Strategic Narcissism and Strategic Empathy

Iannarino

Army Retired) describes as strategic narcissism: "the tendency to define challenges to national security as we would like them to be and to pay too little attention to the agency that others have over the future.". Most of our approaches to sales can be compared to what LTG McMaster (U.S.

How to Make Your CRM a Strategic Asset

Iannarino

But what if there were a way to make the CRM a strategic advantage in creating and winning new opportunities? None of these changes are difficult, but they create a strategic advantage. Sales leaders need to know their team has enough of the right opportunities to reach their goals.

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How to Sell Strategic Outcomes

Iannarino

In 2016, I published a book titled The Only Sales Guide You'll Ever Need. In the chapter on Accountability, I wrote that you sell "outcomes," making the case that your prospective client isn't interested in your product or your service.

How to Make Your Sales Force Your Strategic Advantage

Iannarino

Let's look directly at an inconvenient truth most are unwilling to recognize or acknowledge: Your company, as good as it is, has competitors who are equally as good (and some may be better).

Strategic Pivots During These Times

Engage Selling

Strategic pivots can help you during these times. I’ve noticed salespeople, sales leaders and executives get discouraged because their current buyers have slowed down or completely ceased ordering.

What Is Consumer Behavior? Strategize the Way Your Customers Want

Learn Hub | G2

Do you ever look at someone and wonder: what is going on inside their head? Marketing

What Is Strategic Marketing?

Hubspot

The way you can get this information is through strategic marketing. In this post, we’ll define strategic marketing and explain the different phases of the process that will help you effectively market your business, attract customers, and drive revenue.

Strategic Check-Ins with Simon Severino

criteria for success

The post Strategic Check-Ins with Simon Severino appeared first on Criteria For Success. Happy Monday, Let's Talk Sales listeners! This week's guest is Simon Severino. . Simon is a Business Growth Coach at Strategy Sprints , working to double clients’ revenue in 90 days.

5 Ways to Uncover Hidden Revenue in Strategic Accounts

SBI

5 Ways to Uncover Strategic Account Revenue. Now, with the economic uncertainties of 2020, sales teams of all sizes are desperate for a more strategic approach to building dependable and ongoing opportunities to optimize customer revenue in their most strategic accounts.

Study: Marketing automation teams mired in execution, neglecting strategic priorities

Martech

The focus on executing campaigns means strategic priorities, like having and measuring impact, are at risk of being neglected, according to the study. The focus on execution leaves little time for strategic priorities.

Strategic Account Planning: How to Plan for Maximum Sales

SalesHood

Strategic account planning is incredibly powerful! Strategic account planning should be recognized as a differentiator and value creator, not an administrative chore completed once a year.

R.A.C.E to success: A strategic framework to win at SEO

Search Engine Land

You can find success in your SEO strategy by following these steps. Please visit Search Engine Land for the full article

B2B Reads: Work Flexibility, Strategic Innovation, & Your Leadership Point of View

Heinz Marketing

Why Strategic Innovation Requires Mastery Of The Institutional Context. The post B2B Reads: Work Flexibility, Strategic Innovation, & Your Leadership Point of View appeared first on Heinz Marketing.

Strategic Sourcing: A Big-Picture Approach to Procurement

G2

As businesses increasingly focus on managing costs, finding the right vendors has become a top priority for procurement teams. Guest Post Management

Speak Softly and Carry a Big Gift: How Strategic Gifting Creates Opportunities

Sales Hacker

I’m going to share my two biggest secrets for doing just that: listening and strategic gifting. Through strategic gifting, you are practicing how to actually get to know your prospects. And strategic gifting can be a game-changer. So the team got strategic.

Putting Strategic Account Planning Into Practice

Richardson

Nothing about strategic account development is “as the crow flies.”. Grow Accounts Strategic Account Development Sales ProfessionalWhen mapping a hike, some calculate the mileage “as the crow flies.” That is, the mileage doesn’t represent the additional distance of summiting and descending the peaks and valleys in between the start and end points. The sales professional must traverse every contour of the landscape. Their journey must map every inch of elevation.

How Codecademy Saw 5X Growth with Strategic Testing

ConversionXL

From spaghetti testing to strategic testing . That’s what led us to strategic testing. The following are some of the strategic tests we ran at Codecademy. The post How Codecademy Saw 5X Growth with Strategic Testing appeared first on CXL.

How Sales Teams are Managing Strategic Accounts During the Pandemic

Richardson

Recently, at Richardson Sales Performance, we asked more than 200 sales professionals and sales leaders how they are handling their strategic accounts during the pandemic. Grow Accounts Strategic Account Development C-Suite Sales and Marketing Leadership

Highspot Announces the Strategic Enablement Framework and New Platform Innovations to Drive Revenue Performance

Highspot

The Strategic Enablement Framework is the definitive model to drive rep behavior change at scale and accelerate business growth. ” The Spring ’22 Release delivers major innovation across all core elements of strategic enablement.

5 Reasons Why Strategic Account Planning Matters

Richardson

Strategic account planning is a customer-centric approach to identifying priority accounts, capturing and analysing critical information, and developing a strategy to expand and grow existing customer relationships. Strategic account planning works because it addresses the level of complexity and competition that’s increasingly common in sales today.

Why It’s Time to Develop Your Strategic Sales Plan

Sell Or Die

In this episode of The Sell or Die Podcast, we’ll discuss how you should be preparing to reach your end of year goals. The year is more than halfway through, now is the time to figure out a plan!

How Strategic Enablement Increases the Performance of Sales Teams 

Highspot

We turned to our Strategic Enablement Services team to find out how leading businesses are leveraging a strategic approach to sales enablement in order to meet these changes head-on and empower their sales teams to find success in every customer scenario.

Boost Your Sales Effectiveness with the Strategic Enablement Framework

Highspot

This is where Enablement comes in—and not just Enablement, but Strategic Enablement, which provides a clear and actionable roadmap for sales organizations looking to drive measurable change at scale. What is the Strategic Enablement Framework?

Steps to Start Sharing Your Secrets Strategically

Sell Or Die

In this episode of The Sell or Die Podcast, we’ll lay out a quick guide to getting started in writing your very own book, which can actually help your business & your outreach.

Strategic Salesperson vs. Tactical Salesperson

The Sales Hunter

Opportunity, however, lies in being a strategic salesperson. The strategic salesperson is focused around the outcomes the customer is looking for. Let me give you a couple of examples of questions a strategic salesperson would ask: How do you see your competition changing in the next year? Yes, this strategy can and will create sales, but they will never be at the higher price point or for the longer duration that the strategic salesperson is achieving.

ABX for Sales: How to Get Strategic with Prospecting

Sales Hacker

The post ABX for Sales: How to Get Strategic with Prospecting appeared first on Sales Hacker. Learn how teams that leverage intent data are engaging with their prospects with more precision and more engagement. Sales Development Community Events

3 Things Strategic Sales Managers Do Differently

Topline Leadership

Strategic sales managers take time to think critically about the crucial role and responsibility they have for improving their team. They are so crazy-busy fighting daily "fires" that it’s easy to skimp on the strategic thinking front. Harvard guru Michael Porter defines "strategy" as [ ] The post 3 Things Strategic Sales Managers Do Differently appeared first on TopLine Leadership.

Selling Strategically – 5 x Tips To Sell Smarter

The 5% Institute

Selling strategically is a smarter way to sell, because when done correctly – it’ll single you out from your competition in a good way. In this article, you’ll learn what selling strategically means, as well as our five tips to help you close more sales and make a bigger impact.

A Strategic Approach to Exploring the Customer’s White Space

Richardson

These findings illustrate the importance of strategic account planning. Strategic account planning is a customer-centric approach to identifying priority accounts, capturing and analyzing critical information, and developing a strategy to expand and grow existing customer relationships. Grow Accounts Strategic Account Development C-Suite Sales and Marketing Leadership Learning and Development Human Resources Sales Professional

What is strategic account planning and how does it drive growth?

Membrain

What is strategic account planning? The question seems simple on the surface, but ask five salespeople, and you’ll get five different answers. Sales Management

How Account Managers Can Win Back Strategic Accounts

Miller Heiman Group

Managing a strategic account is a complicated balancing act. But to achieve long-term success with a strategic account, the customer needs to view you as a trusted partner, which means you need to constantly set yourself apart from the competition by helping your customer achieve their long-term goals. Strategic accounts are an important part of your company’s success. When you lose a strategic account, you need to first evaluate if you want to win that account back.

Strategic Alignment: Driving Communication, Cohesion, and Adoption across Sales and Marketing

Predictable Revenue

The post Strategic Alignment: Driving Communication, Cohesion, and Adoption across Sales and Marketing appeared first on Predictable Revenue. After years of experience, Kim has learned a thing or two about working cross-functionally within a large revenue org, and how to wrangle rogue SDRs.

How We Increased SDR Qualified Opportunities by 92% with Strategic Sequences

Sales Hacker

The post How We Increased SDR Qualified Opportunities by 92% with Strategic Sequences appeared first on Sales Hacker. Our sales team was hitting a wall. We knew our sales development team was full of extremely driven reps with winning personalities.

B2B Reads: Leveraging AI, How to Think Strategically, and Improving Employee Performance

Heinz Marketing

How To Think Strategically As A Leader. The post B2B Reads: Leveraging AI, How to Think Strategically, and Improving Employee Performance appeared first on Heinz Marketing.

What Is Supply and Demand? Strategize in a Competitive Market

G2

If a product is being sold but there’s no one around to buy it, does it really exist? Sales

Accelerate Your Sales Pipeline with Strategic Prospecting

CloserIQ

A prospecting plan that’s strategic and worked consistently improves the quality and quantity of leads in your pipeline. Below are some common triggers: Annual reports and investor briefs that outline strategic imperatives. Once you know the trigger, the next important step is to strategize on how to address it. Tier 1: This tier will have your top clients, warmest prospects, and your most strategic accounts. Strategic partners.

How to Succeed at Strategic Partnerships [Podcast]

Sandler Training

Jason Nierman, Founder and President at Accelerated Advising, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at forming strategic partnerships for business development. Get the best practices collected from around the world. Listen Time: 23 Minutes. Professional Development

Strategic Questions? Why You Better Get Some.

The Sales Hunter

If you don’t understand the power of strategic questioning, you are missing out on a vital tool in high-profit selling. Building long-term relationships with customers and prospects requires that you ask strategic questions. Strategic questions are those where the answers are not always clear cut. I’m sure we could think of other strategic questions, and certainly you can think of specific ones that pertain to your selling environment.

Money Monday Strategic Prospecting Plan

Score More Sales

Do you have a strategic prospecting plan or will you just “wing it” again, like you often do? Download the “Strategic Prospecting Plan” here. Here are the things you need to plan ahead with – strategically : Who you will be contacting? Download the “Strategic Prospecting Plan” pdf here. The post Money Monday Strategic Prospecting Plan appeared first on Score More Sales.

Expensify and TripActions Announce Strategic Partnership

Openview

The post Expensify and TripActions Announce Strategic Partnership appeared first on OpenView.