The Center for Sales Strategy

JUNE 26, 2020

- MOTIVATION -. "Change can be scary, but you know what's scarier? Allowing fear to stop you from growing, evolving, and progressing.". -Mandy Hale. - AROUND THE WEB -. > How to Protect Your Mental Health When Working Remotely– HubSpot. 2020 has brought with it unexpected levels of stress, anxiety, and fear for people across the globe. As we can all probably attest, the boundary between "work" and "home" life is quickly shrinking.

Meetings 129

Meetings 129

Hubspot Sales

JUNE 24, 2020

Smarketing — the practice of integrating your sales and marketing efforts to foster closer collaboration between the departments that carry them out. It's a cool buzzword that encompasses processes with some very practical and effective applications. It's a way to ensure that your messaging, promotion, and outreach are in sync across the different facets of your organization — a means of keeping everyone on the same page to leverage a common, integrated approach internally and project cohesion t

Marketing 133

Marketing Construction Acquisition Sales 133

Nutshell

JUNE 22, 2020

Cold calling is great—if your prospects actually pick up the phone. Many buyers are more comfortable with texting than phone calls, which means you have to get comfortable with it too. Learn to leverage this underrated communication channel, and SMS sales just might become the secret weapon in your selling arsenal. Here are a few quick facts to prove it to you: The average American checks their phone 96 times a day.

B2B 123

B2B Sales Communication Marketing 123

Drift

JUNE 26, 2020

Editor’s Note: This guide was updated in June 2020 to reflect product changes. A few things to know about this guide: It’s designed to help you understand how Drift works and what you need to be successful. It’s packed full of information that will let you have better conversations and conversions. It’s completely free. Don’t let the length of this guide scare you – Drift is designed to be easy.

Marketing 118

Marketing Sales 118

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.

Sandler Training

JUNE 23, 2020

Mike Montague interviews Hamish Knox on How to Succeed When the Sale Goes Sideways. In this episode: Throw your current proposal out the window Don’t let the “sunk cost fallacy” get in your way Be emotionally unattached from the outcome You can’t lose anything you don’t have Empathize with your prospect Go back and reset You… The post How to Succeed When the Sale Goes Sideways [PODCAST] appeared first on Sandler Training.

Sales 117

Sales 117

Hubspot Sales

JUNE 26, 2020

Every salesperson has a unique selling style. To better understand what type of salesperson you are, it’s helpful to determine which animal (yes, as in animals from the animal kingdom ) represents your selling style. Knowing your sales animal allows you to discover your dominant sales traits and leverage them for success. So what type of sales animal are you?

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Sales Decision-making Leadership Management 123

Engage Selling

JUNE 26, 2020

I want to share with you a real-life success story from one of my clients in the oil and gas industry. He started to embrace non-traditional, social, and remote selling in ways he never had before.

Sales 98

Sales Media Communication 98

The Center for Sales Strategy

JUNE 23, 2020

Highly engaged employees describe their company as authentic because they are who they say they are. They live their core values , rewarding those who demonstrate them and not tolerating those who don’t. It’s no secret that when your employees are engaged, they are emotionally committed and willing to give their best at work.?That’s because engaged employees feel as though they have a stake in the game and a sense of purpose which makes them willing to give it everything they’ve got to achieve s

Leadership 96

Leadership 96

Hubspot Sales

JUNE 25, 2020

If your CRM was once an island occupied only by your sales team, that's absolutely no longer the case. In the last few years, the CRM has evolved far beyond being just a tool for contact management. That's still a core function, sure, but the CRM now has something for every team and individual in your organization. When used most effectively, CRM software is the heart of every software stack.

CRM 117

CRM Sales Software Software 117

Sandler Training

JUNE 26, 2020

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated… The post How to Succeed at Sandler Rule #25: When You Want to Know the Future, Bring it to the Present [PODCAST] appeared first on Sandler Traini

Business Growth 99

Business Growth Sales 99

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 Growth

JUNE 20, 2020

Too often, SaaS companies that have enjoyed growth from expanding markets don’t have the commercial engine needed to withstand competition or weather an economic downturn. Those that lack a scalable framework for organic growth aren’t able to evolve fast enough. On.

Marketing 91

Marketing Organization Global Accounts Logistics 91

Miller Heiman Group

JUNE 25, 2020

Even before the rise of COVID-19, sales managers had what’s known as the “hardest job in sales.” They must simultaneously juggle three demanding tasks: finding new ways to attract buyers to their solution, improving their sellers’ performance and handling the demands of their organization. And these tasks have become more challenging in a remote selling environment.

Leadership 90

Leadership Sales Management Sales Leadership Management 90

Hubspot Sales

JUNE 23, 2020

Sales teams are being tasked with navigating and selling in an uncertain business environment. As the global economy regains its footing after the fallout from COVID-19, business leaders are focused on finding a new way to protect the bottom line and their communities at the same time. Many organizations are already taking steps to build a roadmap that will guide their teams and their customers through to the marketplace of tomorrow.

B2B 111

B2B Digital Transformation Virtual Selling Digitalization 111

The Center for Sales Strategy

JUNE 22, 2020

When dealing with severe levels of change, it’s natural to reign in and hyper-focus on the activity we feel is most essential to surviving and thriving in that environment. In sales, that core activity would include things like the need to continue identifying quality prospects , connecting with decision makers, and discovering their needs and desired business results.

Sales Training 86

Sales Training Sales 86

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

Engage Selling

JUNE 25, 2020

There’s still time for you to make the most of the time you have.

Sales 133

Sales Sales Leadership Leadership 133

SBI Growth

JUNE 26, 2020

Here’s a channel marketing problem that every revenue-focused marketing leader should have a plan to solve: A sustainable (read: profitable) channel sales strategy must require each partner to sign up for and then meet a revenue target. This is because your.

Marketing 83

Marketing Profitability Meetings Sales 83

Hubspot Sales

JUNE 22, 2020

Successfully onboarding new employees is critical for any employer looking to retain talented team members long-term. Turnover is costly and disruptive, and nearly 20% of employee turnover happens within the first 45 days of employment. With this in mind, a robust onboarding program is one of the most worthwhile investments you can make in building an effective sales team.

Onboarding 104

Onboarding Remote Working Communication Meetings 104

The Center for Sales Strategy

JUNE 25, 2020

To establish the foundation for sustainable business growth, a solid sales structure must be built layer by layer. People, resources, and processes must align and work together to produce the best results for your organization. In an earlier post, we identified the top challenges media sales departments face and a solution that addresses them all — changing your sales structure.

Business Growth 83

Business Growth Sales Media Organization 83

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

Miller Heiman Group

JUNE 24, 2020

Sales organizations always look to gain a competitive advantage. But it’s become harder to find that advantage amid a sea of change: customers engage sellers later in their buying journey and technology, sellers struggle to adopt new selling methodologies and organizations constantly deploy myriad transformation initiatives. Despite these unsettled times, one thing remains constant: every organization wants to improve its sales performance.

Strategic Thinking 65

Strategic Thinking Sales Decision-making Organization 65

SBI Growth

JUNE 22, 2020

When it comes to Partner Marketing, the main focus, if there’s any focus at all, is often on making sure that your partners have the playbooks, tools, understanding, and marketing funds to sell your company’s products. But how much are.

Marketing 83

Marketing Onboarding B2B Sales 83

Hubspot Sales

JUNE 24, 2020

Does your company conduct business internationally? If so, you might have prospective customers that want to purchase your product in Europe, Asia, or North America. Let's say a potential customer goes to your website, navigates to the pricing page, and they see the price in USD when they're in France. That's not a pleasant user experience. As a sales rep or sales manager, it'll be hard to sell your product in Singapore if your company's website only lists prices in USD.

CRM 88

CRM Sales Sales Management Organization 88

Sales Gravy

JUNE 25, 2020

On part five of this Sales Gravy podcast series on sleep and sales performance, Jeb Blount (author of Sales EQ) and Jeff Kahn (CEO of Rise Science) discuss how sleep can help you deliver better sales presentations. You'll learn the same technique that Jeff uses to help athletes lock in practice, improve memory, and reach peak performance. More Episodes of Sleep and Sales Performance Listen to Part One of Sleep and Sales Performance Listen to Part Two of Sleep and Sales Performance Listen to Part

Sales 66

Sales 66

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.

Negotiation

Sandler Training

JUNE 22, 2020

David Mattson, President and CEO of Sandler Training and 6-time Author, talks about his Wall Street Journal and BusinessWeek best-selling book, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them. This year, to celebrate the 10th anniversary of the book, Dave will revisit each of the original 49 Sandler Rules and give updated… The post How to Succeed at Sandler Rule #24: Product Knowledge Can Be Intimidating When Used at the Wrong Time [PODCAST] appeared first on Sandle

Sales 62

Sales 62

SBI Growth

JUNE 25, 2020

How has your market opportunity evolved in today’s world, and how has your organization reacted? You want to align your sales team to the opportunity and ensure that they are equipped to go after the top accounts. If you cannot.

Marketing 63

Marketing Sales Organization B2B 63

Hubspot Sales

JUNE 22, 2020

Imagine you're shopping at a men's department store in the dead of winter. What kind of clothing do you imagine is on display? In all likelihood, you'd find coats, scarves, and sweaters in its windows and laid out in the more prominent parts of stores. If you were going to find a pair of swim trunks from the past summer's collection, you'd probably have to look on a clearance rack.

Innovation 87

Innovation Marketing Sales 87

Sales Gravy

JUNE 22, 2020

On part four of this Sales Gravy podcast series on sleep and sales performance, Jeb Blount (author of Sales EQ) and Jeff Kahn (CEO of Rise Science) discuss the two laws of sleep. Jeb and Jeff explore: Sleep Debt. Circadian Rhythm Sleep Procrastination Techniques for battling insomnia More Episodes of Sleep and Sales Performance Listen to Part One of Sleep and Sales Performance Listen to Part Two of Sleep and Sales Performance Listen to Part Three of Sleep and Sales Performance On part four of th

Sales 65

Sales 65

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Marketing

Corporate Visions

JUNE 25, 2020

The post Winning the Moment with Just-In-Time Situational Sales Enablement by Tim Riesterer appeared first on Corporate Visions. Too many organizations plan their enablement with a “just-in-case” mindset. They lean on competency maps and learning paths to plot out an annual plan, only to scrap those initiatives and start from scratch when confronted with unexpected events or executive initiatives.

Value Proposition 59

Value Proposition Sales Organization Marketing 59

Kainexus

JUNE 23, 2020

The Utah Department of Transportation has an audacious goal. Zero fatalities. According to its website, “Zero Fatalities is all about eliminating fatalities on our roadways. Some people may think zero is an impossible goal, but when it comes to your life or the lives of your friends and family, what other number would be acceptable?”. Has the department reached its goal?

Transportation 55

Transportation Organization 55

Outbound Engine

JUNE 22, 2020

Part of our objective at OutboundEngine is to create opportunities for engagement based on allowing you to consistently deliver valuable information, tips, and resources. But, more importantly, we do this to help you understand who’s engaging and ready for a follow-up from you, so you can have a great conversation and potential business opportunity.

Prioritization 52

Prioritization Management Customer Success 52

Blue Canyon Partners

JUNE 24, 2020

If you have been following along with our Anticipate , Adapt and Accelerate series, you have already been thinking about the keys to anticipating what the new normal will look like, and based on that, how to adapt your strategy for the new normal. If you have not been following along with us, I encourage you to read the previous articles in this series , as they lay the foundation for the next step, Accelerate.

Supply Chain 52

Supply Chain Suppliers Value Proposition B2B 52

Advertisement

Contact and company intent data both have their advantages. Contact-level intent leads can be acted on immediately to reach active buyers, while company-level leads improve outcomes for account-based marketing and other programs. This infographic unpacks the advantages of both contact and company data and gives details about how B2B marketers can benefit from both.

B2B