The Center for Sales Strategy

AUGUST 31, 2023

million job openings across industries, and the number of people voluntarily quitting their jobs rose to 4 million. This number is especially high among the younger generations, Millennials (66%) and Gen Z (72%). One top seller I know said it was a bad week if they got less than three job offers.

Sales 127

Sales Management 127

RAIN Group

SEPTEMBER 20, 2023

You’ve just received a call from your chief revenue officer who wants to know how much revenue you expect your team to produce between now and the end of the year. You pull up your spreadsheet and start reviewing the numbers, but the forecast just doesn’t look right.

Management 123

Management Sales Sales Management Marketing 123

Brooks Group

DECEMBER 13, 2023

Sales is a numbers game, but evaluating your sales reps’ performance involves much more than looking at a final revenue number. Revenue may be the ultimate performance indicator, but as a sales leader you should investigate the “why” behind a final result to truly improve the success of your sales team.

Sales 94

Sales Sales Training Communication Meetings 94

Hubspot Sales

DECEMBER 7, 2023

Anticipation of discounts: Buyers know that salespeople are more likely to discount the later it gets, so they wait in anticipation of discounts. Now you know there’s some data and reasoning behind increased Q4 sales, here are top tips to help you score more deals. If you know what you want to achieve, you can work to achieve it.

B2C 120

B2C Transportation Decision-making Logistics 120

Account Manager Tips

JULY 27, 2021

How to write better business emails If your clients don't reply to your emails, you could be part of the problem. Here are 30 easy tips for writing effective emails your clients will actually read. It says what you want, why it matters and what your client should do. You don't know who it's been sent to.

Communication 244

Communication Meetings Key Account Management Prioritization 244

Nutshell

APRIL 3, 2024

When your customers are frustrated with the quality of your products, services, or support team, they’re likely to ditch your company for a competitor — unless you can help resolve their issues satisfactorily. But how do you even know if your customers are happy or not? But what metrics are those?

Media 71

Media CRM Marketing Meetings 71

Brooks Group

JANUARY 8, 2024

Tracking key sales metrics and knowing how to influence them is critical. Leading and lagging indicators reveal how well your team is navigating the complex B2B sales cycle. As a sales leader , your role is clear: manage your sales process and sales professionals to get the job done. Think quality over quantity.

Sales 97

Sales Sales Training B2B Organization 97

Hubspot Sales

JANUARY 22, 2024

A significant portion of the B2B prospecting calls you make will end up going to voicemail — making the sales voicemail techniques you leverage and how well you can execute them absolutely crucial to your sales efforts. If a prospect doesn‘t call you back, don’t take that as a personal affront to your sales skills or personality.

Construction 114

Construction Decision-making B2B Meetings 114

The Center for Sales Strategy

NOVEMBER 23, 2020

"If you don't know your numbers , you don't know your business." — Marcus Lemonis. It's a numbers game, but I don't which numbers" — Average Salesperson. KPI's are like your scorecard after a round of golf, fun to see how you played, but they can't help you play better for the round you just finished.

Sales 128

Sales Sales Management Meetings Management 128

The Center for Sales Strategy

MARCH 29, 2023

If you’re trying to maximize your company’s revenue performance, having a clear understanding of the numbers is essential. Knowing exactly where your income is coming from and where it’s going can help you make informed decisions and ensure that you are on track to reach your goals.

Decision-making 95

Decision-making Management 95

Hubspot Sales

AUGUST 25, 2022

As anyone in sales knows, there is nothing worse than a sales slump. You check your email to find out that a deal you were dedicated to just fell through. You pick up the phone and no one is answering your calls. Experiencing a sales slump can make you question your ability, or worse, your entire career.

Sales 118

Sales Meetings CRM Publishing 118

Envisio

DECEMBER 19, 2023

But identifying your strategic priorities, and aligning your leadership and key stakeholders behind them, is just the beginning. Setting your organizational strategies in place is like finding north on your compass–you now know which direction you want to head in, but you still have to get to rowing and steering the ship!

Stakeholders 98

Stakeholders Construction Government Organization 98

Hubspot Sales

JANUARY 17, 2023

In fact, the number of technology startups has increased by 47% in the last decade — creating a need for competent salespeople. However, there are a few things you should know before diving in. In other words, knowing the bells and whistles of a product or service is half the battle. Pro: High demand. Pro: Competitive salaries.

Sales 116

Sales Software Software Negotiation 116

Hubspot Sales

JANUARY 10, 2024

Reviewing a sales rep’s performance data won’t help if they don’t know how to improve in the areas where they’re lacking. However, sales managers might not know how to approach this, so how can they conduct effective pipeline management coaching sessions? Any data your sales org gathers is ultimately people-driven.

Meetings 104

Meetings Construction Sales Management Management 104

Hubspot Sales

OCTOBER 18, 2022

Your CRM serves as a centralized repository for your entire company's customer data — making it a crucial resource that can guide more effective personal sales efforts and improve your team's collective performance. If you're not contributing to your CRM, you're selling both yourself and your fellow sales reps short.

Management 118

Management CRM Leadership Sales 118

CSSP

FEBRUARY 28, 2024

This leaves you with your own data proxy data, or estimates. Your own data Your own data may be sufficient for assessing markets if your share is large enough. If it isn’t, you may need to “triangulate” your data with other sources to confirm its accuracy. It’s also unlikely to be less than half that number.

Insurance 52

Insurance Suppliers Decision-making Publishing 52

Openview

MARCH 1, 2021

Last year when I covered the company’s funding, it integrated with and ran network assets through 100 different cybersecurity tools; now that number is 300. Every CIO I met I would ask, ‘do you know how many devices you have on your network?’

Cybersecurity 199

Cybersecurity Investors Management Remote Working 199

Hubspot Sales

APRIL 1, 2024

So, let’s take a look at the trends sellers are reporting about inbound lead flow on RepVue , and three things you can do to still hit your targets. We all know buyer research is changing. Fewer prospects are going to just hit your lead form in 2024. One thing that isn’t going to change, though, are your sales targets.

CRM 86

CRM Sales Environment Leadership B2B 86

OnStrategyHQ

APRIL 24, 2023

As your organization begins to sketch out what your strategic plan might look like, it’s likely to come to your attention that you’ll need to gain consensus around what your key performance indicators will be and how they will impact your organization. If you haven’t thought much about your KPIs yet, that’s okay.

Profitability 105

Profitability Publishing CRM Insurance 105

PandaDoc

MAY 9, 2024

It presents a snapshot of how your entire sales process is performing. This guide will explain the sales velocity formula and what it means for your business. Key takeaways Sales velocity measures the rate at which your sales force generates revenue. It gives a summary of how healthy your sales pipeline is over time.

B2C 52

B2C Sales e-Learning Software 52

QYMATIX

MAY 6, 2024

Five practical examples of Predictive Analytics that will make your sales team successful. Predictive Sales Analytics Example Number 1: Modelling and Predicting Customer Behaviour If you can predict where your customer is likely to go next, it gives you the opportunity to deliver something they need.

Sales Analytics 52

Sales Analytics Key Account Management B2B Sales 52

Hubspot Sales

OCTOBER 9, 2023

There is nothing worse in the world of selling than asking an executive a great question and then not knowing what to do with the answer. Business Strategy and Value Proposition Research and asking the right questions to determine a prospect‘s business strategy are central to your ability to effectively prepare for a sale.

Shareholders 104

Shareholders Value Proposition Profitability Decision-making 104

Hubspot Sales

DECEMBER 20, 2021

Some entrepreneurs are born loving numbers. No matter what camp you fall in, understanding your financials is essential to starting, running, and growing a successful business. One of these terms is operating expenses , and you are about to get a crash course in understanding and improving your business’s operating expenses.

Manufacturing 100

Manufacturing Advertising Insurance Profitability 100

Hubspot Sales

MARCH 19, 2022

However, a results-obsessed environment can quickly become unhealthy, particularly if your team feels the pressure to hit a certain number by any means possible. A goal driven sales environment is an environment in which all aspects of your sales process are optimized and focused on helping your team hit its goals.

Sales Environment 125

Sales Environment Sales Prioritization Organization 125

The Center for Sales Strategy

MAY 2, 2022

Did you know that there are 397,900 sales managers in the United States? It's expected that this number will jump by 7% each year, which is the average amount of growth in the U.S. As a manager, you need to ensure that your team is successful and happy. for a profession.

Sales Leadership 108

Sales Leadership Leadership Sales Sales Management 108

Hubspot Sales

MARCH 4, 2024

5 Pieces of Advice All Sales Leaders Need to Know in 2024 1. Effective leadership starts with caring about (and showing you care about) your people. Take your people’s success personally, build up relationships with your folks, advocate for the needs of your team, and be a model of great leadership and mentorship for your folks.

Leadership 111

Leadership Construction Prioritization Sales 111

Hubspot Sales

JANUARY 29, 2024

As a salesperson, you've probably gotten your fair share of career advice — and it goes without saying that some of those tidbits have definitely been more valuable than others. Some insight you get winds up being dated, disjointed, or detrimental to your overall sales acumen. The Bad Advice “Sales is a numbers game, above all else.

Sales 84

Sales Publishing Software Software 84

Hubspot Sales

APRIL 28, 2023

Sales lead tracking can answer the million-dollar question: "How do I know if my team is maximizing their opportunity to close every lead?" If you’ve ever asked yourself these questions because something in your lead management or sales flow is not working for you, you’ve come to the right place.

Sales 104

Sales B2B Software Software 104

Hubspot Sales

SEPTEMBER 6, 2023

Knowledge is power — by uncovering the reasons why your phone’s ringing, you can better understand how your company’s inbound marketing or advertising campaigns lead to your sales team’s success. Lastly, the tool’s CRM software integration enables you to keep your data organized in your preferred database.

Software 88

Software Software CRM Customer Experience 88

Hubspot Sales

OCTOBER 11, 2021

People in your same industry will be pre-qualified as being able to use and benefit from what you have to offer, which makes it easier for you to make a value proposition that sells. Beth, 7 surprising industries that are perfect for your business are….”. Friend of Taylor who needs your advice.”. Lee recommended we speak.”.

Value Proposition 119

Value Proposition Marketing Management Sales 119

Nutshell

MAY 9, 2024

Have you ever wanted to learn more about the people working for your customers so you could find the right point of contact? PeopleIQ is a new Nutshell add-on that allows your team to proactively identify the people who work for the companies/customers you already have in Nutshell. How does PeopleIQ work? How accurate is PeopleIQ?

CRM 71

CRM Management Sales 71

Nutshell

MARCH 28, 2024

As a startup, having a well-running sales pipeline is vital to facilitate sales actions and help your team close deals faster. Read on to learn more about the importance of sales pipelines for your business and how to manage a sales pipeline for your startup. Table of Contents Why is a sales pipeline important for a startup?

Management 71

Management Prioritization CRM Sales 71

DemandFarm

MAY 13, 2024

Customer retention is directly proportional to customer loyalty, reflecting how satisfied your customers are with your products and services enough to return for more. Simply put, churn rate is the percentage of customers leaving your organization while retention rate is the ones that stay with you.

Account Planning 52

Account Planning Key Account Management Client Relationships Communication 52

Hubspot Sales

MAY 6, 2024

Your favorite graphic design software or AI tool may just be a unicorn startup dazzling in plain sight. Privately owned companies are typically owned by a concentrated number of shareholders, unlike public companies traded on the stock market. There are more than 2x the number of IT unicorn companies compared to other categories.

Investors 75

Investors Innovation Software Software 75

The Center for Sales Strategy

JUNE 15, 2021

Being a decision-maker in today’s business world makes them a target for every over-enthusiastic salesperson with their landline number. You know that you can make a real difference to this prospect if you can just get in front of them and show them your magical product. Can you imagine how exhausting that must be?

Sales Environment 124

Sales Environment Decision-making Sales 124

Hubspot Sales

JUNE 13, 2023

As prospecting is an extremely critical step in the sales process , adopting AI to help with your processes is worth considering. Qualifying your leads is a critical part of prospecting because you learn how relevant they are to what you offer and exactly what to say to communicate how your product/service solves their pain points.

Artificial Intelligence 122

Artificial Intelligence Value Proposition Sales B2C 122

Hubspot Sales

JUNE 21, 2023

And if you want to consistently engage in meaningful conversations with prospects, you need to know how to work past them. If you offer up a traditional, more passive response, your buyer will continue on autopilot — not even giving you a second thought when the call ends. Salesperson : “So I can get there right from your homepage?”

Decision-making 110

Decision-making Meetings Sales Organization 110