The Center for Sales Strategy

DECEMBER 27, 2021

It's hard to keep up with every article we publish throughout the year! So, today, we're making it easy by recapping the most popular sales process posts we've published in 2021.

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Customer Think

NOVEMBER 9, 2023

This blog was originally published in the November edition of Top Sales Magazine. You can find a link to their website at the bottom of this article.

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Customer Think

APRIL 26, 2023

Earlier this month, I published an article discussing the importance of the 95:5 rule for B2B marketing. This rule states that up to 95% of business buyers are not in the market for many goods and services at any given time. The 95:5 rule isn't meant.

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Customer Think

MARCH 3, 2023

Today's article is different from most of my other articles because there is no opening analogy, very little data, and a complete lack of humor. It's such a serious article I was ready to delete it before I clicked the publish button. If you don't like.

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Customer Think

OCTOBER 13, 2023

This article was first published (as “Addressing Underperformance” in the October 2023 edition of the always excellent International Journal of Sales Transformation (link below). Sometimes the causes appear to […]

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Customer Think

DECEMBER 2, 2022

In my previous article - “hiring salespeople with talent” - I explored the challenges involved in making good sales hires. In this article - first published in the International Journal of Sales Transformation - I now want to explore more of the implic.

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Customer Think

NOVEMBER 29, 2022

In my last article, I shared Gartner’s findings about the current war for talent. In this article - first published in the International Journal of Sales Transformation - I want to explore more of the implications.Finding and recruiting the right sales.

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Red Star Kim

JANUARY 3, 2023

One task will be to plan your self-development – particularly with regards to enhancing your soft skills in 2023.

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Nutshell

JANUARY 9, 2024

Designing, publishing, and managing your landing pages from within Nutshell makes it easier than ever for you to collect information about leads and improve your marketing and selling strategies. Customize your landing page with the visual elements and custom fields you want, then publish and manage it from your landing pages dashboard.

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Nutshell

JANUARY 9, 2024

Designing, publishing, and managing your landing pages from within Nutshell makes it easier than ever for you to collect information about leads and improve your marketing and selling strategies. Customize your landing page with the visual elements and custom fields you want, then publish and manage it from your landing pages dashboard.

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Vantage Partners

FEBRUARY 2, 2023

In this article, published in the Winter 2023 issue of SAMA Velocity Magazine, Jonathan Hughes, David Chapnick, and Ben Siddall explain how to break out of this destructive cycle and transform even the toughest ones into productive discussions.

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Vantage Partners

FEBRUARY 2, 2023

In this article, published in the Winter 2023 issue of SAMA Velocity Magazine, Jonathan Hughes, David Chapnick, and Ben Siddall explain how to break out of this destructive cycle and transform even the toughest ones into productive discussions.

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Peter Simoons

OCTOBER 4, 2021

In the article “Leadership and the structure of trust,” first published in the May-June 2011 issue of The European Business Review , authors Paul Lawrence and Robert Porter Lynch discuss the four innate drives that every individual is influenced by: The drive to acquire. How do we build and maintain trust?

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Customer Think

APRIL 22, 2021

Article originally published at Eglobalis Customers of different industries place a different value on the elements that generate their overall experience. A pharmacy customer may prioritize product availability, safety and compliance, whereas high-end retail shoppers prioritize quality and choice.

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Customer Think

MARCH 12, 2023

The following article was first published in the March 2023 edition of the always-excellent Top Sales Magazine - there's a subscription link at the bottom of this article.:A A key theme of this edition of Top Sales Magazine is selling on value rathe.

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Customer Think

JULY 14, 2023

This article was first published in the July 2023 edition of Top Sales Magazine (link below).Salespeople Salespeople have traditionally been advised to “sell to the decision-maker(s)”, and while this may seem like common sense, the way in which B2B decision-making.

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Red Star Kim

MAY 2, 2023

Following my past research (some of which was published in my 2020 book Essential soft skills for lawyers (kimtasso.com) ) I keep an eye out for the latest information relating to the soft skills (particularly leadership skills) most in demand and how these relate to the professional services sector. And why are they so important?

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Help Scout

AUGUST 3, 2021

FAQ software, also commonly referred to as knowledge base software, is a tool that makes it easy to create, organize, manage, and publish self-service content. With it, companies are able to publish collections of articles that feature tutorials, answers to frequently asked questions, how-to guides, and more. .

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Account Manager Tips

SEPTEMBER 15, 2022

It’s the social platform for professionals and has a range of publishing tools from video, to articles to social posts. LinkedIn has articles, but the reach is terrible and their not very well organized and disappear quickly. This old article explains how to curate content for your network. And I put it into action.

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Account Manager Tips

SEPTEMBER 7, 2022

It’s the social platform for professionals and has a range of publishing tools from video, to articles to social posts. LinkedIn has articles, but the reach is terrible and their not very well organized and disappear quickly. This old article explains how to curate content for your network. And I put it into action.

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Customer Think

JANUARY 10, 2022

This article was first published in the latest edition (issue 8.1 - January 2022) of the International Journal of Sales Transformation. To learn more about this excellent publication, follow the link at the bottom of this article.Successful sales.

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Strategic Communications

JUNE 10, 2023

When crafting professional articles, it’s crucial to back your claims and insights with credible sources. Here we offer five effective tips to help you find credible sources for your B2B articles. Establish Your Criteria Before you begin searching for sources, define the criteria that align with the topic of your article.

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Customer Think

JULY 11, 2023

This article was first published in the latest edition of the International Journal of Sales Transformation under the title “Complexity will save salespeople”.We’re We’re entering a “brave new world of sales”, fuelled by the convergence of evolving B2B buyin.

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The Center for Sales Strategy

AUGUST 25, 2020

A recently published article from The Atlantic shares that when the pandemic is over, one in six workers is projected to continue working from home or co-working at least two days a week. What has changed for your organization since the beginning of 2020?

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Customer Think

AUGUST 24, 2021

Marketing Week published an article earlier this month that is sure to provoke a strong response from proponents of account-based marketing. In "Account-based madness: The new craze in B2B," authors Jon Lombardo and Peter Weinberg fire a broads.

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Red Star Kim

NOVEMBER 8, 2022

This article “Soft skills revisited – with a leadership perspective” has just been published on Lexology. In summer 2022, the Law Society Gazette carried an article which started “But has there been a quieter, but no less profound, transformation in the law’s human side? New soft skills for remote working.

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CMOE

JUNE 12, 2023

Fit Small Business Fit Small Business features industry experts who offer insightful articles across eight subjects: Retail Human resources Accounting Sales Marketing Real estate Finance Office technology The variety of focuses Fit Small Business offers is ideal for those who seek a more holistic approach to their business strategy.

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Customer Think

APRIL 27, 2021

image source [link] Article originally published on ECXO The Customer Journey is an important common ground between the CX and Service Management frameworks. Although their approaches may differ, both share the common goal of realising a great customer experience.

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KAM With Passion

OCTOBER 27, 2020

When it comes to articles and talks about commercial performance, there is a certain form of rejection of polychromy. The blog articles will revolve around 3 themes, without precluding the possibility of broadening this framework. Most of the content focuses on a limited number of techniques and practices, always the same.

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Customer Think

JULY 28, 2021

This article was first published in issue 7.3 of the International Journal of Sales Transformation, and I'm very pleased to be able to share it here.What’s the one thing that separates truly effective first level B2B sales managers from the rest?

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Customer Think

SEPTEMBER 11, 2023

A version of article was first published in the September 2023 edition of the International Journal of Sales Transformation. For many successful and ambitious salespeople, their first move into sales management is perhaps the defining moment in their career. Some will succeed. Some will fail.

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Customer Think

DECEMBER 14, 2023

An earlier version of this article was initially published on LinkedIn.

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RAIN Group

FEBRUARY 20, 2019

This RAIN Group article was originally published on the LinkedIn Sales Blog. It makes sense they think this way given recent Harvard Business Review articles with titles like "Motivating Sales People: What Really Works" that focus 100% on compensation.

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Account Manager Tips

SEPTEMBER 28, 2022

Every month I publish a list of handpicked books to help you with your professional development. Speaking of books, if you struggle to get through a chapter before your mind wanders (guilty as charged) - this article has 14 practical ways to get back into the habit of reading. Listen to your professional instincts.

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Customer Think

OCTOBER 19, 2021

This article was first published in the October Edition of Top Sales Magazine.Many of you will be familiar with the idea of having an Ideal Customer Profile - and if you’re not, you should be. The Ideal Customer Profile is a powerful tool that helps to.

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Customer Think

OCTOBER 5, 2021

In January 2019, the Center for Investigative Reporting published an article alleging that Facebook “duped” children and parents out of their money. They looked at Facebook’s internal memos, emails, and other documents.

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Peter Simoons

APRIL 11, 2021

Brian Tjemkes, Associate Professor Strategy & Organisation at the Vrije Universiteit Amsterdam, and I have captured our thoughts in an article that has been published in the Annals of Social Sciences & Management Studies. Both the IBM study and our own article highlight the importance of alliances in uncertain times.

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