The Center for Sales Strategy Blog

Weekly Wrap Up: What We Wrote, and What We Read: Nov 17-20

What a great week! There are some great gems from our writers here, and wonderful news from around the web. Read on!

The Center for Sales Strategy Weekly Wrap-Up

 nov20

Read More

Topics: Digital, Sales

Do Salespeople Really Need a Personal Brand?

PersonalBrandIt seems the push for individuals to have a personal brand is becoming the new black. It’s the cool thing to do. The message is that everyone, including salespeople, need a brand just like a big company or a pop star. Who’s got time for that? Sure, becoming the expert, the blogger, the “thought leader” in your industry sounds like a great idea. But it also sounds like an insurmountable goal. So why bother?

Does everyone need to become a thought leader?

First, don’t let me discourage you. Many of you, let’s say 2 in 10, are already running down the Personal Brand path, and it won’t be long before you are a thought leader in your field. If you are not one of those swimming in social media enthusiasm, what can you do to compete?  

First, focus just on your LinkedIn profile. Here’s why:

Read More

Topics: Digital, Brand and Connect

Weekly Wrap Up: What We Wrote, and What We Read: Nov 10-13

What a great week! There are some great gems from our writers here, and wonderful news from around the web. Read on!

The Center for Sales Strategy Weekly Wrap-Up

 Nov13

Read More

Topics: Digital, Management, inbound marketing, Talent, Sales

3 Ways to Drain Your Talent Bank

empty_talent_bankI work with managers to help them build their talent bank, so I understand the struggle, time, and effort that go into establishing, building, and maintaining a talent bank. It’s not easy and the time to roll up your sleeves and get started is always yesterday.

Imagine the added stress that occurs when you’ve built a great talent bank and it runs dry.

An initial full-court press is needed to develop your talent bank, but you can’t stop there. When you've found talent you’re not ready to hire (yet), it’s important to think about how you can keep those people engaged and interested in you.

Here are three big mistakes I see managers make that effectively drain their talent bank: 

Read More

Topics: Talent

How Personal Branding is Different from All Other Branding

"Who are you, and why should I care?" 

That simple question is at the crux of the challenge salespeople face when prospecting. The advice used to be to perfect your elevator pitch. Today we don’t meet prospects on elevators; we meet them online. And specifically, the great business-oriented platform for meeting people is LinkedIn. So what you need to perfect now is your online personal branding. That's your LinkedIn presence.

Read More

Topics: Digital, Brand and Connect

What Prepping for a Needs Analysis Meeting Means Today

needs-analysis-meeting-researchTruly professional salespeople have long known that it is foolish to squander valuable needs analysis time asking questions that could have been answered by scouring the target account’s website and other conveniently available sources. Years in business, origin of the company, number of locations—and other very fundamental information—can be easily found on most client websites. Spending any meeting time on these issues—aside from kindly acknowledging the organization’s heritage—is not only a waste of time, it can be taken as an insult by the prospect. It signals that you did not find this meeting worth diligent preparation.

Read More

Topics: Needs Analysis, Sales