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The Center for Sales Strategy Blog

7 Sales Strategy Tips from Horror Films

halloweenHappy Halloween! Horror movies are predictable and filled with clichés. Although we know a monster lurks around every corner, we squirm in anticipation of a sudden sound or blood curdling scream that will make us fly out of our seats any moment. It turns out, horror films are filled with sales strategy lessons.

Topics: sales strategy Sales

Storytelling: the Social Media Super Tool Your Sales Organization Needs

superThe people on our Digital Team at The Center for Sales Strategy are often asked if social media is worth the time and effort it takes. After all, it's work to create content, engage followers and develop a community. The answer is... YES! Social media, if part of an integrated marketing solution, is ABSOLUTELY worth it! Here's the social media super tool your sales organization can use to make your product (or that of your clients and customers) come to life:

Topics: Social Media Digital selling digital advertising

Good News Every Sales Organization Needs to Hear

smileI loved this post on the Elm Street Economics blog today in which Mike Anderson says, "Walk through your store, office, lobby or dealership with a smile today.  Big enough that people stop and ask you, 'What are you smiling so big about?'  Then, just tell them it was nice to have some great economic news today."

Topics: Sales

Improving Sales Performance: Are you THAT kind of coach?

Michael PhelpsThey say if a tree falls in the forest and no one is around to hear it, it doesn’t really make a sound. That’s because if something is truly unobserved, it leaves no effect, so it is essentially like it never happened.

Topics: Talent Sales

5 Ways a Sick Sales Organization Can Get Healthy (and Sell More)

sickHealthy things grow. Healthy sales organizations sell more than sick sales organizations. Many sales organizations are sick and need to get healthy. Too often sales leaders overlook this and focus on selling more (getting bigger) when they should focus on improving their health (getting better).

Topics: sales strategy Sales

3 Ways to Achieve Sales Performance Improvement

singerYour rock-star salesperson suddenly loses that fire in his belly. You count on this top sales performer to achieve at high levels, so what do you do when they stall out? If top scoring baseball players have batting coaches… and Broadway stars work with vocal coaches… and Academy Award Winning actors work with acting coaches… is it that far-fetched that your top performing sellers would also require coaching?

Topics: sales performance Talent Sales

The Sales Strategy that Worked for Steve Jobs

Steve JobsIn the wake of the untimely passing of Steve Jobs, plenty of people have written about their own experiences dealing with the legendary bigger-than-life persona that was Jobs. Could one of those articles actually offer sales advice?  You bet. I found this in the New York Times.

Topics: Needs Analysis sales strategy sales performance Sales

The Truth About Goals in a Sales Organization

lighthouseThere is a natural tension between goals to be achieved in a sales organization and the values to be followed. This tension is good. There is an interesting truth about values. In a tough economy your natural instinct might be to double down on your focus on goal attainment and not worry so much about the values of the organization (sounds like something we can focus on once the economy comes back). That would be a big mistake. The values the organization chooses to be guided by are more important in a tough economy—similar to how the importance of a lighthouse increases in a bad storm.

Topics: Management Sales

5 Ways to Improve Lousy Sales Performance

thinkingAre you tired of dealing with an underperforming seller? The first step to improving performance is to determine the root cause of the poor performance. Here are five things to think about if you are dealing with poor performance:

Topics: Management Sales

Justin Bieber's Sales Strategy will Blow Your Mind!

Justin_Biebers_Sales_Strategy_will_Blow_Your_MindJustin Bieber is the youngest person to ever sell out Madison Square Garden, and it only took him 22 minutes! While I know the likelihood of anyone reading this story to have been diagnosed with Bieber Fever is slim to none, if we’re all really being honest with ourselves, there is a part of each and every one of us who secretly admires him, respects his success or even REALLY likes him. I would even bet that if we stepped out of our comfort zone and removed our adult supersonic teen heartthrob repellant to take a closer look, we just might find the magic formula responsible for his unimaginable rise to global superstardom.

The quest for knowledge begins here, if you can step out of your comfort zone for a few minutes. Go ahead and remove your adult supersonic teen heartthrob repellant. You will become noticeably more curious and you might feel like eating a snack, that’s normal. Just keep reading, in a few seconds you’ll forget you care if anyone knows that Justin Bieber piques your curiosity.

Topics: Sales

Improving Digital Sales Performance: Pre-Call Prep

websiteOne thing I'm always surprised about is how few sellers conduct an informal audit of a prospect's website and social media presence prior to meeting with a prospect for the first time. You can learn a lot about a company from their website... or lack thereof. 

Topics: Digital selling digital advertising