The Center for Sales Strategy - Sales Strategy Blog

Selling to the Modern B2B Buyer + More

by LeadG2, on June 17, 2016

We hope you've had a great week! It's Friday, so today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. Selling to the Modern B2B Buyer — Salesforce

The ever-evolving B2B selling space and increasingly complex sales process present new challenges for B2B sales teams. In order to remain competitive and hit revenue goals, it is critical that sales reps understand the shifting landscape, why these changes are happening, and how to sell to the modern B2B buyer. Here are five factors that influence B2B buyer behavior and steps you can take to more effectively sell to the 21st-century B2B buyer and drive bottom-line results.

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Topics: Inbound Marketing Sales Wrap-up

The 7 R's That Turn a Negative Conversation Positive + More

by LeadG2, on June 10, 2016

We hope you've had a great week! It's Friday, so today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. The 7 R's That Turn a Negative Conversation Positive — HubSpot

When you work in a people-focused profession like sales, you’re bound to encounter conflict once in awhile. Trying to persuade people to part with their money, make a strategic decision for their company, or generally shake things up, dredges up a whole mess of emotion. There’s fear that a bad investment might incur company losses or hurt an employee’s personal reputation. Maybe there’s suspicion that you’re selling snake oil or aren’t being 100% truthful. There might even be anger if your prospect’s expectations aren’t being met fast enough. If you feel a conversation taking a negative turn, here are 7 ways to reframe and keep it positive.

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Topics: Inbound Marketing Sales Wrap-up

Spring Cleaning: Keeping Your CRM Organized + More

by LeadG2, on June 3, 2016

Happy Friday! Today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. Spring Cleaning: Keeping Your CRM Organized — Insightly

‘Tis the season for spring cleaning! While that probably makes you think about your overflowing inbox on your desk (or your email), another area that can benefit from a bit of tidying up is your CRM platform. Why not use spring cleaning as your excuse to spend time in your CRM and ensure that everything is in tip-top shape so you can stay organized and efficient? These tips should help.

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Topics: Inbound Marketing Sales Wrap-up

5 Not-So-Obvious Ways Sales Can Leverage Content Marketing to Close Deals + More

by LeadG2, on May 27, 2016

We've come to the end of the week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. 5 Not-So-Obvious Ways Sales Can Leverage Content Marketing to Close Deals — Content Marketing Institute

Content can be leveraged to not just create the potential for deals, but to actually help the sales team close deals. Here are five challenges that keep deals from closing that your content can fix.

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Topics: Inbound Marketing Sales Wrap-up

The Secret to High Performance + More

by LeadG2, on May 20, 2016

We've come to the end of the week, so it's Friday and time for us to share what we've been reading online this week! Here are our "best" from around the web.

1. The Secret to High Performance That Deloitte Teaches Its Employees — Inc.

Your skills aren't enough to help you perform at your best. There's another element critical to high performance: how you use your strengths. Strengths are often assumed to define what a person is good at. This is only part of the truth. Strengths are also what energize you: It's work that lights you up when you get to do it. This article explains how strengths propel people to high performance, and how to harness that energy for yourself and for your team.

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Topics: Inbound Marketing Sales Wrap-up

Sharpen Your Content Marketing: 4 Ways to Model the Buyer’s Journey + More

by LeadG2, on May 13, 2016

We've come to another Friday, and it's time for us to share what we've been reading online this week. Here are our "best" from around the web.

1. Sharpen Your Content Marketing: 4 Ways to Model the Buyer’s Journey — Content Marketing Institute

An effective content marketing strategy starts with the buyer's journey. What does that journey look like for your prospects? This post considers four ways to model the buyer's journey, to help you better understand your own.

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Topics: Inbound Marketing Sales Wrap-up

8 Small But Unforgivable Sales Email Sins + More

by LeadG2, on May 6, 2016

Here we are at the end of another week! It's Friday, and it's time for us to share what we've been reading online this week. Here are our "best" from around the web.

1. 8 Small But Unforgivable Sales Email Sins — HubSpot

Getting a response from prospects is hard enough. If you add an annoying email habit to the mix, your chances of a reply are almost nil. So open your “Sent” folder, and make sure you’re not guilty of any of these eight email sins.

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Topics: Inbound Marketing Sales Wrap-up

Focus on Keeping Up with Your Customers, Not Your Competitors + More

by LeadG2, on April 29, 2016

It's Friday, and it's time for us to share what we've been reading online this week! Here are our "best" from around the web.

1. Focus on Keeping Up with Your Customers, Not Your Competitors — HBR

It's tempting to focus on what your strongest competitors are doing. After all, you're competing with them! But too often, companies focus on the competition when they should be focusing on their customers. How can you keep up with your customers? You have to start thinking like them. This article shows you how.

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Topics: Inbound Marketing Sales Wrap-up

Helping Buyers See Value + More

by LeadG2, on April 22, 2016

We've come to another Friday, and we hope you've had a good week! It's time for us to share what we've been reading online this week. Here are our "best" from around the web.

1. Helping Buyers See Value — Salesforce

Stories are naturally visual, and allow you to help prospects see themselves in successful outcomes based on how you position what you deliver. The power here is that rather than “selling” you're sharing experiences of other similar scenarios, and helping them see the possibilities. This article shows how you can use stories to help buyers see value.

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Topics: Inbound Marketing Sales Wrap-up

Read This Before You Send Another Cold Email + More

by LeadG2, on April 15, 2016

Here we are at the end of another week! It's Friday, and it's time for us to share what we've been reading online this week. Here are our "best" from around the web.

1. Stop! Read This Before You Send Another Cold Email! — SalesForce

When you send cold emails, you’re a stranger to your audience. They don’t know anything about your company and how awesome it is, nor do they care. If you want to connect with them and receive a response, you have to tap into their emotions, and play on their existing fears and desires. These three steps will help you start many more warm conversations through cold email.

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Topics: Inbound Marketing Sales Wrap-up

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The Center for Sales Strategy Blog

Selling to the Modern B2B Buyer + More

1. Selling to the Modern B2B Buyer — Salesforce

The 7 R's That Turn a Negative Conversation Positive + More

1. The 7 R's That Turn a Negative Conversation Positive — HubSpot

Spring Cleaning: Keeping Your CRM Organized + More

1. Spring Cleaning: Keeping Your CRM Organized — Insightly

5 Not-So-Obvious Ways Sales Can Leverage Content Marketing to Close Deals + More

1. 5 Not-So-Obvious Ways Sales Can Leverage Content Marketing to Close Deals — Content Marketing Institute

The Secret to High Performance + More

1. The Secret to High Performance That Deloitte Teaches Its Employees — Inc.

Sharpen Your Content Marketing: 4 Ways to Model the Buyer’s Journey + More

1. Sharpen Your Content Marketing: 4 Ways to Model the Buyer’s Journey — Content Marketing Institute

8 Small But Unforgivable Sales Email Sins + More

1. 8 Small But Unforgivable Sales Email Sins — HubSpot

Focus on Keeping Up with Your Customers, Not Your Competitors + More

1. Focus on Keeping Up with Your Customers, Not Your Competitors — HBR

Helping Buyers See Value + More

1. Helping Buyers See Value — Salesforce

Read This Before You Send Another Cold Email + More

1. Stop! Read This Before You Send Another Cold Email! — SalesForce

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