The Center for Sales Strategy
FEBRUARY 10, 2020
Of all the decisions and executive makes, none is as important as the decisions about people, because they determine the performance capacity of the organization." - Peter Drucker. The new year is 1/12 complete, and January is old news. How is your organization doing so far? Are you on track to exceed your growth goals for 2020? Are you lagging behind?
Groove HQ
FEBRUARY 12, 2020
KPI reports used to take me 2 hours a week to prepare. Now I do it in 5 minutes. These Google Data Studio examples will show you how. Not long ago, we had a manual, spreadsheet-based KPI reporting process. Every week, I would manually review numerous tabs across a couple of Google Sheets files, compile […]. The post Google Data Studio Examples: These 5 Reports Save Me a Full Day of Work Every Month appeared first on Groove Blog.
Hubspot Sales
FEBRUARY 12, 2020
Wouldn’t it be amazing if every lead entered your pipeline convinced your product is for them, ready to sign on the dotted line? Well, maybe that wouldn’t be amazing — because then your customers wouldn’t need to be sold to , which is what you’re here to do. At times, you will have very engaged leads who have done their own research and are ready to buy right away.
Engage Selling
FEBRUARY 14, 2020
I often get bombarded with questions from overwhelmed salespeople and sales managers on how to manage their time effectively given everything they have to do in a day.
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.
MTD Sales Training
FEBRUARY 11, 2020
You had a great sales interaction: Both you and the prospect were calm and comfortable. You developed some rapport and the prospect showed some positive buying signals during the meeting. However, when you presented your proposal it seems as though everything became silent, time began to slow down and tension filled the air as you anxiously waited for the prospect’s decision.
Showpad
FEBRUARY 9, 2020
A great deal of modern business processes require the right division of labor to function. The sales cycle is not an exception to this rule, and by extension, neither is sales enablement. . In fact, sales-related processes may benefit from the clear delegation of duties across the team more than any other aspect of services (as opposed to something like account management, which can be somewhat more fluid). .
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Engage Selling
FEBRUARY 13, 2020
Be honest, is your sales team, or are you lacking consistency? One of the most underrated concepts when it comes to growing sales is this idea of consistency.
SBI Growth
FEBRUARY 8, 2020
Today Scott Santucci, CEO of Growth Enablement Ecosystems, joins us to discuss digital transformation and how it impacts revenue growth. Digital is transforming the market as companies like Apple and Amazon reign supreme. The landscape has changed drastically and integrating a successful strategy is no easy feat. There are a variety of ideas and definitions that surround “digital,” and Scott addresses common issues that companies run into when undergoing their own digital transformation.
Sales Readiness Group
FEBRUARY 13, 2020
Traditionally the sales professional has been viewed with cynicism based on the perception of self-serving salespeople who are overeager to convince customers to buy the product(s) they are selling. This view is based on a long-standing stereotype of salespeople who speak more than they listen, assume they know what a customer wants or should want, and are hyper-focused on convincing customers to buy from them.
Hubspot Sales
FEBRUARY 10, 2020
As a consumer, I value transparency from companies and salespeople that I buy from. Namely, transparency in how an organization runs and how they decide the price of their products. One company I've found that does this is Everlane, an ethically sourced clothing retailer. To generate more sales, Everlane uses a cost-based pricing model to differentiate itself from its competitors -- more on their strategy below.
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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.
Engage Selling
FEBRUARY 12, 2020
Quarterly business reviews are essential for understanding potential growth with existing customers, retention issues and future opportunities.
The Center for Sales Strategy
FEBRUARY 12, 2020
The majority of participants that attend a “typical” training program or workshop will forget 70% of what they were taught within two weeks. Our goal for the Talent Focused Management (TFM) workshop is to provide clients with strategies and tactics that they can actually put into practice immediately. Here are some takeaways from sales managers that will enlighten The Center for Sales Strategy (CSS) clients, as well as others, as to why —and how—not all workshops are created equally.
Corporate Visions
FEBRUARY 14, 2020
The post Everything You Need to Know About Whiteboarding in Sales by Tim Riesterer appeared first on Corporate Visions. Whiteboarding your sales presentations is a powerful alternative to PowerPoint—and research shows it’s more effective, too. You’ve likely heard the phrase, “Death by PowerPoint.” It’s become a common way to describe the mind-numbing experience of sitting through a feature-length slide presentation filled with bullet points and clip art.
Texas Creative
FEBRUARY 13, 2020
"> There’s a recurring question that you will hear throughout your adult life. The question that you are asked every time you meet a new person. “So what do you do?” And that is when I tell them that I work in client services for an advertising agency. Most people just nod and pretend to know what I am talking about. Then you have those people that work in advertising or marketing and actually understand what you do.
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.
Miller Heiman Group
FEBRUARY 13, 2020
It’s challenging to work in sales management today. Sales managers often resemble Atlas, tasked with holding up the world as their areas of responsibility are ever-increasing: managing their team and market. improving their sellers’ skills. bettering the customer experience and. delivering stronger sales results. As if these pressures aren’t enough, sales managers must handle these responsibilities in turbulent times.
The Center for Sales Strategy
FEBRUARY 14, 2020
- MOTIVATION -. "A team is not a group of people that work together. A team is a group of people that trust each other.". -Simon Sinek. - AROUND THE WEB -. > Sales Skills Your Team Needs for 2020– CloserIQ. 2020 is officially underway. If you want your team to succeed this year, you can’t expect the same old tactics to work. Prospects are now more informed than ever.
Sales Gravy
FEBRUARY 9, 2020
On part FOUR of our podcast series on Why Introverts Can Sell, Jeb Blount (Inked) and Mathew Pollard (The Introvert’s Edge) discuss a powerful technique that introverts and extroverts may leverage, in emotionally charged situations, to make better, rational decisions. Listen to Part One of Introverts Can Sell Listen to Part Two of Introverts Can Sell Listen to Part Three of Introverts Can Sell Listen to Part Five of Introverts Can Sell Listen to Part Six of Introverts Can Sell On part FOUR of ou
Sandler Training
FEBRUARY 12, 2020
Mike Montague interviews Tim Priebe, Founder of T&S Online Marketing, on How to Succeed at Using Books as a Sales Tool. The post How to Succeed at Using Books as a Sales Tool [PODCAST] appeared first on Sandler Training.
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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.
Miller Heiman Group
FEBRUARY 11, 2020
In the past few years, three waves of change have rocked the sales industry: Sellers often play a smaller role in the buying cycle, as buyers wait later in the sales cycle to engage them. Seller performance has stagnated, as they struggle to adopt perspective-based selling methodologies. Sales organizations undergo constant change initiatives. Managers sit squarely at the intersection of these trends, yet for most organizations, sales management strategies have hardly changed.
Kainexus
FEBRUARY 11, 2020
The topic of this blog is a question that we get quite often. Teams will implement a continuous improvement program with much enthusiasm and tons of activity, but over time, the momentum slows, and new opportunities for improvement come less and less frequently. If you are in this boat, you are definitely not alone. Because so many folks have experienced and talked to us about this, we have some advice.
Outbound Engine
FEBRUARY 10, 2020
Images dominate the social media landscape. Specifically, social media cover photos are the largest visual chunk of your profile, making them ripe with the opportunity to create a lasting impression. They’re also a key tactic for increasing views and engagement on your social pages. Twitter, a mostly text powered platform, sees a nearly 150% boost in retweets from image posts.
Sandler Training
FEBRUARY 12, 2020
David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Sandler Rule #5 – Never answer an unasked question [PODCAST] appeared first on Sandler Training.
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!
SBI
FEBRUARY 10, 2020
The Scalable Sales Manager: The Key to Unlocking Your Sales Teams’ True Potential. by Howard Brown, CEO of ringDNA. The role of Sales Manager has always been one of the hardest jobs in sales. Tasked with recruiting and hiring, overseeing large teams, providing guidance and training, building culture, setting quotas, creating sales plans, analyzing data, forecasting, assigning territories… the list of responsibilities is as diverse as it is long.
Kainexus
FEBRUARY 12, 2020
Kaizen events are an effective tool for harnessing the innovative ideas and creativity of your workforce to implement rapid improvement in a specific area of the organization. In the literature about Kaizen events , a lot of emphasis is put on the event itself, but we have found that often the difference between success and failure is actually the pre-event planning phase.
Credo
FEBRUARY 14, 2020
Download our case study featuring three thriving, innovative institutions.
Sandler Training
FEBRUARY 14, 2020
David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. The post How to Succeed at Rule #6 – Don’t buy back tomorrow the product or service you sold today [PODCAST] appeared first on Sandler Training.
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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
Corporate Visions
FEBRUARY 14, 2020
The post Everything You Need to Know About Whiteboarding in Sales by Tim Riesterer appeared first on Corporate Visions. Whiteboarding your sales presentations is a powerful alternative to the typical PowerPoint—and research shows it can make your presentation more effective, too. You’ve likely heard the phrase, “Death by PowerPoint.” It’s become a common way to describe the mind-numbing experience of sitting through a feature-length slide presentation filled with bullet points and clip art.
Showpad
FEBRUARY 14, 2020
As of May 2020, regulations governing medical devices as part of the European Union’s Medical Device Directive (MDD) and Active Implantable Medical Device Directive (AIMDD) will be replaced by the Medical Devices Regulation (MDR). If your organisation operates in the medical device industry, don’t let compliance with previous regulations lull you into complacency.
RAIN Group
FEBRUARY 12, 2020
What are the best strategies for success in sales negotiations? What do buyers really want? Which tactics work best for buyers? For sellers? How is negotiating with procurement different? The RAIN Group Center for Sales Research recently studied 713 buyers and sellers in a major global study to answer these questions and more. We analyzed data from 449 buyers representing $2.59 billion in annual purchases and 264 sellers in over 26 industries across the Americas, EMEA, and APAC.
Strategic Planning and Management Insights
FEBRUARY 10, 2020
In this episode of the Strategy & Leadership Podcast , we're joined by Alex Rooney, Vice President and co-founder of Vision33 Inc. Alex and his company specialize in IT and professional services with several business lines including SAP, business application software, change management and developing intellectual property. Impressively, Vision33 has averaged 25% year over year growth for the past 15 years.
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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