The Center for Sales Strategy

FEBRUARY 16, 2021

Hiring decisions can be some of the most critical decisions a company makes, and it's essential to start with talent. When a new hire has the right talents for success in the role, they learn and grow quickly, more easily achieving success. But it’s not enough to make great hires. Even the most talented people need coaching and development to maximize their strengths and reach their full potential.

Decision-making 96

Decision-making Sales Management 96

Zendesk

FEBRUARY 16, 2021

It seems like everyone is talking about the customer these days, but it hasn’t always been a top priority. Long viewed as a cost center by many businesses, customer service has been thrust into the spotlight during the pandemic. With so much uncertainty in the air, we are reaching out to businesses for help more than ever before. Meanwhile, customer support agents are finally being recognized as critical enablers, helping us navigate cancelled flights, delayed shipments, and other emotionally-fr

Retail 98

Retail Customer Experience Digitalization Onboarding 98

Kainexus

FEBRUARY 16, 2021

Empathy is the ability to understand someone else’s feelings. It is a prerequisite for compassion. In 2021, compassion is in more demand than ever. While empathy might not come up very often in business discussions, the importance of empathy in the workplace is backed up by data. The Businessolver State of Empathy in the Workplace study found: 82% of employees would consider leaving their job for a more empathetic employer. 78% of employees would work longer hours for an empathetic employer.

Leadership 98

Leadership 98

Revenue Storm

FEBRUARY 16, 2021

“Pick me up at the airport and you can brief me about the client on our way to the meeting.” As a sales leader, have you ever asked one of your salespeople to do this? In today’s virtual world, the equivalent could be, “let’s have a quick call” the day before or just before the client call. As a young salesperson, I believed just getting one of my senior executives to meet a client was a success, often disregarding the achievement of a tangible outcome.

Value Proposition 78

Value Proposition Sales Meetings Decision-making 78

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.

SBI Growth

FEBRUARY 16, 2021

Death by information overload—a theme and phrase we often hear in the age of information technology and big data. Decision paralysis is derived from the inability to process data. As digital evolution continues to push data volume and make market.

Information Technology 83

Information Technology Decision-making Digitalization Sales 83

Hubspot Sales

FEBRUARY 16, 2021

When I was younger, I used to dream of starting my own business. At the time, of course, I didn't realize the amount of work that went into becoming a business owner. One of the many things you need to think about when you start a business is how to register and trademark your name. Below, let's review everything you need to know about trademarking a business name.

Publishing 81

Publishing Meetings 81

Strikedeck

FEBRUARY 16, 2021

Vincent Manlapaz, in an interview with Annette Franz talks about the role of customer experience today and some of the foundational elements of delivering a great customer experience. The post CX at the Cornerstone of the Business Revolution first appeared on Strikedeck | Customer Success Platform.

Customer Experience 59

Customer Experience Customer Success Onboarding 59

Showpad

FEBRUARY 16, 2021

Over the last few years, there’s been a significant increase in both interest in and deployment of sales enablement programs and technologies. From global companies with huge sales teams and complex portfolios of physical products to enterprises focusing significant resources on how their go-to-market teams operate, sales enablement has shown to be a crucial factor in virtually all competitive markets, from life sciences and pharmaceuticals to manufacturing to CPG, financial services to technolo

Sales 59

Sales Cybersecurity Financial Services Manufacturing 59

SalesGlobe

FEBRUARY 16, 2021

Sales Performance Management Systems in Review. by Michelle Seger. Here at SalesGlobe, one of the biggest complaints we receive from salespeople is that they don’t understand how their incentive compensation works and how they are getting paid for their effort. Meanwhile, one of the biggest complaints we hear from compensation administration professionals is around how much time they spend resolving disputes with Sales.

Organization 52

Organization Sales Government Software 52

Aepiphanni

FEBRUARY 16, 2021

Did you know that the concept of brand management, or what we all know today as marketing, was developed back in the 1950s when companies like Proctor & Gamble and Unilever noticed that the product quality offered by competitors were improving? During this time, a brand manager was appointed to give a product an identity to help make it stand out in the market.

Advertising 40

Advertising Communication Marketing Management 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

SBI

FEBRUARY 16, 2021

Remote Selling has become an important focus for every sales organization. Digital sales technologies, by default, are what enable remote selling. In this interview series, we ask executives at leading salestech companies to describe how their customers are leveraging technology, what metrics are now possible, and more. . Q: What are your customers doing to adapt to - or leverage - the trend towards distributed sales teams and remote selling?

Sales Training 45

Sales Training Virtual Selling Decision-making Digitalization 45

SmartKarrot

FEBRUARY 16, 2021

There is a possibility that the question of choosing between, ‘Consumption-based Pricing vs Subscription-based Pricing’ might be keeping you up all night. And it has been statistically proven that the 98% of the SaaS companies see their success rates by the choice of pricing models. But before you pick from the above-mentioned, you should have a clear-cut background and have the back-up of sound research.

Decision-making 11

Decision-making Profitability Customer Success Marketing 11

Account Management Skills

FEBRUARY 16, 2021

James Aldrich is a major account manager with over twenty years experience in both business development and account management in the software industry. James’s sector speciality is telecommunications and I invited him to share his experience to see similarities and differences between the account management role in the creative industry and software industry.

Account Management 52

Account Management Management Software Software 52

SmartKarrot

FEBRUARY 16, 2021

Role: Vice President of Customer Success Location: Remote, San Francisco Bay Area, US Organization: Foodsmart As a Vice President of Customer Success, you are ultimately responsible for nurturing and growing the relationships with the health plan and employer customers and ensuring their long-term viability. Lead and grow an experienced team of Customer Success professionals, ensuring quality and consistency of delivery.

Customer Success 10

Customer Success Healthcare Stakeholders Onboarding 10

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

CoSell

FEBRUARY 16, 2021

When clients first consider collaborative selling, they often have hopes and dreams mixed with reality. To be extremely effective, we need to sort out expectations and reality. To get the results we desire, we must do a meticulous and organized process to get the best results. Let's look at how to do this. Collaboration is defined as, "the action of working with someone to produce or create something.

Decision-making 96

Decision-making Software Software Profitability 96

Xant

FEBRUARY 16, 2021

Your first and most important priority in the sales cycle, after marketing does its thing, is to connect reps to buyers. It’s not to rack up an impressive list of random activities, nor is it to enroll people into generic email nurture. The problem is that the default strategy for business development and sales teams to get better results is more often than not just an exercise in “doing more”—because more activity is easy to measure.

Decision-making 98

Decision-making Marketing B2B Sales 98

Nutshell

FEBRUARY 16, 2021

Of all the trends that come and go, email marketing isn’t one of them. Unlike those huge ‘ 90s jeans , (whew!). As long as email exists, companies will always spend time, money, and energy on their email marketing campaigns. Of all the channels you can utilize to reach your customers, it’s crucial that you don’t ignore the power that a customer inbox can hold.

Marketing 62

Marketing Energy and Utilities B2B Advertising 62