The Center for Sales Strategy

JULY 25, 2019

Editor's Note: This post was originally published on the LeadG2 blog. Most managers and sellers have experienced this: A seller is moving a new business prospect through the sales process. Sellers might not have easy or timely access to their managers—this delays the sales process and allows the sale to get further off track.

Publishing 79

Publishing Sales Management 79

SBI

APRIL 2, 2019

Kiite Extends AI Platform for Sales with Playbooks. Kiite , a leading provider of AI solutions for sales, today has announced the general availability of its open beta of Kiite Playbooks, a web-based extension of its chat-based AI. . The sales process is no longer a linear series of events driven by a salesperson.

Sales 35

Sales Account Planning Facilitation Digitalization 35

SBI

SEPTEMBER 27, 2019

Membrain Announces New Prospecting Engagement Playbooks Optimized for B2B Sales Teams. Membrain has released its new Prospect Engagement Playbooks today, making it easier than ever for b2b sales teams to contact, qualify, and nurture sales leads in an effective, human-centered manner.

B2B 32

B2B Account Planning Sales CRM 32

Nutshell

MARCH 31, 2023

As a sales manager, you want to stay up to date with the latest sales trends, keep up with your sales skills and knowledge, and continually build your management and leadership expertise. There are lots of resources out there that can help you do this, from blogs to books to podcasts to newsletters.

Sales Management 62

Sales Management Management Sales Leadership Leadership 62

The Center for Sales Strategy

MAY 17, 2018

Is your sales team running the same plays as it did ten years ago? Well if it is, then there is a good chance you need to update your sales playbook. We have written numerous blogs posts on how sales has changed, and while that is an important topic, it's not the topic today. Even five years ago?

CRM 78

CRM Sales 78

Mike Kunkle

FEBRUARY 5, 2023

“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” increase in revenue plan attainment 17.1%

B2B 198

B2B Sales Decision-making Negotiation 198

SBI Growth

OCTOBER 15, 2020

You are to the point where you have built the ideal go-to-market strategy, completed a thorough buyer segmentation, and you even pulled together a Rockstar sales playbook. You have clearly defined buyer personas and even a well-defined buyer’s journey.

Marketing 78

Marketing Sales B2B Communication 78

PandaDoc

AUGUST 16, 2022

In a competitive industry like sales, it’s important to continuously invest in your education and stay up to date on the latest trends taking sales by storm. We put together this list to help you discover some of the brightest, innovative minds shaping the future of sales. LinkedIn isn’t just for social selling. Jed Mahrle.

Sales 52

Sales B2C Sales Leadership Leadership 52

PandaDoc

APRIL 24, 2023

You’re probably here because you want to build a successful sales enablement strategy for your business. Read on to discover how to create effective sales strategies through the power of enablement and turn your team into an all-star performance machine. What is a sales enablement strategy? You’ve come to the right place!

Sales 52

Sales e-Learning Onboarding Software 52

Hubspot Sales

NOVEMBER 14, 2023

Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) Here, I spoke to sales leaders at Bardeen.ai , Aircall , and HubSpot to get their top predictions for the future of sales. Sales professionals need to become influencers — kind of. Let's dive in.

Energy and Utilities 91

Energy and Utilities Media Sales Publishing 91

SalesGlobe

SEPTEMBER 12, 2023

However, many sales and operations teams have lost the purpose and impact of account planning and have fallen into a rote process of filling out forms and creating slides, becoming jaded by the perfunctory procedures of the past. How Can You Have an Effective Sales Discovery Conversation? What’s Aspirational Account Planning?

Account Planning 52

Account Planning Procurement Decision-making Manufacturing 52

Hubspot Sales

OCTOBER 2, 2017

Though many salespeople despise prospecting, it’s an important part of sales. Unfortunately, the majority of reps use ineffective and outdated sales prospecting techniques, instead of the effective practices that could actually lead to a higher volume of better qualified leads (and make them more partial to prospecting).

Sales 145

Sales Sales Environment Media 145

Hubspot Sales

SEPTEMBER 16, 2020

To ensure you’re using the combination of organic content and Facebook ads effectively, I recommend creating a sales funnel specifically for Facebook. But before we get into how you can develop it, let’s first understand what a Facebook sales funnel is. The next stage of the Facebook sales funnel is the middle of the funnel (MoFu).

Sales 142

Sales Media Advertising Organization 142

Sandler Training

FEBRUARY 5, 2020

Each sales team is unique. Here are three proven strategies to consider from the Sandler leadership playbook. It’s the start of a new year, with new goals, new challenges, and new opportunities. The post Three Strategies that Will Improve Your Team’s Closing Numbers in 2020 appeared first on Sandler Training.

Leadership 87

Leadership Sales Sales Leadership Sales Management 87

PandaDoc

JULY 1, 2020

Creating new sales opportunities and achieving stable growth is the goal of every company. Prospecting is the process of searching for potential buyers (the prospects) that are good fits for your service or product and then communicating with them in a way that moves them to the next stage of a sales pipeline. Be relentless.

Media 98

Media B2B Decision-making Software 98

Arpedio

JUNE 2, 2023

How to Ignite Success With Account Plans ← Back to blog Say hello to Account Plans, the secret sauce that transforms ordinary sales strategies into extraordinary journeys of client engagement and revenue growth. In this blog post, we’re diving headfirst into the captivating world of Account Plans. Let's talk!

Account Planning 52

Account Planning Account Management Client Relationships Stakeholders 52

Hubspot Sales

FEBRUARY 12, 2018

One of the bits of advice we hear most from sales pros and entrepreneurs on the Sales Blog is, “ You’ve got to be reading.” Yep, according to the experts, reading the latest industry blogs, articles, and books is key to finding success in your job and your career. Technically Wrong. The New Rules of Work.

Decision-making 122

Decision-making Innovation Investors Marketing 122

Nutshell

JUNE 6, 2019

If they have news articles, blog posts, or relevant info published anywhere, this is the quickest way to find them. If they’ve already been in your company’s sales pipeline, your outreach should change drastically. The Sell to Win Playbook collects 55 of the best expert sales tips we’ve ever published. GET THE PLAYBOOK.

Investors 95

Investors Internet CRM Software 95

Showpad

APRIL 25, 2022

There are so many content formats out there for B2B go-to-market teams: email, ebooks, videos, blog posts, podcasts, infographics …. This is content that buyers read ‘off-stage,’ out of the view of your enablement platform (and your sales and marketing teams). Interactive sales presenters. Or a video that lives on YouTube.

B2B 52

B2B Stakeholders Procurement Digitalization 52

Hubspot Sales

FEBRUARY 14, 2018

When leading a young sales team or startup, it’s easy to focus on two things: product-market fit and scaling the business. So, before building a sales army, he recommends ensuring your sales strategy and market fit is repeatable, profitable, and scalable. Once you’ve identified your ideal customer, build your sales funnel.

Investors 97

Investors Profitability Customer Success Marketing 97

Arpedio

OCTOBER 25, 2022

Sales Optimization in Private Equity Funded Companies. ? Back to blog. Do you know what happens to a sales organization when it becomes private equity funded? Or what it takes to optimize the sales organization to create satisfactory results for the new investors?

Sales 52

Sales Prioritization B2B Account Management 52

Arpedio

OCTOBER 25, 2022

Sales Optimization in Private Equity Funded Companies. ? Back to blog. Do you know what happens to a sales organization when it becomes private equity funded? Or what it takes to optimize the sales organization to create satisfactory results for the new investors?

Sales 52

Sales Prioritization Account Management CRM 52

SmartKarrot

OCTOBER 25, 2023

Enter the power of playbooks. Their role transcends mere sales or customer service; they are responsible for understanding client needs, anticipating challenges, and ensuring that the partnership remains mutually beneficial. Refer the blog for more insights into Account Management.

Key Account Management 10

Key Account Management Account Management Management Client Relationships 10

Mike Kunkle

JULY 2, 2022

Senior sales leaders and C-suite execs, this one’s for you. In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. Way back in 2003, I worked in a department called Performance Development and led the Sales Performance Development team.

Sales 130

Sales Sales Training Leadership Decision-making 130

Brooks Group

FEBRUARY 17, 2021

This is particularly true for sales organizations, which McKinsey pronounced “one of the hardest parts of a merger to execute.”. But, to get there, the company will need to choose a singular playbook and philosophy if they are to conquer the marketplace with unity. 20/20 Vision. Assess for Success. Will I get my orders on time?

Stakeholders 52

Stakeholders Sales Sales Training Leadership 52

Brooks Group

MARCH 27, 2023

The dreaded sales slump. The stats aren’t particularly encouraging either, with nearly 55% of all sales reps reporting they don’t feel they have the skills to succeed. The stats aren’t particularly encouraging either, with nearly 55% of all sales reps reporting they don’t feel they have the skills to succeed.

Sales Training 52

Sales Training Sales Brainstorming Prioritization 52

Nutshell

DECEMBER 21, 2018

Well here’s the catch—your new role is “sales development representative,” and you’re in for a wild ride. But working in sales development doesn’t have to be scary. There are plenty of strategies and tricks that you can learn quickly so you can become an amazing sales development rep without having to work yourself into the ground.

Sales 87

Sales Brainstorming Publishing Meetings 87

Openview

APRIL 11, 2018

Editor’s Note: This article first appeared on the Intercom blog here. But even if you have a great product, there will come a point where you simply need to build out a sales function. This can be a terrifying thought to anyone whose image of sales resembles Silicon Valley stereotypes. Founders make natural salespeople.

Negotiation 82

Negotiation Sales Decision-making Acquisition 82

Nutshell

OCTOBER 21, 2019

The ability to see things from your customer’s perspective is a huge advantage in B2B sales and marketing. That’s why I see empathy as a superpower in marketing and sales. BRIAN CARROLL: Right now, we’re entering the fourth quarter and there’s always this bit of anxiety being a marketer or being in sales.

Marketing 90

Marketing Sales B2B Decision-making 90

Hubspot Sales

FEBRUARY 21, 2018

Best Sales Blogs: Sales Hacker. Jill Konrath's Fresh Sales Strategies. HubSpot Sales Blog. Sales Solutions Blog. The Filling the Funnel Blog. Sales Gravy. Sandler Training Blog. Marc Wayshak's Sales Blog. Art Sobczak's Smart Calling Blog. Sales Source.

Sales 144

Sales Sales Management B2B Leadership 144

Apptivo

APRIL 27, 2023

Some noteworthy aspects include: Contact management Sales Management Marketing Automation Analytics and Reporting Customization and flexibility Mobile Access Integration with other systems Scalability User Friendliness Contact management Contact management is similar to a well-coached sports team.

CRM 52

CRM Software Software Decision-making 52

Hubspot Sales

MARCH 21, 2019

Have you been in an interview and asked your prospective employer which sales metrics they value most? What if I asked you if you’d ever questioned your interviewer about their sales velocity? So, what is sales velocity? Sales Velocity. Creating Sales Velocity. The four factors of sales velocity.

Sales 105

Sales Negotiation CRM Organization 105

ProlifIQ

FEBRUARY 13, 2023

Defining a Sales Handoff The business model for many B2B Saas companies involves customer growth. Therefore, as a customer success manager, it is essential to train for successful customer onboardings and to work closely with the sales and customer support teams to ensure that customers have a positive experience from start to finish.

Account Planning 52

Account Planning Onboarding Sales Customer Success 52

Arpedio

NOVEMBER 6, 2023

Sales automation software: The ultimate guide Explore the ARPEDIO platform ← Back to blog In today’s fast-paced business landscape, sales teams face numerous challenges in managing accounts, seizing opportunities, and nurturing relationships with stakeholders. Sales, a pivotal function in any organization, is no exception.

Software 52

Software Software Sales Artificial Intelligence 52

Insightly

JANUARY 4, 2024

In B2B sales, the role of a sales leader is both exhilarating and challenging. Ask yourself the question “Does your sales leader love your CRM?” The webinar, entitled “7 Ways a CRM helps your sales leader stay sane” was a lively conversation among these exceptional professionals. Here are the 7 ways with detail on each.

CRM 52

CRM Sales Decision-making Customer Experience 52

Arpedio

NOVEMBER 23, 2021

Back to blog. Another Linkedin Live, another blog post! This time around, we invited Don Lazzari, President at Delivering Value LLC, and Anders Gyldenløve Pedersen, VP of Sales at ARPEDIO – two absolute sales gurus – to talk about their shared passion for effective account reviews. November 23, 2021. Don Lazzari.

Account Management 52

Account Management B2B CRM Prioritization 52

Arpedio

NOVEMBER 23, 2021

Back to blog. Another Linkedin Live, another blog post! This time around, we invited Don Lazzari, President at Delivering Value LLC, and Anders Gyldenløve Pedersen, VP of Sales at Arpedio – two absolute sales gurus – to talk about their shared passion for effective account reviews. November 23, 2021. Don Lazzari.

Account Management 52

Account Management B2B CRM Prioritization 52