The Center for Sales Strategy

FEBRUARY 9, 2021

Tom Brady is one of those figures that draws emotional responses ranging from adoration to outright disdain, often depending on whose team has had their playoff hopes crushed by him during his long tenure in the NFL. But, say what you want, there is plenty for all of us to learn about how to be an effective leader by observing what Tom Brady does. What he accomplished on Sunday is indeed one of the most profound successes in professional sports as he transformed a young, talented team in Tampa B

Leadership 138

Leadership 138

Hubspot Sales

FEBRUARY 9, 2021

2021 will bring sales professionals a host of new challenges and trends to consider, and it could be tricky to adapt. Of course, reps will need to add certain strategies into their repertoires, but "adapting" doesn't stop there. Several salespeople are coming into this new year holding onto some dead weight — outdated strategies that are bound to undermine sales efforts instead of enhancing them.

Sales 135

Sales Decision-making Prioritization Account Management 135

PandaDoc

FEBRUARY 9, 2021

Ah, the tire kicker — one of a salesperson’s worst nightmares! A tire kicker is someone who will drag the sales cycle on. and on. and on while hogging your time and resources without ever actually buying. The term comes from car dealerships. Sales professionals have to spend time with prospective clients on the showroom floor while the customer tests the product (kicks the tires) of the particular car they want to buy.

Decision-making 111

Decision-making Profitability Advertising Negotiation 111

Hubspot Sales

FEBRUARY 9, 2021

When it comes to starting a business, securing capital is often one of the greatest challenges for Black entrepreneurs. Less access to banking in Black communities and a history of discriminatory lending practices have made it harder for Black founders to secure loans or financial assistance. And once your business is open, unexpected disasters like a pandemic can wreak havoc on even the most established business’ bottom line.

Small Business 132

Small Business Banking e-Learning Suppliers 132

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.

Kainexus

FEBRUARY 9, 2021

Kaizen events, also called rapid improvement sprints or blitzes, are an impactful way to implement improvement quickly, but they require planning and preparation to make them useful. We've heard many stories about Kaizen events that went wrong. That's not surprising because there are many ways that improvement events can go off the rails. The best way to avoid that outcome is to put in the effort ahead of time to ensure your event is a huge success.

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CoSell

FEBRUARY 9, 2021

At this time, we're all looking to the future. It's time to reset for growth. If you've been looking ahead with anticipation, it's a good thing. Here's why. With Co-Selling, the outlook for the future is optimistic. Many B2B leaders are expecting digital interactions from pandemic-induced changes to stick. In a recent McKinsey report, leaders agreed that by embracing virtual sales, their sales organizations have flourished.

Virtual Selling 98

Virtual Selling Profitability Digitalization Innovation 98

MDI Training

FEBRUARY 9, 2021

Many businesses are currently reinventing themselves. Most companies have been undergoing massive changes since the beginning of 2020. Many of them are actively trying to shape the digital transformation. In this blog post Anita Berger, Gunther Fürstberger and Masha Ibeschitz, share 4 agile change management tools that help to consciously initiate and manage change: Anita Berger.

Management 69

Management Digital Transformation Leadership Stakeholders 69

Aptology

FEBRUARY 9, 2021

Any business, whether SaaS, B2C, or B2B has to deal with the same metrics: what is our sales turnover rate and how can we actively work to lower it and its costs? What we’ve found is that the solution is simple, but hard to execute: it comes down to hiring the right people who can take your sales department to the next level and learning the ways the “people” side of performance affects your bottom line. .

B2C 52

B2C Profitability Sales Decision-making 52

5600 Blue

FEBRUARY 9, 2021

Think! Inc. | 5600blue Partner, Carrie Welles, talks with Rosemary Coates in this audio file on the Women and Manufacturing (WAM) website. “In the world of negotiators, people either seem to think they are really good at it or that they stink, but there doesn’t seem to be a middle ground. Some people stick to instinct and luck when it comes to business negotiations, but our guest today works with well thought-out strategies, important concepts, and an organized blueprint.

Negotiation 52

Negotiation Manufacturing Onboarding Organization 52

PandaDoc

FEBRUARY 9, 2021

Ah, the tire kicker — one of a salesperson’s worst nightmares. A tire kicker is someone who will drag the sales cycle on. and on. and on while hogging your time and resources without ever actually buying. The term comes from car dealerships. Sales professionals have to spend time with prospective clients on the showroom floor while the customer tests the product (kicks the tires) of the particular car they want to buy.

Decision-making 52

Decision-making Profitability Advertising Sales 52

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

Think! Inc.

FEBRUARY 9, 2021

Think! Inc. | 5600blue Partner, Carrie Welles, talks with Rosemary Coates in this audio file on the Women and Manufacturing (WAM) website. “In the world of negotiators, people either seem to think they are really good at it or that they stink, but there doesn’t seem to be a middle ground. Some people stick to instinct and luck when it comes to business negotiations, but our guest today works with well thought-out strategies, important concepts, and an organized blueprint.

Negotiation 52

Negotiation Manufacturing Onboarding Organization 52

MDI Training

FEBRUARY 9, 2021

Leading virtual and hybrid teams brings both opportunities and challenges. But how do you lead hybrid and virtual teams successfully? In this article on “Leading hybrid and virtual teams successfully”, Anita Berger writes about the latest developments. For many leaders and their teams, the form of leadership and cooperation has shifted to the virtual space due to home offices.

Leadership 52

Leadership Onboarding Digital Transformation Innovation 52

Strikedeck

FEBRUARY 9, 2021

From a podcast conversation between Kristen Hayer and Meredith Blanchar they talk about how Covid-19 has created a shift in customer success toward a focus on value, and how she is refocusing her team at Sailpoint on customer value as they move into 2021. The post Focusing on Value in 2021 first appeared on Strikedeck | Customer Success Platform.

Customer Success 52

Customer Success Customer Value Onboarding 52

Aepiphanni

FEBRUARY 9, 2021

There is a reason why you look forward to buying a Macbook instead of a Lenovo laptop; why you reach for Coca-Cola over Fanta; or why you grab Mcdonald’s burgers and not Wendy’s—and it all boils down to branding. In fact, it’s proven that 71% of consumers are more likely to buy a product from a brand they recognize. We currently live in a time when business is shifting over from product marketing to brand marketing.

Advertising 40

Advertising Marketing Sales 40

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

SBI

FEBRUARY 9, 2021

Customer References & Buyer Confidence. By David Sroka, Point of Reference. I can’t think of a more humbling, stressful purchase decision than the one we go through when buying a home. You’re presented with multiple options, each with a list of pros and cons, price/feature trade-offs and those things that are hard-to-reach certainty on – like compatibility of the neighborhood and specifically, the neighbors.

Decision-making 46

Decision-making Leadership B2B Sales Leadership 46

SmartKarrot

FEBRUARY 9, 2021

The world is driven by customers now. Customers need to be managed. For businesses to grow, it is important to evaluate how their customers are managed. Customer success managers look at customer needs and evaluate them to offer the products and services in the best manner. Customer success managers manage multiple projects regarding customers. Customer success projects are those with a defined scope and goal.

Customer Success 10

Customer Success Management Facilitation Onboarding 10

SmartKarrot

FEBRUARY 9, 2021

Role: Vice President of Customer Success – SaaS Experience Required! Location: Remote, United States Organization: Jarvis Elliott Jarvis Elliott is looking for a Vice President of Customer Success with experience in the SaaS / eCommerce space. As a Vice President of Customer Success, you will be responsible for building and scaling a remote, customer success team.

Customer Success 10

Customer Success eCommerce Customer Experience Healthcare 10