The Center for Sales Strategy

OCTOBER 12, 2017

Slumps happen to everyone. No matter how good you are or how long you have been in sales, sooner or later you're going to hit a sales slump. And they always seem to come at the very worst times. (Actually, when is it ever good to go into a slump?) It’s never exactly the same, but it sometimes looks like this: You've put a lot of time and energy into a prospect, and thought for sure he or she would say yes—but the person gives you a NO.

Sales 114

Sales Sales Management Management 114

Nutshell

OCTOBER 12, 2017

If your business name makes people do a double-take when they see it, you’re doing something right. We asked 10 Nutshell customers to tell us the origin stories behind their unique business names. Some of them have personal meaning, some have local significance, some were just pulled out of thin air— and all of them are awesome. SplitMango. “Apart from being an available domain name at the time we started out, SplitMango is just a really cool name.

Innovation 102

Innovation Internet Digitalization Software 102

Hubspot Sales

OCTOBER 10, 2017

Modern prospects are bombarded with sales emails and social media selling campaigns. While their telephones once rang off the hook with sales calls, now their email and social networking inboxes are filled to the brim. Simply put, your prospects are no longer inundated with phone calls.What does this mean for you? Modern sellers have a huge opportunity to stand out from the crowd by picking up the phone, dialing your prospects’ numbers, and getting them on the line.

Media 105

Media Sales Marketing 105

Sales Latitude

OCTOBER 12, 2017

I still see so many salespeople struggling to truly understand how their customers’ challenges, needs and objectives impact individuals throughout the organization. Your customers and prospects are actual people with both personal and professional needs and goals. They are not buildings or firms. They may not have a product or service, or the right one, to help them attain required results.

Sales 92

Sales Organization Management Account Planning 92

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.

Openview

OCTOBER 13, 2017

It’s an age-old question: should SDRs report to sales or marketing ? Ask five people, and you’ll get five different answers based on individual experience and factors ranging from company stage to the SDR career path to the individual personalities and preferences of a company’s heads of sales and marketing. It’s a complex issue that is always evolving as the marketplace changes.

Marketing 74

Marketing Sales Prioritization Organization 74

Nutshell

OCTOBER 9, 2017

If your sales team is operating without a sales process, you need to do something about it—right now. Building a sales process is absolutely necessary to your company’s success, and is perhaps the most important thing you can do as a sales manager to impact your team’s ability to sell. Fortunately, creating a sales process from scratch isn’t as complicated as it seems.

Sales 91

Sales Negotiation Sales Management Management 91

MTD Sales Training

OCTOBER 11, 2017

The Sales Director role is considered to be the lifeblood of many companies because of the strategic and operational role they play in the success of the business. Recruiting for the role can be a painstaking experience, especially when there are so many good candidates out there. How can you attract the right one for your business? How can you differentiate the really great from the averagely normal, so you stand a better chance of choosing the right person?

Sales 79

Sales Leadership Sales Training Sales Environment 79

Engage Selling

OCTOBER 12, 2017

Are you blind to the major turnoffs you may be exhibiting to your clients and prospects?

Client Relationships 107

Client Relationships Management Sales 107

RAIN Group

OCTOBER 11, 2017

"Leadership is the capacity to translate vision into reality.". Warren Bennis, Author, On Becoming a Leader. When it comes to sales negotiations, all too often sellers: Don't plan for successful negotiated outcomes. Let the buyer define the negotiation process and venue. Allow the buyer to set the agenda for negotiation-focused meetings.

Negotiation 78

Negotiation Leadership Sales Meetings 78

Hubspot Sales

OCTOBER 12, 2017

Most salespeople are thrilled to land a meeting with a C-level executive. What is C-level sales? C-level sales involves meeting directly with executives at a prospect's company. Because they tend to have budget authority, you can close a deal quickly. It also means you have less time (sometimes just one meeting) to make your case. These decision makers have a lot of influence yet barely any time -- so if you want to earn their business, you’ll have to use every minute effectively.

Meetings 98

Meetings Decision-making Suppliers Stakeholders 98

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

MTD Sales Training

OCTOBER 9, 2017

Features and benefits – as sales people you must master these with regards to your products and services. How many times have you been told in training courses that people don’t buy features, they only buy benefits? This is very true, as the brain doesn’t compute what the product ‘does’, it only listens to what it will do for me. A long list of features will only confuse the prospect , as they have to do the work in converting the meaning of the feature to how it will benefit them.

Suppliers 48

Suppliers Finance Decision-making Sales Training 48

Engage Selling

OCTOBER 13, 2017

Improving productivity to be a more profitable seller – everyone wants to do it, but few actually succeed at it. I’m providing some simple (but extremely powerful) strategies in this live video that you can apply to sell more in less time.

Profitability 49

Profitability Client Relationships Communication Management 49

SBI

OCTOBER 10, 2017

I have a passion for sales technology. It’s kind of my thing. Nancy Nardin? Oh, she’s that SalesTech person! Having spent 100% of my time studying the SalesTech market for the past 8 years, you can imagine how excited I am to be the one to launch the world’s first comprehensive benchmark study to track SalesTech usage trends over time.

Sales 55

Sales Profitability Sales Technology CRM 55

Hubspot Sales

OCTOBER 9, 2017

What’s wrong with using “I’ll touch base with you” in an email? “Touching base” simply means getting in contact with someone. (It’s believed to derive from baseball, where a player must touch four bases to score a run.). Unfortunately, a Glassdoor survey revealed roughly one in four employees think “touch base” is the most annoying buzzword. So if you often toss it around, you might be irritating your coworkers, prospects, and connections.

e-Learning 96

e-Learning Brainstorming Meetings Communication 96

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

SBI Growth

OCTOBER 10, 2017

Sales 104

Sales 104

Engage Selling

OCTOBER 7, 2017

Pop quiz: name me three companies who’ve mastered the art of sales acceleration today. You’d likely pick giant performers. Answers might include Apple, SAP and Salesforce. Or maybe exciting newer companies like Shopify, FAEF, YOUi Labs Inc., and Kinnser Software.

Software 48

Software Software Sales Account Management 48

SBI

OCTOBER 12, 2017

In the B2B marketing arena, Account Based Marketing (ABM) is on fire these days, and it isn’t showing signs of cooling off anytime soon. This practice of focusing on a smaller, albeit more lucrative, set of best-fit accounts and measuring success based on revenue generated, is quite the pivot from how many B2B marketing teams used to measure success.

Marketing 52

Marketing B2B Organization Media 52

Hubspot Sales

OCTOBER 9, 2017

The hang-up artist, the rambler, the rapid-fire caller -- chances are you know a salesperson using these voicemail techniques. Maybe you are one of these salespeople. I’m here today, on behalf of prospects everywhere, to ask you to stop. Voicemail is a crucial part of moving deals forward, but there are three deadly voicemail mistakes I see reps make repeatedly.

Onboarding 93

Onboarding Management Sales 93

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

SBI Growth

OCTOBER 10, 2017

Sales 101

Sales 101

Engage Selling

OCTOBER 13, 2017

A few weeks ago, I ran a Facebook Live video and we talked specifically about tactics and strategies to sell in a crowded marketplace.

Sales 48

Sales Client Relationships 48

Sales Gravy

OCTOBER 7, 2017

Good leaders know that when someone is doing the wrong thing, there is a reason. During seminars when I teach leaders the principle that “People don’t do dumb things on purpose.

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40

Hubspot Sales

OCTOBER 13, 2017

The buyer has changed, and the future belongs to sellers who change with them. Today’s buyers enjoy unprecedented access to information. And technology allows them to build solutions on their own. Research published by Forrester shows B2B prospects go through 70% to 90% of their customer journey before engaging with a salesperson. At the same time, more data requires greater stakeholder participation in buying decisions.

Decision-making 85

Decision-making eCommerce B2B Publishing 85

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

Tenfold

OCTOBER 10, 2017

Back in 2014, gamification as a strategy for improving sales productivity was the trend – not that it was a new breakthrough idea then. The theory of gamification gained popularity as early as 2010, when the engagement and productivity gains from the strategy captured the fascination and funds of venture capitalists. In fact, Badgeville, one of today’s leading enterprise gamification software companies, started operating in 2010.

Energy and Utilities 40

Energy and Utilities CRM Sales Software 40

SBI Growth

OCTOBER 9, 2017

Sales 94

Sales 94

Sales Gravy

OCTOBER 13, 2017

Fear is the reason we don’t call. Fear is the reason you avoid most things you know you should do. There are many times throughout the week that we think about picking up the phone to call a customer, or a prospect, but do not. We avoid it.

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Hubspot Sales

OCTOBER 11, 2017

Imagine your company without sales quotas. Sales leaders: Are you wondering how you would drive results and keep your salespeople accountable? Salespeople: Are you wondering how you would stay motivated and focused without a clear number to work toward? According to an informal poll we took of sales reps, managers, and leaders, most sales professionals like quotas.

Sales 83

Sales Finance Organization Sales Training 83

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

ReviewTrackers

OCTOBER 13, 2017

What is HIPAA? The Health Insurance Portability and Accountability Act of 1996 (HIPAA) protects a patient’s health information. The regulations of HIPAA require health care providers to follow privacy guidelines so that a patient’s health information is confidential. The law applies to everyone who works for a healthcare organization. This makes responding to reviews a tricky one.

Insurance 27

Insurance Healthcare Communication Organization 27

SBI Growth

OCTOBER 13, 2017

Sales 85

Sales 85

Sales Gravy

OCTOBER 11, 2017

Prospecting Machine Jeb Blount and Adam H. Michaels talk sales, prospecting & more! From dealing with crazy rejections to what makes a great sales leader, Jeb Blount and Adam H. Michaels cover it all in this episode of The Lighthouse.

Sales 40

Sales 40

Hubspot Sales

OCTOBER 12, 2017

How much of today’s well-intended sales “enablement” actually enables seller productivity? The answer is both surprising and frustrating. At CEB, now Gartner, we often refer to today’s sales environment as “The World of More,” spanning more people, priorities, perspectives, processes, and procedures than ever before. All translating to increased “seller burden” as reps struggle to simultaneously manage greater solutions complexity, organizational coordination, and customer dysfunction.

Finance 81

Finance Internet Sales Environment Stakeholders 81

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