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The Center for Sales Strategy Blog

Three Essential (Often-Overlooked) Metrics Sales Managers Should Track for Better Performance

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I surely hear a lot of talk these days about success in setting new-business appointments. Sales managers often say with a degree of pride, “Our team set 28 appointments last week.” Or, “We had a very good appointment-setting session and got 31 new appointments in only two hours.”

These numbers are impressive, and the logical sequence of events from there would be a steady increase in new business volume. But, too often, when those new business metrics come in, the cause and effect doesn’t exist. New business does not spike as one would expect after four straight weeks of appointment setting. 

So, what is wrong?

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Topics: Setting Appointments, Sales

4 Ways Your Sales Team Should Be Using LinkedIn (But Probably Isn't) + More

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We 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.

1. 4 Ways Your Sales Team Should Be Using LinkedIn (But Probably Isn't) HubSpot

Most salespeople use LinkedIn to connect, but that’s only the tip of the iceberg. The platform is also a relationship-builder, brand advocate, research tool, publishing platform, and marketing asset. If you don’t know how to utilize the power of LinkedIn in all of these areas, this post will help.

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Topics: inbound marketing, Sales, Wrap-up

Three Steps to Generating Quality Case Studies

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The need for quality case studies has never been greater than it is right now. B2B salespeople are encountering more competition than ever before, and they are working harder to earn the business and attention from both their prospects and their current clients. There’s a lot of information out there online, and businesses are increasingly conducting their own research and independently garnering information that allows them to evaluate your products and services. 

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Topics: business development, case studies, business relationships, new business development, Sales

How a Local Radio Station is Using Inbound Marketing to Generate New Revenue for 2016

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From the moment I started working with the team at Zimmer Radio & Marketing Group, I had a feeling they were going to do a stellar job with inbound marketing. Then, once I met with them at their office in Columbia, Missouri for our Inbound Marketing & Sales Strategy Workshop, which kicked off our partnership, I was convinced.

Collectively, they “got it” and understood that because the advertising buyer’s experience has changed, the role of the media salesperson had to change too. As a LeadG2 and The Center for Sales Strategy Consultant, it’s always exciting to work with a company who not only wants the results but is also willing to invest their time and money to get the job done. And in this case, not only because they want to grow new revenue, but also because they care about their advertisers and the people they work with. They believe in educating them and being a true partner to small and large businesses alike. They understood that inbound marketing is more than a campaign here and there or a great keyword strategy. It’s about creating a conversation with potential and current customers. It’s about being a thought leader, making an impact in their industry, and reaching buyers appropriately in the sales process.

I’m not writing this article to simply brag about my awesome client (though they are pretty awesome). I’m writing this to let other media companies know they can improve the way they communicate with prospects, and they can get real, tangible results by implementing the right strategy and the right tools.

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Topics: case studies, inbound marketing, media

Close More Deals Using a No-surprise Proposal

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Surprises can be fun when they are part of a birthday; not-so-much when involved in selling and closing a B2B deal. Salespeople should do their due diligence—via ongoing contracting and clarification—to minimize surprises in the sales process, especially during proposal development and presentation.

Too often proposals are met with the response, “Let me think about it," because the buyer is hearing many of the proposal elements for the first time during the proposal presentation. Ouch… these five words can really derail a sale! Salespeople can eliminate these words from the sales process and improve their closing ratio by using a no-surprise proposal technique that clarifies these 5 things before they build and present a proposal:

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Topics: Proposal, Sales

9 Ways You're Losing Your Prospects' Trust (and the Deal) + More

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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.

19 Ways You're Losing Your Prospects' Trust (and the Deal) HubSpot

Sales and trust. Not exactly two words today’s buyers think of as synonymous. According to HubSpot Research, only 3% of people consider salespeople trustworthy. Here are 9 ways to build trust with your prospect.

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Topics: inbound marketing, Sales, Wrap-up

15 Things Every Great Sales Manager Knows

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I may have the greatest job in the world. Seriously! Here’s what I do every day: talk with people who are actively engaged in sharing important information with me, figure out what makes those people “tick,” work with sales managers to understand the talents of the people they are interviewing, help them to hire the very best people for the job, focus on the unique strengths of individuals, and help managers to coach their direct reports to become wildly successful. It really doesn’t get much better than that.

And best of all, I have the privilege to work closely with some of the greatest managers out there. After all these years, I can tell you that there are 15 things that every great manager knows. Here they are:

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Topics: hiring salespeople, sales management, Talent, Sales