The Center for Sales Strategy

JUNE 30, 2021

To establish the foundation for sustainable business growth, a solid sales structure must be built layer by layer. People, resources, and processes must align and work together to produce the best results for your organization. Is your current sales structure designed for the results you want? In Episode 26, Mike Paterson, President / General Manager at Mid-West Family Illinois, discusses how sales leaders can make an IMPACT on their sales process through sales structure.

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Sales Business Growth Organization Management 62

Sales Readiness Group

JUNE 28, 2021

When companies experience sales challenges, they often view sales training as the solution. While training can impact sales performance, there are many challenges that go well beyond training. These include not hiring the right salespeople, an out-of-date or overpriced offering, or ineffective sales leadership. In most cases, however, the specific challenges companies want to address are intrinsic to the sales team and involve behavior change.

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CoSell

JUNE 30, 2021

We’re all looking to get the most out of our co-selling partnerships. To give you a head start, we interviewed 6 top sales leaders. Here, we’re sharing their insights and offering answers to frequently asked questions about how to super-charge your co-selling partnerships. These insights will give you a competitive edge about being human-centered. They shine light on the vital importance of being authentic, genuine, and focused on adding value.

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Communication Publishing Prioritization Profitability 52

Strategic Account Management Association

JUNE 30, 2021

An interview with Michael Thomas by Harvey Dunham, Managing Director of Business Development at SAMA. Michael Thomas is the founder of Magnetic Services. He also spent years as a managing consultant for Microsoft’s global consulting organization. This interview is based on a recent SAMA podcast. Join us for a Next Practice Symposium on September 15 when Michael Thomas will be speaking more on this topic.

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Digitalization Organization Account Management Management 520

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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

Account Manager Tips

JUNE 29, 2021

How a capture strategy helps avoid competitive bidding Is your client due for renewal? Avoid a bidding war and follow these 10 capture strategy tips to keep your client long before they think of going to RFP. Tweet. 0. Share. 0. Pin. 0. Share. 0. Capture Strategy Tips A capture strategy identifies how to position organizations as the supplier of choice and convince clients to renew without considering alternatives.

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Suppliers Shareholders Stakeholders Decision-making 246

Customer Think

JULY 1, 2021

The sales profession is in transition. It is quickly shifting from an offline, seller-driven, push-based model toward a digital-first, data-driven and buyer-focused response. There are four unmistakable buyer-led trends that will define the future of s.

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Sales Digitalization 140

Help Scout

JUNE 30, 2021

It’s still yesterday for you. Statistically speaking, you (like most of my Help Scout colleagues) are probably somewhere in the Northern Hemisphere. Meanwhile, I cling to the bottom of the planet in Australia, probably in your tomorrow. That separation is about more than weather and the relative deadliness of the local wildlife. Remote vs. really remote.

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Sandler Training

JULY 2, 2021

Recently, the Sandler Research Center set out to discover current operation challenges and changes faced by sales leaders in a more digitally oriented selling environment. The post Up-Skilling: A Major Challenge Facing Sales Leaders in the Second Half of 2021 appeared first on Sandler Training.

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Customer Think

JUNE 30, 2021

Web design is a variable that changes as fast, if not faster than we can get our latest creation published! In just the past twelve months, digital adoption has expanded five to ten times faster than was expected, thanks to the pandemic and lockdowns. This, together with the increased economic uncertainty and loss of predictability, […].

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Publishing Digitalization Marketing 137

Hubspot Sales

JUNE 28, 2021

Sales calls are nerve racking by nature, and even the most seasoned salesperson can run into their share of hitches on the phone. That being said, calling prospects is still one of the more effective roads for sales reps to take — and it doesn't look like that's going to change anytime soon. So, it falls on reps to take the time to understand and master the art of the sales call.

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Decision-making Sales B2B Organization 119

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 Readiness Group

JUNE 30, 2021

Most companies don’t go through the process of hiring a sales training partner very often. When they do, they’re often looking to be educated about the selection process – or, in a worst-case scenario, influenced toward an ineffective solution by an unscrupulous vendor.

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Sales Training Sales Sales Management Management 118

Sandler Training

JULY 2, 2021

Here are eight powerful strategies for more effective listening during conversations with prospects. The post Eight Ways Salespeople Can Sell More by Listening More appeared first on Sandler Training.

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Communication Sales 117

Customer Think

JUNE 28, 2021

In November 2019 perhaps you caught this article: “To CDP or NOT – 3 tips – then you decide.” The main takeaway – the CDP space is a quasi-market with a mixed bag of firms coming from different lineages and different levels of capability, maturity, and focus. The conclusion: buyer beware and standby. That was […].

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Marketing 131

Nutshell

JUNE 29, 2021

When something seems too good to be true, it’s time to check the user reviews. For those who haven’t heard of Zoho—well, you probably have and just weren’t aware of it. Zoho is a multinational technology company that provides web-based business solutions ranging from slide decks to recruitment to inventory management , and just about everything in between.

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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

Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. To dig into all the data, visit the study homepage. Showpad’s 2021 Modern Selling Study found that sales enablement has become more important since the start of the pandemic. More than 400 organizations from various industries and company sizes, covering the US, the UK and the DACH region answered questions on all things enablement, buying behaviors, selling challenges and what that means for the enablement profession.

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Revegy

JUNE 28, 2021

Your team can achieve sales acceleration if you effectively coach your teams on the right tactics and strategies. Even the most charismatic, fast-talker needs a few hints to engage with and earn a prospect's trust. The post 5 Tips to Boost Revenue Growth with Sales Acceleration appeared first on Revegy, Inc.

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Customer Think

JULY 1, 2021

The popularity of mobile devices and the huge increase in technological capability have taken the mobile app industry to the next level. In 2017, 80% of all app revenue came from gaming apps for both the Apple iOS App Store and the Google Play Store. The mobile gaming industry accounts for $ 50 billion in […].

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Digitalization Marketing 111

Help Scout

JULY 1, 2021

Every industry has its nuances. Perhaps there’s specific terminology to learn or a heavier focus on one type of metric over another. Often, customer service skills are transferable; however, in some cases there are significant differences that make things a bit more complicated. Take healthcare, for example: Outside of differing cultural norms, there are also laws pertaining to things like storing information or interacting with customers.

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Healthcare Insurance Decision-making Government 105

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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

Hubspot Sales

JUNE 30, 2021

No two sales reps are the same. They all have their share of strengths and shortcomings — qualities that ultimately shape how they sell. Similarly, every prospect has their own interests and needs, informing the nature of how they like to be sold to. In many cases, those " how's " between reps and prospects can align — naturally making for smoother, more amicable sales efforts.

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The Center for Sales Strategy

JULY 1, 2021

We’re all guilty of throwing around the terms “thought leader” and “thought leadership.” These days the terms are so often used that we forget what they actually mean. In fact , Inc Magazine states that the term "thought leader" is one of the most misunderstood titles in business. Tied for first is the term "influencer.". Is sharing content on social media considered thought leadership?

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Customer Think

JULY 1, 2021

With more people doing business online than ever before, companies are gaining clarity on what’s working and what needs attention when it comes to the digital customer experience. Let’s start with the basics – logging in. Logging in to websites is part of our daily routines including everything from our banks to our insurance providers […].

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Insurance Banking Digitalization Customer Experience 111

SalesPop

JULY 2, 2021

In this Expert Insight Interview, Shawna Schuh discusses how to become better at asking questions to boost your business opportunities. Shawna Schuh is a leadership coaching and speaking expert for organizations that are ready to evolve. This Expert Insight Interview discusses: The difference between questioning vs. telling, selling, and allowing. Why it’s essential to know the intent behind your questions.

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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

Mercuri International

JUNE 30, 2021

In a previous blog post, we looked at the link between well-being and productivity, making the case that a happy workforce was not just a goal in itself, but essential to long-term business growth. However, we mainly discussed being happy in the workplace – but what are the implications of not being at work at all? Back in July 2016, an intriguing academic paper was published; a 3-year joint research project between the US Travel Association and Project: Time Off.

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Construction Publishing Business Growth Decision-making 98

Outbound Engine

JUNE 29, 2021

What are you doing to build your referral business? If you’re like most of the clients we serve at OutboundEngine, the best leads and sales come from referrals. If you’re in real estate, most of your business is already referral-based, so I know this hits home with a lot of you. I’m sure you’re aware that referrals don’t just happen, either. Three things take place before you get your hands on that referred lead: 1) You provide excellent service to a customer, which builds a positive reputation

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Media Advertising Marketing Acquisition 98

Customer Think

JULY 1, 2021

Home service enterprises are important for communities, but even among local businesses, competition is fierce, so a robust marketing strategy is essential for growth. Image source While it’s ultimately up to you which direction you want to take your business, here are some definitive tips for marketing to help you grow and succeed in your […].

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Insightly

JUNE 28, 2021

In a recent PwC survey of 133 U.S. company executives, 83% said remote work has been a success, yet only 13% are prepared to give up the office for good. At the same time, the majority of both executives and the 1,200 office workers who participated in the survey believe hybrid work will become a reality once Covid-19 restrictions are lifted, and vaccines become more widely available. .

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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

Crank Wheel

JUNE 30, 2021

Do you fully understand buyer intent, and how to make the most of that throughout the sales funnel?

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Showpad

JUNE 29, 2021

**This post is part of a series based on Showpad’s 2021 Modern Selling Study. To dig into all the data, visit the study homepage. Sales effectiveness is the domain where enablement collaborates with sales management to translate enablement efforts into tangible sales results. This is the domain where we need absolute clarity on responsibilities. . Sales effectiveness is where enablement efforts translate into sales results.

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Customer Think

JUNE 30, 2021

Ever since there was competition, businesses of all sizes have always known that the key to staying relevant in the market is understanding their customers’ needs. Whether that was achieved through good old chitchat in the store around the corner, or through an elaborate research project in the Customer Experience department using the latest messaging […].

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Customer Experience Marketing 101

The Center for Sales Strategy

JUNE 28, 2021

A bucket list is an ultimate list of things you would love to have happen, or be able to do, at least once in your lifetime. While many of us use bucket lists for personal achievements, we couldn't help but wonder what's the ultimate bucket list for a sales manager look like? Improving sales performance in your organization is critical. But how will you get there?

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Sales Management Management Sales Organization 95

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