The Center for Sales Strategy

NOVEMBER 6, 2024

When was the last time that someone sat you down, focused all their attention on you, and talked to you about the things that you do really well? Still thinking? It’s usually hard to pinpoint the last time that happened because, for most of us, it doesn’t happen very often. Unless you are an NFL football player, then the last time would have been Monday morning, and it would have gone something like this (imagine dreamlike music).

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Sales 107

Hubspot Sales

NOVEMBER 12, 2024

Getting ghosted is an unfortunate fact of sales life nowadays. Every once in a while, the conversation with a prospect is going to die down and never pick back up — but you don't have to take those fizzle-outs lying down. There are some strategies you can leverage to give yourself a fighting chance at re-engaging a prospect who seems like a lost cause.

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Internet Communication Media CRM 98

Vantage Partners

NOVEMBER 22, 2024

Even the most sophisticated firms can lapse into incumbent complacency. A plan must involve changing both processes and mindsets to demonstrate and realize value at renewal time.

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Groove HQ

NOVEMBER 7, 2024

As your business expands, you might find yourself trapped in a vicious cycle of putting out fires, rather than strategically improving your service. The consequences? Inconsistent customer experiences, missed opportunities, and the gnawing sensation that your competitors are always one step ahead. But there’s good news. You can turn this situation around, and make your […] The post A Small Business Guide To Customer Service Quality Assurance appeared first on Groove Blog.

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Small Business Customer Experience 104

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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

Brooks Group

NOVEMBER 14, 2024

Prospecting is a balancing act. You want your team to fill their calendars with as many meetings as possible. But these opportunities have to be the right fit. You don’t want your sales professionals to invest time in prospects who aren’t going to progress. Failure to qualify prospects properly has a big downside. According to The Brooks Group research , almost half of underperforming teams struggle with qualifying new opportunities.

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Sales Sales Training Decision-making Prioritization 101

FinListics Solutions

NOVEMBER 12, 2024

They’re Already Halfway Gone Executive B2B buyers are bypassing the traditional sales process. They’re moving independently, often 70% through their purchase decision before a sales rep enters the picture.

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B2B Sales 95

Flevy

NOVEMBER 1, 2024

Competitive analysis is the backbone of strategic decision-making. By identifying an organization’s competitive landscape, leaders can get the lay of the land and see how to position their resources, enhance market presence, and minimize threats. However, a deeper look is sometimes required to understand clusters of competitors within this landscape, and that’s where the concept of Strategic Groups comes into play.

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Manufacturing Digital Transformation Profitability Innovation 98

Kainexus

NOVEMBER 14, 2024

In an era where agility and responsiveness define business success, continuous improvement (CI) has become the backbone for organizations striving to cut costs, enhance customer satisfaction, increase efficiency, and drive revenue. That’s why choosing the right continuous improvement system is so important, but how do you tell them apart? Most people don’t make this type of investment very often, so it can be a challenge to select the best one for your organization.

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Organization Software Software 92

Force Management

NOVEMBER 14, 2024

Sales talent is a cornerstone to a best-in-class sales organization. As a sales leader you need the right people on board if you want to hit your revenue goals every quarter. Without a process to attract, hire and retain top sales talent you will waste money on mis-hires, lose talent to the competition and have no way to build a bench strength for growth.

Management 91

Management Sales Organization 91

RAIN Group

NOVEMBER 13, 2024

Effective sales training is widely acknowledged as a critical success factor for sales organizations. But how many companies are truly excelling in this area? And what distinguishes those with highly effective sales training and development from the rest? The answers may surprise you.

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Sales Training Sales Organization 92

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.

FinListics Solutions

NOVEMBER 19, 2024

B2B sales reps only get one chance to make an impression with executive buyers, and that moment is make-or-break. Walk in with a surface-level understanding, and the opportunity evaporates. Execs don’t have time for vague promises—they need credible insights backed by hard data. Sales teams that fail to connect with the issues that truly matter to top decision-makers lose trust, relevance, and, often, the deal itself.

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Decision-making B2B Sales 85

Vantage Partners

NOVEMBER 1, 2024

Here are three of the most helpful ways to deal with pressure during high-stakes negotiations — not just to endure, but to get the outcome you desire.

Negotiation 83

Negotiation 83

Hubspot Sales

NOVEMBER 4, 2024

Sales engagements are pretty strange interactions when you really think about them. They involve an element of friendliness, but the endgame isn‘t making friends. Shocking as this sounds, you’re actually trying to sell something when selling. That means you have to strike a balance between approachability and authority — but that's easier said than done, making rapport building equal parts essential and screw-up-able for sales professionals.

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Communication Media Digitalization Marketing 75

The Great Game of Business

NOVEMBER 20, 2024

Most companies react to recessions. at SRC, we prepare! With insights from ITR Economics, our employees don't just weather economic downturns—we leverage them.

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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

Force Management

NOVEMBER 21, 2024

A well-defined negotiation strategy is a critical component of an organization’s success. A great negotiation strategy goes beyond individual seller skills - leaders should create a repeatable framework to ensure negotiation is being executed consistently across all deals to ensure maximum revenue. If your team repeatedly loses margin on deals, loses to competitors based on price or struggles to expand deal sizes, it may be time to assess your negotiation strategy.

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Negotiation Sales 85

Nutshell

NOVEMBER 22, 2024

Many businesses can benefit from expanding their visibility and customer base. And channel marketing can help you achieve both of these goals. Channel marketing is a marketing strategy for getting your product or service in front of more eyes and potential customers by using the help of like-minded businesses. In this guide, we’ll answer important questions about channel marketing and teach you how to start your own channel marketing campaign.

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Marketing Manufacturing Retail Advertising 71

FinListics Solutions

NOVEMBER 5, 2024

B2B sales reps often walk into client meetings with high hopes, only to leave without a clear path forward. Why? The answer isn’t just a lack of effort; it’s a lack of insight. Without a deep understanding of each client’s specific goals, revenue drivers, and unique industry dynamics, reps find themselves stuck in surface-level conversations.

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B2B Meetings Sales 88

SBI Growth

NOVEMBER 20, 2024

Take a quick look at the forecasted end-of-year close dates in your CRM system. What dates do most of your sales team’s opportunities show? Do you see a lot of December 31 st close dates? Chances are your sellers don’t understand how high performers close business and enjoy a more stress-free holiday. Whether it’s a more basic deal qualification tool like BANT , or a bit more sophisticated as with MEDDPICC, sellers are mistakenly taught to chase deal-close clarity in a sequence.

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CRM Sales Negotiation Sales Training 71

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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.

Meetings

Sales Gravy

NOVEMBER 21, 2024

In this episode of The Sales Gravy Podcast, Jeb Blount Jr. sits down with sales guru Kristie Jones as she shares her secrets to success, including powerful mindset shifts and strategies to unlock your full potential. Key Takeaways: – The Importance of Positivity in Decision-Making: Positive decisions about entering a sales role, rather than trying to escape a current job, can lead to more fulfilling outcomes.

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Hubspot Sales

NOVEMBER 22, 2024

Before starting my career in marketing, I worked in business development. I had some of the best times and work experiences during those years. But, oof, I don‘t need to tell you how challenging life in sales can be. For every exhilarating win — yay, you closed a deal — there’s an all too humbling loss. Boo, you were ghosted by a prospect you thought for sure would convert.

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Sales B2B Co-Creation Meetings 69

Force Management

NOVEMBER 7, 2024

In the past month, the Revenue Builders Podcast has hosted some insightful conversations with experienced sales leaders. They discussed their sales journeys, critical career moves, management advice and emerging technologies. We also heard some great perspectives from our hosts, John Kaplan and John McMahon. Tune in below to hear 2025 sales best practices from a variety of established minds in the sales world.

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Publishing Sales Management 73

Nutshell

NOVEMBER 19, 2024

When it comes to booking appointments with your company’s leads and customers, it’s critical that meetings are booked with the right people—whether you’re scheduling sales, support, or customer success calls. Scheduler, Nutshell’s built-in meeting scheduling tool, now supports the ability to schedule round-robin meetings, in addition to solo and co-hosted meetings.

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Client Onboarding CRM Meetings Onboarding 71

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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

FinListics Solutions

NOVEMBER 21, 2024

When Momentum Slows, Deals Stall Sales cycles are getting longer, and with each added day, deals lose steam. As executive buyers bring in more stakeholders, sales teams must work through layers of priorities and decision-makers—all of which slows the process. Missed timing means missed opportunities, especially when competitors are ready to step in and close faster.

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Stakeholders B2B Sales 78

SBI Growth

NOVEMBER 21, 2024

Pricing is more than just setting a number on a product— it’s a strategic decision with implications stretching deep into the organization. The right pricing strategy can influence demand, brand perception, and profitability.

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Profitability Marketing Organization Customer Success 62

Sales Gravy

NOVEMBER 14, 2024

In this lively episode of The Sales Gravy Podcast, Jeb Blount welcomes Patrick "Pops" Garrett, Founder & Chief Drinking Officer of DrinkCurious, to explore the unique intersection between bourbon tasting and sales engagement. Key Takeaways: – Virtual Tastings as Sales Hooks: Virtual bourbon tastings became an effective "hook" to attract attendees to sales demos, webinars, and client meetings, increasing engagement and helping to break through typical sales communication noise. – Engagement and W

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Advertising Sales Digitalization Meetings 78

Groove HQ

NOVEMBER 21, 2024

As someone with a lot of experience in SEO, I understand those who hate it. It can often seem at odds with good writing. It occasionally feels forced. And there are plenty of businesses that artificially create content just for SEO purposes. Businesses invest thousands per month to optimize for it. But many don’t actually […] The post How To Ace Knowledge Base SEO (And Help Customers Find Your Articles) appeared first on Groove Blog.

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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

Kainexus

NOVEMBER 18, 2024

Organizations that strive for continuous improvement outpace the competition, regardless of the types of products or services they offer. From retail and manufacturing to healthcare and construction , the intensity of effort dedicated to daily positive change in an organization is directly tied to customer satisfaction and financial success. This guide explores the essential role of measurement in process improvement and dives into the key metrics that can help you track progress and drive meani

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Healthcare Construction Manufacturing Retail 65

Nutshell

NOVEMBER 28, 2024

In today’s fast-paced and often overwhelming world, standing out from the crowd is key to capturing attention. In this blog, we’ll dive into how you can craft opt-in email marketing forms that people actually want to sign up for. Table of Contents What is opt-in email marketing? Importance of opt-in email marketing Different types of opt-in email marketing Ideal placement for your opt-in email marketing form Examples of successful opt-in email marketing methods What is opt-in email m

Marketing 62

Marketing CRM Prioritization Communication 62

FinListics Solutions

NOVEMBER 14, 2024

B2B sales complexity is increasing, and close rates are lagging as deals become harder to win. Today, complex B2B deals take 20% longer to close than they did five years ago (Forrester), largely because reps need to prepare to manage multi-stakeholder sales. The stakes are high, with productivity losses for a typical 100-person sales team totaling over $2 million annually (DePaul University).

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B2B Client Relationships Stakeholders Sales 79

SBI Growth

NOVEMBER 18, 2024

One frequently discussed issue by negotiation experts is when you should make the first offer in a negotiation. Conventional wisdom is to never make the first offer in a negotiation. After all, by making the first offer, you risk "showing your cards" too early and leaving money on the table. On the other hand, there are many cases where it is to your advantage to make the first offer.

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Negotiation Sales Training Sales 62

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Marketing