The Center for Sales Strategy

JULY 18, 2023

In this episode, we’re kicking off our season-long exploration of The Center for Sales Strategy’s latest Talent Magazine. In other words, we’ll be diving into exactly how you should go about recruiting, selecting, developing, and engaging your people.

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Sales 111

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.

Publishing 109

Publishing Sales 109

Upland

NOVEMBER 27, 2023

Four essential insights to better know your customer Picture seeing what looks like a great opportunity. An initiative could be to… Streamline a core business process Improve the product release cycle Recruit better talent. How can you gather these insights to know your customer? Who do they sell to?

Account Planning 195

Account Planning Suppliers Decision-making Leadership 195

Sales Gravy

AUGUST 11, 2023

Walsh shares insights on the importance of trust, relationships, and professional development in nurturing and retaining sales talent, as well as the challenges and opportunities of pivoting to virtual selling during the pandemic. Focus on personal and professional development instead of financial incentives.

Virtual Selling 71

Virtual Selling Leadership Healthcare Communication 71

The Center for Sales Strategy

AUGUST 9, 2023

In this episode, we’re once again consulting the latest Talent Magazine by The Center for Sales Strategy. Kate and Deborah both provide super valuable insights, like: How a company culture is like a garden. Today, we’re focusing on Engagement with Kate Rehling and Deborah Fulghum, joining Matt to help break it all down.

Organization 88

Organization Sales 88

The Center for Sales Strategy

OCTOBER 17, 2022

To celebrate Women in Sales Month, we’re talking with some amazing women sales leaders who share their unique insights, from offering advice for sales managers, new or more experience to discussing the anticipated landscape of sales and years ahead when it comes to improving sales performance.

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Sales Media Sales Management Organization 123

The Center for Sales Strategy

OCTOBER 19, 2022

October is Women in Sales Month, and to celebrate, we recognize many talented and hardworking women who work in this industry, the valuable contributions they make to it, and their expert insights on the future.

Prioritization 114

Prioritization Sales 114

Red Star Kim

JULY 13, 2023

Thanks to the Managing Partners’ Forum Strategy Summit at haysmacintyre earlier this week.

Management 130

Management Remote Working Acquisition Finance 130

Force Management

JUNE 8, 2022

How can you own the talent management process to make your people your sales organization's biggest competitive advantage? In this era of mass resignations and global hiring, it's critical for sales leaders to take ownership of their talent management process. Your most important asset is your people.

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Sales Management Organization 78

SalesGlobe

DECEMBER 8, 2022

Despite recent corporate layoffs, the war for sales talent is raging on. I will walk you through what organizations are doing to retain and attract talent with statistics from SalesGlobe’s 2022 Sales Role and Compensation Practices survey conducted with WorldatWork that included approximately 700 companies. Increasing Base Pay.

Organization 52

Organization Healthcare Value Proposition Supply Chain 52

Red Star Kim

JANUARY 16, 2023

43% Lack of skills and talent. The importance of the lack of skills and talent – whether in candidates or existing staff – is an interesting observation. Creating thought leadership and insight campaigns. The survey is – as always – excellent quality and insightful. 43% Fee pressures. 36% Margin erosion.

Marketing 130

Marketing Co-Creation Government Artificial Intelligence 130

Zendesk

NOVEMBER 3, 2022

Finding—and keeping—talent is an ongoing challenge for many businesses. Upwork is the world’s largest work marketplace where companies can find independent talent to grow their businesses, and independent talent can find work to grow their careers. Pliskow says unitQ has been effective in providing customer insights. “It

Stakeholders 98

Stakeholders Innovation Customer Experience Management 98

The Center for Sales Strategy

OCTOBER 13, 2021

There's no question we're in a talent shortage, and if you're curious about some of the ways to reach candidates using social media, make sure you take a look at these insights on best practices. Your recruitment strategy pivots on how you effectively use and deploy different tactics (and mindsets) to reach ideal candidates.

Media 106

Media Sales 106

MDI Training

DECEMBER 4, 2023

Advancing AI Integration at UNIQA: A Future Focus Iris Brachmeier , Group Chief People Officer of UNIQA Insurance Group AG since August 2023 and therefore responsible for international HR , provides insights into the company’s groundbreaking transformation up to 2025 in an interview with our colleague Melanie Holzner.

Artificial Intelligence 105

Artificial Intelligence Digital Transformation Leadership Digitalization 105

The Center for Sales Strategy

JUNE 9, 2021

Season 3 of the Improving Sales Performance Series is focused on helping sales leaders make an IMPACT on their sales performance through insight on 4 key areas: people, process, planning, and performance.

Sales 117

Sales 117

Mike Kunkle

AUGUST 8, 2023

This abundance of data can lead to analysis paralysis, where decision-makers are overwhelmed without the insights to drive action. Implement robust analytics tools that provide actionable insights in real time. Barrier 5: Neglecting Talent Development The foundation of growth lies in the capabilities of your team.

Sales 188

Sales Prioritization Innovation Leadership 188

Chally

OCTOBER 10, 2022

Talent assessments are an excellent tool for recruitment, hiring, or or identifying coaching and development opportunities. Choosing the right candidate can be easier and more effective with talent analytics, whether sorting through hundreds of new candidate applications or re-evaluating a merging workforce during an acquisition.

Organization 52

Organization Acquisition Decision-making Onboarding 52

SBI Growth

MAY 3, 2023

To accomplish this goal, they implemented a talent assessment to understand their teams' performance better. Through the process, they uncovered how to improve sales productivity and the potential of a sales restructuring that could exponentially increase revenue growth in the next three years.

Sales 62

Sales Organization 62

SBI Growth

MARCH 8, 2023

That's where talent assessments come in. By regularly assessing your sales team through surveys, interviews, or other evaluation methods, you can gain valuable insights into how your team operates and make the necessary changes to maximize its potential.

Sales 62

Sales 62

Sales Gravy

NOVEMBER 27, 2023

His insights, derived from decades of experience, provide a roadmap for both aspiring and seasoned sales manager in navigating the complex and often misunderstood profession of sales. Sales Management is about nurturing and developing talent, fostering a culture of accountability, and leading by example.

Sales Management 81

Sales Management Management Sales Leadership Leadership 81

Strategic Communications

NOVEMBER 29, 2023

For instance, an existing employee is relocating for family reasons and you don’t want to lose their talent and contributions, so you make arrangements for them to work remotely. A View from Both Sides We’re one of the many companies that take advantage of the talent that freelancers can bring, especially for small companies.

e-Learning 52

e-Learning Publishing Finance Communication 52

Red Star Kim

NOVEMBER 2, 2023

As an fan of Challenger sales (and the variant Insight Selling Insight selling – building on consultative selling models (kimtasso.com) I was delighted to see that one of the originators – Matthew Dixon – turned his focus to selling in professional services. Tom’s team realized that its CEO was active on LinkedIn.

Client Relationships 130

Client Relationships CRM Financial Services Decision-making 130

The Center for Sales Strategy

FEBRUARY 24, 2021

In this episode, Beth Sunshine, VP of Talent Services, joined Matt Sunshine to discuss the Sales Department Structure section of the Media Sales Report, specifically looking at data on hiring and talent. You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published.

Media 75

Media Publishing Sales 75

PandaDoc

APRIL 3, 2023

It can also offer insight into automating sales processes to free up more of your team’s time. But don’t discount the talent of your newest reps. They may have fresh insights from the field and innovative ideas to take your training to new levels. And more importantly, you want each meeting to yield insights and action.

Sales Training 98

Sales Training Management e-Learning Sales 98

Red Star Kim

FEBRUARY 1, 2024

Yet expectations for improvement in specific firms far exceeds that for the economy and the sector generally – is this wishful thinking?

Marketing 130

Marketing Leadership Profitability Digitalization 130

Miller Heiman Group

DECEMBER 16, 2020

Greater insight allows leaders and managers to ask detailed questions about existing accounts, sales performance, and account production. Invest in existing talent. According to our latest research , talent remains a top priority for organizations. Accurate forecasting is even more significant when each sale counts.

Virtual Selling 109

Virtual Selling Prioritization Sales Organization 109

The Center for Sales Strategy

DECEMBER 13, 2018

It’s not enough to just have talent. You have to practice and use your talents in order to improve and make a positive impact on the people around you. What if you could spend more time on your talents? Professional athletes spend countless hours practicing and training in order to improve their performance.

Sales 89

Sales Sales Management Management 89

Planview

AUGUST 16, 2023

Flow Velocity will reveal the rate at which work progresses through the value stream, providing insights into productivity. Attracting and Retaining Digital Talent The success of SAFe heavily relies on having employees with the necessary skill sets to excel in agile software delivery.

Decision-making 52

Decision-making Digitalization Acquisition Software 52

The Center for Sales Strategy

MAY 23, 2019

Screening, uncovering, and selecting top talent takes a lot of practice and a reliable process. As far as interview questions go, the best are the ones provided in a validated scientific talent instrument used (toward the end of your selection process) by a certified Talent Analyst.

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The Center for Sales Strategy

NOVEMBER 1, 2018

Do Millennials simply have less sales talent than prior generations? After conducting tens of thousands of sales talent assessments, we here at The Center for Sales Strategy can assure you that’s not the case.

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Management Sales Sales Management 102

Brooks Group

AUGUST 8, 2023

This will provide valuable insights into each individual’s dominant personality traits (D, I, S, or C) and help identify communication styles, strengths, and areas for development. Use DISC insights to communicate and manage changes effectively, whether it’s introducing organizational updates or implementing process improvements.

Sales Management 72

Sales Management Management Sales Sales Training 72

Chally

AUGUST 30, 2022

Figuring out how to develop the right talent in an organization and assemble the right team can be a complicated equation. But in some cases, it can be more beneficial to acquire outside talent. The Pros and Cons of Talent Management Strategies. The Pros and Cons of Talent Management Strategies. Talent Acquisition.

Acquisition 59

Acquisition Onboarding Advertising Decision-making 59

Strategic Communications

AUGUST 22, 2023

Freelancers can offer great benefits to employers who know what to look for, what to look out for, and how to effectively evaluate talent before bringing them on board. Two Must-Do’s Companies have access to a wide range of information they can review online to gain additional insights into candidates.

Digitalization 52

Digitalization Finance Communication Publishing 52

Brooks Group

OCTOBER 25, 2022

Not only can pre-employment testing be useful in predicting job performance, but it can give valuable insights into the core skills and abilities of potential candidates. These quality candidates have been shown to have the personality test and aptitude test results that make them the best talent for the job. Higher Quality Hires.

Acquisition 52

Acquisition Decision-making Sales Training Negotiation 52

The Center for Sales Strategy

MARCH 27, 2019

During a recent feedback session, I had a new hire ask what was potentially the most insightful question I have ever heard on one of these calls. She asked me if her intense talents, of which she had several, could get in her way. We then brainstormed how she could work with those talents but limit how they slowed her down.

Brainstorming 67

Brainstorming Sales Management Management Sales 67

The Center for Sales Strategy

DECEMBER 26, 2018

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 2018 on all things talent. Check out these top articles on talent from 2018, and let them kickstart your 2019 sales strategy.

Publishing 84

Publishing Sales 84

Chally

FEBRUARY 7, 2023

A clear and concise job description will attract talent with strong experience and skills that match the job criteria. Wading through an enormous talent pool and hundreds of resumes is no easy task. Chally’s Predictive Talent Assessment will weed out unfit prospects, creating less overhead for hiring teams.

Decision-making 52

Decision-making Meetings Profitability Organization 52