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The Center for Sales Strategy Blog

How to Finally Align Sales and Marketing to Nab Great Leads

sales and marketing alignment to get more leadsThis article was originally published on Sales & Marketing Management.

Topics: sales strategy sales performance leads sales and marketing alignment marketing strategy sales leads

What Is Your Draft Strategy?

draft-recruiting-top-salespeopleThe 2018 NFL Draft will take place this week. I root for the Cleveland Browns. The team with the 1-31 record over the past two seasons. The team with one of the worst track records when it comes to evaluating and selecting talent. That’s my team!

Topics: hiring salespeople sales management Talent

Track These 4 Activities to Help Your Salespeople Grow Their Sales Performance

sales-manager-help-salespeople-through-sales-processAs a former sales manager, I often struggled with the line between being a supportive and understanding manager, and holding my sales team accountable. One day, after hearing excuse after excuse about why so-and-so wasn't going to buy such-and-such, I threw my hands up and asked myself, if all of this feels so out of my control, what is in my control? What can I focus my team on that ensures we win where we need to win?  

Topics: sales performance sales management

Fixing Your Leaky Bucket: Account List Management Strategy

target-account-account-list-management-strategyHave you ever tried to fill a leaky bucket? Pouring water into the bucket while water leaks out from the bottom is a fruitless process and a waste of time. The net result is a partially-filled bucket!

Topics: sales strategy sales performance sales management account list management

Weekly Roundup: The 2 Letters Destroying Your Sales Pitch + More

Sales SlumpWe hope you've had a great 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.

The 2 Letters Destroying Your Sales Pitch (& How to Stop Saying Them) — Hubspot

Do you think it's possible that two letters could be destroying your sales pitch? If they are, how can you avoid using them? Don’t let your sales pitch fall on deaf ears. Follow these four guidelines to eliminate these letters from your vocabulary and successfully engage your prospects. 

Topics: sales management Sales Wrap-up salespeople

How Those Typical Questions From Prospects Can Help You Generate More Inbound Leads

iStock-874031176-692953-editedEvery sales organization could probably use more quality leads for their salespeople to set appointments with. This is one issue we deal with day in and day out with our inbound marketing clients. We help them generate new traffic to their website and convert that traffic into qualified, sales-ready leads. 

What it (inbound marketing) boils down to is creating unique, compelling content pieces that solve a problem, entertains, teaches, or answers a question that your best prospects are searching for online, asking their colleagues/network, or simply wondering, and oftentimes not telling you, in the sales process. These blog articles are published to your website via a blog (typically) and then guide readers to access even more in-depth content (like eBooks, whitepapers, infographics, etc.) in exchange for a little bit of information about themselves via a form.  This is the simplest way that you generate a website visitor into a lead. 

Topics: inbound marketing Sales

What’s Your Account List Management Strategy?

account list management strategyToo many sales organizations do not have an account list management strategy (ALMS) or they have one that provides little strategic value. In mature businesses, the lack of a priority-based ALMS is often tied to the following:

Topics: sales performance sales management account list analytics account list management

How to Recruit and Retain an All-Star Sales Team

tour of duty salespeople trainingThe Tour of Duty Framework

There are so many young people out there with innate talent and tremendous potential… but zero sales experience

Topics: hiring salespeople sales management Talent training sales training

Automate Your Caring

sales managers use calendar reminders for talent managementFor some sales managers who are naturally very strong in relationship talent, doing things every day to invest in relationships with their direct reports comes naturally. For the rest of us, we could use a little reminder to make sure we are taking the right actions that foster strong relationships with our people, and today’s software and app selection can help. 

Topics: Management sales management talent dashboard

Weekly Roundup: Tips to Get an Unresponsive Prospect Talking Again + More

get an unresponsive prospect talkingWe hope you've had a great 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.

Topics: sales management Sales Wrap-up salespeople