July, 2021

The Sales Olympics: How to Win Gold with Account-Based Sales

Revegy

Have you ever noticed the grace and finesse of the women’s gymnastics team? Have you ever wondered what kind of teamwork they put into planning, training, and performing? We all know it’s a demanding sport that requires hours of effort, constant support, and ongoing coaching.

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Have A Fresh Perspective On The Strategic Planning Process with Objectives and Key Results (OKRs)

OnStrategyHQ

Connecting the work of employees to a company’s overall strategic plan accomplishes a number of things. For starters it helps achieve the desired outcomes of the plan itself. Growth, profitability, new market penetration, recurring customers, you name it.

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5 Decision Support Tools for Strategic Decision Making

Flevy

Do people always follow a rational linear process to come to a decision? Studies have suggested that a combination of Decision Making Models are used by people to reach quality decisions. Strategic Decision Making is a complex process with a lot riding on those decisions.

Want to Accelerate Your SAM Journey? Create a Center of Excellence

Strategic Account Management Association

By Dominique Côté, Founder & CEO, Cosawi & Principal, The Summit Group. Disruption Leads to Innovation. Disruption, although most times unwelcome, gives way to innovation. This last year has certainly proven this saying. Could the mother of creativity and innovation, in fact, be disruption?

100 Pipeline Plays: The Modern Sales Playbook

For the first time, we’re sharing the winning plays that took us from scrappy startup to a publicly traded company. Use our proven data-driven plays to grow your pipeline and crush your revenue targets.

Data-driven Pricing Can Increase Your Profit

Holden Advisors

At Holden Advisors, we believe a value-based approach is the best way to set a fair price for your products and services. But data-driven pricing, when done right, will lift your profit margins in the short term. Here’s the story of how hunting down hidden data turned profits around for one company.

Email deliverability: A practical guide for sellers and marketers

Nutshell

“Oh, your email ended up in my spam folder” is what email marketers and salespeople hear in their nightmares. Emails only suffer from deliverability issues for a few reasons and all of them are bad.

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Building a Customer-Oriented Company: Strategies & Examples

Help Scout

Being “customer-oriented” boils down to one idea: helping people. As simplistic as it sounds, this ethos is the key to making it work as an organization.

Catching a Loss Before It Happens | Sales Strategies

Engage Selling

I’ve been emphasizing to a number of clients the importance of creating an “early warning system.” It’s a system that helps you identify and prevent client departures.

Action Items

Software Sales Guru

Action Items “When you leave a sales meeting, it shouldn’t only be you who has an action item. The customer needs to have an action item too.” This statement came from a salesperson in one of my training sessions.

How to double your price and retain your customers

Holden Advisors

Is it possible to double your price and not lose any customers? If you’d asked me last year, I wouldn’t have believed it either. But that’s exactly what happened with one of our clients. In the end, our client’s revenue increased nearly $100M without losing customers.

This Coming Holiday Season is Shaping Up to Have the Most Spending in History

As for what shoppers want to buy most, you'll have to read the “2021 Holidays Unwrapped” report by Klarna to find out. Download it here!

The X Factor: 5 Key Qualities to Look for in Sales Trainers

Sales Readiness Group

The success of a sales training initiative is based on multiple considerations as noted in my prior blog posts: How to Choose the Best Sales Training Company. 4 Key Factors to Create a Sales Training Program That Delivers Results.

How to Sell Through Supply Chain Issues, Product Shortages, and Service Delays

Sandler Training

There is clearly a limited supply of raw materials and finished goods around the world at the moment. The post How to Sell Through Supply Chain Issues, Product Shortages, and Service Delays appeared first on Sandler Training.

11 Types of Bad Customer Service (and How To Avoid Them)

Help Scout

Sometimes the customer service teams who are supposed to be solving problems somehow manage to make them so much worse instead. These are their stories — along with some tips to help you avoid ending up on this list next time we update it!

Generalizing from a Negative can Sabotage Your Mindset | Sales Strategies

Engage Selling

I was working with a group of high performing salespeople years ago—well before the pandemic. And one of them was whining and complaining to me about how he was losing all of his business to the competition.

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Your Guide to Using Conversational Marketing to Drive Demand Generation

What is conversational marketing really about? This guide will examine the market forces at play, shifting buyer trends, how to leverage conversation marketing, and the tactics involved in adopting it for a B2B demand generation strategy.

Giving Concessions is Not Negotiating

Software Sales Guru

Giving Concessions is Not Negotiating Master negotiators make sure their counterpart walks away from the table feeling like a winner. And they do so with a minimum of concessions.

Weekly Roundup: Outdated Sales Techniques, Retain Top Talent + More

The Center for Sales Strategy

- MOTIVATION -. Lightning makes no sound until it strikes.”. Martin Luther King Jr. AROUND THE WEB -. > > It’s Time to Ditch these Outdated Sales Techniques – LinkedIn.

How to Get Access to Key Executives

Sales Readiness Group

In previous blogs, we discussed how to prepare for a meeting with a key executive (see here and here ). But the 800-pound elephant in the living room is how do you get a meeting with a senior executive in the first place? Selling Skills Prospecting

Up-Skilling: A Major Challenge Facing Sales Leaders in the Second Half of 2021

Sandler Training

Recently, the Sandler Research Center set out to discover current operation challenges and changes faced by sales leaders in a more digitally oriented selling environment. The post Up-Skilling: A Major Challenge Facing Sales Leaders in the Second Half of 2021 appeared first on Sandler Training.

LinkedIn + ZoomInfo Recruiter: Better Data for Better Candidates

Check out our latest ebook for a guide to the in-depth, wide-ranging candidate and company data offered by ZoomInfo Recruiter — and make your next round of candidate searches faster, more efficient, and ultimately more successful.

A farewell to the open rate

Nutshell

This fall, when we all unwrap our batch of new emojis with iOS 15, we’ll also say goodbye to something that’s been in the marketer’s toolbox for 20 years: the open rate. Apple’s new Mail Privacy Protection feature eliminates the ability for email marketers to measure opens.

When Prices Go Up, Sellers Get Down to Business

Engage Selling

As the post-pandemic landscape continues to reveal itself in today’s marketplace, price increases are a defining characteristic…and a pain point for many of us. In some markets, these increases are incremental bump-ups.

Twilio Completes Acquisition of Zipwhip, a Leading Provider of Toll-Free Messaging in the United States

Openview

The post Twilio Completes Acquisition of Zipwhip, a Leading Provider of Toll-Free Messaging in the United States appeared first on OpenView.

Positive Feedback Examples (And a Few Negative Ones Too)

The Center for Sales Strategy

Imagine this scenario: You’re managing a seller who is excellent at developing close relationships with their clients, but you’ve noticed they've been running late to several prospecting meetings in recent weeks.

A Recruiter’s Guide To Hiring In 2021

With vaccination rates rising, consumers spending more money, and people returning to offices, the job market is going through a period of unprecedented adjustment. As the New York Times observed, “It’s a weird moment for the American economy.” And recruiting professionals are caught in the middle. To make the most of this disruption, you need to understand the economic drivers, develop a strong strategy for unearthing valuable talent, and use the latest tech tools to get the job done. Read this guide to get your recruiting practice ready to thrive in the new normal.

Empathy May Be the Most Important Selling Skill

Sales Readiness Group

Microsoft CEO Satya Nadella often speaks of how his career – and his company – have been shaped by empathy. He views it as a quality to be consciously cultivated, practiced, and applied – “not just as something nice to have, but as the core to the innovation agenda in the company.”

DISC: A Powerful Negotiating Tool

Sandler Training

The best negotiators always start negotiation by negotiating with themselves. One of the communication tools that will help you better understand yourself and how others communicate with you is called DISC. The post DISC: A Powerful Negotiating Tool appeared first on Sandler Training.

The paths that led us here: 8 Nutshellers discuss how they joined the team

Nutshell

At Nutshell, we strive to create a workplace where anyone can feel welcome.

Make Your Daily Routine Your Own | Sales Strategies

Engage Selling

I recently watched a presentation that underscored the best practices of top performers. In particular, one topic they highlighted was morning routines and how top performers had a strict morning routine.

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Reaching Unreachable Candidates

Speaker: Patrick Dempsey and Andrew Erpelding of ZoomInfo

What is ZoomInfo for Recruiters? Find and connect with the right talent to fill roles fast with more data, basic search, advanced search, candidate and company profiles, and export results. Watch this On-Demand Webinar today to see how ZoomInfo for Recruiters can work to get your talented candidates results.

Sales Call Planning Guide

RAIN Group

By failing to prepare, you are preparing to fail. ?. Benjamin Franklin. We acknowledge that sometimes you can't prepare for a sales call or—hallelujah—a buyer calls you out of the blue.

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Weekly Roundup: Great Visionaries, Signs You're a High Achiever + More

The Center for Sales Strategy

- MOTIVATION -. Someone is sitting in the shade today because someone planted a tree a long time ago.”. Warren Buffet. AROUND THE WEB -. > > Great Visionaries Use Decade Thinking To Achieve Great Success — And You Can Too – Forbes.

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Selling to Key Executives: Start with Research

Sales Readiness Group

How do you prepare for a meeting with a CXO or other important executive? A friend of mine who is a senior investment banker at a major Wall Street firm once told me, “I prepare for each meeting like it’s the Super Bowl.”

The “Superhero Syndrome” that Causes Sales Managers to Fail

Sandler Training

Many mentors (and mentees) resist asking an all-important question about the sales leader’s role: “Where are things most likely to go wrong?” And the answer is: “Wherever people are assuming that they already have all the answers.”.

Top 10 Tactics for a Successful SKO!

The 2022 Sales Kick Off is your big opportunity to align your sales team and drive change. Make sure it's successful with SecondNature’s SKO Ebook! Find out: ? How to set the right goals and KPIs ? How to translate vision into tactics ? How to keep salespeople engaged.