The Center for Sales Strategy

FEBRUARY 9, 2021

Tom Brady is one of those figures that draws emotional responses ranging from adoration to outright disdain, often depending on whose team has had their playoff hopes crushed by him during his long tenure in the NFL. But, say what you want, there is plenty for all of us to learn about how to be an effective leader by observing what Tom Brady does. What he accomplished on Sunday is indeed one of the most profound successes in professional sports as he transformed a young, talented team in Tampa B

Leadership 143

Leadership 143

SBI Growth

FEBRUARY 11, 2021

As 2020 is finally in the rear-view mirror, the workplace as we have known it looks drastically different. Sellers are growing accustomed to the remote working environment, and the top players have quickly transformed their workflows to accompany the rapid.

Organization 143

Organization Remote Working Sales B2B 143

Hubspot Sales

FEBRUARY 9, 2021

When it comes to starting a business, securing capital is often one of the greatest challenges for Black entrepreneurs. Less access to banking in Black communities and a history of discriminatory lending practices have made it harder for Black founders to secure loans or financial assistance. And once your business is open, unexpected disasters like a pandemic can wreak havoc on even the most established business’ bottom line.

Small Business 138

Small Business Banking e-Learning Suppliers 138

RAIN Group

FEBRUARY 10, 2021

A productive sales team is a successful sales team. Companies all over the world are struggling with sales productivity and the added pressure to hit their annual goals only exacerbates the problem. If your sales team isn’t continually assessing their strengths and weaknesses as strategies shift, you’re doing yourself a huge disservice. Your sales team should always be in a state of growth—keeping existing skills sharp, developing new selling tactics, and maintaining strong bonds with your custo

Sales 137

Sales 137

Advertisement

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

The Center for Sales Strategy

FEBRUARY 10, 2021

Are you trying to organize your sales team? Are you trying to figure out what the best sales organizational structure is or trying to identify the problem within your current structure? Determining the best way to organize your sales team is important, and we're sure that you're looking to find the most efficient sales structure. Your sales team organization matters, because it can affect the sales that you make and the revenue you bring in.

Sales 133

Sales Organization 133

Engage Selling

FEBRUARY 12, 2021

Could your sales process use a little more assertiveness? A lack of assertiveness in sales often comes in the form of, well, not even asking for the sale in the first place! This, of course, is not a good thing. … Read More » The post Assertiveness in Your Sales Process first appeared on The Sales Leader.

Sales 133

Sales Sales Management Management 133

KAM With Passion

FEBRUARY 8, 2021

Build your KAM initiative on rock-solid principles. Are you in charge of a true Key Account Management initiative? By “true”, KAM initiative, I mean a programme that aiming at accelerating innovation and growth with a few carefully selected customers. If this is the case, here is a very simple approach that can help you tremendously as you design, implement or improve your KAM initiative.

Key Account Management 130

Key Account Management Account Management Management Account Planning 130

Nimble Business Success

FEBRUARY 12, 2021

Why Do Real Estate Agents Need a Personal Brand? Your real estate personal branding strategy is a reflection of who you are as an individual and as a real estate professional. It’s an opportunity to stand out from the crowd of other real estate agents and secure more business opportunities. If you execute your real […]. The post Top Real Estate Influencers That Can Help You Grow Your Business appeared first on Nimble Blog.

125

125

The Center for Sales Strategy

FEBRUARY 8, 2021

Season 2 of the Improving Sales Performance Series focuses on the data and analysis of the newly released Media Sales Report. Trey Morris, VP Senior Consultant at The Center for Sales Strategy, joined Matt Sunshine on the second episode of the season to analyze the data around the effects of COVID-19 and its impact on the media sales industry. You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published.

Media 124

Media Publishing Sales 124

Hubspot Sales

FEBRUARY 8, 2021

In entrepreneurship, your first year of business can set the tone for the future health of your company — and new business owners face tough odds. According to the Bureau of Labor Statistics , 20% of small businesses don’t make it past the first year mark, and nearly half of businesses close by their fifth year. In other words, if you want your business to make it in the long run, your first few years of business matter.

Decision-making 131

Decision-making Prioritization Future of Work Small Business 131

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.

Engage Selling

FEBRUARY 12, 2021

Far too many sales organizations focus only on the internal KPIs (the things that drive your performance): sales velocity, sales process, your funnel, your pipeline, the number of calls you make, the number of conversions you make, your closing ratio, … Read More » The post Look Outside Your Sales Organization | Sales Strategies first appeared on The Sales Leader.

Organization 122

Organization Sales Customer Success 122

Sandler Training

FEBRUARY 12, 2021

The global sales space has been completely transformed over the last year with a virtual selling environment prevailing for almost all sales organizations. Sandler’s research reveals that 71.4% of participating sales managers and sales leadership report that their sales process has changed as a result of transitioning to remote commercial trading. Unfortunately, 63.2% don’t have a plan.

Virtual Selling 112

Virtual Selling Sales Leadership Leadership Sales Management 112

The Center for Sales Strategy

FEBRUARY 11, 2021

By embracing technology such as lead intelligence, marketing automation, and effective use of a CRM, salespeople can waste less time doing data entry, understand more about their leads, and document all of this information so it's shared across the organization. In this post, we'll review each one of these productivity-enhancing technologies, enabling you to be one of the co mpanies that gains a substantial advantage over competitors and develops a more productive sales team.

CRM 112

CRM Organization Marketing Sales 112

Freshworks

FEBRUARY 11, 2021

In many organisations there is an ongoing debate, and power struggle, about who should own the customer experience – is it marketing, operations, or does it sit with the CEO? There are advantages and drawbacks to it being owned by a specific function, and many people have started to question if only one function should be leading this. Knowing its importance, this article looks at what the best approach is for owning the customer experience and the implications it has on customers.

Customer Experience 111

Customer Experience Procurement Finance Acquisition 111

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

PandaDoc

FEBRUARY 9, 2021

Ah, the tire kicker — one of a salesperson’s worst nightmares! A tire kicker is someone who will drag the sales cycle on. and on. and on while hogging your time and resources without ever actually buying. The term comes from car dealerships. Sales professionals have to spend time with prospective clients on the showroom floor while the customer tests the product (kicks the tires) of the particular car they want to buy.

Decision-making 111

Decision-making Profitability Advertising Negotiation 111

Sales Readiness Group

FEBRUARY 12, 2021

It’s no secret that the COVID-19 pandemic has dramatically impacted B2B sales teams, but what happens next? As we begin to see the light at the end of the COVID-19 tunnel, is the significant move to virtual selling going to accelerate? Or will things revert back to the pre-pandemic “normal” of primarily in-person selling? A good place to start is to understand where customers are going to work.

Virtual Selling 104

Virtual Selling B2B Sales Sales Management 104

Kainexus

FEBRUARY 9, 2021

Kaizen events, also called rapid improvement sprints or blitzes, are an impactful way to implement improvement quickly, but they require planning and preparation to make them useful. We've heard many stories about Kaizen events that went wrong. That's not surprising because there are many ways that improvement events can go off the rails. The best way to avoid that outcome is to put in the effort ahead of time to ensure your event is a huge success.

103

103

SuperOffice

FEBRUARY 8, 2021

So, you’ve built a website that drives leads and sales. There’s still one thing that is missing – Customer Relationship Management (CRM) software. Unless you know how to build a smooth flow for building, maintaining, and scaling your customer relationships internally. In this article, we’re going to share 12 tips for managing your marketing campaigns , coordinating sales efforts, and storing all customer information in one place without turning to an all-in-one CRM.

CRM 100

CRM Management Remote Working Communication 100

Advertisement

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

Agile CRM

FEBRUARY 11, 2021

Customer relationships are at the heart of every business. It doesn’t matter what size or type of company you own, there is no substitute to creating lasting and strong customer relationships. It is no longer about making a sale because long gone are the days when customers obliged to simple product advertisements and sales catalogs. Pitching a product directly to customers doesn’t work anymore, simply because they have evolved.

CRM 98

CRM Decision-making Digitalization Profitability 98

CoSell

FEBRUARY 9, 2021

At this time, we're all looking to the future. It's time to reset for growth. If you've been looking ahead with anticipation, it's a good thing. Here's why. With Co-Selling, the outlook for the future is optimistic. Many B2B leaders are expecting digital interactions from pandemic-induced changes to stick. In a recent McKinsey report, leaders agreed that by embracing virtual sales, their sales organizations have flourished.

Virtual Selling 98

Virtual Selling Profitability Digitalization Innovation 98

NG Data

FEBRUARY 8, 2021

The pace of change just accelerated. Luckily, we can give our clients a head start. We know that banks need to develop and roll out digital initiatives that deliver against business outcomes with more agility than ever. Scaling professional developer resources and expertise comes with its own set of challenges – availability, time, cost, and complexity.

Banking 98

Banking Marketing Digitalization Software 98

Sandler Training

FEBRUARY 12, 2021

You don’t need us to tell you that we’re all working from a distance these days. Thanks to COVID, professional salespeople are, for the most part, not seeing buyers in person. The post Four Ways to Maintain the Human Element of the Sales Process appeared first on Sandler Training.

Sales 95

Sales 95

Advertisement

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

The Center for Sales Strategy

FEBRUARY 12, 2021

- MOTIVATION -. "Progress is impossible without change; and those who cannot change their minds cannot change anything.". -George Bernard Shaw. - AROUND THE WEB -. > Research Says There Are 16 COVID-19 Personality Types. Leaders Have to Plan for Them All – Inc. The pandemic is extraordinary not just because it's a once-in-a-century event, but because it's a challenge literally every human on the planet has faced.

Management 94

Management 94

Clarity Engagement Solutions

FEBRUARY 12, 2021

Have you found that your 2021 strategies for engaging with your customers aren’t working as expected? You’re not alone. In 2020 most pharmaceutical companies had to shift strategies to reach their customers via multi-channel, digital platforms, with hope that by 2021, everything would be back to normal. But the reality is, 2021 is far from that.

Healthcare 91

Healthcare Co-Creation Stakeholders Digitalization 91

Kainexus

FEBRUARY 12, 2021

For the entire team at KaiNexus, the phrase "spread continuous improvement" is a driving mission statement. It's not just a business objective, it's something that we think can change the world. We truly believe that. Our customers spread continuous improvement throughout their organizations. Often, this is person to person, team to team, department to department, and site to site.

Software 90

Software Software Organization 90

Xant

FEBRUARY 10, 2021

SILICON SLOPES, Utah, Feb. 9, 2021 /PRNewswire/ — G2’s Best Software Awards were announced yesterday and XANT received recognition in several notable categories, including Top 100 Software Products, according to user reviews. These awards recognize the best software companies based on data collected from over 1M authentic, verified customer reviews written and published between January 1, 2020 to December 31, 2020. “Through this truly unparalleled year of drastic change, every

Software 86

Software Software Remote Working Publishing 86

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

Strategic Planning and Management Insights

FEBRUARY 11, 2021

If the year 2020 has taught us anything, it has taught us that the future is uncertain.

Management 78

Management 78

Clarity Engagement Solutions

FEBRUARY 12, 2021

Oh no, 2021 has started and our plan is already outdated! Sounds familiar? You’re not alone. In 2020 most pharmaceutical companies continued their strategic planning as if by 2021 everything would be back to normal. But the reality is, 2021 is far from that. In fact, we now see a NEW NORMAL appearing. We are changing our habits and your healthcare stakeholders aren’t any different.

Healthcare 91

Healthcare Co-Creation Stakeholders Digitalization 91

Revenue Storm

FEBRUARY 9, 2021

There is a secret to building relationships and connection with people, which lends itself to successful selling. Many do not learn it until later in their career, if at all. The secret to connect with people and build relationships, in business and personal life, is dropping the “facade” and simply being who you are. This is at the very foundation of building your personal brand.

Decision-making 78

Decision-making Communication Management 78

SBI Growth

FEBRUARY 11, 2021

Regardless of your industry, the number of employees, annual revenue, or any other characteristic, SBI has seen several similarities in how market-leading companies build their revenue plans. These companies are defined as the top 9% of organizations that grow organically.

Organization 77

Organization Marketing B2B Sales 77

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