The Center for Sales Strategy

SEPTEMBER 16, 2021

Bernie Weiss, President at iHeartMedia New York and Author of Ace It! What do selling and tennis have in common? How Sales Champions Win New Business answers that question, plus offers some sales performance tips. Tune in now or keep reading for a brief overview.

Sales Leadership 97

Sales Leadership Leadership Sales 97

Customer Think

JULY 19, 2023

The modern digital world demands we undergo a series of authentication and authorization practicrs whenever we access our applications, accounts, or resources online. Undoubtedly, authentication and authorization are the critical components of any software-as-a-service (SaaS) […]

Digitalization 40

Digitalization Software Software 40

Strategic Communications

JUNE 20, 2023

However, with the right strategies and a touch of creativity, thought leaders, business consultants, and authors can rise above the noise and make a lasting impact. For instance, if you’re an author writing about the future of technology, conduct your own surveys or interviews with industry experts and offer these findings to the media.

Media 52

Media Digitalization Strategic Thinking B2B 52

Strategic Planning and Management Insights

DECEMBER 1, 2021

Ellen Snee, EdD, is an Executive Coach to high potential & senior level women, a speaker, consultant, and the author of Lead: How Women in Charge Claim Their Authority. But before that, Ellen was a Catholic nun for 18 years.

Software 52

Software Software Leadership 52

Jeffrey Gitomer

JUNE 6, 2013

I just read this quote: “The key to successful leadership today is influence, not authority.” The post Can leaders influence without authority? ” WHAT? Eh, not quite. It’s sounds good when you first hear it, but it’s not only completely without merit, it’s also downright dangerous. ” It bugs [.]

Leadership 84

Leadership Sales Leadership Sales 84

Leaders Direct

MARCH 19, 2016

How can you be said to LEAD people when you have the authority to tell them what to do? Why is leadership portrayed in terms of how managers manage people? Business leadership is often portrayed as a decision making exercise. The CEO decides what to do and that is called leadership.

Leadership 40

Leadership Decision-making Management 40

MTD Sales Training

MAY 10, 2013

Sales Tips buyer decissions non authority buyers sales techniques' I am sure you have come across this many of times, going through all the details with a potential buyer and finding out they need to get approval from someone else or a committee. We refer to these. [[ This is a content summary only.

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Sales 103

Jeffrey Gitomer

JULY 21, 2011

Can leaders influence without authority?…Hardly. Tweet Share I just read this quote: “The key to successful leadership today is influence, not authority.” If you think a leader can lead with no authority to lead, re-think that immediately. You need a fat set of keys that includes BOTH authority and influence.

Leadership 101

Leadership Media Sales Training Sales Leadership 101

Miller Heiman Group

FEBRUARY 25, 2019

We’re thrilled to announce this year’s guest keynote speaker, Robyn Benincasa , bestselling author, world champion adventurer and founder and CEO of World Class Teams.

Artificial Intelligence 59

Artificial Intelligence Facilitation Publishing Sales Technology 59

Account Management Skills

NOVEMBER 15, 2021

I chat to ‘Agencynomics’ co-author, Peter Hoole , about some common challenges faced by agency owners today, when it comes to business growth. Today’s episode will be particularly beneficial for you if you’re an agency owner looking to grow. He’s also acting CFO for a number of high growth agencies.

Finance 52

Finance Account Management Profitability Management 52

Sales Gravy

MAY 16, 2017

Sales Gravy recently had the opportunity to speak with Kevin Davis, author of the brand new book and online sales training program, The Sales Manager's Guide to Greatness. Kevin has 20+ years of experience as a consultant specializing in sales traini

Meetings 40

Meetings Sales Training Sales Sales Management 40

Jeffrey Gitomer

OCTOBER 1, 2013

We''ve Moved! Update your Reader Now. This feed has moved to: [link] Update your reader now with this changed subscription address to get your latest updates from us. Leadership'

Leadership 101

Leadership 101

Hubspot Sales

JANUARY 7, 2024

No matter how much you know, if you don’t speak like an authority figure, you’ll never be treated like one. It’s not easy to build authority, especially if your prospects can’t see you. Jargon Speaking like an authority figure doesn’t mean talking like a pretentious robot. Tell me about your business pain.”

Sales 122

Sales Decision-making Onboarding Communication 122

SBI Growth

MARCH 29, 2019

Our Workplaces Have Changed … And They Are Continuing to Change. The modern workforce consists of five generations of workers. The Millennial generation is better educated that those who are a part of Generation X. Millennial women are more than four times.

Leadership 76

Leadership Sales 76

FinListics Solutions

APRIL 24, 2024

Co-authored by industry veterans Dr. Stephen Timme and Sheevaun Thatcher, CPC, this eBook offers invaluable insights and practical advice for transforming your revenue operations into a customer-centric powerhouse. 7 Steps to Building a Customer-First Revenue Organization" is your comprehensive guide to this pivotal shift.

Organization 105

Organization Sales Training Sales 105

Mike Kunkle

MAY 30, 2023

It requires a wide range of knowledge, skills, capabilities, practices, and mindsets, as well as mental toughness, emotional maturity, and, often, the ability to influence without authority. It’s organizational behavioral change management, for sure, and requires both smart and hard work.

Decision-making 295

Decision-making Sales Training Sales Stakeholders 295

Sales Gravy

FEBRUARY 25, 2014

In the latest Sales Gravy Interview, Rose Dukes met with , one of the world's most leading sales authorities. Dave began his career 25 years ago and has accomplished quite a lot in that time. He has written 12 books, presented in 47 states and ten

Sales 40

Sales 40

Sales Gravy

APRIL 24, 2024

On this episode of the Sales Gravy Podcast, master sales trainer Gina Trimarco sits down with Neil Rogers, author of "Bar Tips" and a veteran in sales and marketing. On this episode of the Sales Gravy Podcast, master sales trainer Gina Trimarco sits down with Neil Rogers, author of "Bar Tips" and a veteran in sales and marketing.

Sales 83

Sales Marketing 83

Arpedio

APRIL 29, 2024

BANT stands for Budget, Authority, Need, and Timeline, and it provides a structured approach to qualifying leads and prioritizing prospects. Understanding the BANT Methodology In this section, we will delve into the details of the BANT methodology, exploring its four key components – Budget , Authority , Need , and Timeline.

Decision-making 52

Decision-making Prioritization Value Selling Value Proposition 52

Red Star Kim

JULY 25, 2023

The author was one of the first to use TikTok to share insights into therapy. The author says: “If we deal with emotions in a healthy way, we not only build resilience but we can thrive and, over time, find a sense of growth”. Emotions tell us what we need – the author suggests that when you feel something, give it a name.

Decision-making 246

Decision-making Emotional Intelligence Management Construction 246

Red Star Kim

DECEMBER 15, 2023

The author The author of “How to do the work” is a clinical psychologist who has become a holistic psychologist – looking at the complex interconnectedness of mind, body and soul. Mind-Body healing practices The author talks about shame. It’s a powerful tool to help improve self-awareness and emotional maturity.

Emotional Intelligence 130

Emotional Intelligence Meetings Communication Leadership 130

Sales Gravy

FEBRUARY 4, 2024

On this episode of the Sales Gravy podcast Jeb Blount and Carole Mahoney, author of the hit new book Buyer First, underscore the importance of putting buyers first and aligning with the buyer's journey.

Prioritization 81

Prioritization Innovation Sales 81

Red Star Kim

AUGUST 24, 2023

About the author Christopher Stoakes was originally a lawyer. So it makes him an ideal author on the business of professional services firms – whether for technical expert/fee-earners or marketing/business development professionals. Marketing The author clarifies the difference between business development, marketing and sales.

Finance 130

Finance Government Profitability Banking 130

Strategic Planning and Management Insights

MARCH 19, 2024

PepsiCo COO Grace Puma and former Nike President of Consumer Direct Christiana Smith Shi are the authors of the book, Career Forward: Strategies from Women Who’ve Made It. We talk about all these things and more with our high-caliber guests who promise to deliver nothing but goodness.

Prioritization 103

Prioritization 103

Customer Think

APRIL 30, 2024

For their example, the author used salespeople who were promoted to sales managers based on their sales performance, but not because they had any specific skills or capabilities to be effective sales managers. Brad Bolino provided a link to an Inc Magazine article about the Peter Principle. Their sales management performance was poor.

Sales 57

Sales Sales Management Management 57

FinListics Solutions

APRIL 16, 2024

This pivotal shift is the heart of the newly released eBook, "7 Steps to Building a Customer-First Revenue Organization," co-authored by Dr. Stephen Timme,and Sheevaun Thatcher, CPC.

Organization 81

Organization B2B Sales Training Sales 81

Hubspot Sales

MAY 2, 2024

It authorizes digital payments made by customers—ranging from credit cards, debit cards, electronic-transfer funds, digital wallets, and more. The payment processor receives transaction authorization from the payment gateway and then forwards the details along to the bank for approval.

Banking 75

Banking Small Business Digitalization B2B 75

Sales Gravy

FEBRUARY 3, 2014

Jeff Shore is a highly sought-after sales expert, speaker, author and executive coach. Rose Dukes, Marketing Manager for Sales Gravy, would like to introduce Jeff Shore, in this Featured Interview. For more than three decades, Jeff has worked with ex

Sales 40

Sales Marketing Management 40

Red Star Kim

MAY 2, 2023

The authors suggest that more is done to systematically assess (e.g. Intentional Leadership – The Big 8 Capabilities Setting Leaders Apart In this book (author Rose M. Diversity and inclusion (communicating for D&I) is covered well here Book review: Digital Body Language – How to build trust by Erica Dhawan (kimtasso.com) ).

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130

Sales Readiness Group

JULY 31, 2023

By understanding the procurement process, identifying the business need, knowing who has authority, and being tenacious in your follow-up, you'll be in a better position to close deals on time. As a sales professional, you know how important it is to work with Procurement to get a deal closed.

Procurement 118

Procurement Sales Negotiation 118

Brooks Group

MARCH 28, 2024

Senior leaders control budgets, set strategy, and have the authority to champion major initiatives across the organization. Vice presidents (VPs) or senior vice presidents (SVPs) may also be considered C-level decision makers depending on their level of authority and responsibility. Your prospect lacks budget authority.

Decision-making 70

Decision-making Logistics Supply Chain Suppliers 70

Red Star Kim

NOVEMBER 2, 2023

The authors identify five statistically determined profiles that professional services partners fall into, only one of which is correlated with positive performance. She told the authors that she spends half of every workday on business development. Rainmaking best practice in professional services firms (Selling behaviours).

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

The SAMA Podcast

OCTOBER 10, 2023

He’s an inspirational, thought-provoking speaker, an author, and a trusted advisor to CEOs and sales leaders alike. Adrian Davis — President & CEO of management consulting firm Whetstone Inc. contains multitudes. As a longtime friend of SAMA and frequent presenter at our conferences, Davis’s true gift is his passion for storytelling.

Sales Environment 104

Sales Environment Account Management Management Sales 104

Customer Think

APRIL 17, 2024

Last year, I spoke to Darren Rushworth, President of NICE International, about the UK’s Financial Conduct Authority (FCA) new Consumer Duty regulations and how they were designed to protect consumers, particularly vulnerable ones, and drive better outcomes across the financial services sector.

Financial Services 52

Financial Services 52

Customer Think

MARCH 22, 2023

Renowned architect, systems theorist, author, designer, inventor and futurist Buckminster Fuller said, “You never change things by fighting the existing reality. To change something, build a new model that makes the existing model obsolete.” So what happens to a business or brand that can’t react to a changing model or environment?

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125

Hubspot Sales

MARCH 18, 2024

Ultimately, time is a more scarce resource — once it's gone, it's gone — and therefore more meaningful to us,” Cassie Mogilner, one of the study’s authors, explains. The “time” sign attracted twice as many people as the “money” sign — these customers also spent twice as much.

Advertising 109

Advertising Sales Marketing 109

Hubspot Sales

OCTOBER 23, 2023

An incorrect answer that you give now will be far more damaging to your authority than having your prospect wait a few hours for the right one. Okay, that might be overkill — but explicitly asking a prospect about their decision-making authority is still really, really bad. Are you the decision-maker?”

Sales 110

Sales Value Proposition Decision-making Communication 110