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The Center for Sales Strategy Blog

Amanda Meade

Recent Posts by Amanda Meade:

Statistics to Prove B2B Sales Can Benefit from Social Selling

Statistics to Prove B2B Sales Can Benefit from Social Selling

Even though using social media to sell has been widely adopted in many industries, the 2019 Media Sales Report revealed that social selling is currently more hype than reality. Only 12% of sales managers surveyed saying their salespeople are using social media effectively to set appointments with prospects.

Research indicates that sales leaders still aren't convinced of social selling's value. And many salespeople simply don't know how to go about becoming a social seller. If you still need some encouragement when it comes to your social selling initiative, use these statistics for inspiration.

Topics: Social Media media sales report social selling

Weekly Roundup: Virtual Sales Conferences, Selling During a Pandemic + More

virtual-meeting

- MOTIVATION -

"Establishing trust is better than any sales technique."

-Mike Puglia

- AROUND THE WEB -

<< If you only read one thing >>

Best Virtual Sales Conference and Events in 2020–Sales Hacker

In a good year, most of the best sales conferences are physical events where you can attend sessions, rub elbows with thought leaders, and make new connections. But this year…

With a pandemic on our hands, most sales conferences scheduled for the early part of 2020 have either been rescheduled or, if you’re lucky, made virtual. Here are the top virtual sales conferences, events, and training you need to know about. So whether you’re experiencing a travel ban or simply don’t have the time or budget to travel, you can still build your skills and make new connections.>>> READ MORE

Topics: Wrap-up

Weekly Roundup: Resources for Working From Home

Resources for Working From Home-1

- MOTIVATION -

"Every strike brings me closer to a home run."

-Babe Ruth

- AROUND THE WEB -

<< If you only read one thing >>

How to Be Successful at Remote Sales, According to HubSpot's Remote Salesforce–HubSpot

The sudden transition to working remotely has many minds worried about not being productive, feeling isolated, and not having a good space to work from. And if you work in sales, it can be even harder to acclimate to your new surroundings.

However, the transition doesn't have to be difficult. Gathered here are the top tips from HubSpot's remote salesforce. Plus, reviews of the best practices for managing a group of remote sales employees.>>> READ MORE

Topics: Wrap-up

Weekly Roundup: Information and Resources for Your Sales Team

Information and Resources for Your Sales Team

- MOTIVATION -

"Quality performance starts with a positive attitude."

-Jeff Gitomer

- AROUND THE WEB -

<< If you only read one thing >>

The B2B Sales KPIs You Should Be Tracking According to 60+ Experts–Databox

The art of B2B marketing in the digital age is becoming more complex. In a world where buyers and decision-makers have access to a world of information (offered by you and your competitors) and the buyer’s journey is becoming increasingly noisy, more effort does not always equal better results.

Crafting and tracking solid KPIs becomes more important to the success of your team and organization. But which metrics deserve your attention: Activity? Retention? Revenue? All can have an impact on your pipeline and your results.>>> READ MORE

Topics: Wrap-up

Sales Leadership: Are You a Boss or a Leader?

Sales Leadership Are You a Boss or a Leader

“People don’t leave jobs; they leave managers.”

“I quit.” It’s what a record-breaking 4,478,000 workers told their employers in August 2019. The reasons for quitting varied from compensation to lack of engagement, but one in two employees left their job to get away from their manager.

At one point in our life, we’ve all worked under a superior that could make or break our day. When it comes to sales leadership, there’s a big different between being a boss and a leader. Which one are you?

Topics: sales management leadership sales talent

Weekly Roundup: Benefits of AI in Sales, What is Sales Enablement+ More

Benefits of AI in Sales, What is Sales Enablement

- MOTIVATION -

"I am who I am today because of the choices I made yesterday."

-Eleanor Roosevelt

- AROUND THE WEB -

<< If you only read one thing >>

The Benefits of AI in Sales (& AI-Based Tools You Didn't Know You Need)–Sales Hacker

AI for sales is nothing new. But what are the real benefits of AI? Is it a lot of buzz or does it deliver real value?

Sales tools using machine learning and deep learning are already widespread in the market today. And while the scope of AI’s impact may still be limited to certain types of activities, the power and scope of AI will continue to grow.>>> READ MORE

Topics: Wrap-up

Weekly Roundup: Coaching Underperforming Sales Reps, Guide to Sales Management + More

Coaching Underperforming Sales Reps, Guide to Sales Management + More

- MOTIVATION -

"Many receive advice, only the wise profit from it."

-Harper Lee

 

- AROUND THE WEB -

<< If you only read one thing >>

How to Coach Underperforming Sales Reps–CloserIQ

Coaching underperforming sales reps is one of the biggest challenges that managers face. Too often, managers focus on the symptoms of a representative’s underperformance rather than the root causes. For example, a manager might tell a rep: “you need to prospect more,” when the rep’s problem is not knowing how to prospect effectively in the first place.

Is it possible to coach underperforming sales reps to average or even above-average performance? Yes—but that requires intentionality. To help your team succeed, you need to approach your coaching with an intentional strategy.>>> READ MORE

Topics: Wrap-up

Weekly Roundup: B2B Sales Enablement Forecast, How Sales Teams Can Thrive in a Digital World + More

B2B Sales Enablement Forecast, How Sales Teams Can Thrive in a Digital World

- MOTIVATION -

"It's fine to celebrate success but it is more important to heed the lessons of failure."

-Bill Gates

 

- AROUND THE WEB -

<< If you only read one thing >>

B2B Sales Enablement Market 2020 Demand, Technology, Trend, Growth, Opportunities and Forecast to 2025–News Parent

This report focuses on B2B Sales Enablement market forecasts, future prospects, growth opportunities and key and key contacts. The purpose of this study is to present market developments in the US, Europe and other countries. The research analyze industry trends and marketing channels. By improving the economy, population growth in many areas of the region is a key driver of growth in the market. Increased demand for artificial intelligence in developed countries supports sales in the region. Overall, the popularity of B2B Sales Enablement is increasing with the above factors.>>> READ MORE

Topics: Wrap-up

How to Choose Sales Key Performance Indicators (KPIs) that Align With Your Business Goals

How to Choose Key Performance Indicators (KPIs) for Your Business Goals

Your sales team has goals. In order to evaluate the activities that are being performed in pursuit of those goals, you need measurable indicators known as Key Performance Indicators (KPIs).

Aligning your team with the right KPIs increases productivity and enhances performance, but it also allows you to monitor the overall health of your organization and team. With KPIs, you can:

  • Measure progress
  • Analyze patterns over time
  • Make adjustments when necessary
  • Solve problems
  • Tackle opportunities

The hard part is choosing the KPIs that are most relevant to both your industry and goals. Here are some tips on how to select sales KPIs that align with your business goals.

Topics: KPIs sales managers

Weekly Roundup: Sales Skills Your Team Needs, How to Shorten Your Sales Cycle + More

Sales Skills Your Team Needs, How to Shorten Your Sales Cycle + More

- MOTIVATION -

"A team is not a group of people that work together. A team is a group of people that trust each other."

-Simon Sinek

 

- AROUND THE WEB -

<< If you only read one thing >>

Sales Skills Your Team Needs for 2020–CloserIQ

2020 is officially underway. If you want your team to succeed this year, you can’t expect the same old tactics to work.

Prospects are now more informed than ever. They also are more risk-averse. It is challenging to differentiate yourself on factors other than price. The ability to grow existing accounts has even become more difficult. To avoid rejection, you have to keep up with the latest trends and continue to hone your abilities.

Here are the sales skills to prioritize in 2020 to stay ahead of the curve.>>> READ MORE

Topics: Wrap-up