The Center for Sales Strategy

JANUARY 21, 2021

Until recently, leadership has always been about position and power rather than empowerment. A simple secret to leadership that no one ever talks about is that if you genuinely care about your people, everything else will take care of itself. It doesn’t mean you’re not focused on results, sales, and company growth.

Leadership 136

Leadership Prioritization Communication Sales 136

The Center for Sales Strategy

OCTOBER 26, 2020

workers, one skill clearly surpassed the rest — communication skills. Adapting your communication style based on individual and situational needs is critical to improving sales performance. Communication is key, and below are four focus areas where every leader can start improving today.

Leadership 123

Leadership Communication Sales Management 123

MDI Training

JULY 20, 2023

If you meet such a communication partner in your professional life, your enthusiasm will be limited. But we say: You can also communicate effectively with Homer Simpson. Homer Simpson is the epitome of the dominant communication type. But you can communicate effectively with him, too. show self-confidence 4.

Communication 40

Communication Digital Transformation Leadership Digitalization 40

Red Star Kim

OCTOBER 25, 2023

CogniClick is a nifty system (backed by an expert team) to enable you to conduct fast, quick polls and pulse surveys amongst your clients and stakeholders and to also develop maturity assessments and similar thought leadership content. The system has the potential to revolutionise and reduce the cost of thought leadership research projects.

Banking 130

Banking Artificial Intelligence Cybersecurity Key Account Management 130

SBI Growth

NOVEMBER 21, 2019

Every year, thousands of companies spend millions of dollars on sales kickoff (SKO) events. What is the best strategy for communication across the executive team so you can drive the most value out of. You are likely one of them.

Communication 87

Communication Leadership Sales Meetings 87

Miller Heiman Group

JUNE 25, 2020

Even before the rise of COVID-19, sales managers had what’s known as the “hardest job in sales.” As the rest of their organization pivots to manage the challenges of the coronavirus and establish strategies for rebounding from the crisis, sales managers also must shift.

Leadership 90

Leadership Sales Management Sales Leadership Management 90

MDI Training

AUGUST 17, 2023

Promoting Cohesion and Retaining Talent: Leadership in Focus In a changing world of work, where motivation and employee retention are crucial, leaders are increasingly in the spotlight. Current statistics send alarming signals: 60% of leaders receive no leadership development at all. Leadership! What is the reason for this?

Leadership 52

Leadership Digital Transformation Digitalization Artificial Intelligence 52

Brooks Group

JANUARY 5, 2021

As a sales leader, it’s never been more critical to be on the ball. Though a vaccine for COVID-19 is slowly being administered, you cannot wait to inoculate your sales team against the lingering effects that the pandemic had on your sales methodology. Make the quota discussion a collaborative effort.

Sales Leadership 76

Sales Leadership Leadership Sales Virtual Selling 76

MDI Training

NOVEMBER 14, 2023

Exploring the Influence of AI on Leadership Roles: Learn more about the ongoing ChatGPT experiment by MDI CEO Gunther Fürstberger In a ChatGPT experiment, our CEO Gunther Fürstberger tried to test the boundaries between artificial intelligence and humans. He asked himself and ChatGPT the same questions to determine the differences.

Leadership 52

Leadership Artificial Intelligence Digital Transformation Co-Creation 52

Revenue Storm

MARCH 15, 2022

Many Sales Leaders have directly experienced the impact with anecdotes ranging from, “I have turned over 70% of my team” to “It is almost impossible to recruit acceptable candidates to help us grow.”. Many Sales Leaders are still adapting to the remote or hybrid working environment, which has helped fuel the talent frenzy.

Leadership 78

Leadership Prioritization Communication Organization 78

MDI Training

MAY 30, 2023

Inner Development Goals for a better leadership world Many companies invest in training and programs to prepare their leaders for the challenges of business. But in addition to traditional goals such as increasing sales and optimizing efficiency, Inner Development Goals (IDGs) are also gaining importance.

Leadership 52

Leadership Digital Transformation Emotional Intelligence Co-Creation 52

Sales Readiness Group

MARCH 2, 2022

One key takeaway from the pandemic is the heightened importance of how sales managers communicate with their teams. This was especially true with sales professionals who realized that they had many more employment options given the robust labor market (i.e., power had shifted from the company to the individual).

Communication 62

Communication Management Sales Sales Management 62

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. This is a definite growth killer.

Sales 188

Sales Prioritization Innovation Leadership 188

Hubspot Sales

JULY 13, 2023

AI is increasingly becoming a natural addition to daily workflows across sales and revenue departments. 79% of sales professionals who use AI say AI tools are an important addition to their overall sales strategy, according to our State of AI survey. But what brings about these AI concerns in sales?

Leadership 79

Leadership Sales Cybersecurity Government 79

MTD Sales Training

NOVEMBER 9, 2017

Last week, the CMI and Glassdoor published their research findings on management trends in their paper ‘Leadership and Culture at Work.’. Some of the companies actually checked in daily with their sales teams to promote growth on a personal and business level. MTD Sales Training. Happy Selling! Sean McPheat. Managing Director.

Leadership 107

Leadership Sales Management Management Sales 107

ProlifIQ

NOVEMBER 9, 2022

The same can be said about sales leaders , where you don’t typically have quotas but specific KPIs that must be hit to also be rewarded a commission or bonus. This should include a customer relationship management (CRM) system, an account planning tool , sales engagement software, or a marketing automation tool.

Leadership 52

Leadership Account Planning Sales Leadership Stakeholders 52

Zendesk

SEPTEMBER 24, 2021

In many ways, the pandemic has forced sales teams to become more efficient. However, remote sales teams have a bigger hurdle when it comes to forging genuine human connections—and not just between sales representatives and customers, but also between one another. How to build a remote sales team. But that’s not culture.

Leadership 52

Leadership Management Sales CRM 52

Sales Gravy

OCTOBER 25, 2023

The Best Sales Leaders Share These 4 Traits On this episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams talks with Learnit CEO Damon Lembi about maintaining authenticity and integrity as a sales leader. This concept also applies to sales.

e-Learning 95

e-Learning Leadership Sales Innovation 95

Mike Kunkle

OCTOBER 2, 2022

We’re all in sales, right? I think the answer depends on what you mean by that (intent) and how you define “sales.” I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. “The 1980s called, and they want their sales approach back.”

Co-Creation 248

Co-Creation Negotiation Sales B2B 248

Sales Gravy

NOVEMBER 27, 2023

On this episode of the Sales Gravy Podcast, I sit down with Mike Weinberg for Part One of our conversation on the state of the Sales Profession, sales leadership, and getting started as a new sales manager. This shift requires not only a change in skills but also a fundamental shift in mindset.

Sales Management 82

Sales Management Management Sales Leadership Leadership 82

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.

Emotional Intelligence 130

Emotional Intelligence Leadership Decision-making Publishing 130

Brooks Group

OCTOBER 13, 2023

Sales training is essential to your company’s success. It’s a powerful tool for developing the full potential of every sales professional on your team. The Brooks Group’s training programs are led by expert sales trainers (aka facilitators) with real sales experience.

Facilitation 93

Facilitation Sales Training Sales Decision-making 93

Cosawi

DECEMBER 28, 2021

A colleague from the SAMA Board of Directors, Noel Capon, recently wrote an article in Harvard Business Review, “When CEOs Make Sales Calls,”¹ in which he describes the impact of top management’s involvement in the customer relationship. To lead effectively, they must embrace change through agile leadership. Dominique Co?te?

Leadership 52

Leadership Co-Creation Account Management Decision-making 52

Cosawi

SEPTEMBER 30, 2020

Transformation through Leadership. We need to be agile to transform our companies, which starts with agile leadership. It is time to become more human than ever: How we express leadership, listen to our employees & customers, and how we do business need to be anchored in humanity & care. Agile Leadership.

Leadership 52

Leadership Innovation Global Accounts Publishing 52

Sales Gravy

JULY 21, 2023

Great Sales Messaging Isn't Rocket Science On this episode of the Sales Gravy Podcast, Jim Karrh, Ph.D. You’ll learn how to translate marketing messages into effective sales conversations, whether in person, virtually, or over the phone. teaches coursework around innovative marketing and sales messaging.

Prioritization 84

Prioritization Sales Sales Training B2B 84

Sales Gravy

AUGUST 11, 2023

Building and Leading a Successful Sales Team On this episode of the podcast, Allison Walsh, Vice President of Business Development and Branding for Advanced Recovery Systems, a national behavioral healthcare company, discusses her experience in building and leading a successful sales team.

Virtual Selling 72

Virtual Selling Leadership Healthcare Communication 72

Hubspot Sales

OCTOBER 18, 2022

Any company's sales leadership needs to keep a pulse on how its salespeople are performing, both individually and on a broader organizational level — getting there often starts by understanding the degree of effort reps are putting in. That's where performance indicators known as sales productivity metrics come in. Calls Made.

Management 116

Management CRM Leadership Sales 116

Red Star Kim

JANUARY 3, 2023

Change management 20 insights on change management processes and communication (kimtasso.com). Sales and selling skills Sales processes and selling skills for targeting and meetings (kimtasso.com). Coaching Book review: Coaching skills: A handbook by Jenny Rogers (kimtasso.com). kimtasso.com).

Leadership 130

Leadership Publishing Management Communication 130

Red Star Kim

DECEMBER 18, 2023

From the animated discussions I selected a few topics of focus – Be more strategic: Top-down or bottom-up, marketing and sales integration and property marketing. But in essence it is about whether strategy is developed by a centralised leadership team or by those running the business units or divisions.

Marketing 130

Marketing Strategic Thinking Artificial Intelligence Stakeholders 130

Sandler Training

JUNE 17, 2020

Communication is a key component for any successful sales team. And when sales teams work remotely, the need for excellent communication increases even more. The post The A to Z of the Best 2020 Remote Work Sales Communication Tools appeared first on Sandler Training.

Remote Working 64

Remote Working Communication Sales Leadership 64

Hubspot Sales

AUGUST 10, 2020

What does it really take to be successful in sales? Though one’s idea of success can vary from person to person, there are some core proficiencies top reps and sales organizations have in common. Core Competencies in Sales. At a high level, there are core skills that are a must for a career in sales. Communication Skills.

Sales 142

Sales Negotiation Communication Leadership 142

CMOE

DECEMBER 19, 2019

Building and sustaining a viable business of any kind is no small task and while all these factors are important, we can’t emphasize enough the power and influence the leadership team has on the success or failure of a business. How to Build Enterprise Leadership Teams. These leadership alignment meetings occur at regular intervals.

Leadership 59

Leadership Value Proposition Suppliers Facilitation 59

Hubspot Sales

MARCH 1, 2018

TED Talks on Communication. Effective communication helps you forge strong connections, collaborate with internal and external stakeholders, close deals, and convince people to share your views. It's critical to your success, whether you're a sales leader, manager, or front-line rep. So what makes you an effective communicator?

Communication 111

Communication Decision-making Cybersecurity Meetings 111

Account Manager Tips

AUGUST 4, 2022

The Transparent Sales Leader: How The Power of Sincerity, Science & Structure Can Transform Your Sales Team’s Results Why this book? Sales training and enablement is focused on the sales team, not the leaders. It’s the age-old issue facing sales organizations. Sales leadership doesn’t have to be that hard.

B2B 243

B2B Key Account Management Sales Leadership Leadership 243

Red Star Kim

NOVEMBER 1, 2023

At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Sales Outcomes

SEPTEMBER 18, 2023

Sales teams often struggle to change because change is hard. Sales transformation is about change. For salespeople to change, sales leaders must change. For sales leaders to change, the leadership team must commit to providing change management and enablement support to front-line sales leaders who will drive the change.

Organization 52

Organization Leadership Prioritization Sales 52

Red Star Kim

OCTOBER 16, 2023

Referrer Management – Capacity and Capability Capacity – Rational elements of referrer management Throughout the workshop we considered how leadership and organisation (rational activity) supports effective referrer management. Some looked to LinkedIn’s Sales Navigator to drive data and process.

Management 130

Management Emotional Intelligence Onboarding Communication 130