The Center for Sales Strategy

FEBRUARY 4, 2021

The old saying “ when it rains, it pours ” seems to apply to order cancellations, and it seems like when cancellations occur, they occur in bunches. Here’s what many sellers do when they experience a bunch of order cancellations: 1. Have a negative reaction and argue with the client. 2. Panic and go after any account they can sell. 3. Look for ways to close a quick deal to make up for lost revenue—including dropping the price to close a deal. 4.

Sales 111

Sales 111

CoSell

FEBRUARY 4, 2021

Just a few years ago, co-selling was a little-known term. Yet, today, co-selling is taking the sales world like wildfire. It begs the question that I just heard from Dan, a dedicated Sales V.P., "Will co-selling ever rule the world?" Now, if you were in on our conversation, you'd hear that this question was asked partly in jest and partly in earnest.

Decision-making 98

Decision-making Profitability Communication Innovation 98

SBI Growth

FEBRUARY 4, 2021

Never Let a Crisis Go to Waste. As a CEO leading through the pandemic, you’ve heard “never let a crisis go to waste.” Still, what practical takeaways from 2020 will place you among the top performers emerging from one of the.

Marketing 83

Marketing B2B Sales 83

CMOE

FEBRUARY 4, 2021

The Importance of Diversity in the Workplace. In today’s marketplace, one of the most relevant factors in gaining a competitive advantage is probably not listed among the business-success factors you learned years ago. That key factor is diversity, and it’s too-often overlooked. Leaders in the most competitive organizations today know that having a diverse workforce is critical to long-term success and profitability.

Profitability 105

Profitability Leadership Organization Stakeholders 105

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.

Drift

FEBRUARY 4, 2021

Picture this: You’re sitting around a (virtual) conference room table, slides ready, water handy. And in comes the CEO. You’ve finally made it. Now, you know that they’re the main decision-maker for this sale. You’ve done your homework, and you know what they say goes. But so many sales reps get to this point and don’t know what to do.

Sales 62

Sales Leadership 62

Kainexus

FEBRUARY 4, 2021

Donald J. Wheeler, PhD is a world-renowned expert in continuous improvement. He's worked with W. Edwards Deming and wrote the classic book Understanding Variation. Wheeler once wrote and said, "Statistical Process Control is, at its heart, about getting the most from your processes. It is about the continual improvement of processes and outcomes. And it is, first and foremost, a way of thinking. with some tools attached.".

59

59

Strategic Planning and Management Insights

FEBRUARY 4, 2021

For the past 19 years, Terry Clark has been the President of Real Board Solutions, offering mentoring and coaching services for all non-profits and charity organizations. Before starting Real Board Solutions, Terry was both an accountant and an operations/sales manager. Now, he's considered the go-to guy for board of director development in Western Canada.

Government 52

Government Profitability Leadership Sales Management 52

SmartKarrot

FEBRUARY 4, 2021

Role: Director of Customer Success Location: Remote, New York, NY, US Organization: Urbint As a Director of Customer Success, you will own the ultimate success of Urbint’s customer base; this includes seamless customer onboarding, project success, retention, and renewal. Define, drive, and demonstrate the value (ROI) delivered to Urbint’s customer base.

Customer Success 10

Customer Success Logistics Customer Life Cycle Onboarding 10

Agile CRM

FEBRUARY 4, 2021

CRM software has grown to be one of the biggest software markets in the world now. Statistics suggest that CRM is expected to reach up to $80 Billion in terms of revenue by the year 2025, and it is estimated to be growing at a very rapid rate too. These numbers point to the fact that more and more companies have started realizing the benefits of CRM automation and Customer Relationship Management as a whole.

CRM 52

CRM Customer Experience Decision-making Software 52

SmartKarrot

FEBRUARY 4, 2021

Customer churn is bad. It is clear now. Customer retention is important for growth. Making your customers stick around for a while is recommended. To do that, there are a number of customer retention strategies. One of the primary things to reduce churn is to diagnose the problem. Certain techniques in data analytics such as cohort analysis can help.

Decision-making 10

Decision-making e-Learning Acquisition Onboarding 10

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