The Center for Sales Strategy

NOVEMBER 1, 2021

Sales meetings have always been stressful. But with the recent shift to digital, many sales professionals have had to adapt to a whole new way of closing deals. Naturally, as with anything new, mistakes are still being made.

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Meetings Sales Digitalization 106

Hubspot Sales

JANUARY 15, 2024

Welcome to “The Pipeline” — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. I like to call this “ghosting” — when a sales process is chugging along smoothly with a client, you feel positive that the deal will close, and then your prospect disappears without a trace.

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Stakeholders Sales Communication Meetings 117

Brooks Group

APRIL 10, 2024

In sales, it means staying focused. In the race to finish the quarter strong, prospecting often gets put on the back burner while sales professionals work on closing open opportunities. But your sales team needs to be able to do both: fill the pipeline with highly qualified prospects and keep deals moving. But it’s tough.

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Sales Media B2B Publishing 88

Hubspot Sales

MAY 17, 2023

That makes establishing credibility central to the success of any sales effort. But maintaining that kind of trustworthiness and legitimacy over multiple sales conversations can be easier said than done — a lot of reps run into hitches, hiccups, and human errors that undermine their credibility with prospects.

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Value Proposition Stakeholders Facilitation Communication 129

PandaDoc

MAY 8, 2024

Such huge numbers equate to huge revenue potential in terms of SMB sales. Read on as we cover everything you need to know about the SMB sales process, and how your sales team can crush it in the competitive landscape. What are SMB sales? Which approach and tools should you implement to make the most of this potential?

B2C 52

B2C Small Business Sales Decision-making 52

Hubspot Sales

NOVEMBER 14, 2023

Of course, when we talk about the future of sales, it's less about the products we might sell (flying cars, anyone?) Here, I spoke to sales leaders at Bardeen.ai , Aircall , and HubSpot to get their top predictions for the future of sales. Sales professionals need to become influencers — kind of. Let's dive in.

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Energy and Utilities Media Sales Publishing 99

Hubspot Sales

NOVEMBER 3, 2023

Sales teams dedicate a lot of their time to forecasting. Yet, over 50% of sales leaders question the accuracy of their sales forecasting efforts. Since sales forecasting is a rather complex and time-consuming process, organizations seek ways to improve it, with many turning to machine learning.

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Artificial Intelligence Supply Chain Sales Decision-making 84

Hubspot Sales

SEPTEMBER 6, 2023

Read on to find out how Teamwork.com increased sales efficiency by 50% when they ditched "more is better" in favor of "better is better." Teamwork.com's Sales Story Who are you and what is Teamwork.com all about? My name is Beau Brooks and I’m the Global VP of Sales at Teamwork.com, a project management tool for client work.

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Sales Onboarding Prioritization Profitability 112

Hubspot Sales

JULY 12, 2023

Building rapport is central to any successful sales effort. And if you exhibit any of those qualities, you're going to have a hard time sustaining productive conversations with prospects — let alone closing deals. But ineffective rapport building can read as sleazy, disingenuous, or flat-out strange. Let’s dive in.

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Sales 96

Hubspot Sales

OCTOBER 31, 2022

Exceeding sales targets and quotas is the primary goal for 45% of sales executives , according to 2022 HubSpot data. The best way to tackle this challenge is through effective sales networking. In this guide, you’ll learn how to approach networking and what mistakes to avoid. What is sales networking?

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Media Sales Meetings Onboarding 99

Sales Gravy

AUGUST 12, 2022

I recently posted a podcast of my discussion with Kristin Austin, where we talked about the importance of perseverance in life and sales and how you can apply the same theory of continuously moving forward to finding satisfaction and success in both. The same is true of sales.

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Sales 99

ACT

JANUARY 27, 2023

Every sales rep has been there. Sales call fails come with the territory. The best sales reps , however, are able to shake them off and jump right back on the phone. Best-of-the-best salespeople make a game plan to prevent the biggest sales mistakes. ” Limiting how much you say is the cardinal rule of sales.

Value Proposition 52

Value Proposition Sales Decision-making CRM 52

Hubspot Sales

JANUARY 4, 2021

Plus, we'll explore the mistakes you'll want to avoid. For a sales-focused calling campaign, a company may choose to have their salespeople make the calls or may enlist agents to create "warm leads" before passing them onto the sales team. Keep your sales database up-to-date. Close sales. Generate leads.

Energy and Utilities 120

Energy and Utilities Sales Decision-making Media 120

Brooks Group

JULY 5, 2023

Sales conversations can be tough. It’s easy to assume you know what the customer wants and rush the close. Sales conversation strategies are absolutely essential for achieving sales success. Tips for Improving Sales Conversations The best way to start a sales conversation depends on the research you do before the call.

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Sales Sales Training Value Proposition Decision-making 52

Hubspot Sales

FEBRUARY 21, 2023

The same is true in sales. An uncoachable sales team is easy to spot — they lack direction, motivation, and cohesion. But when sales reps embrace coaching, they invest in their success — and the success of their entire team. Yet, coaching is necessary for professional growth — especially if you're in a sales role.

Sales 101

Sales Prioritization Management 101

Zendesk

APRIL 23, 2021

On your journey to sales greatness, a little inspiration is necessary at times. So, we’ve compiled our favorite sales quotes from the likes of Zig Ziglar, Jeffrey Gitomer, Richard Branson, Jill Konrath, and more—all categorized by common obstacles salespeople face: Productivity quotes for knocking out sales tasks.

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Sales Meetings Decision-making Construction 98

Hubspot Sales

JUNE 28, 2022

It also has major economic benefits from a cost of sales perspective — for instance, rather than paying for each sales rep to travel to meet in-person with buyers, plenty of selling can now be done virtually. Companies can now hire from a wider talent pool without letting geography become a deterrent for hiring the best sales reps.

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Sales Brainstorming Leadership CRM 114

Brooks Group

FEBRUARY 6, 2024

Does your team have a sales process? If not, you may see confusion, lackluster sales performance, and missed quotas. That’s because sticking with a sales process correlates with success—and lack of adherence is a problem at many organizations. What Is Sales Process Adherence? If yes, great. That’s an important first step.

Sales Training 52

Sales Training CRM Sales Meetings 52

Hubspot Sales

AUGUST 4, 2020

Succeeding in sales is 95-percent mental. In this decade, sales is a very challenging profession. The way businesses sell is constantly changing, and many sales reps are facing impossible deadlines, strict accountability, dozens of curveballs with each deal, and pipeline scrutiny from all sides. Why are you in sales?

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Sales Account Management Government Prioritization 140

Hubspot Sales

SEPTEMBER 12, 2018

The more control and visibility you have into your sales pipeline, the more revenue you’ll bring in. But what is a sales pipeline and why is it so instrumental to selling success? In this guide, you'll learn everything you need to know about sales pipeline management, including: Sales Pipeline Definition.

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Sales Negotiation Decision-making CRM 145

Hubspot Sales

APRIL 27, 2023

In this article, you’ll learn some positions you can consider in SaaS sales, expert tips for getting into the industry, and how to succeed in your first sales role. Table of Contents Is SaaS sales a good career? SaaS Sales Positions How to Get into SaaS Sales How to Succeed in SaaS Sales Is SaaS sales a good career?

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Sales Account Management Communication Sales Management 110

Hubspot Sales

JUNE 9, 2023

If you’re looking to get into sales, not having a college degree can feel like a huge barrier to your career. But what if I told you that a degree isn't always required for a sales job? In this guide, we’ll explore how you can get into sales without a degree. Table of Contents What does it mean to work in sales?

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Sales Insurance Decision-making Transportation 109

Hubspot Sales

AUGUST 12, 2018

Closing is a make-or-break moment in sales. Choosing the right phrases to seal a sales deal is crucial. You're not the only salesperson who feels apprehensive about the close. Here are a few proven closing techniques, and why they're so effective. Sales Closing Techniques. The Now or Never Close.

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Sales Onboarding Meetings Communication 145

Apptivo

JANUARY 27, 2022

The best sales team knows when to stop selling. Have you ever wondered what are some of the successful habits of an effective sales team? The most common answer is they have a definite sales plan and also, they know when to stop selling. That’s why an effective sales strategy involves a sales team knowing when to stop selling.

CRM 98

CRM Sales Sales Management Financial Services 98

Brooks Group

JULY 27, 2022

As we pass the half-way point of the year, sales managers may start to hear a few grumblings that quotas are too high. While it’s wise to reassess sales targets to make sure they are realistic, assuming they are too high might be a mistake. Forbes reported that in 2017 that 57% of sales reps failed to meet quota.

Supply Chain 75

Supply Chain Sales Sales Training Negotiation 75

Hubspot Sales

AUGUST 23, 2022

Having powerful software is an undeniably critical component of any strong sales strategy. Fortunately, we did some digging to determine which areas of the sales cycle leaders are investing in most heavily for 2022 and beyond. So here's a breakdown of sales tech that can deliver quantifiable results for sales teams in 2022.

Sales 86

Sales Digitalization Prioritization CRM 86

Hubspot Sales

JULY 27, 2023

This is a significant drop from just a year before when sales success reached around 26%. They need to achieve more with less, making sales enablement more important than ever. Companies have access to AI tools to support their sales efforts. In this post, you'll learn how AI can power your sales enablement strategy.

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Sales CRM Communication Sales Environment 74

MTD Sales Training

MAY 15, 2020

We’re all looking for the silver bullet technique when it comes to increasing our sales but we can also learn a great deal from those salespeople who make the most mistakes! ” Here’s 18 sales mistakes that poor salespeople make. Sales Mistakes To Avoid. Lack of sales preparation.

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Sales Decision-making Sales Training Profitability 62

Hubspot Sales

JUNE 9, 2021

In fact, the only people that buyers trust less than sales reps are car salespeople, politicians, and lobbiers. Sales tie downs are here to help fix that. They allow you to build trust and loyalty with your buyers, as well as close more deals. It’s a great way to slow down your conversation, and speed up the sales process.

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Sales Software Software Management 118

Apptivo

FEBRUARY 14, 2023

What is a sales funnel? Why is the sales funnel important? Stages of sales funnel 5. Common sales funnel mistakes 6. Tips to Avoid sales funnel mistake 7. As a result, developing a winning sales plan and comprehending what works (and what doesn’t) are more crucial than ever.

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Sales Media e-Learning B2B 52

Hubspot Sales

JULY 30, 2019

Failure is common in sales. From an early age, we learn how to do things by making mistakes. Inspirational sales gurus are famous for quoting the failure statistics of great achievers like Abraham Lincoln, Thomas Edison, and Colonel Sanders. Sales-Oriented Behaviors vs. Customer-Oriented Behaviors.

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Sales Retail Sales Management Decision-making 98

Sales Gravy

MARCH 28, 2023

On this special episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams and bestselling author of Coffee's for Closers, Tony Morris, dive into the art of great discovery, how to ask questions that build rapport and create engagement, and why better questions set the groundwork for better results.

Negotiation 83

Negotiation Decision-making Stakeholders Meetings 83

Account Manager Tips

AUGUST 10, 2021

But, for B2B companies, it falls to the sales team or the key account management team to ask. Sales Insights Lab surveyed 400 salespeople to gain insights into today's selling world. I've been working with Nancy for several months, and she's helped our firm boost sales from referrals. Asking closed questions.

Decision-making 240

Decision-making Account Management Value Proposition Brainstorming 240

Hubspot Sales

JULY 28, 2021

One of the most lucrative ways to improve your bottom line is through boosting your sales team's effectiveness — yet many companies choose to focus on aspects of the business like product velocity or customer support costs rather than dialing in on their sales execution. That said, sales execution can be elusive.

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Sales Advertising Decision-making Marketing 120

PandaDoc

OCTOBER 30, 2023

Gamification took the sales industry by storm in the latter half of the previous decade — and with good reason. Research has shown that there are huge benefits to gamifying your sales process, including better worker productivity and retention when it comes to learning new things. Let’s jump in!

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Sales Software Software CRM 52

MTD Sales Training

APRIL 12, 2020

Are you using online sales meetings throughout your sales process? Do it wrong and it can completely ruin the sale! Here are 5 mistakes to avoid at all costs! Close Down All Other Windows. See if you can bunk off work early and say you’ve got a sales meeting somewhere”. The lesson? Happy Selling!

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Meetings Suppliers Sales Training Sales 77

QYMATIX

SEPTEMBER 20, 2022

Introducing new technologies for B2B sales is not always easy. In this article, you will learn which mistakes you should avoid. Joachim Meyn has many years of experience in B2B sales and has managed many projects in the area of CRM implementation. And the same mistakes are repeated over and over again at the management level.

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B2B Sales Decision-making Suppliers 40