<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=585972928235617&amp;ev=PageView&amp;noscript=1">

The Center for Sales Strategy Blog

How Online Courses Help Ease the Transition for New Sales Hires

Online_Sales_Courses

School is now in full swing, and watching my kids adjust to new schools this year reminds me of what it felt like to start a new sales job. There’s always a transition that includes many different learning curves. In middle school, the transitions and learning curves include a change in class structure, multiple teachers and curriculum, new extracurricular commitments, and social pressure. With a new sales job, the transitions and learning curves include embracing a new culture, learning to meet the expectations of new leadership, taking on new functions within a sales job and social pressure.

One of the best ways to ease the pain of transition is to offer new sales hires training—training in areas that help introduce skills needed or training for existing salespeople to enhance skills they may have already developed but can always improve. 

Topics: Sales sales training

Talent Banks Really Work!

Keeping_a_Talent_Bank

Given how busy Sales Managers are, sometimes recruiting candidates and developing a Talent Bank seems like one thing too many. Many managers we talk to are so swamped with daily tasks that the idea of recruiting and interviewing people for a job opening that doesn’t exist yet seems like a complete waste of time. But the question is, does it feel like a waste of time when you have an unexpected opening?

Topics: sales management Talent

Are You, as a Sales Manager, Consistent and Predictable?

Sales_Checkbox

I seem to regularly have conversations with sales teams where I hear managers talk about accountability, implementation, follow-up—all referring to a system, process, or new business development that is lacking. Most of the time, my response is: "let’s talk about your weekly meetings and your weekly sales plan."

Here is the tried-and-true guide to great one-on-ones.

Topics: sales management Sales

Ad Blocking Becomes a Real Threat + More

Digital

It's Friday, and it's time for us to share what we've been reading online this week. Here are our "best" from around the web.

1. Ad Blocking is Becoming a Real Threat: Here's What Publishers Can Do About It — HubSpot

Ad blocking is causing a lot of concern lately, most recently brought into the spotlight by Apple's release of iOS 9. This article explains how ad blocking works and what you can do to work around it.

Topics: inbound marketing Sales Wrap-up

Relationships Build Revenue

Sales_Team-2

Recently I had the pleasure of facilitating a group of managers through a four month long program called Coaching New Business. We asked each manager to select two members from their team to work side by side through the How Selling process with a select group of Target Accounts.

Topics: sales culture Sales

Tell a Story to Improve Your Sales Strategy

Tell_a_Story

Don’t you love a good story? We all do.

Even before the days of romance novels, adventure movies, television shows, and Broadway productions, there was storytelling. The art of storytelling goes back thousands of years and served as the primary way for one generation to hand down knowledge and wisdom to the next. People learned about their culture, community values, and the most important life lessons through the meaningful stories shared by those who knew.

Stories help us to guide and teach, and they allow us to communicate our feelings in a way that can be very persuasive to others. So the question is, why do we not use storytelling in sales? It seems it would just make sense. 

Topics: sales management Sales salespeople

Why Banner Blindness Shouldn't Scare You + More

 Sales_and_Inbound_MarketingWe've come to the end of the week again, and it's time for us to share what we've been reading online this week. Here are our "best" from around the web.

1. Why Banner Blindness Shouldn't Scare You — VWO

Banner Ad Blindess is a real phenomenon. Stats show that only 14% users recall the last display ad they saw and the content it promoted. But Banner Blindness doesn't have to scare you, if you know how to beat it. This article explains how Banner Blindness works and offers 6 tricks and techniques that can minimize it to make your ads stand out in front of users.

Topics: inbound marketing Sales Wrap-up

7 Basics to Selling Digital Advertising Creative

Digital_Creative

Like most people nowadays, I spend a lot of time online. Due to my profession, a lot of that time is spent looking at the ads on the screen. I find myself analyzing and critiquing the message, the look, and the layout of the ads, without even realizing that I am doing it. I have seen some good and some bad. 

Topics: Digital selling digital advertising

Three Sales Tactics You Should Retire Today

Sales_Tactics_to_Retire

Even though I am not in charge of any buying services at The Center for Sales Strategy, because my name is on our company website I'm still often solicited by salespeople. Some salespeople also follow up with me after I researched or downloaded content from a website. In most cases, I overlook the solicitation, because what's in it for me? I'm not a decision-maker. But every once in a while, a salesperson's tactic catches my eye.

Recently a salesperson, who had not received a response from me after multiple attempts, sent me an email with a multiple-choice option. The last choice included telling him I was not interested. I found this somewhat clever and entertaining. One of my coworkers responded to my sharing of this salesperson’s email with "some sales tactics never grow old." That got me thinking. While some sales tactics never grow old, are there some tactics that should be retired?  

Topics: successful sales meetings Sales

Three Myths About Building Your Personal Brand

Myths_About_Building_Your_Personal_Brand

The mantra that "you need a personal, professional brand" is no longer new. If you're like most sales professionals, you're open to the idea, but it can seem like such a major project. Let's look at three myths you need to move past to get started building a brand for yourself. 

Topics: professional branding salespeople personal brand

6 Top Apps for Salespeople

Mobile_Devices

Although in some ways technology has made salespeople’s jobs harder (think email auto-filing), in many ways it’s also made work easier. This list of the top six apps we recommend for salespeople definitely falls into that second category. We not only recommend these apps,  we also use them ourselves.

Topics: time management salespeople

Interviewing Salespeople? 6 Traits You Can't Compromise On + More

 

social-business-connection

It's Friday! Hope you've had a great week, and it's time for us to share what we've been reading online this week. Here are our "best" from around the web.

1. Interviewing Salespeople? 6 Traits You Can't Compromise On — HubSpot

Hiring salespeople is a lot like qualifying a prospect. You have a position you need to fill, but if a candidate is a bad fit, it’s important to find out sooner rather than later so you can spend precious time on more promising applicants. This presentation suggests the top 6 traits that winning salespeople share.

Topics: inbound marketing Sales Wrap-up

What's the Real Cost of a Bad Hire?

Cost_of_a_bad_sales_hire

Ask a sales manager about the most important decisions he or she makes, and you will probably hear about exceeding budget, growing market share, or achieving year-over-year growth. While those decisions are critically important aspects of the job, and they require a great deal of attention, none of them can be accomplished without an even more important decision being made first.  

The most important decision you will ever make as a manger is the decision of who to hire. If you don’t have great people working in the sales department, you can’t accomplish the rest.

Think of the very best salesperson you have working for you. Not the highest biller or the person that has been there the longest. I want you to think about the best seller. Imagine if you had an entire sales department of people just like that. Would sales go up? Of course.

If you want to accomplish more, there is something you can do about it.

Topics: hiring salespeople sales management Sales

How to Make a Sales Lead a Better Lead

Sales_Observation

Great salespeople are always on the lookout for leads and are weighing each lead against a list of criteria to see which leads are the better leads. This happens in organizations where salespeople are responsible for generating all their own leads and in those where some leads are provided to the salespeople.

Leads are good, but even better if they are good leads. One trick you can use as a salesperson to make sure your leads are better leads is to look more for opportunities as opposed to just looking for leads. We like to say that it’s more powerful to search for opportunities than it is to search for prospects.

Topics: lead generation Sales

Three Simple Steps to Start Social Selling

Social_Selling

Social media gives salespeople opportunities they just didn't have several years ago. It's much easier to connect with prospects now, and as long as you do it right, you can see significant results (i.e. landing more appointments with target prospects!). Here are three simple steps to get started with social selling.

Topics: Social Media Sales

If You Care About Culture, You Have to Hire for It From the Start + More

 Company_Culture

It's the end of another week, and we're sharing the top articles and resources we've read this week! Here are our "best" from around the web.

1. If You Care About Culture, You Have to Hire for It From the Start — Inc.

More and more companies are beginning to realize the importance that culture has to their business. A strong company culture positively influences recruitment, retention, productivity and overall employee satisfaction. But if you want a stong culture, you have to hire people who reflect the culture you're working towards. This article explains how.

Topics: inbound marketing Sales Wrap-up

What Lemonade Stands Teach Us About Sales

Lemonade_Stand_Teaches_about_Sales

Each year on the first Sunday in May, over 150,000 elementary and middle school kids set up lemonade stands in 31 states for Lemonade Day. The founder of the program, Michael Holthouse, who was named Inc. Magazine Entrepreneur of the Year, developed Lemonade Day to help kids learn how to run a business. He had this idea that economic messes could be avoided if kids were taught basic business skills and financial common sense that they can use when they are running the country.

Topics: motivation sales strategy Sales

3 Ways Salespeople Can Stand Out Using Social Media

Personal_Brand_Sales

Over the years, as sales and marketing has become more automated, it’s become increasingly important for salespeople to differentiate themselves from others and to provide value throughout the sales process. With control of the sales process having shifted from sellers to buyers, the B2B buyer now holds the cards, and does approximately 60% of his or her research before ever feeling the need to contact a salesperson.

Some of the ways that a salesperson can provide value throughout the sales process is by being seen as a thought leader and credible member of the industry that they are a part of. Social media has come to play a big part in establishing yourself as an expert in your field and having your profile elevated.

Here are three ways that salespeople can stand out using social media:

Topics: Social Media brianhasenbauer salespeople

Are You Using Your Talents for Good? Or for Evil?

Good_vs_Evil

You already know that turning talent into performance requires a true understanding of talent. Spotting talent, hiring talent, developing talent, and coaching talent. . . it’s mission critical.

Here’s a little something you may not have thought about before, though: every innate talent at an extreme level of intensity, can have its downside. One of my clients recently observed, “Talent can be used for good or evil!”

  • Take charge and convincing is good. Bossy is bad.
  • Social and people-oriented is good. Long-winded, over-talking is bad.
  • Competitive and driven is good. Cut-throat is bad.
Topics: Talent salespeople