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The Center for Sales Strategy Blog

The Only 6 Reasons A Sales Manager Should Be Attending Sales Calls with Their Team

saving the sale and coaching sales performanceSales managers, let’s be honest… it’s hard to watch a salesperson that seems to be flailing in shallow water when they are on a prospect or client call. However, if you take a step back, you realize they are probably going to find their feet and be able to stand up and be fine. Recently, I attended one of The Center for Sales Strategy's Talent Focused Management workshops led by Matt Sunshine (Managing Partner), and I walked away with a few reminders.

Topics: sales performance sales management coaching

The Best Sales Pitch Isn’t a Pitch at All

sales-pitch-storytelling-191960-edited

This post was originally published on Hubspot.

Despite its increasing irrelevance, the tired, old sales pitch still enjoys a large following. Unfortunately, that washed-up elevator pitch generally focuses solely on the seller -- the company, its capabilities, and its accomplishments -- and rarely highlights the prospect’s needs.

Topics: Proposal Sales salespeople

Weekly Roundup: Your Salespeople Secretly Want to Contribute to the Blog + More

salespeople contribute to blogWe 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.

Topics: lead generation inbound marketing Sales Wrap-up

Do you Need Sales Enablement Tools and a CRM?

salesperson using sales enablement tools

Is your sales team running the same plays as it did ten years ago? Even five years ago? Well if it is, then there is a good chance you need to update your sales playbook. The fact is that the way businesses buy and sell has forever changed—and to stay competitive, you need to change too. Yes, certain things are still essential—finding needs, presenting solutions, and getting results—but how you interact with prospects and clients is different. We have written numerous blogs posts on how sales has changed, and while that is an important topic, it's not the topic today. Today is about determining if your business could benefit from sales enablement tools and a CRM. 

Topics: Sales sales enablement sales playbook

The Impact of Bad Email Etiquette on Sales + 7 Tips to Avoid Clumsy Mistakes

email etiquette for salespeopleRecently, I've had a few run-ins with bad email etiquette. Not just in a quick email thread from a co-worker (I'll admit, my email etiquette gets sloppy in this arena), but I've received emails from salespeople attempting to get me (the marketing manager) to subscribe to their software, utilize their platform, or allocate some of my budget to their product, and all had major email etiquette issues, misspelled my name, or included verbiage that clearly showed me we aren't on the same wavelength. I also received an email from a potential candidate for a freelance writer that included major grammatical mistakes... WHAT!? 

Topics: email salespeople prospecting

10 Social Media Best Practices for Salespeople

salespeople social sellingIn an ever-changing sales landscape, maintaining a healthy personal brand on social media has become a necessary tool for sales professionals to build and maintain relationships with prospects. According to a Forrester Consulting study, Social Selling: A New B2B Imperative, “49 percent of B2B enterprises have developed a formal social selling program, and 28 percent are in the process of doing so.” If you aren’t utilizing social selling as part of your sales strategy, you could be losing sales to more social-savvy salespeople. 

Topics: Social Media LinkedIn salespeople facebook personal brand

If You Forget About Lead Gen, You Can Forget About Growth

lead generation for sales growth

This article was originally published on Entrepreneur.com.

Topics: content strategy thought leadership lead generation sales and marketing alignment

Weekly Roundup: Why “Does That Make Sense?” Is the Worst Question You Can Ask in Sales + More

worst question in sales and the sales strategyWe 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.

Topics: lead generation inbound marketing Sales Wrap-up

What is a Target Persona and Why Do I Need One?

what is a target personaThere’s a great line from the hit show Friends that seems appropriate to any discussion of target personas. If you’re a fan, you may remember when the whole gang goes to Barbados in one of the later seasons, and Joey meets someone who doesn’t own a TV. Dumbfounded, he says: “You don’t own a TV? What’s all your furniture pointed at?” 

Similarly, with inbound marketing (the process of attracting prospects to you), when someone doesn’t have a clearly defined persona we think, “You don’t know your target persona*? Who’s all your content targeted to?” While a TV isn’t necessary to make a room, a target persona is absolutely necessary for a successful lead generation strategy. 

Topics: inbound marketing target personas

Building Strong Relationships: Can You Teach That?

salespeople building relationshipsYou have hired your next great seller. You have a strong on-boarding plan, a great training schedule, and amazing people in place to help with training. They are prepared to hit the street, right?

Topics: training salespeople sales training coaching