The Center for Sales Strategy Blog

New B2B Sales Practices To Adopt In The Midst Of A Global Crisis–Forbes

As unnerving as these times are, there are plenty of ways for startups to hedge against the current situation. In fact, by being agile and making changes to your company’s sales processes, you can even potentially turn current economic challenges into opportunities.

Here are five new practices to adopt in the midst of a crisis like the one we’re currently facing.>>> READ MORE

What Buyers Want Right Now–LinkedIn

One of the great difficulties of being a salesperson right now is the uncertainty. Not the general "uncertain times" sense being felt across all industries and professions, but the uncertainty of how any given person is doing; where their head is at.

In a job that revolves around personal interactions, and striking up quick conversations with a purpose, we tread on challenging ground. Quality reps have a knack for getting to know someone and their circumstances ahead of outreach, via professional research, but this is different. From the outside, it's almost impossible to gauge how a business is faring against this crisis, let alone the human beings who run the organization.

There are no secret tricks for navigating each unique situation. Let your empathy, intuition, and genuine desire to help be your guide. But when it comes to getting a handle on the B2B buyer community at large, new research can help.>>> READ MORE

Building A High-Performing Virtual Selling Channel–Forbes

Virtual selling is now fundamental to growth in a market where remote selling is the “next normal” as the coronavirus pandemic has forced over 4 Billion consumers, customers, employees, and salespeople to stay at home.

Lost in the rush to enable remote sales teams, is the fact that virtual selling channels offer growth-oriented companies the potential to transform sales performance and accelerate growth. Properly designed and equipped, virtual selling channels can dramatically improve the coverage, control, and cost effectiveness of your commercial model while offering buyers the speed of response and experiences they demand. >>> READ MORE

How B2B Sales Teams Can Navigate Uncertainty–HubSpot

When both sellers and customers hit rough times, the problems that we face can be a lot greater, and more complicated to deal with. When these situations happen, businesses need to figure out how they can survive.

It’s a lot for any company to take. So, what exactly do you do? Is it time to enter panic stations and go back to the drawing board? Search for ways to re-establish your company? Or do you just need to make a few fundamental changes to the way that you operate? HubSpot discusses a possible course of action.>>> READ MORE

Leadership Will Change Forever After the Coronavirus Pandemic–Forbes

Crisis has a way of revealing, course-correcting and recalibrating what leadership really means. We are watching in real time as one submicroscopic virus renders all standards of human hierarchy meaningless. 

From British royalty (Prince Charles) to American royalty (Tom Hanks) … anyone is susceptible to COVID-19. The standards that made someone powerful in the past are irrelevant in the present. The same is true for leaders in an organization. >>> READ MORE

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

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

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

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

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