The Center for Sales Strategy
MAY 5, 2022
I know what you’re thinking… NO, I do not think sales managers should close deals for their salespeople. Doing that (consistently) only causes more issues, but that's not what this is about. The reality is, while pending business is great, what we need to see is salespeople closing business.
Strategic Account Management Association
MAY 4, 2022
By Tania Lennon, Global Space Lead, Talent Assessment and Leadership at ZS and Dominique Côté, CEO and Founder, Cosawi and Principal, The Summit Group SAMA is proud to offer this 3rd article in the 4-part series on the importance of SAM / KAM leadership. In this series we explore the key capabilities that drive the … Continue reading KAM Leader Series: Shaping Innovative Solutions.
Brooks Group
MAY 3, 2022
Time to read: 3 Minutes. Companies with salespeople who sell around the globe are starting to recognize the importance of finding effective sales training to create a standardized approach throughout their organization. When working with global customers, salespeople may find that purchasing decisions are made in a home office located in a different country.
Engage Selling
MAY 6, 2022
Want to boost your sales team’s morale? I don’t blame you. Let’s face it, the top sales teams have no shortage of morale on their side. When you picture a … Read More. The post The Surprising Way to Boost Your Sales Team’s Morale first appeared on Colleen Francis - The Sales Leader.
Advertiser: ZoomInfo
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
The Center for Sales Strategy
MAY 3, 2022
Stop spinning your wheels on lousy prospects! Slow kills deals. Every seller knows (and loves) the feeling of a textbook sales process that goes from identify to closed-won, quickly. The benefits of moving prospects to customers quickly through the pipeline expose several key leading indicators of the health of your sales team and sales process.
Insightly
MAY 6, 2022
Integrating applications is not new; companies have long been integrating their tech stack using tools like AWS Lambda and Zapier. These are complex tools that work very well. However, the desired user experience is moving to low-code/no-code integration solutions that still support robust builds, while offering reliability, speed, and – perhaps most importantly – ease of implementation.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Zendesk
MAY 3, 2022
When it comes to your brand experience, each interaction counts. Your brand is the sum of every interaction you have, across every channel—with employees, prospects, and especially, your customers. This is what makes or breaks modern enterprises—not product or service, pricing, logo, or viral ad campaigns. As brands scale, it becomes harder to interact in a meaningful way, and a gap starts to form between what brands promise and how they actually interact.
The Center for Sales Strategy
MAY 4, 2022
Let's cut to the chase — it's important to quickly identify and address your sales team's challenges. It's also important to note that no business or team is exempt from sales challenges. The differentiating factor is the ability to overcome those challenges. Below you'll find four of the most common challenges among struggling sales teams and how to address them.
Aepiphanni
MAY 3, 2022
So, you’ve started your business and now you’re ready to hire a team and start delegating tasks. How do you begin the process of onboarding new employees to your company? It may be one business process to which you’ve given little thought. After all, the excitement of even just seeing your business begin to take […].
PandaDoc
MAY 3, 2022
Sales enablement tools are so hot right now. It’s easy to get caught up in a rush to have the coolest new sales tools. But even though some of them are quite useful, there are only a few that your team really needs to be successful. Here’s a closer look at tools that can help SDRs develop qualified leads and move deals farther down your sales pipeline.
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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.
Zendesk
MAY 3, 2022
Our flagship event is back on May 11, and we are delighted to share our sense of momentum and energy with all of you as we move into the future. At this year’s Zendesk Relate , we are centering on our customers. We invite you to learn from exceptional businesses with exceptionally practical knowledge—so that your teams might apply it to your own businesses.
The Center for Sales Strategy
MAY 2, 2022
Did you know that there are 397,900 sales managers in the United States? It's expected that this number will jump by 7% each year, which is the average amount of growth in the U.S. for a profession. As a manager, you need to ensure that your team is successful and happy. Keep reading, and we'll guide you through the fatal sales leadership practices you should avoid.
Crank Wheel
MAY 5, 2022
This is why salespeople should consider taking an assertive approach. Assertiveness does more than impress customers.
Kainexus
MAY 5, 2022
There are several technology solutions designed to help companies accelerate improvement initiatives and support business process improvement disciplines such as Lean and Six Sigma. So it isn't surprising that software buyers can become confused or overwhelmed by all the choices. When it comes to project portfolio management (PPM) and continuous improvement software, we find that buyers are often unsure about whether - and how - they differ.
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.
Zendesk
MAY 5, 2022
Internal service for employees is just like customer service. The same rules apply: Make yourself available, answer questions, solve problems, and monitor feedback. Having a process for handling internal questions is one thing you can do to improve the employee experience at a time when workers are increasingly dissatisfied at work. Internal requests from corporate employees increased 31 percent last year.
The Center for Sales Strategy
MAY 6, 2022
- MOTIVATION -. "If you are not willing to learn, then no one can help you. If you are determined to learn, no one can stop you.". - AROUND THE WEB -. > Who Are The Upcoming Leaders In Your Company?– The Great Game of Business. Most companies spend countless hours working on strategy, sales and growth plans, financial plans, and 5-year forecasts, also known as HIP ( High-Involvement Planning™).
Hubspot Sales
MAY 6, 2022
A pricing strategy is how you establish the best price for what your business is selling. Market-based pricing is a commonly used strategy, as remaining competitive in your industry is always a best practice. Read on to learn everything you need to know about market pricing, how to calculate your own market price and examples of it in action. What is market pricing?
Kainexus
MAY 3, 2022
Organizations have adopted the Lean methodology worldwide to improve work processes, reduce waste, and achieve overall performance optimization. The approach grew out of the Toyota production system, which helped Japan capture the automotive market following World War II. Although there are other popular business management approaches, Lean succeeds because it focuses on improving business processes daily and delivering the end product to customers with the most possible value.
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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.
Force Management
MAY 4, 2022
Efficiency and alignment are critical elements of sales productivity. An effective sales process provides a vehicle to enforce discipline, repeatability, predictability and validation of progress throughout a sale. Most importantly, it allows for inspection and planning – in advance. Part of the beauty of a revenue-driving sales process is its simplicity.
SBI Growth
MAY 4, 2022
One of the biggest challenges any sales organization encounters is the turnover of a quota bearing sales rep. In a Q1 2022 study by SBI , seller attrition rates hovered around ~27%, on average, where 15% to 20% was the historical range. Whether voluntary or involuntary; the company has lost a quota bearing, revenue producing individual, and every moment that position is empty, less revenue is generated, and it becomes harder for the company to make its number.
Sales Readiness Group
APRIL 30, 2022
Now that you’ve hired a new sales manager for your team (or you’ve been hired as a sales manager), you can relax and take it easy. Right? Wrong. Research suggests that the average sales leader’s tenure is less than two years, much shorter than the average tenures of most other management positions.
Groove HQ
MAY 3, 2022
Intercom? Help Scout? GrooveHQ? Which one will be the best Zendesk alternative? The sleeper who beats Zendesk for you is. The post 10 Best Zendesk Alternatives appeared first on Groove Blog.
Advertiser: ZoomInfo
ZoomInfo customers aren’t just selling — they’re winning. Revenue teams using our Go-To-Market Intelligence platform grew pipeline by 32%, increased deal sizes by 40%, and booked 55% more meetings. Download this report to see what 11,000+ customers say about our Go-To-Market Intelligence platform and how it impacts their bottom line. The data speaks for itself!
Planview
MAY 6, 2022
As a global leader in medical technology grew in size and complexity, it struggled to achieve the manufacturing agility required to perform at scale. That’s when Planview LeanKit became part of their story. With LeanKit, the company’s globally distributed teams are able to connect strategy to delivery, plan and replan with agility, and empower their teams to focus on what really matters: Improving the lives of the patients they serve. “LeanKit has come to be recognized as an applicat
Zendesk
MAY 6, 2022
The healthcare industry is going through unprecedented disruption that is putting pressure on healthcare providers, payers, and vendors to adapt quickly to survive. Learn how Zendesk for Healthcare helps support teams deliver exceptional service through any channel. The post Zendesk for healthcare: transforming patient and employee experieinces appeared first on Zendesk.
Sales Readiness Group
MAY 6, 2022
Senior sales leaders become frustrated when their sales managers, many of whom were promoted from the sales ranks , focus their responsibilities on selling as opposed to managing their sales teams.
NG Data
MAY 5, 2022
Personalize every experience and increase customer lifetime value (CLTV) with in-built software for cross-selling success. For businesses across every industry, consistently driving value for customers is a common objective, with the goal ultimately being to boost CLTV and increase revenue per customer. Maximizing cross-selling opportunities though advanced customer data software presents a.
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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
The Congruity Group
MAY 4, 2022
What Happens When the Unfiltered Truth Emerges Excerpt from “The Rarest Advantage – How to Co-Create Strategic Value to Retain and Expand Your Key Customer Accounts” by Betsy Westhafer and Tony Bodoh. Our client had a strategic account that was in jeopardy, yet they were woefully unaware. The challenges in the relationship that were [.]. The post What Happens When the Unfiltered Truth Emerges appeared first on The Congruity Group.
Zendesk
MAY 5, 2022
More than half of people have higher expectations for customer service now compared to a year ago, according to Microsoft’s State of Global Customer Service Report. But providing consistent, quality customer service is a challenge. You can’t simply automate or template your way to success. It’s an art and a science that requires masterful people skills, as well as constant digging into the data behind interactions (and setting goals along the way) to turn bland customer experiences into remarkab
Crank Wheel
MAY 4, 2022
In recent years, video has experienced a surge in popularity across multimedia platforms from socials to streaming. Building on the success of film and television, it’s now the most popular form of online content.
Strategic Communications
MAY 4, 2022
There comes a point in the life cycle of many businesses when advertising needs outgrow the “homespun” and it’s time to call upon the services of a professional agency or consultant. Even small businesses can benefit from the third-party perspective and marketing savvy that experts can offer. There’s a misconception that agencies are too expensive for small companies.
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.
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