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The Center for Sales Strategy Blog

17 Ways to Trim Down and Power Up Every Email You Send + 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. 17 Ways to Trim Down and Power Up Every Email You Send Inc.

Today's reliance on email means there are a lot of messages coming and going. So your emails have to be agile and fast-moving. Here are 17 ways to get your messages in shape:

Topics: inbound marketing Sales Wrap-up

Sales Training: The Illusion of a Quick Fix

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These days, you can find a quick fix for almost anything. There’s the 21-day fad diet, the 3-step skin care plan, and the 24-hour credit repair. We’re impatient by nature, and we want the kind of solution that turns everything around now. While some of these quick fixes may work in the short-run, most are not sustainable and they leave you in worse shape than you were before.

Ironically, the quick fix delayed the real solution.

The best sales performance solutions combine a jump-start plan to deliver immediate results together with a long-term plan to assure sustainability. And, the long-term plan must include three fundamentals: 

Topics: sales management Sales sales training

Has Your Sales Content Library Come Out of the Closet?

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What does your sales content library look like? Back in the old days of selling (the 1990’s), the sales library was a janitor closet with a few shelves to store corporate brochures, product sheets, and other printed sales material. Prior to going into the field for their appointments, the sales team would stock up on materials to hand out to prospects. Back then it was a long and cumbersome process to produce new material. It was also expensive to print, so refreshing and replenishing supplies was rare. Consequently, the content was written and produced in a way to be applicable to a large diverse audience and last a long time. Or in other words, the content was relevant to few, meaningless to many, and rarely had any impact on actually advancing the sale.

Topics: content strategy crm sales enablement

What Are You Doing to Manage Your Reputation as a Sales Professional?

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Do you read online reviews? Of course you do. Most people check out customer feedback before committing to buy a product or service these days. There is an entire industry dedicated to reputation management. The question is: what are you doing to manage your own reputation as a sales professional? Here is one simple method that can help you.

I have sat with hundreds of salespeople who tell me stories about what their customers have told them in various conversations. Things like how valuable their ideas were, how much they appreciate their outstanding service, how much they understand about their business, how valuable they are as a partner—the list goes on. The tragedy is that most often, those comments are never seen or heard by anyone else. Too bad. If only prospects who don’t know you very well knew what it was like to work with you, they might be quicker to accept an appointment.

Topics: Sales salespeople

Have You Noticed? Showing Appreciation Drives Performance

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An Accenture study, written about in Forbes, found that 43% of employees who are about to quit their jobs cite lack of recognition from supervisors as the reason they would leave. Every time I read that stat I feel convicted that I don’t always show as much appreciation as I should. It’s not that I don’t appreciate the individuals on my team, it’s just that I have so many things fighting for my attention. It’s easy to miss this key leadership responsibility. Many times managers don’t think about showing appreciation until it’s too late—until someone on their team leaves for another opportunity.  

Topics: sales performance sales culture salespeople

How to Succeed in Sales as an Introvert + 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.

 — Salesforce

The stereotype of a sales rep is an effervescent extrovert who charms people into buying anything at any price. But introverts can sell just as well as their extroverted competitors. Here are three strategies and techniques that help introverts make sales and nurture customer relationships. 

Topics: inbound marketing Sales Wrap-up

To Fill Your Open Sales Talent Positions, Think of Recruiting Like Prospecting

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I was on the phone with a client the other day who was really struggling with many open seats across his sales teams. He mentioned that his company had tried many different things to entice potential employees, but nothing seemed to be working. 

I asked how full the talent bank was and he said, "running on empty." I suggested that he think of recruiting just like prospecting. It’s something that has to constantly be done, time dedicated each week. We tell our salespeople all the time that prospecting for clients is the only way to garner new business.

The same goes for managers. Prospecting for employees is also vital to new business development. 

Topics: hiring salespeople

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. 

Topics: thought leadership Sales

Do You Know Your Leading Indicators?

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Last week was an exceptionally brutal soccer game for my girls. They played a team that preferred to play with aggression verses skill. There were many times the referee should have intervened with his whistle but chose not to. The opposing team got away with foul after foul, so guess what happened? 

The opposing team became more aggressive as the game went on, and by the end of the game, we had two girls with slashes on their arms that resembled a small animal attack and another girl with a snapped collar bone. All predictable outcomes based on the opposing team’s behaviors. With many sports, as you watch behaviors, you can start to anticipate the expected outcome, and this is also how it plays out in sales. 

Topics: sales performance Talent

4 Powerful Remote Team Management Tips for Success

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Remote working is commonplace in nearly every industry. This is especially true for sales and marketing. Knowing how to manage your remote working teams is an essential part of your company’s growth and success. 

According to The New York Times, “43 percent of employed Americans said they spent at least some time working remotely, according to the survey of more than 15,000 adults.” 

The remote team approach has also increased in a majority of industries . . . 

Remote sales and marketing teams need to be efficient and highly productive to achieve company aims and goals. Luckily, there are a variety of best management practices you can employ to make your remote employees as productive as your in-house team. 

From finding the best remote workers, to ensuring they have clear goals in place, the following remote team tips will make management as seamless and painless as possible.

Topics: Talent Sales