The Center for Sales Strategy

APRIL 23, 2021

- MOTIVATION -. "Leadership is doing what is right when no one is watching.”. -George Van Valkenburg. - AROUND THE WEB -. > How to Reinvent the Office Watercooler in a Hybrid Workplace – Medium. It turns out that there’s more to miss abou t going into the office than some of us may have thought. Research indicates that when we transition to hybrid work, what we miss most is the relationship-building that happens spontaneously in our workplaces — “watercooler moments.”.

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Leadership Sales Organization 141

Customer Think

APRIL 23, 2021

A new product, process, service or experience improvement should always start and finish with the intended end user or customer in mind, shouldn’t it? Why is it that we still see market launches that are developed by extremely clever people in product planning, product management, engineering, UX, or even design, that don’t stand the test […].

Marketing 131

Marketing Management Customer Experience Innovation 131

Nimble Business Success

APRIL 23, 2021

Today is the day to find the time to read your favorite book or to start the book you’ve wanted to read. It’s important to recognize how books have influenced our entire lives. They’ve inspired us and shaped who we are today, which is why World Book Day is more than a well-deserved holiday. It’s […]. The post 14 New Business Books to Add to Your Reading List appeared first on Nimble Blog.

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Customer Think

APRIL 23, 2021

I originally wrote today’s post for GetFeedback. It appeared on their site on February 26, 2020. One of the biggest mistakes companies can – and do – make with customer feedback is to do nothing at all with it. Remember the old Gartner statistic: 95.

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2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.

Thoughtful Leader

APRIL 23, 2021

Can't seem to hold people accountable? You may be neglecting one of the four pillars - clear expectations, reinforcement, consistency and alignment. The post Can’t Hold People Accountable? Here’s Why appeared first on Thoughtful Leader.

Management 105

Management 105

Customer Think

APRIL 23, 2021

It’s no secret that the past year has caused seismic shifts in how we approach nearly all facets of life — including how we shop. Whether it involves a simple grocery trip or the average shopping errand, our tendencies as consumers are more volatile than ever. This fragility has forced brands to ask themselves, “Do […].

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Zendesk

APRIL 23, 2021

On your journey to sales greatness, a little inspiration is necessary at times. Whether you’re struggling to meet your targets, feeling bummed after a harsh rejection, or finding it difficult to focus, a few encouraging quotes can help you power through those challenging days. So, we’ve compiled our favorite sales quotes from the likes of Zig Ziglar, Jeffrey Gitomer, Richard Branson, Jill Konrath, and more—all categorized by common obstacles salespeople face: Productivity quotes for knocking out

Sales 98

Sales Meetings Decision-making Construction 98

Customer Think

APRIL 23, 2021

Value Washing Try googling Value Washing. You get washing machines. Which is not what we mean by Value washing a term first used by co-author Prof. Philip Sugai of Doshisha University in Japan in his 2019 arti.

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Engage Selling

APRIL 23, 2021

This week, I want to examine the power of video meetings. Now, I’m not saying that you’re going to replace all of your in-person meetings, but a fraction of them need to be on video because of two important statistics … Read More » The post 2 Reasons Why Video Conferencing Is Here to Stay | Sales Strategies first appeared on The Sales Leader.

Meetings 78

Meetings Sales 78

Customer Think

APRIL 23, 2021

The SaaS world has “discovered” a something new to drive revenue growth. They’ve labeled this innovative approach, “product led growth.” This has led to gems of “wisdom,” “PLG is an end user focused growth model that relies on the product itself as the primary driver of customer acquisition… PLG companies are able to grow faster [.].

Acquisition 86

Acquisition Innovation Sales 86

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

B2B

Xant

APRIL 23, 2021

Sales organizations are struggling to align their objectives and quotas with their strategy. While organizations continue to grow, sales attainment is slipping. According to Forrester’s research , “From 2011 to 2019, the average revenue for the companies in the S&P 500 has grown over 24%, but average sales quota attainment has dropped from 63% to 43% by some estimates.

Prioritization 81

Prioritization Sales Digitalization Organization 81

Customer Think

APRIL 23, 2021

Without doubt, every business needs a go-to-market (GTM) strategy. Prepared with rigour and attention to detail, it will act as your blueprint for doing business, providing both the foundation and direction for all key business imperatives, from revenue and sales to marketing and partners, focusing on individual teams and cross-functional departments.

Marketing 72

Marketing Sales Digitalization 72

Sales Gravy

APRIL 23, 2021

On this Sales Gravy Podcast episode Jeb Blount (Sales EQ) and Diane Helbig (Succeed Without Selling) discuss why sales is a process. You will learn about pre-call planning, the science of selling and why winging it on sales calls is wickedly stupid. Listen to Part One - Selling Without Selling Listen to Part Two - Intentional Empathy On this Sales Gravy Podcast episode Jeb Blount (Sales EQ) and Diane Helbig (Succeed Without Selling) discuss why sales is a process.

Sales 63

Sales 63

Xant

APRIL 23, 2021

Sales organizations are struggling to align their objectives and quotas with their strategy. While organizations continue to grow, sales attainment is slipping. According to Forrester’s research , “From 2011 to 2019, the average revenue for the companies in the S&P 500 has grown over 24%, but average sales quota attainment has dropped from 63% to 43% by some estimates.

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Prioritization Sales Digitalization Organization 52

Advertisement

How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

Meetings

Insightly

APRIL 23, 2021

Project management is often the invisible hand guiding an organization forward. It exists on all levels, from your daily to-do list to your overarching business plan. Here, we discuss the basics of project planning and management, and how to implement these processes. . What is project management & why is it important. According to the Project Management Institute , project management is the application of knowledge, skills, tools, and techniques to project activities to meet the requirement

Management 52

Management Stakeholders Remote Working Prioritization 52

Showpad

APRIL 23, 2021

It can be easy to get lost in the world of sales terminology. As with any field, when you’re first introduced to the lingo, it can feel like learning a new language. Understanding the key differences between similar terms can be a challenge in its own right. That’s where sales readiness and sales enablement come in. At first, “readiness” and “enablement” seem like they’re nearly synonyms, and adding the word “sales” in front of both may make it seem like the two phrases are entirely interchangea

Artificial Intelligence 52

Artificial Intelligence Sales Digitalization Decision-making 52

ClearPoint Strategy

APRIL 23, 2021

To start, let’s clarify what a dashboard is, and what it isn’t. A citizen-facing, government dashboard is a way to showcase performance and tell a story about your data, but is not a data dump. Dashboards should summarize the most important measures and goals for your organization, providing context and analysis, without overwhelming the reader with information.

Government 52

Government Publishing Advertising Stakeholders 52

SmartKarrot

APRIL 23, 2021

Role: Director of Customer Success Location: Remote, New York, NY, US Organization: Seated As a Director of Customer Success, you will lead a world-class Restaurant Success team, encouraging continuous learning and improvement. Define and optimize the restaurant lifecycle. Map full restaurant journey including all touchpoints that clearly communicate the value and build trust with the partners.

Customer Success 10

Customer Success Account Planning Stakeholders Innovation 10

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Marketing

Hubspot Sales

APRIL 23, 2021

Time is an entrepreneur's most precious resource. One of my previous clients, a serial entrepreneur, joked that his first hire was an accountant. He excelled at talking with clients and needed help crunching numbers. Trying to do it all as a business owner will quickly lead to burnout. That's why the entrepreneur resources and tools below are essential to running a company and keeping your sanity.

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Small Business Finance Banking eCommerce 92

SmartKarrot

APRIL 23, 2021

What keeps a business going? Its revenue, of course. Growth is the number one requirement for most companies in the changing economic landscape. And to drive revenue of scale, companies need to hire a Chief Revenue Officer (CRO). While sales executives always have a seat at the C-Suite, it is required the Customer Success and Revenue executives also have a seat.

Customer Success 10

Customer Success Decision-making Account Management Customer Experience 10

Zendesk

APRIL 23, 2021

For busy customer service teams, every minute counts. So being able to save over 240 hours a month would count for a lot. And that’s exactly how much time customer service teams handling 20,000 support requests a month can save by using chatbots, according to Zendesk’s user data. Yet fewer than 30 percent of companies have self-service, live chat, social messaging, in-app messaging, bots, or peer-to-peer communities as part of their support, according to the Zendesk Customer Experience Trends Re

eCommerce 40

eCommerce Customer Experience Retail Communication 40

Tidio

APRIL 23, 2021

Bad rap ain’t that bad—. Said no business owner ever. The question is: Do you know what your customers are saying about you? Are they actually happy with what you offer? That’s what a customer satisfaction survey will help you understand. In this article: Why you should care about customer satisfaction metrics. How to set up and run a customer satisfaction survey step by step. 80+ sample CSAT survey questions to get you started in no time.

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Media eCommerce Customer Experience Decision-making 52

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

Sales