The Center for Sales Strategy

APRIL 8, 2024

Congratulations! You’ve just made an amazing new hire with talent, experience, and skills who aligns well with you, your team, and your organizational culture. With all that in place, it’s safe to assume that all will be smooth sailing toward a future of success, right? Unfortunately, things don’t always turn out as we assume. Nearly a third of new employees leave within 90 days of getting hired.

Onboarding 110

Onboarding 110

Customer Think

APRIL 8, 2024

As customers become more informed, businesses must shift from selling to enhancing customer experience. This needs quality offerings and the ability to provide seamless, personalized experiences. This is where sales enablement comes into play.

Customer Experience 83

Customer Experience Sales 83

SBI Growth

APRIL 8, 2024

Prospecting has evolved as automation has made creating, sending, and tracking multi-email sequences to prospects easy. Unfortunately, while sales enablement technology has dramatically increased the volume of prospecting emails you can send, it hasn't improved their effectiveness. Here is how you can increase your email prospecting odds using the HERO framework.

Sales 71

Sales Sales Training 71

Customer Think

APRIL 8, 2024

Generative AI models are quickly making their way into call center operations. And it makes sense. Their ability to enhance customer interactions, streamline processes, and glean deeper insights into customer behavior are an attractive proposition for the industry.

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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

ACT

APRIL 8, 2024

When you started your business, you only had a handful of customers. It made sense to store and manage their details in an Excel spreadsheet. But as your company grew, so did your customer base. Today, you or your sales reps have to scroll through hundreds (if not thousands) of rows in a spreadsheet to find the necessary client details. If your SMB has been grappling with these challenges, you’re not alone.

CRM 52

CRM Small Business Decision-making Software 52

Customer Think

APRIL 8, 2024

I wrote today’s post for Nextiva; it covers an important topic: how to scale your customer experience strategy and includes how you can implement tools like Nextiva to support that strategy. The only true and sustainable competitive advantage brands have today is the customer experience.

Customer Experience 72

Customer Experience 72

Customer Think

APRIL 8, 2024

Every day, millions of online shoppers face substantial risk of unwittingly giving too much away – money, information, privacy. To some retailers, this might be gold, but when the gold comes from dark patterns, we need to start applying new rules.

Retail 69

Retail Digitalization Marketing 69

DemandFarm

APRIL 8, 2024

If you’re part of a B2B sales team, chances are that ABS as a strategy is on your radar. Account Based Selling (ABS) burst into the spotlight in the mid 2010s and has been steadily gaining traction as the go-to approach among B2B sales organizations. Who wouldn’t want to unlock the full potential of their key accounts? Identify your target accounts, put together a team of sales plus marketing, work out a hyper-personalized messaging and content strategy for those accounts, and measure your eff

Key Account Management 52

Key Account Management Account Management Stakeholders Meetings 52

Customer Think

APRIL 8, 2024

Products and devices can be complex to troubleshoot, making customer support a challenge. Companies typically offer a wide range of products and devices, each with its own support requirements, which compounds the complexity of diagnosing and troubleshooting problems remotely.

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Account Management Skills

APRIL 8, 2024

Welcome to episode 111. This episode will be particularly relevant for you if you’re heading up the agency or you’re in charge of an agency team. Alison Coward is the founder of Bracket, a consultancy that partners with ambitious, forward-thinking companies to help them build high-performing and collaborative team cultures. She is a culture strategist, workshop facilitator, coach, trainer, keynote speaker and author of “A Pocket Guide to Effective Workshops” and “Workshop Culture: a

Account Growth 52

Account Growth Account Management Facilitation Profitability 52

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

APRIL 8, 2024

Dental marketing, like other areas of marketing, is changing as a result of advances in technology and its impact on the way businesses interact with customers. What are the key features of dental digital marketing that will help your practice thrive?

Digitalization 59

Digitalization Marketing 59

Strategic Planning and Management Insights

APRIL 8, 2024

Claire Milligan, CEO of Aimably, discusses the power of neurodivergence in organizations. Discover the power of transparency, technology, and more.

Organization 52

Organization Leadership 52

Customer Think

APRIL 8, 2024

Dennis Connelly, Derek Baer and I were sharing our experiences coaching salespeople, sales managers and sales leaders, and comparing those who were and weren’t coachable. It wasn’t personal. It wasn’t about whether we liked them as people. It was about those who did or did not make changes and improve.

Sales Management 59

Sales Management Management Sales Leadership 59

PandaDoc

APRIL 8, 2024

A deal desk introduces a new approach to managing deals. This is done by forming a team of stakeholders and decision-makers, establishing approval workflows, and effectively integrating automation tools. This article highlights how a deal desk functions and its ability to transform the way companies tackle their sales strategy. Let’s get to it! Key takeaways One of the primary functions of a deal desk is to bring together decision-makers from sales, legal, financial, and marketing departments to

Negotiation 52

Negotiation Sales Stakeholders Digitalization 52

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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten

Sales

Customer Think

APRIL 8, 2024

Illustration 42097686 © Retro Clipart | Dreamstime.com Can your customers count on superior product and service quality regardless of the employee involved? Or is the quality of their experience reliant on the employee they happen to get?

Customer Experience 59

Customer Experience 59

QYMATIX

APRIL 8, 2024

AI-based predictive sales analytics and ERP data mining: technologies that help wholesale distributors increase margins, stay competitive, and reduce costs. B2B wholesalers face the challenge of keeping up with current market dynamics and acting with foresight. Enter AI-based predictive analytics and ERP data mining. How can applications of these technologies help wholesale distributors?

B2B 40

B2B Supply Chain Sales Analytics Customer Experience 40

Customer Think

APRIL 8, 2024

An intelligent seller appears where the eyeballs are, and social media is the place. Usher in the power of social media in your ecommerce platform will help turn your audience into customers. This online shopping statistic of the last quarter of 2023 will blow your mind! Online buyers spent an average of almost 2.

eCommerce 52

eCommerce Media Digitalization Marketing 52

Account Management Skills

APRIL 8, 2024

“People who accomplish big things did small things well” Horace Jackson Brown, author of ‘Life’s Little Instruction Book’ There are little things account managers can do well to avoid big client complaints. (The caveat to this is there will always be clients who complain regardless of how well you do your job – but that’s a topic for another day).

Account Management 40

Account Management Management Co-Creation Communication 40

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

Customer Think

APRIL 8, 2024

Podcast Today’s interview is with James Lawther, Director at Squawk Point Consulting and Author of ‘Managed by Morons: The Path to a Thriving Organisation’ James joins me today to talk about his new book, why so many organisations are mediocre, what we should be thinking about when it comes to measuring performance, a story about a Unilever soap […]

Management 45

Management Leadership 45

Customer Think

APRIL 8, 2024

All the rage these days in Contact Center online webinars and consortia is the topic of automation and “AI”… “Bots”, “ChatGPT” (I still don’t understand what that does, but apparently, as far as you know, I’m using it to write this article right now.

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Customer Think

APRIL 8, 2024

Generative AI (AI capable of creating original text, images, and more) is reshaping the marketing landscape. However, its adoption within the industrial sector lags behind other industries.

Marketing 40

Marketing Digitalization 40