By kurtsima@csscenter.com (Kurt Sima) Of all the decisions and executive makes, none is as important as the decisions about people, because they determine the performance capacity of the organization.” – Peter Drucker The new year is 1/12 complete, and January is old news. How is your organization doing so far? Are you on track to exceed your growth goals for 2020? Are you lagging behind? Growth of a sales organization will not happen unless the people in the sales organization are growing. Here are four important elements to consider that are directly linked to growth of your people a ..read more

By Ollie Whitfield We’re pleased to have Shruti Kapoor on the podcast this week to lift the lid on the state of automation in sales right now. This was an interesting discussion, where Shruti explains how prospecting teams in future will be using just-in-time learning technology to help them do the right thing more often on sales calls. Added to that, Shruti has an interesting view on where we are right now with regards to how advanced the technology we can use as prospecting teams is, on the scale from 0 to seamless integration… In This Podcast You’ll Learn: Just In Time Learning Saving D ..read more

By John Barrows One of the hardest things to do in sales is “create urgency” when it’s seemingly not there. Sales reps try to manufacture urgency all the time by proactively offering discounts at the end of the month, but that’s just sad. But how do you actually “create” urgency? Let me be clear – you can’t. As the CEO of my own company, I sat down with my team towards the end of last year and mapped out our plans for the coming year. We determined our revenue goals and outlined the main priorities for each person on the team and what they needed to do to help us reach those goals. Then we ..read more

By Amanda Meade – MOTIVATION – “Quality performance (and quality service) starts with a positive attitude.” -Jeffery Gitomer – AROUND THE WEB – <> Straightening Out Your Sales Data–LinkedIn For sales teams, scarcity of information was once a major pain point. Now we have the opposite problem. We are awash in sales data, pertaining to all elements of our operations. The data comes from a host of different sources, and we store it in a dizzying array of databases. This presents a challenge, especially for those of us who might not consider ourselves avid number-crunchers. SPARXi ..read more

By Nancy Nardin How to Develop a Winning Sales Strategy Source:: Smart Selling Tools ..read more

By mattsunshine@csscenter.com (Matt Sunshine) At The Center for Sales Strategy (CSS), we take delivering results seriously. Our proven strategies help clients improve their company’s sales performance and increase their sales revenue by providing strategic plans and tailored solutions for their needs. We’ve taken some time to dig into last year’s numbers so we can analyze and improve in the coming year. Here’s what 2019 looked like. Source:: The Center For Sales Strategy ..read more

By Jennifer Wyne Executive Interview: with Wayne St. Amand, CMO of Allego In this series, we ask Sales Tech Executives to talk about Selling as a Buying Experience. NANCY: WHAT ARE THE TOP WAYS COMPANIES CAN TRANSFORM SALES TO IMPROVE THEIR PROSPECTS’ BUYING EXPERIENCE IN THE NEXT 12-24 MONTHS?  WAYNE: Now that we all live on our phones, a buyer’s experience has emerged as a make-or-break touchpoint in B2C. We, as consumers, simply won’t spend time with—or buy from—companies that don’t offer a pleasant experience on mobile or in-store. This same mindset is now emerging for B2B. Buyers ex ..read more

By Amanda Meade The sales pitch is delivered, objections are resolved, and the contract is sent. Now, you patiently wait for the prospect to sign, and you’ve sealed the deal. But then — the email comes through, and suddenly you’re scheduling a sales negotiation. Even if a salesperson has properly qualified a prospect and correctly managed their expectations through the sales process, they still can find themselves shifting gears from consultant to negotiator. And while negotiations can go in an infinite number of directions, honing-in on these six sales negotiation tactics will help close ..read more

By Kelly Driscoll This week we’re pleased to welcome Matt Green to the podcast. Matt’s building an amazing community of sales, CS and marketing professionals in Chicago with Sales Assembly and is always learning from what they’re doing to crush their market. Matt shares his take on what they’re doing well and how he see’s the ways prospecting has changed recently… In This Podcast You’ll Learn: Prospecting in Communities Balancing Automation in Prospecting Sharing Genuine Insight Follow the podcast: Subscribe on iTunes. Subscribe on Spotify. Prospecting in Communities John Barrows: So obv ..read more

By ThemeBuilders TechTarget Priority Engine Email Alerts Help Sales Teams Take Immediate Action on the Best Opportunities in Their Territory New alerts now make it even easier for reps to access TechTarget’s purchase intent insight to close more deals faster. The information we get through TechTarget’s Email Alerts will enable our sales teams to focus on specific opportunities and customers who are currently in-market for NWN’s solution-as-a-service portfolio, allowing them to deliver better solutions, faster, while transforming the customer experience. – ndrew Gilman, Head of Market ..read more