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The Center for Sales Strategy Blog

Top Five Inbound Posts of 2013 to Improve Your Lead Generation

describe the imageInbound marketing is your ticket to not only being part of the dialogue but having the ability to start conversations with your top prospects and your best clients. This is done by publishing online content through your website and blog, and providing ways for visitors to qualify themselves. Creating content and generating leads are at the core of a successful inbound marketing program and we help businesses every day develop and execute successful inbound strategies. However, you too can start implementing a plan that will help you get found online, fill your lead funnel, and find new customers. 

Topics: digital marketing integrated media solution lead generation SEO inbound marketing

Sales Strategy: Is Your Prospect Listening?

Where sales go to dieIf you’ve ever had the opportunity to sit on the listening-side of a role-play, or act as an observer or manager while an eager account executive makes their pitch, you have likely witnessed that pivotal moment when a flawless presentation slides into pointless monologue.  It is like the rise and fall of a well-orchestrated opera, when the prospect is sending all kinds of positive signals… but the sales person presses on with their argument.  (They have a lot invested in the preparation of this presentation… and they’re going to darn well deliver it.)

Topics: business development Needs Analysis Management Buying Process Sales

Executive Coaching: Why Can't We Have All "A" Players?

WHY CANT WE HAVE ALL “A” PLAYERS Have you ever heard sales managers when talking about their sales team say, “Well, we can’t have all “A” players” or “he/she is a good “B” player and they can’t all be top sellers”? So my question is, why?

Topics: Management sales management Talent Sales

The Importance of Asking Quality Questions in B2B Sales

What If Someone Asked YOU Those Questions The other day at a doctor’s appointment, I answered a series of questions asked by the physician’s assistant. Minutes later the doctor came in and asked me the same questions. Has that ever happened to you? How did it make you feel? 

Topics: Needs Analysis sales performance Sales

Top Five Digital Posts of 2013: Improve Your Digital Sales Strategy

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Topics: digital marketing Digital integrated media solution sales strategy Sales

Improve Your Inbound Marketing with Three Lead Generation Tips

Inbound MarketingYou’ve been working hard at your inbound marketing program… consistently writing interesting and informative blog posts, optimizing with keywords, promoting through your social media pages, and driving new traffic to your website. But the leads aren’t rolling in like you hoped they would and you just can’t figure out why. What could be the problem?  

Topics: content strategy internet marketing lead generation CTA inbound marketing

Sales Strategy: Attempts and Contacts... Knowing the Difference

Sales Secret Great salespeople understand the difference between attempts and contactsWe run a division of our company called the Appointment Lab, where our team takes ideal prospects that our clients identify and we do the hard work to set appointments with those accounts. Anyone in sales knows this is one of the toughest parts of the sales process—if not the toughest.  

Topics: business development Management appointment lab sales performance Sales

Sales Strategy: Think in Terms of “Margin of Excellence!”

Margin of ExcellenceDriving to the airport recently, it occurred to me just how sloppy some people have become in the age of distracted driving. I was nearly involved in three different accidents, but was able to swerve away from harm.

Topics: sales performance Sales

Sales Coaching: Top Five Talent Articles of 2013

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Topics: Management developing strengths Talent

Improve Sales Performance: The best are AND sellers, not OR sellers

The best salespeople are AND sellers, not OR sellersHave you seen the new Ford ad campaign?  It is what they call the "AND not OR" campaign. They are using this campaign to build the perception that when you buy a Ford you don't have to compromise. One ad asks if you want a "Bed or Breakfast?"  No one wants that. We want both.

Topics: customer focus business development Needs Analysis sales performance Sales

Sales Coaching: Are you making the most of your talents?

Are you making the most of your talents At The Center for Sales Strategy, our reason for being is to Turn Talent into Performance.  But some of what we do, you can do for yourself. Just take the time to study what people appreciate about the services and sales efforts you provide. 

Topics: developing strengths sales strategy Sales

Top Five Sales Management blog postings this year

describe the imageHere's the most popular articles written this year about Sales Management. Don't miss reading these! Good luck with your planning for next week.

Topics: Management successful sales meetings sales strategy sales performance sales management Sales

Digital Marketing & Media: 7 Big Things Happening in Social Media

7 Big Things Happening in Social MediaAs social media becomes a more significant component in a company’s marketing strategy, keeping up-to-date on the changes happening in some of the more popular sites also grows in importance. Whether you own a business, sell digital media, or manage digital salespeople, it is important to know what is happening in the world of social media.

Topics: Social Media digital marketing internet marketing Digital integrated media solution

Executive Coaching: A management lesson from JFK

Management lesson from JFKTruth be told, I’m not very good at most things. Neither are you. 

Topics: Management developing strengths sales management Talent Sales

Sales Strategy: Don’t let the guideline become a noose

Sales StratgegyI recently had the chance to observe a seller in the process of a needs analysis meeting with a client.  She had clearly prepared exhaustively for the event… with page after page of well thought-out questions.   

Topics: business development Needs Analysis body language Sales