The Center for Sales Strategy
MAY 18, 2021
Some people are skilled at closing a sale. It's easy for them to build rapport with customers, gather information, pitch a product or service, and then close the sale. Others excel only in connecting with prospects and find it incredibly hard to present a product or close the sale. Utilizing a sales process can help salespeople become better at what they do.
Software Sales Guru
MAY 24, 2021
4 Ways to Ensure Sure Asking Questions is not an Interrogation I recently talked about the need to use a checklist during your sales calls.
Strategic Account Management Association
MAY 7, 2021
By Edmund Bradford, Managing Director, Market2Win Ltd. We have passed the tipping point of interest in sustainability. Sustainability and other good behavior metrics now need to be reported, meaning your strategic accounts will no longer be satisfied with bland statements of intent from your company. Sustainable SAM will be a key differentiator in the near future.
Engage Selling
MAY 7, 2021
When it comes to sales success, consistency is key! There is no magic formula for creating sales results. Each individual is unique, as is each organization, product, and consumer. We live in a world of distractions. One blog post might … Read More » The post Consistency: Your Key to Sales Success first appeared on The Sales Leader.
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Sales Readiness Group
MAY 14, 2021
Here’s a post one of my colleagues recently made on LinkedIn after a long day of prospecting: “Today, I made 114 calls. The first 100 calls resulted in zero meetings. On call 102, I booked a meeting with a VP at a hypergrowth startup. Call 105 resulted in a meeting with one of the largest retailers in Canada. Don't quit too soon.”. Boom! This post went viral, generating thousands of likes, shares, and comments as other sales professionals shared their own war stories and words of encouragement.
Insightly
MAY 12, 2021
Buyer intent data is the product of studying people’s behavior in relation to the product or service a business offers. Buyers are smart and ready to do their own research. A company simply needs to reach out to the people paying attention. . According to a recent survey by Gartner, prospects spend 50% of their time seeking information from third-party sources.* Why not study their moves?
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Holden Advisors
MAY 19, 2021
Are your sales teams spending enough time qualifying their opportunities and defining the right solutions for their customers? Here's how to know if they are on the right track. 3 critical actions should happen before your sales team proposes any solution to a customer: Uncover and define the value of your products and/or services from the customer's perspective.
Vantage Partners
MAY 25, 2021
Force Management
MAY 26, 2021
This month's episodes packed an extra punch. With timely front-line sales tips and a guest appearance for ELAC Men's Basketball Coach, John Mosley Jr. (as seen on Netflix's Last Chance U: Basketball Series) — each episode has something for everyone in your organization. Here's a rundown of what each episode covers. Tune in and share with your sales reps, managers and other leaders in your organization.
Software Sales Guru
MAY 10, 2021
The Purpose of Questions When you’re on a sales call, you should have a purpose. That purpose helps to focus your questions and guide the call, to ultimately bring about a solution. If you went to engineering school, like I did, you were taught that asking the right questions will bring you 80% of the way to a solution. You cannot jump to a solution, Read more.
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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.
Hubspot Sales
MAY 24, 2021
Exceptional sales reps — the ones who are prepared to both dedicate and deliver — don't grow on trees. They're tough to find, and in many cases, it's hard to distinguish them from reps who might wind up exhausting your time and resources — only to fizzle out and leave before making an impact. When you're interviewing for a sales role, you're bound to run into both kinds of candidates, so the question becomes, "How do I tell them apart?".
Account Manager Tips
MAY 14, 2021
How to be a better key account manager Do you want some quick wins to improve your key account management performance? Here are five quick tips that won't suck up a lot of time and will really help you understand where to add value. That's what key account management is about after all. Tweet. 0. Share. 0. Pin. 0. Share. 0. Block a couple of hours in your diary for some thinking time and let's do this.
Engage Selling
MAY 7, 2021
This week, I want to explore sales goals. I know we all have them. Our companies set them for us, our leaders set them for us, and perhaps you set some for yourself. Setting goals, however, is never the problem … Read More » The post Goals Without a Plan Are Useless | Sales Strategies first appeared on The Sales Leader.
The Center for Sales Strategy
MAY 3, 2021
To achieve your sales targets, it's imperative to effectively train the sales reps so they become more productive. Sales coaching can highly improve their skills as they become better salespeople. They can help generate more revenue for the company and help achieve business objectives. While sales experience is essential, it's equally important to train the sales managers to maximize sales productivity.
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
MAY 4, 2021
The new normal is evolving every day, and so are customer expectations. One of the major shifts in consumers’ sentiment today is – ‘If I can do it online, I will.’ This shift is likely to stay in consumers’ lives as they become increasingly comfortable with technology. Today’s consumers seek personalized and engaging experiences that […].
Xant
MAY 26, 2021
The consumer experience has changed significantly. When smartphones hit the scene, data was used to understand our behaviors and provide more relevant content, and we, as buyers, became more independent with endless information at our fingertips. Of course… the data isn’t always spot on. B2B buyers are completely digital and in control. Buyers are used to having the information and resources they need to build their own criteria.
Hubspot Sales
MAY 21, 2021
Motivation is more than Vince Lombardi quotes and quirky posters on the wall. It’s one of the most important components of sustained sales success over time. As a sales manager or director, you can only influence your team’s sales performance in two dimensions: Their skill set (what they can do) and their motivation (how repeatedly or passionately they do it).
Account Manager Tips
MAY 29, 2021
How to create a capture plan Capture planning is an essential strategy to retain your clients. Follow this 12-step capture plan process to fight churn and avoid competitive bids. Tweet. 0. Share. 0. Pin. 0. Share. 0. Research by Frederick Reichheld of Bain & Company (the inventor of the net promoter score ) showed increasing customer retention rates by 5% increases profits by 25% to 95%.
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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.
Engage Selling
MAY 28, 2021
It can feel like a big, scary problem when your customer starts demanding you renegotiate terms and prices on an existing agreement you have with them. But, it doesn’t have to be that way. As a sales leader, there are … Read More » The post They Want to Renegotiate…Now What? (Part 2 of 3) first appeared on The Sales Leader.
KAM With Passion
MAY 27, 2021
When starting a new KAM/GAM Programme or revamping an existing one, Training is a topic that immediately draws attention as it is a key instrument to allow an organisation to execute on its KAM Strategy. This post is the first of a series of three dedicated to how to set-up an adequate KAM skills development system which supports the initial kick-off and the further development of a KAM initiative.
The Center for Sales Strategy
MAY 31, 2021
When a successful salesperson is questioned on what makes them stand out above the rest, most don’t have specific answers. The reason seems to be because these high performers are doing what comes naturally to them. These are not skills that can be taught or learned. It’s about behaviors that “fire naturally” in client-facing sales situations. Specific traits are sales accelerators.
SuperOffice
MAY 16, 2021
Today, h aving a great product isn’t enough – you need to have great customer service and support to match. Almost every single customer (96%) is said to consider customer service an important factor in their choice of loyalty to a brand ! So, what kind of service do customer s want these days? As our lives become increasing ly digital , both the way businesses provide customer support and what customers expect from brands have changed.
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.
Hubspot Sales
MAY 25, 2021
Welcome to Breaking the Blueprint — a new blog series that dives into the unique business challenges and opportunities of Black business owners and entrepreneurs. Learn how they’ve grown or scaled their businesses, explored entrepreneurial ventures within their companies, or created side hustles, and how their stories can inspire and inform your own success.
Account Manager Tips
MAY 1, 2021
A simple sales negotiation tactic. Tweet. 0. Share. 0. Pin. 0. Share. 0. As a key account manager, you not only need to keep your clients, you need to keep them profitable. To do that, you need sales negotiation skills to convince them to buy more and, when the time comes, to renew. Here's a simple negotiation tactic that will help. Sales and key account management Too often, key account managers retreat from sales-focused conversations because it feels manipulative.
SBI Growth
MAY 15, 2021
To say your salesforce is changing is an understatement. Not only have there been shifts in adapting to a new virtual world, but your teams also need the time and attention dedicated to reaching their full potential now more than.
Customer Think
MAY 2, 2021
The COVID-19 has surpassed the radical, conceptual, social, and even pedagogical norms. It has highlighted the shortcomings of the healthcare system and surged the need for healthcare 4.0. During the pandemic, many new healthcare inventions have emerged, from diagnosing infected patients to vaccinating them. In 2021, the medical electronics market’s worth is estimated at $6.3 […].
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.
The Center for Sales Strategy
MAY 6, 2021
For as long as there have been Customer Relationship Management (CRM) tools in existence, salespeople have been suspicious of management’s motive for insisting their sales teams use the software. Sure, when everyone on the team is using a CRM, the sales manager’s job can be made easier, but what’s in it for the rank and file salespeople? If you're a manager trying to get your salespeople on board with using a CRM, below are five reasons you can give them that convey what's in it for them.
Force Management
MAY 5, 2021
I often have the conversation on “balancing long- and short-term sales goals” with sales leaders. Finding the time to fix execution gaps that you know exist, while in the flurry to hit your number is a common challenge. So the question becomes, “How do you handle the pressure of the quarter while ensuring achievement of the long-term goals for your sales organization?”.
Hubspot Sales
MAY 24, 2021
Having conversations with prospects is baked into sales — in a lot of ways, it's the basis of the whole concept. You need to be able to successfully initiate and conduct productive sales conversations if you really want to thrive in a sales role. Being able to thoughtfully and adeptly communicate with prospects in-person, over the phone, and via email will set you up for a long and successful career in the field.
Account Manager Tips
MAY 1, 2021
Successful Sales Negotiation Strategy. Tweet. 0. Share. 0. Pin. 0. Share. 0. As an Account Manager, there's always something to negotiate. Whether it's setting expectations or upselling a new product, a commercial discussion is inevitable. Too often we retreat from these conversations because we have a great relationship with our client. Selling feels manipulative.
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