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The Center for Sales Strategy Blog

Weekly Roundup: Free LinkedIn Courses, Why Inbound Marketing Keeps Working + More

Free LinkedIn Courses, Why Inbound Marketing Keeps Working

- MOTIVATION -

"Act as if what you do makes a difference. It does."

-William James

- AROUND THE WEB -

<< If you only read one thing >>

It's Hard to Be in Sales Right Now. These Free Courses Can Help–LinkedIn

Sales, even in a great economy, can be a tough job. And, now with so much change and uncertainty, the role is even more challenging. As a result, salespeople across the world are asking themselves questions like:

  • Can I prospect right now? 
  • Is my client really going to be focused on their renewal this month?
  • How do I approach these conversations?

To answer these questions, LinkedIn unlocked LinkedIn Learning courses that cover the most pressing issues for salespeople right now. They cover everything from selling with authenticity to making the most out of working remotely and embracing unexpected change. These courses are now free to all professionals.>>> READ MORE

Topics: Wrap-up

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

virtual-meeting

- MOTIVATION -

"Establishing trust is better than any sales technique."

-Mike Puglia

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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

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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

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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

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

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<< 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

 

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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

 

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<< 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

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

 

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<< 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

Weekly Roundup: Aligning Sales Data, Create a Social Selling Strategy + More

Weekly Roundup Social Selling-1

- MOTIVATION -

"Quality performance (and quality service) starts with a positive attitude."

-Jeffery Gitomer

 

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<< If you only read one thing >>

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

Topics: Wrap-up

Weekly Roundup: Inbound Prospecting Matrix, Creating a Sales Culture + More

Inbound Prospecting Matrix, Creating a Sales Culture + More

- MOTIVATION -

"How you sell matters. What your process is matters. But how your customers feel when they engage with you matter more."

-Tiffani Bova

 

- AROUND THE WEB -

<< If you only read one thing >>

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

Topics: Wrap-up