The Center for Sales Strategy Blog

Weekly Wrap Up: What We Wrote, and What We Read: Sept 15-18

What a great week for reading! From dealing with the lone wolf salesperson to landing bigger deals, we have some great reads for you this week.

The Center for Sales Strategy Weekly Wrap-Up

 sept19

 

Read More

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

3 Simple Steps to Getting Started on Developing New Business

Three_Simple_Steps_to_Getting_Started_on_Developing_New_BusinessIf three birds are sitting on a wire, and two decide to fly away, how many are left? If you haven’t heard this riddle, you might answer “one. “ But the answer is that three birds are left on the wire. The two birds only decided to fly away, and deciding is not the same as actually doing.

How many times in our sales career have we decided to do something, but stayed sitting on that wire? Maybe we decided on a goal that was too vague or too complicated to get started. New business development often suffers from that challenge.

Read More

Topics: Sales

Why Prospects Aren't Calling You Back (And What You Can Do About It)

why-prospects-arent-calling-backI wonder if the following scenario sounds familiar:

You call on several hot prospects and leave voice mail after voice mail, and yet... nobody returns your call. Was it a wrong number? Is everyone really that busy that nobody can find time to call you back?

But you know the answer. They're probably not that busy (not any more than everyone is always busy all the time), they just don't want their time wasted, and something you said on your voice mail indicated that talking to you might just be a waste of their time. Don't worry -- we can help you fix that.

Read More

Topics: Sales

Fresh Off the Presses: HubSpot Reveals New Amazing Sales Tools

Here at The Center for Sales Strategy, we are always looking for smart ways to drive and improve sales performance. As you know, we are a Platinum Partner of HubSpot, the all-in-one marketing software that allows you to do everything from website creation and blogging to emailing newsletters and scheduling social media posts, has taken things a step further with the launch of their CRM!

Read More

Topics: inbound marketing

The Key To Selling Bigger Deals

The_Key_To_Selling_Bigger_DealsThere is a pattern I have seen repeated over the nearly 20 years I have been involved in trying to help sales organizations improve their performance. A new product or service is launched, lots of product training is created to support the launch, and sales people are given incentives to sell the new offering. In most cases, sales start to happen, but after several months, overall sales are not reaching the lofty goals that have been set. This is often where I get involved and what I typically see is that a lot of sales have been made (often as many as the organization had projected), but the average sale is much smaller than they had hoped.

At this point, I look at the proposals behind the sales that were made. In nearly 100% of these proposals, the seller has done a good job of pitching the new product or service (good enough that they made the sale). But rarely is the proposal tailored to a need. Even great needs-based sellers tend to forget about this proven approach when they’re asked to sell the hot, shiny, new product.

Read More

Topics: Sales

How to Help the Non-Warm, Non-Fuzzy Salesperson

how-to-help-the-non-warm-non-fuzzy-salespersonVisualize the person on your sales team with the most relationship talent. Can you picture her? Your social butterfly? She cares deeply about other people. She knows all her clients like personal friends and can easily recite the names of their kids. She brings clients their favorite coffee “just because” and gets the order right every time. She genuinely wants to know these things and prides herself on it. She is good at building instant connections with prospects as well as creating long term meaningful relationships with clients. She spends time at the water cooler and knows her teammates. Everyone loves her.

Now, take a moment and picture the opposite. Visualize the sort of lone ranger salesperson. Do you see him? He is on a bit more of a solo mission. He does not “sense” how others are feeling and even if he thought he did he might be wrong. This seller does not run on emotions,. He runs on data, facts, and numbers. Ask him the names of his clients’ kids or how the client likes their coffee and you may be met with a blank stare. He doesn’t know and probably doesn’t really care! I don’t mean that he is a bad person or hates people—he just doesn’t feel the need to know the names of all their kids or whether they take cream and sugar in their java. He doesn’t care what you watched on TV last night, so it would never occur to him to ask. Does he work hard for his clients? Absolutely! Do they always feel like he cares about them and understands them as people, not merely as clients? Maybe not.

Read More

Topics: Talent

Weekly Wrap Up: What We Wrote, and What We Read: Sept 8-11

Happy September! We're fully embracing back-to-school season by brushing up on our sales skills! If you missed any of our great sales strategy posts this week, this wrap-up is for you.

The Center for Sales Strategy Weekly Wrap-Up

  • Tuesday, Kurt Sima told sales managers to ask themselves five tough questions when one of their salespeople is underperforming.

 sept12

 

Read More

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

3 Things to Do When Getting The Appointment Seems Impossible

When_You’re_Having_a_Hell_of_a_Time_Getting_the_AppointmentSalespeople look for opportunity. Yet sometimes getting the first appointment or even connecting with the decision maker seems impossible. You might say you have “a snowball’s chance in hell” of moving the deal forward. Unless something changes, unless “hell freezes over.” Then your snowball’s chance doesn’t look so bad.

It’s the same way with certain clients and prospects. Your chances of getting that appointment may seem impossible. What could make your chances look better today than they did yesterday? What could make them look fantastic tomorrow?

How can you make the seemingly impossible possible? 

By finding the valid business reason you need to move forward with the prospect, that’s how. Who you know and what you know will improve your odds of finding a really strong, door-opening, valid business reason. 

Read More

Topics: Sales

5 Greatest Needs Analysis Questions You Can Ask Any Prospect. Not.

The_Five_Greatest_Client_Needs_Analysis_Questions_You_Can_Ask_Any_Prospect._Not.Perhaps you got excited when you read the first part of the headline. I got excited too, wishing there was a list of “magical” questions that could be asked of any prospect with a great result. The problem is, such a list does not exist. Sorry to burst your bubble.  

Now, I know some people will argue with me and respond with their personal favorites. How about this one? What keeps you up at night? Certainly you can ask anyone that, right? Wrong. You may be able to ask this question but probably only as a follow up to an answer you get to a more timely and topical question. Besides, how many of your prospects have already been asked what keeps them up at night? Do you want to be like all those other salespeople reading their “greatest hits” questions off a sheet of paper they got in sales training? Or would you rather position yourself as someone who demonstrates empathy for the prospect and their unique circumstances, expertise with a track record of particular experience that could be helpful, and problem-solving capabilities that just might be valuable to the prospect?

Read More

Topics: Sales