The Center for Sales Strategy

NOVEMBER 6, 2024

When was the last time that someone sat you down, focused all their attention on you, and talked to you about the things that you do really well? Still thinking? It’s usually hard to pinpoint the last time that happened because, for most of us, it doesn’t happen very often. Unless you are an NFL football player, then the last time would have been Monday morning, and it would have gone something like this (imagine dreamlike music).

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Sales 107

Hubspot Sales

NOVEMBER 12, 2024

Getting ghosted is an unfortunate fact of sales life nowadays. Every once in a while, the conversation with a prospect is going to die down and never pick back up — but you don't have to take those fizzle-outs lying down. There are some strategies you can leverage to give yourself a fighting chance at re-engaging a prospect who seems like a lost cause.

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FinListics Solutions

NOVEMBER 12, 2024

They’re Already Halfway Gone Executive B2B buyers are bypassing the traditional sales process. They’re moving independently, often 70% through their purchase decision before a sales rep enters the picture.

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Kainexus

NOVEMBER 14, 2024

In an era where agility and responsiveness define business success, continuous improvement (CI) has become the backbone for organizations striving to cut costs, enhance customer satisfaction, increase efficiency, and drive revenue. That’s why choosing the right continuous improvement system is so important, but how do you tell them apart? Most people don’t make this type of investment very often, so it can be a challenge to select the best one for your organization.

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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

RAIN Group

NOVEMBER 13, 2024

Effective sales training is widely acknowledged as a critical success factor for sales organizations. But how many companies are truly excelling in this area? And what distinguishes those with highly effective sales training and development from the rest? The answers may surprise you.

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Force Management

NOVEMBER 14, 2024

Sales talent is a cornerstone to a best-in-class sales organization. As a sales leader you need the right people on board if you want to hit your revenue goals every quarter. Without a process to attract, hire and retain top sales talent you will waste money on mis-hires, lose talent to the competition and have no way to build a bench strength for growth.

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Management Sales Organization 91

Flevy

NOVEMBER 1, 2024

Competitive analysis is the backbone of strategic decision-making. By identifying an organization’s competitive landscape, leaders can get the lay of the land and see how to position their resources, enhance market presence, and minimize threats. However, a deeper look is sometimes required to understand clusters of competitors within this landscape, and that’s where the concept of Strategic Groups comes into play.

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FinListics Solutions

NOVEMBER 5, 2024

B2B sales reps often walk into client meetings with high hopes, only to leave without a clear path forward. Why? The answer isn’t just a lack of effort; it’s a lack of insight. Without a deep understanding of each client’s specific goals, revenue drivers, and unique industry dynamics, reps find themselves stuck in surface-level conversations.

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Vantage Partners

NOVEMBER 1, 2024

Here are three of the most helpful ways to deal with pressure during high-stakes negotiations — not just to endure, but to get the outcome you desire.

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SBI Growth

NOVEMBER 20, 2024

Take a quick look at the forecasted end-of-year close dates in your CRM system. What dates do most of your sales team’s opportunities show? Do you see a lot of December 31 st close dates? Chances are your sellers don’t understand how high performers close business and enjoy a more stress-free holiday. Whether it’s a more basic deal qualification tool like BANT , or a bit more sophisticated as with MEDDPICC, sellers are mistakenly taught to chase deal-close clarity in a sequence.

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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.

Nutshell

NOVEMBER 20, 2024

It’s your virgin venture into the world of customer profile creation, and you’re feeling a little overwhelmed by all the data collecting and analyzing that lies ahead. Anyone who has been in this position before would easily forgive you for feeling that way, especially if you don’t have a trusty customer profile template on hand to guide you through the process.

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Sales Gravy

NOVEMBER 14, 2024

In this lively episode of The Sales Gravy Podcast, Jeb Blount welcomes Patrick "Pops" Garrett, Founder & Chief Drinking Officer of DrinkCurious, to explore the unique intersection between bourbon tasting and sales engagement. Key Takeaways: – Virtual Tastings as Sales Hooks: Virtual bourbon tastings became an effective "hook" to attract attendees to sales demos, webinars, and client meetings, increasing engagement and helping to break through typical sales communication noise. – Engagement and W

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Force Management

NOVEMBER 7, 2024

In the past month, the Revenue Builders Podcast has hosted some insightful conversations with experienced sales leaders. They discussed their sales journeys, critical career moves, management advice and emerging technologies. We also heard some great perspectives from our hosts, John Kaplan and John McMahon. Tune in below to hear 2025 sales best practices from a variety of established minds in the sales world.

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FinListics Solutions

NOVEMBER 14, 2024

B2B sales complexity is increasing, and close rates are lagging as deals become harder to win. Today, complex B2B deals take 20% longer to close than they did five years ago (Forrester), largely because reps need to prepare to manage multi-stakeholder sales. The stakes are high, with productivity losses for a typical 100-person sales team totaling over $2 million annually (DePaul University).

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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

Hubspot Sales

NOVEMBER 4, 2024

Sales engagements are pretty strange interactions when you really think about them. They involve an element of friendliness, but the endgame isn‘t making friends. Shocking as this sounds, you’re actually trying to sell something when selling. That means you have to strike a balance between approachability and authority — but that's easier said than done, making rapport building equal parts essential and screw-up-able for sales professionals.

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SBI Growth

NOVEMBER 18, 2024

One frequently discussed issue by negotiation experts is when you should make the first offer in a negotiation. Conventional wisdom is to never make the first offer in a negotiation. After all, by making the first offer, you risk "showing your cards" too early and leaving money on the table. On the other hand, there are many cases where it is to your advantage to make the first offer.

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Nutshell

NOVEMBER 20, 2024

Your role as a sales manager or director comes with multiple responsibilities, from developing and overseeing sales strategies to coaching and managing sales reps. Generating insightful sales reports is a critical component of your role and can involve some heavy lifting. That’s where sales report templates come in handy. Creating and presenting detailed sales reports that colleagues and management can easily understand can prove time-consuming.

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Sales Gravy

NOVEMBER 7, 2024

In this episode of The Sales Gravy Podcast, Jeb Blount sits down with Andy Matheou from RHM Staffing to dive deep into the challenges and triumphs of selling in the staffing industry. Andy shares his journey from individual contributor to a leadership role, offering invaluable insights on hustle, resilience, and the unique demands of staffing sales.

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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

The Great Game of Business

NOVEMBER 20, 2024

Most companies react to recessions. at SRC, we prepare! With insights from ITR Economics, our employees don't just weather economic downturns—we leverage them.

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FinListics Solutions

NOVEMBER 7, 2024

Approximately 10,000 baby boomers reach retirement age daily, creating a hidden knowledge crisis for sales teams across industries. With up to 70% of vital know-how stored only in employees' minds ( APQC ), the risk of losing essential insights is very real. As seasoned professionals retire, they take years of client relationship history, negotiation strategies, and nuanced industry expertise with them.

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Groove HQ

NOVEMBER 19, 2024

You’ve built an amazing SaaS product, but now you’re drowning in a sea of customer queries. Your support team is getting sidetracked by repetitive tickets, the churn rate is creeping up, and you’re losing sleep over missed follow-ups. Sound familiar? In the fast-paced world of SaaS, stellar customer support isn’t just nice to have—it’s critical […] The post How To Choose the Right SaaS Helpdesk Software appeared first on Groove Blog.

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Software Software 59

SBI Growth

NOVEMBER 14, 2024

As businesses prepare for the challenges and opportunities of 2025, the role of enablement teams is coming under increased scrutiny. In a research collaboration between SBI Growth and The Revenue Enablement Society, it was revealed that enablement functions are essential for organizations aiming to optimize their sales and revenue operations. This study highlights the revenue enablement methods of top performing organizations and offers a roadmap for organizations to elevate their enablement str

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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.

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Nutshell

NOVEMBER 19, 2024

When it comes to booking appointments with your company’s leads and customers, it’s critical that meetings are booked with the right people—whether you’re scheduling sales, support, or customer success calls. Scheduler, Nutshell’s built-in meeting scheduling tool, now supports the ability to schedule round-robin meetings, in addition to solo and co-hosted meetings.

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Kainexus

NOVEMBER 18, 2024

Organizations that strive for continuous improvement outpace the competition, regardless of the types of products or services they offer. From retail and manufacturing to healthcare and construction , the intensity of effort dedicated to daily positive change in an organization is directly tied to customer satisfaction and financial success. This guide explores the essential role of measurement in process improvement and dives into the key metrics that can help you track progress and drive meani

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Planview

NOVEMBER 1, 2024

The business world is caught up in a whirlwind of change. How your enterprise responds to that change can determine whether your organization is an industry leader or another company stuck in the middle of the pack. That’s because a defining trait of best-in-class organizations is their ability to quickly pivot in the face of changing market conditions, emerging and disruptive technology, and shifting customer demands.

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FinListics Solutions

NOVEMBER 19, 2024

B2B sales reps only get one chance to make an impression with executive buyers, and that moment is make-or-break. Walk in with a surface-level understanding, and the opportunity evaporates. Execs don’t have time for vague promises—they need credible insights backed by hard data. Sales teams that fail to connect with the issues that truly matter to top decision-makers lose trust, relevance, and, often, the deal itself.

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Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst

Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.

Supply Chain

Groove HQ

NOVEMBER 18, 2024

So, your customer support team just switched over from Gmail to Zendesk. And while you’re happy about the upgrade, you can’t seem to find the tools you’re looking for within its UI. There’s a pretty steep learning curve that’s resulted in a lot of wasted time. You’ve also realized you’re paying a premium for features and […] The post What’s the Best Customer Service Software for Your Small Business?

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SBI Growth

NOVEMBER 11, 2024

Accurate sales forecasting is essential for business success. But it can be difficult to get it right due to certain missteps. Here are three of the most common errors that lead to incorrect forecasting and how to avoid them.

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Nutshell

NOVEMBER 5, 2024

Understanding how your company’s marketing efforts translate into sales is critical for fostering business growth. Introducing Nutshell’s new marketing dashboard , your hub for viewing the performance of all your Nutshell marketing efforts. Whether you’re monitoring email campaigns, tracking website analytics, or viewing form submissions, the marketing dashboard reveals what’s working so you can refine and optimize your strategies.

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Whetstone

NOVEMBER 20, 2024

One of the crucial lessons in planning for sales organizations is understanding leading and lagging indicators. Too often, we are focused solely on lagging indicators—things like sales numbers, market share, and profitability. These are important, but they’re outcomes, not inputs. But by the time we have information, it’s retrospective. The game has been played, and those lagging indicators are simply the scoreboard at the end of the quarter or year.

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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

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