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The Center for Sales Strategy Blog

Why It’s Important to Update Your CRM During Lead Nurturing + 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.

1Why It’s Important to Update Your CRM During Lead Nurturing — Business 2 Community

Many salespeople are pretty good at entering new prospects into the CRM. But it's important to keep the CRM updated throughout the lead nurturing process. This article explains why.

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Topics: inbound marketing, Sales, Wrap-up

Are You a Good Talent Detective?

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Recently, I watched a documentary on Russian ballerinas. The film highlighted the rigorous training and selection process that these aspiring dancers endure to become professionals. The instructors and directors of the Russian dance companies have very specific attributes and talents that they look for when selecting dancers. They look for and identify these talents as they watch the dancers in action because they know these talents are essential and often difficult to find. Unfortunately for these aspiring dancers, most just don’t have the talent to become a prima ballerina.

Similarly, not everyone has the talent to be a successful salesperson.

It’s very smart to use a validated talent interview to uncover the innate abilities of your sales candidates and predict their future success in sales. It’s like the final auditions the Russian ballerinas must nail before they are invited to join the company. But make sure you are scouting for talent long before audition day! You have plenty of opportunities to discover potential all around you as you observe other people in action. With consistent practice, you can sharpen your eye to spot signs of potential in these areas every day.

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Topics: Talent

Bridging the Generation Gap

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We have all been there. The manager announces a new hire and someone says, “but they’re so YOUNG!” Or “Really?! They look like they’re 12!” As people are staying in the workforce longer, it's easy to have 30, 40, even 50 years separating Junior AEs from seasoned salespeople. So the question is, how can you get your team to all just get along?

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Topics: Talent, Sales

Selling Integrated Solutions is Easier With Inbound Marketing

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It seems like a lifetime ago, but I was once the Associate Publisher at Competitor Texas magazine, a 80,000 circulation endurance sports magazine. Most of my clients were either running, cycling, or triathlon events or retailers and had a website but hadn’t started to build up a sizeable presence on social media. Most hadn’t even considered using digital ads to get visitors from related fitness websites to their own site.

It was a great time to be in the media industry, and we were just beginning to see the potential of integrating digital, social, email, event marketing, grassroots campaigns and print all together into one campaign. But we had one BIG challenge: how to effectively explain this new way of thinking to potential advertisers when many of these race directors still had event registrants filling out paper registration forms and mailing them in. They were certainly not embracing new technology or uses of media very quickly and were quite resistant to any change. So how to get through to them and show them how integrated solutions work? That’s where inbound marketing came in.

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Topics: integrated media solution, inbound marketing, media

The 6 Secrets to Getting People to Say Yes + 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. 6 Secrets to Getting People to Say Yes — Inc.

Robert Cialdini, the author of the classic Influence: The Psychology of Persuasion, has released a new book with new insights into the art of winning people over. He talks about his insights in this video interview.

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Topics: inbound marketing, Sales, Wrap-up

Football vs Sales – Key Elements in Coaching a Winning Team!

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Football. It is one of America’s favorite past times. Growing up in the South, football has been a part of my life since I was a small child. College football is literally in my blood, as my grandfather, father and brother all played football where they attended college. 

As an alumnus of Auburn University and a passionate supporter of the Auburn Tigers football team, I clearly remember the amazing turnaround from 2014 to 2015. In 2014, Auburn finished the season with a dismal record of 3-9 overall and 0-8 in the SEC, but those of us who love Auburn stood by our team and believed things would eventually get better. 

Who knew what a difference a year would make?  In one short year, head coach Gus Malzahn led the Auburn Tigers to a 12-1 overall winning record, clinching the SEC Championship title, and earning a trip to Pasadena to play in the BCS National Championship title game against undefeated Florida State University.  

A successful head coach of a winning football team can be likened to a successful manager of a winning sales team. A sales manager after all is “coaching” his or her team to success, wins, and GROWTH. There are three important areas that both a head coach and a sales manager should keep in mind when coaching their teams to success:

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Topics: Management, Talent

5 Things You Can Do to Get More Leads

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If you’re a B2B company, then it’s probably safe to guess that you are looking to generate more leads. Not just more leads of course, but better leads. The type of leads that you are excited to send to your salespeople, that your salespeople are thanking you for, and that are consistently converting into new customers.

However, sometimes your efforts can get a little stale. You're doing everything you're supposed to be doing: blogging two to four times a week, sharing on social media, and nurturing the leads you do have. But it’s not enough. While traffic might seem to increase, your leads aren’t.

Here are five things you can do today that will help you get more leads tomorrow!

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Topics: lead generation, danibuckley, lead intelligence

Do You Have These 6 Characteristics of an Industry Thought Leader?

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In almost every industry, there are a few people or businesses that watch trends, see where the industry is headed, and share unique insights—thought leaders. These people and organizations are the ones that you check on regularly for innovation, market challenges, new initiatives, etc.

The thought leadership position is certainly an advantageous position to have, as it can help with generating sales, lead generation, recruitment and retention, and new business opportunities. While sometimes this thought leadership position will come about completely organically, many times it is part of an overall sales strategy and much time and consideration has been put in to developing the plan to make this happen. 

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Topics: thought leadership, Sales