The Center for Sales Strategy

APRIL 25, 2022

It looks like it’s shaping up to be another great year for job seekers and a tough year for employers struggling to find and keep their employees. The “war for talent” rages on. Don’t let those negative headlines get you down, though. With a good recruitment process and retention plan in place, you will be able to build a thriving team. Today we are going to focus on the 9-steps of strong recruitment and look at how you can consistently dedicate attention in a highly structured way to achieve bi

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Sales 117

Software Sales Guru

APRIL 25, 2022

Lessons From a Savvy Seller A seasoned sales leader, who I had the privilege of working with, pointed out that, as a young salesperson, he made three mistakes at the end of a long sales cycle as he entered the final negotiation: No real plan. His plan was “to get the deal.” Ask for the order. When his old boss asked how he intended to. Read more. The post Lessons From a Savvy Seller appeared first on Software Sales Gurus.

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Negotiation Software Software Sales 182

Strategic Account Management Association

APRIL 25, 2022

By Tania Lennon, Global Space Lead, Talent Assessment and Leadership at ZS and Denise Juliano, Vice President, Life Sciences Premier Inc. SAMA is proud to offer this 2nd article in the 4-part series on the importance of SAM / KAM leadership. In this series we explore the key capabilities that drive the success of great … Continue reading KAM Leader Series: Delivering for Customers.

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Leadership Account Management Management 118

Upland

APRIL 26, 2022

Altify’s Spring ’22 release introduces Altify Account Plan: a long-awaited capability that’s included for all Account Manager customers. With Altify Account Plan, sellers can start building pipelines faster by working directly at the account level in Salesforce to understand people, problems, and potential. The Spring ’22 release also includes a handful of key enhancements to Relationship Map and Sales Reference Manager designed to boost productivity and collaboration.

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Account Planning Account Management Management Customer Success 39

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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

Engage Selling

APRIL 29, 2022

???? In this week’s Sales Strategy, I’m going to share with you one of the best strategies I know to increase closing rates. It involves getting more people engaged from … Read More. The post One of the Best Strategies to Increase Closing Rates | Sales Strategies first appeared on Colleen Francis - The Sales Leader.

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Sales Negotiation Sales Leadership Leadership 122

The Center for Sales Strategy

APRIL 27, 2022

One global pandemic, multiple lockdowns, and never-ending strains have reshaped the world — the way we live, the way we socialize, and the way business is done. COVID-19 was indeed the biggest disruption to work as well as life in decades. Productivity prior to the pandemic was a well-defined metric across companies. Some measured productivity by time, some by deliverables, some by revenue, and most by a combination of the three.

Sales 117

Sales 117

Hubspot Sales

APRIL 29, 2022

Did you know that the most successful salespeople talk for about 54% of their outreach calls? When salespeople, like yourself, spend so much time leading the conversation, it’s important to become a skilled communicator — and public speaking apps can help you do that. Some salespeople have a natural affinity for speaking, but it can only take them so far.

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Publishing Communication Meetings Sales 98

Zendesk

APRIL 29, 2022

Here are the newest integrations from Zendesk to help your team provide top-quality experiences. AfterShip Returns Center. AfterShip Returns Center (Support) is a must-have returns management portal that ensures a happy post-purchase experience. AfterShip Returns Center is built with an intuitive interface for your customers to process a return from your online store.

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Artificial Intelligence CRM Facilitation Software 98

The Center for Sales Strategy

APRIL 26, 2022

The higher the close ratio of your sales team, the more sales you are making. It can benefit your team and your company if you know what your close ratio is and how to increase it. Knowing where you stand and what your obstacles are is helpful when it comes to having a goal in mind. Below are some questions that could help your team members (and you as manager) on the road to higher sales.

Management 117

Management Sales 117

Apptivo

APRIL 27, 2022

All About Enterprise Resource planning. 1. Why is ERP important? 2. What are some of the common ERP modules? 3. What are the benefits of having an ERP system. 4. Who uses an ERP system. 5. Types of ERP deployment. ERP, or Enterprise Resource Planning , is a type of system or software used by organizations to manage processes and automate activities such as accounting, project management, risk management, compliance.

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Supply Chain Procurement Manufacturing Logistics 98

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.

MDI Training

APRIL 25, 2022

Next Work Monopoly – Playfully design your new workplace culture. In recent years, the world of work has steadily evolved from static office workplaces to more flexible work options, and the effects of the last year have made this transformation even more rapid. Due to technological progress and, in particular, digitalization and widespread accessibility, employees are no longer tied to a fixed workplace, but can carry out their work from various locations.

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Financial Services Digitalization Leadership Organization 98

Insightly

APRIL 29, 2022

Organizations across industries can benefit from the feature-rich functionality that a customer relationship management (CRM) system can provide. While they have much to offer, a clear and defined strategy is necessary to ensure the tool adds maximum value to your business. You need to understand why you need a CRM and how it corresponds to your business’s primary goals.

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CRM Acquisition Software Software 98

The Center for Sales Strategy

APRIL 28, 2022

If you have kids or watch a lot of Tik-Tok, you're familiar with the Backyardigans song 'International Super Spy'. It's a catchy little tune that will not get out of your head. As silly as the song is, it reminds us that part of your job as a salesperson is to be a spy. No, not a real spy, but one that targets prospects and does some sleuthing to uncover inside information before your first Discover meeting.

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Meetings Sales 110

Peter Simoons

APRIL 24, 2022

As a coach I often talk to people on a one-to-one basis about their role in business or in their alliances or in their career. I always see a solution for the challenges my clients face. You might wonder if I am suffering slightly from a form of “professional deformity” or if it is simply a matter of having a positive mindset? I tend to opt for the latter!

Leadership 98

Leadership 98

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

Kainexus

APRIL 27, 2022

If you look at any of the most popular business process improvement methodologies, you'll find that data visualization is a common theme. Kanban , for example, is focused on visualizing workflow. Fishbone diagrams are often used to uncover cause and effect, and histograms are used by Six Sigma practitioners and others. We want to introduce you to one more tool that can play an important role in the quest for continuous improvement, mind mapping.

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RAIN Group

APRIL 27, 2022

Do you know what it’s going to take to reach your sales target? It’s not enough to have a quota or even set goals for yourself—you need to know exactly what to do daily to accomplish your goals.

Meetings 81

Meetings Sales 81

The Center for Sales Strategy

APRIL 29, 2022

- MOTIVATION -. "80% of success is showing up.". - AROUND THE WEB -. > The 2030s Great Depression: You Can Prosper in the Age of Decline– The Great Game of Business. Have you found yourself talking about inflation or labor issues lately? They were discussing these issues long before you or I started having dinner conversations about them. However, ITR Economics' perspective isn’t the doom and gloom one might expect.

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Sales 106

Force Management

APRIL 28, 2022

The Revenue Builders Podcast, hosted by John McMahon and John Kaplan, has quickly become part of the weekly routine for business leaders in all stages of their careers. McMahon, Kaplan and their guests get real, digging into timely topics with some of the most successful business leaders in all company disciplines (i.e., Sales, Finance, Product, Engineering, Customer Success, Executive Leadership, etc.).

Finance 79

Finance Leadership Customer Success Sales 79

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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

Crank Wheel

APRIL 27, 2022

Sales promotion ideas that sell your services

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Sales 75

SBI Growth

APRIL 27, 2022

Even with improved systems and increased investments in SalesTech, data is often exported into spreadsheets for Sales Ops or Sales Leaders to perform additional analysis—applying their own judgment to probabilities and timing. The reality is that no one knows which opportunities will close or when—that’s why it’s called a forecast. With inaccurate predictions, forecast accuracy is frequently cited as a top concern for Sales Leaders, CEOs, and the Board.

Artificial Intelligence 71

Artificial Intelligence Sales 71

Sales Readiness Group

APRIL 29, 2022

Training has gone through an incredible upheaval over the past two years. When the pandemic started, companies had to adjust quickly and adopt new ways of engaging learners due to travel restrictions and online meeting fatigue.

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Sales Training Meetings Sales 62

Planview

APRIL 29, 2022

In this post, we’ll show you how to become a modern PMO that enables your organization to adapt to an ever-changing professional landscape. You’ll learn how to adopt a modern approach that keeps up with the speed of business. That way, you can ensure alignment, drive continuous improvement, and help your company become more responsive to change and disruptions.

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Organization Government Prioritization Decision-making 59

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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

Groove HQ

APRIL 28, 2022

If you're considering Freshdesk, but also trying to evaluate alternatives for pricing and feature set - we've done the legwork for you. Check out this free evaluation with competition and ratings. The post Freshdesk Alternatives: The Complete List appeared first on Groove Blog.

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SOAR Performance Group

APRIL 29, 2022

At this meeting of the Sales Leadership Community hosted by the Chicago Chapter, the panel of senior executives share insights, perspectives, and experiences on “Operationalizing Outcome-Based Selling”. During the discussion, […]. The post Episode 43: Operationalizing Outcome-Based Selling (Panel Discussion) appeared first on SOAR Performance Group.

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Sales Leadership Leadership Meetings Sales 52

Force Management

APRIL 28, 2022

CHARLOTTE, N.C. & ATLANTA--( BUSINESS WIRE )-- DecisionLink , a leader in secure, SaaS-based Customer Value Management solutions that simplify and automate customer value conversations at all stages of the customer journey, today announced a partnership with Force Management , a leading provider of sales force transformation solutions.

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Organization Management Customer Value Sales 52

Zendesk

APRIL 28, 2022

High-impact sales companies rank at the top of the list for many reasons, but one of their most enviable traits is that over 75 percent of their reps achieve quota. Meanwhile, companies in the mid- or low-impact range may be struggling to reach even 25 percent quota attainment. If you’re one of the hundreds of businesses striving to boost your reps’ sales numbers, your first question has to be: How do these high-impact companies do it?

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Sales Sales Training CRM Decision-making 52

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

Groove HQ

APRIL 26, 2022

Looking for free Shopify themes can seem like looking for a needle in a haystack. Here are the best ones we found for different types of Shopify stores! The post 14+ Best Free Shopify Themes for 2022 appeared first on Groove Blog.

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Apptivo

APRIL 28, 2022

Real estate is a business based on trust and loyalty, and it is to be noted that more than 80% of new sales in property businesses come from referrals either through friends, family members, existing clients, current contacts, relatives, and peer groups. In real estate businesses, selling and buying usually is a tediously long process, which involves multiple negotiations and follow-ups.

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Software Software CRM Negotiation 52

SalesGlobe

APRIL 27, 2022

Mark Donnolo. Welcome to the SalesGlobe Rethink Sales Podcast I’m Mark Donollo. Michelle Seger. And I’m Michelle Seger. Mark Donnolo. And today we’re going to talk about M&A mergers and acquisitions as related to the sales organization Michelle. Michelle Seger. Yes, we are Mark what we know is that 2021 it was an unprecedented time for merger and acquisition activity.

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Acquisition Sales Account Management Organization 52

Zendesk

APRIL 27, 2022

From the back office to the boardroom, internal support teams—such as HR, Legal, and Facilities—are now front and center with leadership teams. Not only are they leading company efforts to reimagine the workplace, but they’ve also become a vital tool in helping to attract and retain top talent as more and more workers consider leaving their jobs. Companies now compete on how well they treat employees, but internal teams responsible for this important work aren’t getting the support they need to

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Leadership Management 52

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