The Center for Sales Strategy
FEBRUARY 10, 2020
Of all the decisions and executive makes, none is as important as the decisions about people, because they determine the performance capacity of the organization." - Peter Drucker. The new year is 1/12 complete, and January is old news. How is your organization doing so far? Are you on track to exceed your growth goals for 2020? Are you lagging behind?
Groove HQ
FEBRUARY 12, 2020
KPI reports used to take me 2 hours a week to prepare. Now I do it in 5 minutes. These Google Data Studio examples will show you how. Not long ago, we had a manual, spreadsheet-based KPI reporting process. Every week, I would manually review numerous tabs across a couple of Google Sheets files, compile […]. The post Google Data Studio Examples: These 5 Reports Save Me a Full Day of Work Every Month appeared first on Groove Blog.
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SBI Growth
FEBRUARY 5, 2020
Many CEOs often ask us while planning for 2020, “what’s the secret marketing sauce? What’s worked for your other clients when it comes to the marketing mix? What isn’t working?” And as most CMOs can agree, there’s no such thing.
Hubspot Sales
FEBRUARY 21, 2020
A successful career in sales is not for the faint of heart. According to a Bridge Group study , the annual turnover rate for sales professionals is 34.7%. When you consider that the average onboarding and ramp-up time for a sales professional is nine months or more, that turnover rate starts to have serious consequences for individual sales teams and the revenue they’re responsible for.
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.
Engage Selling
FEBRUARY 14, 2020
I often get bombarded with questions from overwhelmed salespeople and sales managers on how to manage their time effectively given everything they have to do in a day.
MTD Sales Training
FEBRUARY 11, 2020
You had a great sales interaction: Both you and the prospect were calm and comfortable. You developed some rapport and the prospect showed some positive buying signals during the meeting. However, when you presented your proposal it seems as though everything became silent, time began to slow down and tension filled the air as you anxiously waited for the prospect’s decision.
Strategic Accounts Today brings together the best content for strategic account managers from the widest variety of industry thought leaders.
Groove HQ
FEBRUARY 5, 2020
Here’s how we optimize our customer onboarding process to cater to all our customers’ needs. The post Our Customer Onboarding Process: How We Customize Onboarding for 10,000+ Customers appeared first on Groove Blog.
SBI Growth
FEBRUARY 19, 2020
Anyone that has ever led a sales organization of any size has probably experienced the feeling of realizing you are not going to make your number. As a sales leader, this is your primary objective; it is what drives any.
Hubspot Sales
FEBRUARY 24, 2020
Social media has come a long way from the days of MySpace in the mid-2000s. Platforms that were once used to simply share photographs and keep in touch with contacts are now a major part of our daily lives, with the average adult spending nearly two and a half hours per day on social media. These apps are also an integral part of how modern companies do business.
Engage Selling
FEBRUARY 26, 2020
Imagine you’re preparing a delicious meal and you’re short on olive oil. Would you add vinegar to make that oil go further? Of course not! Those are complementary ingredients, not interchangeable ones.
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
Miller Heiman Group
FEBRUARY 18, 2020
Our 2019 World-Class Sales Practices Study linked technology adoption to sales success. Yet, although most organizations have deployed at least 10 sales technology tools—with four more on the way , seller efficiency and effectiveness have not improved. Where’s the disconnect? Lack of seller adoption of the sales technology stack. Even if your organization has all the latest and greatest sales tools, technology that isn’t used effectively can’t help move deals forward.
MTD Sales Training
FEBRUARY 3, 2020
Who would you rather talk to? A new person who you haven’t met before, or a close friend? Who do you trust more? A salesperson you’ve never seen trying to sell you something you’ve never bought, or someone you’ve known for some time and with whom you have great rapport. Who would you rather sell to? Someone who has never heard of you, or an existing customer who knows you, your products and your reputation?
Groove HQ
FEBRUARY 25, 2020
We went from overwhelmed to well-oiled machine using the magical power of tags. The post Customer Service Ticketing System Magic: We Cut Response Time by 50% Using This Feature appeared first on Groove Blog.
SBI Growth
FEBRUARY 28, 2020
Now that you’ve defined and kicked off your strategy for the year, it’s time to take a look at your team’s operational efficiency. Where are you getting bogged down? What are the biggest pain points in your processes? Through our.
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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.
Hubspot Sales
FEBRUARY 12, 2020
Wouldn’t it be amazing if every lead entered your pipeline convinced your product is for them, ready to sign on the dotted line? Well, maybe that wouldn’t be amazing — because then your customers wouldn’t need to be sold to , which is what you’re here to do. At times, you will have very engaged leads who have done their own research and are ready to buy right away.
Engage Selling
FEBRUARY 28, 2020
Over the last 12 to 16 months, I have been working with clients to help them implement a new sales methodology. And I’m telling you we have come up with a magic formula for implementation accountability and producing great results.
Miller Heiman Group
FEBRUARY 25, 2020
Sales organizations face a paradox: although many continue to increase hiring, attrition is on the rise, according to our 2018-2019 Sales Performance Report , creating a major pain point. What’s the problem? Though sales organizations hire more sellers than ever to grow their business and compensate for losing salespeople, studies show that they may not be following hiring best practices: 84% of sales leaders say they lack the sales talent they need to succeed in the future.
The Center for Sales Strategy
FEBRUARY 24, 2020
Take this five-question quiz to set the foundation for this blog post—simply answer agree or disagree. 1. I interview sales candidates every week, even if I don’t have openings on my staff. 2. I find my best sales candidates when I’m under the gun and have openings on my staff. 3. I move out underperforming sellers often because I keep a talent bank of qualified prospects. 4.
Speaker: Susan Spencer, Principal of Spencer Communications
Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.
Sales Readiness Group
FEBRUARY 13, 2020
Traditionally the sales professional has been viewed with cynicism based on the perception of self-serving salespeople who are overeager to convince customers to buy the product(s) they are selling. This view is based on a long-standing stereotype of salespeople who speak more than they listen, assume they know what a customer wants or should want, and are hyper-focused on convincing customers to buy from them.
SBI Growth
FEBRUARY 26, 2020
Historically, discussions about “the customer experience” have been code for “let’s talk about some quick wins to improve our renewal rates before the end of the next quarter.” But more recently, CX has joined product, marketing, and sales as another.
Hubspot Sales
FEBRUARY 6, 2020
As a salesperson, every last interaction you have with a customer or prospect matters — no matter how, when, why, or where you reach them. Every professional exchange a salesperson has with a potential buyer bears some weight. They’re all opportunities that you have to make the most of. Every interaction a salesperson has in the interest of selling something constitutes what’s known as a “sales engagement.
Engage Selling
FEBRUARY 13, 2020
Be honest, is your sales team, or are you lacking consistency? One of the most underrated concepts when it comes to growing sales is this idea of consistency.
Speaker: Olivia Montgomery, Associate Principal Supply Chain Analyst
Curious to know how your peers are navigating ongoing disruption? The supply chain management techniques that dominated the last 30 years are no longer supporting consumer behavior or logistics and manufacturing capabilities. So what’s working now? What should your plans for 2023 include? By researching the supply chain challenges and solutions that businesses – especially small and midsize businesses – are currently experiencing, we’ve learned what’s working and what’s not.
Miller Heiman Group
FEBRUARY 27, 2020
It’s hard out there for your average sales manager. Sales trends like ever-expanding buyer expectations, changing sales methodologies and nonstop transformation initiatives have coalesced to make their role more challenging than ever. Sales managers now routinely navigate: Increased managerial expectations and responsibilities. Access to more data and information (but this access does not always lead to more actionable insights).
The Center for Sales Strategy
FEBRUARY 19, 2020
The 2019 Media Sales Report studies the landscape over the past year, including the expectations for sales managers and the strategies employed by media sales professionals to assess their impact across five key topics: Compensation and Sales Team Size. Training and Development. Number of Appointments and Sales Process. Sales Enablement. Culture and Industry.
Nutshell
FEBRUARY 19, 2020
What makes a great salesperson? Are some sellers blessed with supernatural selling abilities, and destined to close more deals than you and I could ever dream of? Or are there specific personality traits that can be intentionally developed to boost your sales numbers? As you’ve probably already guessed, we believe it’s the latter. In this article, we’ll share the seven personality traits of great salespeople and how you can acquire them to become more successful.
SBI Growth
FEBRUARY 7, 2020
Before the 2008 recession, Intel pushed out rivals by keeping its product cycles tight. With a philosophy that innovation would move the market in its favor, Intel devoted itself to delivering the fastest and latest technologies. Being ahead of the.
Speaker: Michelle Vazzana
Every sales organization wants their sales force to be agile. Why? Because the world is rapidly changing, becoming more complex, and making the salesperson’s job harder. Organizational leaders are unsure of the best way to equip sellers to succeed in this new reality. Should they change their sales methodology? Should they adopt better technology tools?
Hubspot Sales
FEBRUARY 7, 2020
Your startup is gaining traction, and you’re bringing on an all-star team and board of advisors to help you build your company and want to offer them equity in exchange for their talents and services. But let’s be honest, distributing equity in a startup isn’t an intuitive process. However, the beauty of being a business owner is the constant learning you must do to grow and scale your company.
Engage Selling
FEBRUARY 27, 2020
How often does your sales team take the time to reflect? What do I mean by this? Look, it’s no secret that salespeople work hard and often put in long hours.
Sandler Training
FEBRUARY 5, 2020
In selling to and serving major accounts, we hear a lot about value. Certain buzzwords have emerged around this topic, terms that, more often than not, simply add confusion. The post Value Is in the Eyes of the Client appeared first on Sandler Training.
The Center for Sales Strategy
FEBRUARY 7, 2020
- MOTIVATION -. "Quality performance (and quality service) starts with a positive attitude.". -Jeffery Gitomer. - AROUND THE WEB -. > Straightening Out Your Sales Data– LinkedIn. For sales teams, scarcity of information was once a major pain point. Now we have the opposite problem. We are awash in sales data, pertaining to all elements of our operations.
What if there was a better method of changing the conversation with your customer from delivering pricing to delivering value solutions? A method that would help keep you in control, manage the uncertainty, and close larger deals more quickly for you and your company? There is.
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