The Center for Sales Strategy

APRIL 2, 2024

They are always in a constant struggle to outperform rivals and meet set goals. For salespersons, coaching can help refine critical skills like negotiation, communication, confidence, and decision-making. Salespeople, just like athletes, encounter setbacks like pressure to perform and rejection in their day-to-day work.

Negotiation 110

Negotiation Decision-making Communication Meetings 110

Red Star Kim

MARCH 1, 2024

This is challenging as everyone is time poor and most communications are digital. And we know that face-to-face communication is most effective in building relationships. Building empathy with fee-earners helps us to understand what they expect and any assumptions they may be making about the likely results.

Stakeholders 130

Stakeholders Decision-making Emotional Intelligence Communication 130

Hubspot Sales

MARCH 1, 2018

TED Talks on Communication. How to Save the World from Bad Meetings, by David Grady. How Can Groups Make Good Decisions?, Effective communication helps you forge strong connections, collaborate with internal and external stakeholders, close deals, and convince people to share your views. Listen, Learn.

Communication 111

Communication Decision-making Cybersecurity Meetings 111

Brightbridge Consulting

AUGUST 5, 2021

A face-to-face meeting is planned! An issue we are not surprisingly seeing is that our customers own clients have stayed with virtual conversations and for lower value sales appear to be increasingly bypassing conversations and going straight for a decision on supplier and placement of the order. The post Meeting up?

Meetings 40

Meetings Suppliers Key Account Management Account Planning 40

Red Star Kim

MARCH 4, 2024

They fear making mistakes and don’t want to appear vulnerable. Their behaviour makes you feel irritated, inferior, worthless and stupid. They may make you feel stifled, stupid or untrusted. You need to avoid making mistakes or paying insufficient attention to detail. Please let me know if you’d like a copy.

Management 147

Management Communication Leadership Digitalization 147

OnStrategyHQ

AUGUST 4, 2023

This introspection helps leaders refine their target-setting approach and make better-informed decisions in the future. Environmental changes can impact an organization’s ability to meet its annual targets. Additional Resources to Consider The post [Q&A] What should we do if we aren’t meeting our annual goals?

Meetings 52

Meetings Decision-making Leadership Organization 52

Account Manager Tips

NOVEMBER 19, 2022

In a survey of senior executive buyers, Forrester Research asked if sales people are frequently prepared for their meetings. In fact between 70 to 80 percent feel vendors are not prepared for their meetings with senior level executives. Imagine you're at the front of a boardroom about to make a presentation. How do you feel?

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Red Star Kim

MAY 3, 2023

Work roles varied across marketing, business development, PR, internal communications, events, digital and graphic design. Which makes planning difficult and often impacts on project delivery. There’s more about how to frame choices in Book review: Nudge: Improving decisions about health, wealth (kimtasso.com). “To

Stakeholders 130

Stakeholders Digitalization Communication Decision-making 130

ClearPoint Strategy

MARCH 22, 2021

For many hospitals, these activities pose obstacles to effective tracking, and can make it difficult to gain meaningful insights that would actually lead to change. The nitty-gritty details of tracking—who’s responsible for doing it, how often, where and how to make the results available, etc.—are

Communication 52

Communication Healthcare Management Decision-making 52

Brooks Group

MARCH 25, 2024

Sales teams that don’t follow their sales process find it difficult to meet sales goals. IMPACT is a straightforward acronym representing the core stages of the sales process : Investigate, Meet, Probe, Apply, Convince, Tie-It-Up. The data backs this up. Research shows that sticking with a sales process correlates with success.

Negotiation 81

Negotiation Sales Training Decision-making Sales 81

Hubspot Sales

NOVEMBER 22, 2023

Ultimately, to achieve consistent growth and stay ahead of the competition, businesses must streamline their sales operations, focus on nurturing customer relationships , and make data-driven decisions. Identify bottlenecks, track key metrics, and make data-driven decisions to close deals faster.

CRM 100

CRM Decision-making Sales B2C 100

DemandFarm

OCTOBER 3, 2023

Customer centricity demands that the customer is the focal point of all decisions related to delivering products, services and experiences to create customer satisfaction, loyalty and advocacy.” Data and Insights Customer data and insights provide valuable information for decision-making.

Decision-making 98

Decision-making Innovation Customer Experience Profitability 98

Sales Gravy

SEPTEMBER 16, 2023

Building a strong sales culture means aligning goals and KPIs across departments, and promoting a team sport mentality that encourages collaboration and communication. Sales professionals must leverage multichannel, multilayer engagement for reaching decision-making committees.

Customer Experience 96

Customer Experience Marketing Prioritization Sales 96

MTD Sales Training

MAY 10, 2018

One thing many salespeople tell us is that, when they are in a sales meeting, the prospect often will derail the subject or cause objections to be raised. They are trying to see if the product you are selling is going to be right for them and they run the risk of making a decision that may be counter-productive. Happy Selling!

Meetings 65

Meetings Decision-making Sales Training Communication 65

Brooks Group

OCTOBER 18, 2023

Best Practice #1: Deliver Structured Evaluation and Feedback Best Practice #2: Develop Skills With One-on-One Meetings Best Practice #3: Build a Culture With Team Meetings Best Practice #4: Observe Sales Professionals in Action Best Practice #5: Create Career Roadmaps What is Sales Coaching? Anticipate nerves. Structure feedback.

Sales Management 79

Sales Management Management Sales Meetings 79

Whetstone

APRIL 5, 2024

Trust becomes a critical factor in their decision-making process. On the other, they need to feel confident in making important purchasing decisions that could potentially negatively impact their business in the short term even if they have long-term benefits.

Account Management 52

Account Management Decision-making Construction Stakeholders 52

Hubspot Sales

SEPTEMBER 11, 2023

Introduce your closing strategy in the first sales meeting. Here, we'll give some more context about why closing strategies can be uncomfortable, review why covering your process in your initial meeting is best practice, and go over some tips on how to execute this strategy effectively. Fear of Rejection. Awkward Nature of the Process.

Meetings 112

Meetings Decision-making Software Software 112

Zendesk

FEBRUARY 21, 2024

In today’s virtual world, inside and outside sales teams play crucial roles—making it important for your business to incorporate them into your modern sales strategy. Inside sales is the process of selling remotely over various communication channels, like phone , email , messaging , or social media. What is outside sales?

Sales 52

Sales Computers and Electronics Decision-making Software 52

The Center for Sales Strategy

JUNE 30, 2022

It is certainly true that decision makers have more requests for their time today than ever before, which makes breaking through the clutter harder.

Decision-making 113

Decision-making Communication Meetings Sales 113

Sales Gravy

MAY 3, 2023

You'll learn how to succeed in volatile economic times by effectively handling decision deferment objections and conducting thorough research during the discovery phase of the sales process. Conducting effective, deep discovery and handling buying decision deferment objections will give salespeople a competitive edge in any economic climate.

Emotional Intelligence 88

Emotional Intelligence Artificial Intelligence Decision-making Sales 88

Brooks Group

APRIL 23, 2024

This blog post takes a deep dive into the key benefits and drawbacks of the sales profession to help you make an informed decision. Commission-based pay and fluctuations in sales volume can make it challenging to predict your monthly or annual income. This can make it difficult to maintain a healthy work-life balance.

Sales Training 68

Sales Training Sales Decision-making Negotiation 68

Sales Gravy

FEBRUARY 8, 2023

Challenges With Leading Multi-Generational Sales Team Leading a multi-generational sales team can be challenging because of the differences in values, work styles, communication preferences, and technological competencies that exist between generations.

Sales 106

Sales Communication Decision-making Digitalization 106

Hubspot Sales

NOVEMBER 28, 2023

In this article, we discuss how sales and marketing collaboration makes a difference and provide tips and tools for making this collaboration more efficient. Collaboration makes it possible for messaging to evolve based on real-time feedback. Table of Contents How can Sales and Marketing collaborate? Case studies.

Marketing 107

Marketing Sales Decision-making Prioritization 107

MDI Training

NOVEMBER 14, 2023

Coach potentials: AI can make learning suggestions Answers from ChatGPT: The four main roles of a leader according to Covey – building trust, developing vision, implementing strategies, and coaching potential – can be supported to varying degrees by AI technologies. “What can humans do better?”

Leadership 52

Leadership Artificial Intelligence Digital Transformation Co-Creation 52

Arpedio

FEBRUARY 14, 2024

In this article, we will dive into the essential elements and strategies that make up successful strategic account planning. By implementing strategic account planning , businesses can gain a deeper understanding of their customers’ needs, set clear objectives, and develop effective strategies to meet those objectives.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

Arpedio

FEBRUARY 14, 2024

In this article, we will dive into the essential elements and strategies that make up successful strategic account planning. By implementing strategic account planning , businesses can gain a deeper understanding of their customers’ needs, set clear objectives, and develop effective strategies to meet those objectives.

Account Planning 52

Account Planning Account Management Value Proposition Stakeholders 52

SuperOffice

AUGUST 22, 2022

An analytical CRM is best suited for businesses that are focused on data-driven decision making. Customer service : Use the analytical CRM to gain insights into how frequent your customer communication is at certain points in time, which can give you a better understanding of when to allocate more resources. Operational CRM.

CRM 136

CRM Decision-making Onboarding Suppliers 136

Flevy

APRIL 30, 2024

By systematically representing the Customer Journey, businesses can align their operations to better meet customer needs, ultimately driving satisfaction, loyalty, and growth. This helps in understanding the day-to-day activities that might influence purchasing decisions. and what kind of communication resonates with them.

Telecommunications 52

Telecommunications Healthcare Retail Customer Experience 52

Strategic Planning and Management Insights

MARCH 6, 2023

Our strategic planning services offer guidance on how a strategic planning facilitator can provide support in constructing an effective strategic plan that ensures your strategy is communicated and implemented across your entire organization. Quarterly strategy reviews can also help make adjustments to your strategy on an ongoing basis.

Management 98

Management Decision-making Facilitation Software 98

Arpedio

APRIL 29, 2024

By addressing these four key components, you can gain valuable insights into a prospect’s readiness and likelihood of making a purchase. By assessing the budget early on, you can determine whether the prospect has the necessary funds to make a purchase. This represents the decision-making power of the prospect.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

Arpedio

MARCH 5, 2024

It involves a strategic blend of communication, problem-solving, and customization to ensure both client satisfaction and organizational prosperity. As we navigate this ever-changing landscape, it’s essential for businesses to adapt their account management strategies to meet the demands of the digital era.

Account Management 52

Account Management Management Client Relationships Prioritization 52

Brooks Group

APRIL 18, 2024

In a selling situation, a well-timed and well-delivered story can help the prospect visualize how your product or service will solve their challenge or make their life easier. A great story can make a presentation compelling enough for people to act. This is powerful because emotions (not logic) drive most consumer decisions.

Sales 95

Sales Decision-making Sales Training Communication 95

SuperOffice

JUNE 30, 2022

Obviously, we use apps because they make our lives easier. With all of your customer data connected, you can make smarter, more personalized decisions. Improve customer care and communication: Customer experience is key. Improve customer care and communication: Customer experience is key. How many apps do you use?

CRM 106

CRM Computers and Electronics Decision-making Digitalization 106

Hubspot Sales

AUGUST 11, 2020

It’s safe to say 2020 has been the year of virtual meetings. Everything from large-scale conferences to staff meetings, to meetings with prospects, are hosted remotely. The right video conferencing tool is necessary to continue conducting business in 2020 and beyond, and choosing the right software is an important decision.

Software 143

Software Software Meetings Decision-making 143

SBI Growth

MARCH 2, 2013

Connecting with customer priorities is what will make win themes the most successful. Schedule a discovery meeting with the buyer. During the meeting you present a partial list from the Evaluation Criteria Matrix. You need a message that makes customers think and relate. But don’t be fooled. Evaluation Criteria Matrix.

Meetings 126

Meetings Value Proposition Decision-making Communication 126

Arpedio

NOVEMBER 22, 2023

Enhancing decision-making: By mapping stakeholder interests and priorities, businesses can make more informed decisions that align with their stakeholders’ needs and expectations. This tool allows businesses to prioritize their stakeholders and allocate resources more effectively to meet their needs.

Stakeholders 52

Stakeholders Decision-making Innovation Business Growth 52

Arpedio

APRIL 30, 2024

By addressing these pain points effectively, you can tailor your value proposition to meet their specific needs. This knowledge will help you tailor your value proposition to address these pain points directly, making your offering more compelling. This is where value communication techniques come into play.

Value Selling 52

Value Selling Value Proposition Negotiation Decision-making 52