The Center for Sales Strategy Blog

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

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

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

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

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. SPARXiQ’s VP of Sales Enablement Mike Kunkle asserted that making evidenced decisions, based on concrete information, should be a key strategic priority. In line with that guidance, here's what folks around the web are saying about sales data and analytics.>>> READ MORE

The Inbound Sales Matrix: What It Is and What It Can Do for You–HubSpot

How do you know how much effort you should put into pursuing a specific prospect? How can you prioritize one contact over another? Those scenarios aren’t always easy to navigate.

Prospecting is a spectrum. There are going to be sales opportunities worth pursuing to different degrees for different reasons. But, how can you tell what those degrees and reasons actually are? The sales matrix is a tool you can use to make sense of different opportunities. Let’s take some time to establish what a sales matrix is and how you can use one to improve your prospecting efforts. >>> READ MORE