energy.

Sales Management 90

Sales Management Management Sales Training Sales 90

Kainexus

OCTOBER 9, 2024

Tony Hsieh, the former CEO of Zappos, famously said, “If you get the culture right, most of the other stuff will just take care of itself.” He might not have been thinking of a continuous improvement culture specifically, but he’s right. Culture is the foundation on which success is built. Strong leaders build the foundation for the culture they want to achieve.

Organization 80

Organization 80

Force Management

OCTOBER 3, 2024

Last month, the Revenue Builders Podcast shared stories from the sales world and beyond of leaders who built, coached and motivated elite teams. From Bowling Green University football coach Brian White to accomplished Human Resources expert Hollie Castro, these leaders have some wisdom to impart on building great relationships and coaching greatness out of the individual.

Publishing 87

Publishing Sales 87

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

Sales

The Center for Sales Strategy

OCTOBER 2, 2024

Successful leaders coach. Period. It’s a skill that is absolutely necessary to succeed in sales and sales leadership. Sellers who don’t receive coaching and feedback get off track, pursuing the wrong leads, prioritizing the wrong activities, and focusing on the wrong goals. In contrast, sellers who receive good coaching tend to stay on track, finding and connecting with strong prospects, focusing on potential, and realized key accounts, meeting and exceeding their goals.

Leadership 108

Leadership Sales Leadership Prioritization Sales 108

FinListics Solutions

SEPTEMBER 25, 2024

The exodus of senior sales talent and widespread downsizing have created a leadership crisis in B2B sales. As seasoned professionals exit, millennial sales leaders are thrust into roles without the critical mentorship or experience they need to succeed. At the same time, millennial executive B2B buyers are stepping into power, expecting a level of partnership from sales leaders rooted in business and financial acumen.

B2B 87

B2B Leadership Sales Leadership Sales 87

Nutshell

SEPTEMBER 30, 2024

With Nutshell Campaigns , you can create emails from previous broadcasts, blank messages, and Nutshell-provided templates. Now, you’ll also be able to save messages as marketing email templates and share them with your team. Company-wide email marketing templates will enable seamless branding across all your company’s email communications and make customization a breeze.

Marketing 77

Marketing Communication 77

Customer Think

SEPTEMBER 26, 2024

In this article, I explore the often-overlooked elements of strategy development to avoid simply repeating common discussions on this topic. Article source: [link] Introduction A well-executed B2B customer experience (CX) strategy can be the cornerstone of long-term success in today’s competitive landscape.

Customer Experience 83

Customer Experience B2B B2C Sales 83

Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst

Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.

Supply Chain

SBI Growth

OCTOBER 14, 2024

Sales organizations continue to invest in customized sales training but are often challenged when it comes to demonstrating that the training had a lasting impact on how their sales team sells. According to ATD Research, sales organizations invested an average of $2,326 per salesperson annually on sales training. Interestingly, a survey by TrainingIndustry.com found that 43.5% of participants felt that sales skills training “needed improvement.

Sales Training 62

Sales Training Sales Organization 62

The Center for Sales Strategy

SEPTEMBER 30, 2024

If you have ever coached a seller who struggled to adapt to changing situations and circumstances and just kept doing the same thing over and over because they’ve always done it that way, you likely understand the importance of hiring people with adaptability. It can make or break a salesperson’s success. An adaptable salesperson has the ability to adjust and thrive in various situations and environments, making them a valuable asset to any sales team.

Sales 105

Sales 105

Force Management

SEPTEMBER 26, 2024

The sales kickoff (SKO) is where you the stage for what’s coming, explain what’s changed and chart the path for success in the next year. But let’s get real. Rallying the troops and rah-rah speeches are great, but they are not what helps land high-value accounts or meet the growth imperative. Moving the needle comes by taking direct action on the day-to-day selling motion.

Leadership 81

Leadership Sales Meetings Sales Training 81

Nutshell

OCTOBER 7, 2024

If you’re in the business of sales, you’ve likely heard of MEDDIC. But maybe you’re unsure of the finer details or want to brush up on your knowledge. In this guide, we’ll explain what the MEDDIC sales methodology is (including its two successors, MEDDICC and MEDDPICC), the pros and cons of the method, and how you can implement it into your team’s sales process.

e-Learning 71

e-Learning Decision-making Sales CRM 71

Speaker: Michelle Vazzana

Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools?

Sales

FinListics Solutions

OCTOBER 9, 2024

B2B sales teams and executive buyers face a new reality where market shifts can turn strategies upside down overnight. Competition is intense, and clients demand more than just product knowledge—they expect insights, relevance, and a deep understanding of their business landscape.

B2B 74

B2B Marketing Sales 74

SBI Growth

OCTOBER 7, 2024

Like a championship sports team that needs great athletes , exceptional salespeople are the lifeblood of a high-performing sales organization. But if you have recently recruited new salespeople, you probably have also experienced how brutal it is to try to hire top talent in today's market. Even during more favorable hiring conditions, hiring sales executives is risky.

Sales Training 71

Sales Training Sales Sales Management Organization 71

Hubspot Sales

SEPTEMBER 30, 2024

A solid social selling strategy falls somewhere between “nice-to-have” and “need-to-have” in the modern sales landscape. Activities like prospect outreach, cultivating brand awareness, and online relationship building are all enhanced by social media — so having a solid presence on these platforms can really help your case. But navigating social selling isn‘t always straightforward.

Media 80

Media Decision-making Prioritization B2B 80

Sales Gravy

SEPTEMBER 26, 2024

Sales professionals are always looking for fresh strategies to boost their performance and outshine the competition. Surprisingly, one key factor that’s often neglected is their physical fitness for sales. On this episode of the Sales Gravy Podcast, Jeb Blount discusses how physical fitness impacts sales success with online fitness coach Josh Hulsebosch.

Facilitation 79

Facilitation Sales Prioritization Communication 79

What if there was a better method of changing the conversation with your customer from delivering pricing to delivering value solutions? A method that would help keep you in control, manage the uncertainty, and close larger deals more quickly for you and your company? There is.

Negotiation