The Center for Sales Strategy

APRIL 6, 2023

A national study published in the Harvard Business Review recommends at least six approaches. So, what is the line between persistent and pest when it comes to securing appointments? Three calls? After six approaches are when 90% of appointments are set. So, how many salespeople make six approaches?

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Publishing Sales 96

Vantage Partners

MAY 10, 2023

Originally published in February 2023 by Training Industry Magazine Offering internal career mobility retains employees who otherwise might depart to pursue their professional growth and advancement. But with limited rungs on the company ladder, how much career mobility can a company offer?

Publishing 83

Publishing Organization Leadership 83

Customer Think

APRIL 26, 2023

Earlier this month, I published an article discussing the importance of the 95:5 rule for B2B marketing. This rule states that up to 95% of business buyers are not in the market for many goods and services at any given time. The 95:5 rule isn't meant.

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B2B Marketing Publishing Digitalization 79

Customer Think

JANUARY 10, 2023

When Dale Carnegie published How to Win Friends and Influence People in 1937 he laid the foundation for sales thinking that continues today: find folks with a need, get into a relationship, and tell them about the features, functions, and benefits of your solution in a way that induces them to buy it. But it’s […].

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The Center for Sales Strategy

DECEMBER 20, 2022

With all the 2023 business predictions being published, there’s no sign that these changes and challenges will slow down. You’ve (almost) made it through 2022, and a New Year is upon us. Over the past few years, businesses have undergone many unforeseen challenges and changes.

Publishing 121

Publishing Sales Organization 121

Customer Think

DECEMBER 4, 2022

According to data published by the NFIB, one-third of small businesses report that the fourth quarter is their most profitable. Photo by Christian Velitchkov on Unsplash Companies around the world strengthen their email marketing during the holidays. Not only is there amplified potential but also, it’s the most competitive season.

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Small Business Profitability Publishing Marketing 118

Customer Think

APRIL 6, 2023

In a 2021 paper published by The B2B Institute, Professor John Dawes, Associate Director at the Ehrenberg-Bass Institute for Marketing Science, described what has come to be called the 95:5 rule. The rule states that up to 95% of business buyers aren.

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B2B Marketing Publishing Digitalization 77

Customer Think

OCTOBER 18, 2022

The recently published fifth annual Consumer Digital Identity Study examines how consumers view the threat of fraud, their expectations regarding privacy, and what can be done to foster trust, especially during online onboarding experiences.

Digitalization 122

Digitalization Onboarding Meetings Publishing 122

Customer Think

NOVEMBER 17, 2022

I published my first thought piece on CustomerThink.com back in April 2017, over 5 years ago. I was lucky enough to be asked to become a regular article writer and adviser later in 2018. As we draw towards the end of a turbulent year in the UK, I thought I’d reflect on my messages over […].

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Customer Experience Publishing Leadership 110

Customer Think

APRIL 28, 2023

This data comes from research published in April by Ryan Strategic Advisory in conjunction with […] In Canada, 68% of contact centers expect to deploy blockchain technology over the next year, while 64% expect to do so in the United States.

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Publishing 63

The Center for Sales Strategy

DECEMBER 28, 2021

We believe that talent + training + tactics = performance , and today w e are bringing you a recap of the most popular blog posts we've published in 2021 on all things talent. Check out these top articles on talent from 2021 and let them kickstart your 2022 sales strategy.

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Publishing Sales 106

The Center for Sales Strategy

DECEMBER 27, 2021

It's hard to keep up with every article we publish throughout the year! So, today, we're making it easy by recapping the most popular sales process posts we've published in 2021.

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Sales Publishing 105

Customer Think

APRIL 16, 2023

A CMS enables businesses to create, manage, and publish digital content without requiring extensive technical knowledge or web development expertise. Content Management Systems (CMS) have become an essential part of digital business operations in recent years.

Digitalization 63

Digitalization Publishing Meetings Management 63

The Center for Sales Strategy

DECEMBER 30, 2021

While many are enjoying this special holiday with family and friends, we're bringing you a recap of the most popular posts we've published in 2021. We've searched for the most popular blogs of 2021, and we've curated these lists that will publish each day this week to bring you some of the most informative content from the year.

Sales Leadership 108

Sales Leadership Leadership Sales Publishing 108

Holden Advisors

FEBRUARY 8, 2022

The Temkin Group (a CX consultancy now owned by Qualtrics) published a study stating?that Each year, customer experience (CX) consultants release studies highlighting how impactful CX can be. that companies earning $1 billion annually can expect to earn, on average,? an additional $700?million million within 3 years of investing in CX.

Customer Experience 312

Customer Experience B2B B2C Decision-making 312

The Center for Sales Strategy

DECEMBER 29, 2021

Exceeding revenue goals is linked to developing new customers as well as increasing revenue from existing clients, today we are bringing you a recap of the most popular posts we've published in 2021 on key accounts and account list management.

Management 105

Management Publishing Sales Account Growth 105

Vantage Partners

OCTOBER 26, 2022

Originally published in 2022 on Mandel Communications blog In our new hybrid work era, the ability to communicate clearly and effectively is more critical than ever. But existing communication shortfalls among teams have been made worse by the disconnect that comes with an ever-changing mix of in-office and remote workers.

Communication 83

Communication Publishing 83

Customer Think

NOVEMBER 13, 2021

Consider the following scenario: Publishing content […]. WordPress is a large and incredibly complicated platform, yet it has limitations. It’s a full-featured tool for bloggers and developers with many options, but it doesn’t let you do everything.

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Publishing 143

Customer Think

FEBRUARY 8, 2023

Source: Analytic Partners Analytic Partners, a provider of marketing optimization solutions, recently published an ebook that offers marketers five recommendations for addressing the economic uncertainty that's likely to exist for much o.

Marketing 68

Marketing Publishing Digitalization 68

Customer Think

JANUARY 4, 2022

Learning what the competitors are publishing is a vital step to achieving that quintessential objective. A marketer’s goal is to create unique and engaging content that resonates with the target audience. Let’s understand how you can use the following quick and easy steps to research and analyze competitive content.

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Publishing Digitalization Marketing 128

Engage Selling

JULY 22, 2022

Since I published Right on the Money, there have been even more changes happening in the marketplace that we as sellers need to … Read More. ????????? How do you employ team selling? The post How to Effectively Employ Team Selling | Sales Strategies first appeared on Colleen Francis - The Sales Leader.

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Sales Publishing Client Relationships Negotiation 96

Customer Think

MARCH 3, 2023

It's such a serious article I was ready to delete it before I clicked the publish button. Today's article is different from most of my other articles because there is no opening analogy, very little data, and a complete lack of humor. If you don't like.

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Sales Publishing 63

SBI Growth

AUGUST 18, 2017

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Publishing 74

Publishing B2B Sales 74

Customer Think

AUGUST 14, 2021

For instance, according to a post-pandemic survey published by Salesforce, more than two-thirds of consumers expect brands to understand their unique needs and expectations, and 91% […]. There’s no doubt personalization is a critical part of the modern-day customer experience.

Customer Experience 137

Customer Experience Publishing Digitalization Marketing 137

Customer Think

JANUARY 16, 2022

To do it well, businesses have to think about how to create a good content strategy, research which keywords to include to rank better, craft engaging posts, and, most importantly, publish […].

Small Business 118

Small Business Publishing Digitalization Marketing 118

Customer Think

JUNE 30, 2021

Web design is a variable that changes as fast, if not faster than we can get our latest creation published! In just the past twelve months, digital adoption has expanded five to ten times faster than was expected, thanks to the pandemic and lockdowns.

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Publishing Digitalization Marketing 136

Red Star Kim

MAY 11, 2023

Towards the end of the post is a review of a classic brands book “ Brand Leadership” By David A Aaker and Erich Joachimsthaler which I published some time ago. Also, “ Understanding brands” by Peter Cheverton is accessible and was published by The Sunday Times. It’s interesting to see how brand management has developed.

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Management Co-Creation Value Proposition Marketing 130

Quip

AUGUST 30, 2021

In the past, publishing and releasing live apps was not the easiest process to follow. First and foremost, we completely reimagined the tooling a developer needs to publish a live app: now, we provide developers with a friendly, all-encompassing command line interface tool, called quip-cli. Plus, it works great on Windows too.

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Publishing 98

Customer Think

JULY 13, 2021

Within the last few weeks, two research reports have been published that provide several important insights about how marketers are managing content-related activities and processes. One report is by the Content Marketing Institute ("CMI"), and.

Management 121

Management Publishing Marketing Digitalization 121

Vantage Partners

FEBRUARY 2, 2023

In this article, published in the Winter 2023 issue of SAMA Velocity Magazine, Jonathan Hughes, David Chapnick, and Ben Siddall explain how to break out of this destructive cycle and transform even the toughest ones into productive discussions.

Account Management 83

Account Management Publishing Sales Innovation 83

Customer Think

DECEMBER 2, 2022

In this article - first published in the International Journal of Sales Transformation - I now want to explore more of the implic. In my previous article - “hiring salespeople with talent” - I explored the challenges involved in making good sales hires.

Sales 68

Sales Publishing 68

Customer Think

NOVEMBER 29, 2022

In this article - first published in the International Journal of Sales Transformation - I want to explore more of the implications.Finding and recruiting the right sales. In my last article, I shared Gartner’s findings about the current war for talent.

Sales 68

Sales Publishing 68

Red Star Kim

MAY 2, 2023

Following my past research (some of which was published in my 2020 book Essential soft skills for lawyers (kimtasso.com) ) I keep an eye out for the latest information relating to the soft skills (particularly leadership skills) most in demand and how these relate to the professional services sector. And why are they so important?

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Emotional Intelligence Decision-making Leadership Communication 130

Customer Think

MARCH 12, 2023

The following article was first published in the March 2023 edition of the always-excellent Top Sales Magazine - there's a subscription link at the bottom of this article.:A A key theme of this edition of Top Sales Magazine is selling on value rathe.

Value Proposition 52

Value Proposition Customer Value Sales Publishing 52

Customer Think

AUGUST 6, 2021

This week I came across a new survey published by FlexJobs that revealed 48% of unemployed job seekers are frustrated in their job search because they are not finding the right jobs to apply to. That survey also showed that 47% are actively looking outside their current career to find employment, 85% are willing to […].

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Publishing 115

Customer Think

JANUARY 26, 2023

Originally published in 1993, according to Amazon’s website, “The One to One Future revolutionized marketing when […] Before the end of the year, I was looking through my library of past business books and came across an “oldie but goodie”, The One to One Future Building Relationships One Customer at a Time by Peppers and Rogers.

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Publishing Marketing Customer Experience Digitalization 58

The Center for Sales Strategy

MARCH 17, 2021

You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published. In this episode, Dani Buckley, Isha Bell, and Emily Hartzell of LeadG2 join Matt Sunshine as they discuss the data from the Media Sales Report surrounding the analysis of the sales enablement information.

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Sales Media Publishing 133