The Center for Sales Strategy

FEBRUARY 19, 2020

The 2019 Media Sales Report studies the landscape over the past year, including the expectations for sales managers and the strategies employed by media sales professionals to assess their impact across five key topics: Compensation and Sales Team Size. Number of Appointments and Sales Process.

Media 87

Media Sales Sales Management Management 87

The Center for Sales Strategy

DECEMBER 24, 2018

Check out these top blogs on sales management from 2018, and let them kickstart your 2019 sales strategy. We've searched for the most popular blogs of 2018, and we've curated these lists that will publish each day this week to bring you some of the most informative content from the year.

Sales Management 74

Sales Management Management Publishing Sales 74

Miller Heiman Group

FEBRUARY 11, 2020

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. In fact, the changes that have occurred in the managerial ranks have intensified managers’ internal and administrative focus.

Sales Management 65

Sales Management Management Sales Sales Leadership 65

QYMATIX

APRIL 25, 2023

AI technologies are all the rage in sales and chances are you’re considering them for your own organisation. But what is AI really and how can you avoid the five mistakes sales managers make when dealing with AI? We’ll help you uncover our top tips for successful AI in sales with this 7-minute read. million by 2025.”

Artificial Intelligence 40

Artificial Intelligence Sales Management Management Decision-making 40

The Center for Sales Strategy

DECEMBER 9, 2019

However, our 2019 Media Sales Report revealed some telling information related to how salespeople and sales managers feel about the culture of their company and industry today. Corporate culture has arguably always been important, but in recent years it’s become a popular point of discussion.

Media 76

Media Sales Sales Management Management 76

Miller Heiman Group

MAY 13, 2019

At Elevate 2019 North America: Framing the Future, one thing was clear: there’s a shift occurring in selling. Sellers now must inspire their buyers by providing knowledge and value at every stage of the sales cycle. Here’s a recap of what you missed at Elevate 2019 North America: Marketplace Trends. perspective is the differ.

Sales Technology 82

Sales Technology Organization Sales Management Management 82

Showpad

MAY 31, 2019

Develop Sales Managers Who Drive Performance. Only 38% of sales reps feel their managers help them develop skills needed in their role. In order for your reps to advance, you need managers to advance as well. Gartner offers its insights into producing effective sales managers. offers her advice.

B2B 69

B2B Sales Prioritization Sales Management 69

RAIN Group

DECEMBER 18, 2019

Throughout the year, our goal is to provide you with research, ideas, and insight to help you unleash sales potential and crush your sales goals. Below we've rounded up our most popular content from the year that will guide you on your path towards sales success.

Publishing 52

Publishing Sales Management Management Sales 52

The Center for Sales Strategy

NOVEMBER 13, 2019

All great sales managers will tell you that training and development are the cornerstones for building an exceptional sales team. The sales industry constantly changes and evolves as prospects learn and alter tactics to deal with enthusiastic salespeople.

Media 72

Media Sales Sales Management Management 72

Showpad

MAY 17, 2019

Don’t miss these latest sales and marketing tips, tricks, and news! The 346 Best Places to Work in 2019. Beware of these telltale signs that your sales support needs improvement. Is Your Sales Management Solution Delivering the Productivity Benefits You Expected? Magazine’s Best Workplaces. See the full list.

Sales 69

Sales Prioritization Sales Technology Sales Management 69

Showpad

AUGUST 9, 2019

The Critical Role Of The Front Line Sales Manager. 46% of front line Sales managers lead teams with 11+ reps. 5 Habits That Separate The Great Sales Leaders From The Rest. Are you a Sales manager finding yourself over-consumed with unproductive tasks?

Artificial Intelligence 61

Artificial Intelligence B2B Sales Sales Management 61

The Center for Sales Strategy

DECEMBER 3, 2019

Why is sales enablement important? Our 2019 Media Sales Report found that some of the major challenges in sales today are that sales reps’ time is not actually spent selling and salespeople are simply not equipped with relevant materials.

Media 66

Media Sales Sales Management Marketing 66

Miller Heiman Group

OCTOBER 24, 2019

Today we feature a blog by Michael DeRosa, the director of professional development at Travelers Insurance, and one of our 2019 Miller Heiman Group Icons. Channel selling is a different breed of selling from direct sales. Here are three ways sales managers can better support their channel sellers by cultivating better relationships.

Sales Management 51

Sales Management Insurance Management Value Proposition 51

Showpad

SEPTEMBER 20, 2019

These news and tips will help you revamp your Sales and Marketing strategies for continued success into the end of the year. Join us at TRANSFORM 2019 in London | 8-9 Oct. You’re invited to London for Europe’s largest Sales enablement conference. TRANSFORM 2019 London is just around the corner!

B2B 56

B2B Sales Customer Experience Marketing 56

Miller Heiman Group

DECEMBER 30, 2019

His reflections on the evolution of sales strategy connected with literally thousands of listeners to be our most popular podcast episode as well. How Account Managers Can Win Back Strategic Accounts It’s tough when a strategic account moves on—but it doesn’t have to be the end of the relationship. Thanks for being with us in 2019.

Sales 49

Sales Stakeholders Sales Management Facilitation 49

Miller Heiman Group

JULY 8, 2019

Nearly half of American CFOs indicated they believed a recession would hit by mid-year 2020 in a Duke University/CFO Global Business Outlook survey released in June 2019. What does retention look like on your sales team? On average, seller retention is down 5% in 2019.

Sales Management 82

Sales Management Management Sales Sales Training 82

SBI

FEBRUARY 10, 2020

The Scalable Sales Manager: The Key to Unlocking Your Sales Teams’ True Potential. The role of Sales Manager has always been one of the hardest jobs in sales. To say that sales managers have their work cut out for them would be a massive understatement. Managing At (Impossible) Scale.

Sales Management 54

Sales Management Artificial Intelligence Management Sales 54

Corporate Visions

NOVEMBER 7, 2018

But when it comes to the content for the sales kickoff meeting, don’t settle for a new version of the same checklist you may be using. Here are three counterintuitive ideas to help your salespeople really remember and use your content from your 2019 sales kickoff. Model conversations vs. new sales pitches.

Meetings 64

Meetings Suppliers Sales Decision-making 64

Showpad

JUNE 14, 2019

Insight into the sales funnel is the key to sustaining existing customer relationships but also how your current sales process might fail to address pain points. When you build a watertight sales funnel, your conversion rates are guaranteed to improve. The Top Sales Enablement Conferences and Events to Attend in 2019.

B2B 74

B2B Sales Marketing Sales Management 74

Showpad

DECEMBER 13, 2019

Draw the most value out of Enablement and steer your Sales and Marketing teams toward success with these best practices. . Managers often think hovering over the shoulders of their team members is the way to keep them motivated. Showpad Named to Deloitte’s 2019 Technology Fast 50 Belgium List.

Sales 40

Sales Marketing Management B2B 40

Showpad

OCTOBER 18, 2019

Sales Coaching at Scale in 2019: How to Improve Performance Across Sales Teams. Proper Sales coaching allows reps to develop their strengths, understand their weaknesses, and ultimately become more productive. 8 Ways to Resolve Conflict Between Your Sales and Marketing Teams. This Forbes piece will show you how.

Sales 40

Sales Marketing Communication Organization 40

SBI

DECEMBER 12, 2018

I asked thought leaders from various sales technology firms, how they think SalesTech will change the way salespeople sell in 2019. Historically, Customer Relationship Management (CRM) systems have tended to create work for sales people, rather than simplify their job. In 2019, that all changes.

Artificial Intelligence 55

Artificial Intelligence Prioritization Value Proposition CRM 55

Hubspot Sales

APRIL 19, 2019

A creative sales team name can help unite your team, foster collaboration, and help individuals learn, grow, and reach personal and team goals. For sales managers, a positive and productive team dynamic is crucial to your team's success. Sales Team Name Examples. Hugh Willoughby is a principal sales manager at HubSpot.

Brainstorming 93

Brainstorming Sales Sales Management Prioritization 93

Showpad

JULY 26, 2019

In the Brand Lab Series Podcast, our VP of Product Marketing, Rita Patel Jackson dives into the role of women in technology, product management, the B2B vs. B2C market, and aligning sales with marketing. Read through this expanded guide to where we answer questions to break down the essentials of sales enablement. .

B2C 49

B2C B2B Sales Software 49

Showpad

JUNE 28, 2019

The post Weekly Sales Enablement News Roundup – June 28, 2019 appeared first on Showpad. Focusing more on yourself than your customers won’t bring success in the modern marketplace. Learn here how to stay even with, or even ahead of, your competition by staying customer-centric. .

Digital Transformation 70

Digital Transformation B2B Sales Digitalization 70

Hubspot Sales

MAY 11, 2020

Stellar sales work is possible outside of a traditional company office. As a sales manager, it is important to lead your remote team with intention to help them reach their goals while adjusting to a new way to work. Remote Sales Management Challenges. Here’s what they had to say.

Management 111

Management Remote Working Energy and Utilities Sales 111

Nutshell

AUGUST 23, 2019

Notable features: They integrate with Salesforce as of March 2019, and that’s their only CRM integration Good solution for people without CRMs Comparatively cheap. This scanner recognizes 24 different languages, and has an accompanying application that lets users manage, update, and even export contacts to Excel. Price: $59.99

CRM 93

CRM Sales Software Software 93

Showpad

SEPTEMBER 6, 2019

And while you may not necessarily be able to “simplify” the Sales process, it’s possible to prioritize tasks in order to navigate it more smoothly. Sales Enablement Journey: Sales Coaching. Read here to see a real-world example of how to implement Sales coaching solutions.

B2B 45

B2B Client Relationships Sales Digitalization 45

Brooks Group

APRIL 17, 2023

What is a Sales Enablement Manager? If you’re looking to optimize the sales and marketing in your company, consider a sales enablement manager. Not all companies have them, but those that do can make more effective sales. This guide will cover what a sales enablement manager is and does.

Management 52

Management Sales Training Sales Marketing 52

The Center for Sales Strategy

NOVEMBER 25, 2019

In the recent Media Sales Report , we learned 93% of sales managers agree that salespeople should be averaging 4+ calls per week. However, 40% of sales managers believe that their salespeople are missing the mark at only 2 to 3 calls per week. It might surprise you!

Media 75

Media Sales Sales Management Management 75

The Center for Sales Strategy

MARCH 30, 2020

Even though using social media to sell has been widely adopted in many industries, the 2019 Media Sales Report revealed that social selling is currently more hype than reality. Only 12% of sales managers surveyed saying their salespeople are using social media effectively to set appointments with prospects.

B2B 108

B2B Media Sales Sales Management 108

Showpad

NOVEMBER 1, 2019

Helen is a global tech Sales enablement leader with over 20 years of customer management and consulting experience. The post Sales Enablement News Roundup – November 1, 2019 appeared first on Showpad. We are thrilled to announce Helen Yu is joining the Showpad team as our first Chief Customer Officer.

Digital Transformation 40

Digital Transformation B2B Advertising Sales 40

Showpad

AUGUST 23, 2019

The post Weekly Sales Enablement News Roundup – August 23, 2019 appeared first on Showpad. Unfortunately, many organizations are still using outdated methods. Learn how you can implement a more effective training program in this article. .

Sales 49

Sales Sales Training Organization Marketing 49

Showpad

DECEMBER 27, 2019

The post Sales Enablement News Roundup – December 27, 2019 appeared first on Showpad. Be more authentic to develop and maintain lasting relationships with customers and buyers. We’ll be back in 2020 for our next update!

B2B 40

B2B Sales Profitability Marketing 40

The Center for Sales Strategy

JUNE 4, 2020

Top-performing sales managers are on top because they are continually finding ways to encourage their team to be more productive. In fact, In fact, the 2019 Media Sales Report found that 95% of salespeople said that learning and development are important to them. Constructive feedback is vital to ongoing development.

Construction 83

Construction Sales Media Sales Management 83

Showpad

NOVEMBER 29, 2019

The post Sales Enablement News Roundup – November 29, 2019 appeared first on Showpad. Put the tools at your disposal to work to transform your strategy into precision-level marketing. MarTech Series shows you how.

Sales 40

Sales B2B Decision-making Marketing 40

Showpad

NOVEMBER 15, 2019

A Sales kick-off (SKO) is a great tool for getting reps enthusiastic and empowered for the year ahead. The post Sales Enablement News Roundup – November 15, 2019 appeared first on Showpad. Check out our eBook for SKO learning that will catalyze success for 2020 and beyond.

Digital Transformation 40

Digital Transformation Sales Digitalization B2B 40