The Center for Sales Strategy
JUNE 7, 2022
Work and career are areas that are ever-evolving. New ways of working emerge, skill sets and experiences change, and employee expectations shift. As a leader, it's important to understand where your priorities need to be and how you can position yourself to help your employees grow.
Revenue Storm
JUNE 21, 2022
By now I am sure you are tired of hearing how the pandemic, along with other issues like supply chain, inflation, and the war in Ukraine, have turned our lives upside down. How and where we work, how our clients work and buy, and how we have to sell. Have you stopped to consider, though, how it has changed how you manage and lead? It has become very obvious, as I work with global sales teams, everyone’s jobs have changed.
Upland
JUNE 14, 2022
I can’t tell you the number of times I’ve seen Professional Services (PS) projects get waylaid by cost overruns, schedule slips, or clinging clients who don’t wish an engagement to end. While there are multiple reasons these common difficulties occur such as poorly scoped deliverables or bad communication on the part of the project team, one of the lesser considered solutions has to do with having a point-of-view (POV).
Software Sales Guru
JUNE 20, 2022
Never Get Ahead of the Buyer After reviewing an MRI, I had a doctor tell me, “This surgery is inevitable. You are going to want to do this.” His knowledge convinced him of the need, but he was ahead of me emotionally. He was convinced before I was convinced. Another doctor, looking at the same MRI, took the time to show me the image and. Read more. The post Never Get Ahead of the Buyer appeared first on Software Sales Gurus.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
Hubspot Sales
JUNE 22, 2022
Establishing business relationships can be every bit as confusing and frustrating as it is essential. There are several kinds of potential stakeholders you need to account for, and each connection requires some degree of individual attention and effort. Still, some underlying principles can be applied in the context of almost any kind of business relationship to make the process of establishing one a bit more straightforward.
Engage Selling
JUNE 3, 2022
How do you retain more accounts as you grow? Collecting and analyzing sales data indiscriminately is like endlessly tossing buckets of coins into a wishing well…and believing the act itself … Read More. The post Early Warning System: Retain More Accounts As You Grow first appeared on Colleen Francis - The Sales Leader.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Red Star Kim
JUNE 24, 2022
This time last week (17 th June) I was asked to join some other great speakers at the 75 th MPF Retuning your firm online session. Richard Chaplin asked me to speak about psychology and business relationships. The intersection between the topics of relationship management and psychology is an area of particular interest to me…I covered over 150 topics on this subject on my 2018 book Bloomsbury “ Better Business Relationships” (Bloomsbury).
Mike Kunkle
JUNE 12, 2022
This is a post I never wanted to write. I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. At the time I published it initially, I had hoped the worst of the pandemic-fueled layoffs were behind us. Unfortunately, many company executives still needed to make tough choices, even with their revenue-producing teams.
Software Sales Guru
JUNE 6, 2022
Sales Tools and Tips to Use at Each Point in the Buyer’s Journey Sales Tips to Facilitate the Shift from Latent to Active Need 15 Lead Generation Techniques Self Depreciation Over Social Rapport What to Say if a Sales Call is Not Going Well s The Value of Training – The Value of Training Salespeople | Creating useful sales habits Style Matters in Sales This.
Hubspot Sales
JUNE 2, 2022
Productivity is the lifeblood of a high-performing sales team — the key factor that separates truly exceptional teams from their "middle of the road" counterparts. So naturally, as a manager, one of your first responsibilities is ensuring that your reps are as productive as possible. But how do you get there? What tricks and tactics can you implement to keep your team working to its full potential?
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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.
Force Management
JUNE 29, 2022
Product-led growth (PLG) is driving some of the fastest growing B2B companies. While these solutions can propel organizations forward, this approach requires business leaders to make strategic decisions around what’s needed to scale that success.
Engage Selling
JUNE 10, 2022
??????? Is there such thing as an ideal buyer? I recently have been interviewed on a number of podcasts because there’s great interest in my new book, Right on the … Read More. The post The Ideal Buyer in Today’s Marketplace | Sales Strategies first appeared on Colleen Francis - The Sales Leader.
Red Star Kim
JUNE 20, 2022
Delegates on my coaching training sessions often ask for recommendations of good books on coaching and this is a mature, comprehensive and challenging exploration of what it takes to be a great coach. So here is a book review of Coaching skills: A handbook by Jenny Rogers. It was first published in 2004 and this second edition is from 2008. I qualified as a coach in 2002, having had the great privilege of the late Eric Parsloe (who wrote many books on coaching) as my supervisor.
The Center for Sales Strategy
JUNE 15, 2022
Having a robust sales pipeline may help the sales team, sales managers, and the C-suite sleep better at night. But if there’s little or slow movement of those deals through the pipeline, everyone will spend more time counting sheep than counting money. After all, opportunities in the pipeline don’t pay the bills. Only closed/won deals produce revenue.
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.
Sales Gravy
JUNE 12, 2022
On this episode of the Sales Gravy Podcast Jeb Blount, Jr sits down with author Andy Paul to discuss what it means to Sell Without Selling Out. Together they discuss why it is so important to make selling more human. You'll learn that persuasion is not a sales skill. Instead it is a blunt instrument of last resort that sellers use when they don’t know how to influence the choices buyers make.
Hubspot Sales
JUNE 6, 2022
Sales reps run into trouble when they try to go into a call totally cold. The modern buyer doesn't have the patience to address basic questions with answers that anyone can find through a cursory search — nor do they have the time to fill you in on their challenges. If you pick up the phone without gathering any background information, at best, you stand to annoy the person — and at worst, you could be hung up on mid-sentence.
Force Management
JUNE 15, 2022
While the delineation between marketing and sales can vary from one organization to the next, establishing a close working relationship between both areas remains critical. The most successful companies are the ones with leaders who can mitigate any silos and ensure the entire customer-facing organization is aligned with what’s most important to their buyer.
SuperOffice
JUNE 14, 2022
I know – prospecting is hard. And salespeople hate it. ??. In fact, more than 40% of sales reps consider prospecting the most challenging stage of the sales process. At the same time, prospecting is one of the most important parts of sales. Without it, your sales pipeline won’t be filled with sales opportunities. And the more opportunities (aka quality leads ) you have in your pipeline, the more chances you have to close deals.
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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.
Sales Readiness Group
JUNE 24, 2022
During the pandemic, stuck at home with few restaurant options, I taught myself how to cook.
The Center for Sales Strategy
JUNE 1, 2022
Without sales, you don't have a business. Your profits are directly linked to sales performance, so it's important to maximize sales wherever possible. There are a range of things you can do to improve sales, and if you're not doing this your business will never reach its full potential. For a rundown of some simple things you can do to improve sales performance, keep reading.
Engage Selling
JUNE 17, 2022
Discover six ways to handle price increases like a sales pro! Price increases are a big part of life now, but most sellers can’t be like the local gas station … Read More. The post 6 Ways to Handle Price Increases Like a Sales Pro first appeared on Colleen Francis - The Sales Leader.
Hubspot Sales
JUNE 6, 2022
As an employee, you’re likely used to receiving feedback from your peers and manager. Feedback, when given appropriately, can be a tremendous stimulus for improving employee engagement and productivity, according to 71% of respondents in a survey done by ResumeLab. While employee feedback is highly encouraged in management circles, upward feedback, on the other hand, is looked upon with trepidation by employees around the world.
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.
Force Management
JUNE 8, 2022
Your most important asset is your people. How can you own the talent management process to make your people your sales organization's biggest competitive advantage? In this era of mass resignations and global hiring, it's critical for sales leaders to take ownership of their talent management process. Recently, a Microsoft survey stated that 52% of young people polled say they are likely to consider changing employers this year.
Sales Gravy
JUNE 23, 2022
Are you willing to do whatever it takes to reach your goals and dreams, build your business, climb the sales leaderboard at your company, or bounce back from failure? Lot's of people have dreams but few actually grind it out and turn those dreams into reality. The good news is that you can defy the odds to get everything that you want in business and in life if you are willing to do whatever it takes.
Groove HQ
JUNE 24, 2022
Comparing WooCommerce and BigCommerce means comparing two of the larger ecomm platforms around -- if you're on WordPress, it's an easier choice, otherwise - we'll help you sort through the options. The post 2022 Ecommerce Platform Guide: WooCommerce vs BigCommerce appeared first on Groove Blog.
The Center for Sales Strategy
JUNE 29, 2022
Every successful organization depends on the productivity of various departments and teams to achieve its overall mission and goals. But being a part of a team doesn’t mean teamwork happens naturally. For departments and teams to be efficient everyone needs to work together to execute and finish projects and goals. And yet the reality is that, more often than not, employees find it challenging to collaborate and work together with ease and balance.
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.
Flevy
JUNE 22, 2022
With ubiquitous Disruption threatening the technology infrastructure and Operating Models of organizations on a consistent basis, it’s an unrelenting challenge for senior leadership to create an enterprise proficient in introducing offerings in line with customers’ requirements and of desirable utility. This can only be possible by developing competencies compulsory to innovate premium-quality offerings that are hard for the rivals to create.
Hubspot Sales
JUNE 8, 2022
It's summertime, and the living is easy — but the selling is hard. Even the most prolific salespeople aren't immune to the summer slump. Prospects are on vacation. Calls go unanswered. LinkedIn connection requests remain pending for days. It's a rough time for people whose job revolves around connecting. But if you're in the midst of a summer slump, the worst thing you can do is panic.
Force Management
JUNE 1, 2022
What do the most successful business leaders do to take themselves and their people to the next level? Tune into these episodes for insight on how to build and lead elite sales teams. Hear from dynamic revenue leaders on how they got to where they are now, and the trials and tribulations of their journeys. Take actionable advice, enjoy John McMahon and John Kaplan's banter (we hear it's a hit), and dig in.
SuperOffice
JUNE 30, 2022
How many apps do you use? If you’re anything like the average person, at least 40. But why so many? Obviously, we use apps because they make our lives easier. Apps are quick and efficient. The same benefit applies in the business world, too. Companies use an average of 75 technologies to help them grow their business. Andhe larger your company is, the more apps you will use – reaching as high as 200 apps!
Advertiser: ZoomInfo
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