The Center for Sales Strategy

NOVEMBER 2, 2022

Setting meaningful as well as realistic goals is a skill that all sales leaders know is crucial. When looking at sales goals, let’s clarify that they need to be both meaningful, with a focus on hard, not vanity, metrics. They also must be realistic to your industry, region, market, team, and organizational capacity. One of the best ways for sales leaders to set realistic goals is first to look back.

Sales 122

Sales Marketing 122

Red Star Kim

NOVEMBER 2, 2022

I facilitated an inhouse change management workshop for a law firm recently. We looked at change management through the lens of both individual and organisational change. And we used two of their planned change projects to consider the issues and to test out and apply the various techniques. At the end of the session, they had developed two project plans for implementation.

Communication 130

Communication Management Stakeholders Emotional Intelligence 130

Kainexus

NOVEMBER 2, 2022

When leaders consider implementing a structured business process improvement methodology , one of the challenges they often face is explaining to employees what types of opportunities to consider. Usually, there are some apparent needs that people attack immediately. Still, once those are addressed, it can be challenging to recognize the flaws in processes, especially ones you operate every day.

Innovation 91

Innovation 91

Force Management

NOVEMBER 2, 2022

Business leaders in all stages of their career can benefit from self-reflection and improvement. That's why Revenue Builders hosts John McMahon and John Kaplan get real with leaders from all backgrounds and with many different paths to success. This month, the podcast welcomed four guests with wisdom only experience can make. Tune in as they describe their journeys, sharing lessons they've learned about life, people and themselves - and how each has made them a better leader.

Leadership 85

Leadership 85

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.

Brooks Group

NOVEMBER 2, 2022

This article was largely inspired by the past writings and videos of The Brooks Group’s Founder, Bill Brooks. It is our honor to further his legacy by sharing his timeless teachings with you today. A Brief History of the IMPACT Selling ® System. Bill Brooks was a failure-to-success sales professional who climbed the ranks from door-to-door salesperson to CEO.

Emotional Intelligence 81

Emotional Intelligence Logistics Sales Training Software 81

SBI Growth

NOVEMBER 2, 2022

Every year, thousands of companies spend millions of dollars on sales kickoff (SKO) events and concentrate on talking at the group rather than activating the growth plan. If you're reading this, you're likely one of them. SKO is a monumental event that can ignite the motivation of commercial teams and drive organizations to reach new heights. It can also spin the organization into a place of confusion that takes months to recover.

Organization 62

Organization Sales 62

Zendesk

NOVEMBER 2, 2022

Friday night is approaching. The local drive-in (remember those?) has a killer lineup of double features. You text your S.O., “Check out Screen 1! We have to go!” Their reply isn’t quite what you hoped: “Not interested. Screen 2 or bust.”. Looks like it’s time to begin negotiations. Are you prepared? Life in sales isn’t so different from navigating the delicate conversation of movie preferences with your partner.

Negotiation 52

Negotiation Sales Decision-making Emotional Intelligence 52

Sales Readiness Group

NOVEMBER 2, 2022

For a sales manager going on a call with a sales rep, nothing is more painful than watching the rep crash and burn.

Sales 62

Sales Sales Management Management 62

Zendesk

NOVEMBER 2, 2022

When someone makes an insurance claim, they’re under a lot of stress. Maybe their son just totaled the car or their house caught fire. It’s already a no good, very bad day. Filing a claim might be the last thing on their mind when the unexpected happens. And if the claims process isn’t simple, it can add frustration to an already stressful time. Enduring that kind of bad experience can mean the end of a customer relationship.

Insurance 52

Insurance Financial Services Customer Experience Digitalization 52

Crank Wheel

NOVEMBER 2, 2022

Lead generation is one of the most important activities for marketing teams and it has become more difficult as ad costs increase across platforms. Many companies pay agencies thousands of dollars per month for lead-generation services.

Marketing 40

Marketing 40

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

SmartKarrot

NOVEMBER 2, 2022

Role: SVP, Customer Success Location: Atlanta, GA, US (Hybrid) Organization: Cardlytics As an SVP of Customer Success, you will lead and scale an inclusive, world-class, multi-discipline services organization – driving vision, growth strategy, and execution. Retain, attract, mentor, organize, and manage a high-performance team, fostering a culture of ownership, accountability, and ethical behavior.

Customer Success 19

Customer Success Stakeholders Onboarding Finance 19

PandaDoc

NOVEMBER 2, 2022

Cold emailing is a difficult marketing strategy for two main reasons. Your audience doesn’t know you and has no reason to trust you, and you don’t receive any feedback in real-time — either verbal or non-verbal — which makes it impossible to adapt your approach to their immediate reactions. Instead, you have to wait for an eventual answer, which in many cases never comes.

Computers and Electronics 97

Computers and Electronics Negotiation CRM Software 97

SmartKarrot

NOVEMBER 2, 2022

Strategic account management is a business practice involving activities like providing customers with the best support and services, thus increasing their consumption of products and services offered by the business. It is an activity that starts with the first contact with prospective customers and continues even after the sales have been made successfully.

Account Management 10

Account Management Management Key Account Management Stakeholders 10

Zendesk

NOVEMBER 2, 2022

Delivering truly world-class customer experience is a challenge in this (and any) economic climate, where leaders must stay on top of service best practices and customer expectations to remain competitive. To find out how CX leaders do this, Zendesk surveyed nearly 5,000 customer service decision-makers around the world and compiled the results into our 2022 CX Accelerator report.

Customer Experience 52

Customer Experience Customer Knowledge Prioritization Decision-making 52

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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.

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