<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

Organizing Well = Saved Time and Better Productivity

For every minute spent organizing, an hour is earned.” — Benjamin Franklin

One of the biggest issues salespeople have is time management. We all feel busy, but busy doesn’t always equate to success. Salespeople often have the best intentions of working smarter, not harder. They talk about wanting to spend more time prospecting, setting up new Client Needs Analyses (CNAs) updating CNAs with Key Accounts, pre-selling Key Agencies, and building relationships with important contacts. These are the best use of their time.

Unfortunately, these things often get pushed to the back burner because a client needs something NOW, a mistake needs to be fixed, a manager needs a report, a collection call needs to be made, or a co-worker stops by his or her cubicle to shoot the breeze. Next thing you know, a whole day has gone by without any IMPORTANT work getting done.

Topics: time management Sales salespeople

7 Signs You Need a Sales Enablement Solution + More

Sales_Enablement_Solution.jpg

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

1. 7 Signs You Need a Sales Enablement Solution — SalesForce

Only one-third of sales reps meet or exceed quota, and only 10 percent are consistently high-performers. Sales enablement software can help to change that. Here are 7 signs that you should see what a sales enablement solution could do for you.

Topics: inbound marketing Sales Wrap-up

Happy Thanksgiving!

Happy_Thanksgiving.jpgHappy Thanksgiving! We're taking a break from the sales, talent, digital, and inbound marketing posts today to say, "Thank you!" to each of you who read these articles. We appreciate our community here. 

Topics: Sales

You’re Not as Important as You Think You Are — 7 Ways to Get Prospects to Respond to Your Email

 Get_Prospects_to_Respond_to_Email.jpg

Today we have a guest post from Mike Donnelly. Mike is the founder of Seventh Sense, a SaaS platform designed to plug into your Hubspot account and existing email systems and quietly listen—listen for the times that individuals engage with you, capture their patterns and allow you to take action on that data. Mike is a data fanatic who’s always looking for new and creative ways to help sales and marketing professionals get better at their trade.

 


Two years ago, I was trying to get connected with a highly-sought-after prospect who I knew would be a great client. I sent several emails, trying to get him to respond and meet with me, but he kept ignoring my emails—or so I thought. I almost gave up, but he finally responded.

Even after this executive became a client, I realized I still had the same problem—he just wouldn’t respond to over half of my emails. We were meeting over lunch one day, and I finally asked him why he so frequently didn’t respond. He laughed and said, “Mike, I don’t even see any emails that come in after 11:00 in the morning.”

Today’s decision-makers are so busy that they don’t have time to read all the emails in their inboxes, much less reply to everything. But there are a few tried-and-true ways to get prospects to read and respond. During my 14 years in sales, I discovered seven practices that doubled my response rate.

Topics: email Sales prospecting

How to Decrease Turnover and Save Your Company Money

Talent-1

Yesterday I opened my mouth and my mom’s voice came out!

Excited to visit our twin daughters in college and spoil them a bit, my husband and I spent last weekend in a tornado of tailgates, football games, happy hours, sushi dinners, and fall shopping. At the same time, our girls were also juggling advisory meetings and spring registration. It’s that time of year.

After a discussion at brunch about course requirements and degree expectations, I noticed a pattern in their responses. “I’ll just wait and see what I need.” “We probably don’t need to worry about that yet.” “No need to spend time on something if we don’t need to.” 

One minute I was listening and nodding and the next thing I knew, I opened my mouth and my mom’s lecture on the importance of planning ahead came out. I even channeled my dad for a minute there, pulling out the old adage, “measure twice, cut once.” I watched their eyes glaze over. 

I get it. We’ve all been there. But it’s easier to see clearly from the outside looking in.

Topics: Talent salespeople

Native Ads May Help Marketers Combat Ad Blocking + More

Marketing_Metrics

Happy Friday! We've come to the end of another 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. Native Ads May Help Marketers Combat Ad Blocking — Media Post

Good content is more important than ever. Native ads, or sponsored stories, aren't just ads—they're valuable to the reader. As such, they don't get blocked the way display ads do. This article from Media Post explains the dynamics, and why native ads are the future of effective advertising.

Topics: inbound marketing Sales Wrap-up

Top 3 “I Wants" That Millennials Use

The impact of the millennial generation is making headlines everywhere! As a sales manager, you may have read a blog or two on how to manage or even hire millennial talent. But now the headlines are about how millennials are impacting business, from a consumer’s point of view. If you have a hand in marketing or sales, you may be experiencing disruption within this loosely-defined generation as well.  

Most commentators put a millennial between late teens and early twenties to late thirties. That’s why it's loosely defined. But what is clearly defined is how much they have to spend and how they choose to spend it. Millennials are coming of age—gaining ground in their jobs, starting families, and making first major purchases. What they are not doing are taking risks. They’ve seen all too well the impact risk-taking has had on preceding generations, including Generation X and, in some cases, Baby Boomers. So what does this mean for business?

Well, it means there are 3 expectations (or promises) a millennial expects:

Topics: digital marketing Sales

Radio Advertising Calgary Crafts a Strong Inbound Marketing Program

Radio-Advertising-Calgary

Radio Advertising Calgary was started by three account managers from Corus Radio Calgary. Together, Sherie, Jason, and Michelle bring over 35 years experience in marketing consultation and customized new media to their clients.

About a year ago, Sherie, Jason, and Michelle started realizing that traditional outbound sales methods like cold calling were no longer enough to bring in the advertisers they needed. They knew the buying process had changed, and they knew they could use their expertise and thought leadership to attract leads. After reading Matt Sunshine’s book, LeadG2: Getting Prospects to Raise Their Hands, they realized that they needed to craft an inbound marketing program to match the modern buyer’s journey.

Topics: inbound marketing Sales sales leads

3 Ways Technology Can Increase a Salesperson's Productivity

A few months ago, I wrote a blog about how sales managers could help their salespeople increase their productivity. It received some great feedback, and I wanted to follow up on a few of the comments it received and specifically address the role that technology plays in making sales teams more productive.

By embracing new technology such as lead intelligence, marketing automation, and effective use of a CRM, salespeople can waste less time doing data entry, understand more about their leads, and document all of this information to be shared across the organization. 

In this post, we'll review each one of these productivity-enhancing technologies, enabling you to be one of the companies that are gaining a substantial advantage over competitors and developing more productive sales teams.

Topics: using technology Sales sales cycle

6 Bold Predictions for Digital Marketing in 2016 + More

Here we are at the end of the week once again! It's time for us to share what we've been reading online this week. Here are our "best" from around the web.

1. 6 Bold Predictions for Digital Marketing in 2016 — Social Media Today

Chad Pollitt, industry thought leader and publisher of Relevance, puts forth six interesting predictions for where digital marketing is headed in the coming year. Check out what he has to say on Social Media Today.

Topics: inbound marketing Sales Wrap-up

The 4 Most Popular Sales Strategy Posts from LeadG2

sales_meeting_training

Our sister publication, the LeadG2 blog, posts regularly about how to align sales and marketing for maximum results. Today, we're featuring the most popular sales strategy posts from LeadG2.

1. The Gap That Prevents Most Salespeople From Selling More

Most salespeople are pretty good at selling their products and services. They are usually proficient on sales calls—engaging prospects, discovering underlying needs they can address, and suggesting ideas and solutions that could improve a customer’s business. Companies invest significant dollars in training and systems to help their salespeople move the sales process ahead in a professional manner (and the should). But, there is one part of the sales sequence that often prevents salespeople from delivering their quotas, and that is the ability to get an appointment with a key decision maker in the first place. You’ve heard it said about many aspects of life thatbeing there is the most important thing. That certainly applies to selling. 

Topics: lead nurturing inbound marketing Sales

How to Shorten Your Sales Cycle

Shorten_Sales_Cycle

I have been doing sales training and consulting for nearly 20 years and I always get a chuckle when salespeople tell me they need to find ways to close business in two calls. When I hear this today, I wonder where these people are living. Do they live on the same planet as I do? It’s not about the number of calls—it’s about the length of the sales cycle. And the sales cycle doesn’t start until the buyer is ready for it to start.

Topics: inbound marketing sales cycle prospecting

Is a Customer-Focused Selling Approach Still Valid?

Customer-focused_sales

In a recent meeting one of the sales managers asked, “Is it still really valid for salespeople to take a customer-focused selling approach anymore?” At first I was taken aback, wondering what he believed the alternative was, but I soon came to realize that he wasn’t implying that salespeople shouldn’t have the best interest of their clients in mind. What he questioned was the process where you ask for the prospect's time to learn about his or her business so you can sell the right solutions. 

Prospects are no longer willing to give salespeople time to teach them about their business. And with what is now online, they shoudn’t have to. 

Topics: successful sales meetings Sales

How to Drive a Mobile Strategy + More

We've once again come to the end of the week! It's time for us to share what we've been reading online this week. Here are our "best" from around the web.

1. How to Drive a Mobile Strategy: The 4 Questions Digital Marketers Should Ask — Adobe

Every exec knows that there’s been a monumental shift in business mobility. Global tablet sales this year will be around 381M with 18% of those for the enterprise. B2B marketers are wise to learn how they can take advantage of the changing times. Adobe has some excellent insights.

Topics: inbound marketing Sales Wrap-up

FOMO: Did You Miss the Get More Appointments, Waste Less Time, and Sell More Webinar?

Fear of missing out (FoMO) is "a pervasive apprehension that others might be having rewarding experiences from which one is absent." This social angst is characterized by "a desire to stay continually connected with what others are doing."

If you were sitting at your desk on Thursday, October 29th, at 2pm and felt like you were missing out on something important but couldn't quite put your finger on what it was, here's the answer. You missed the LeadG2 webinar, How to Get More Appointments, Waste Less Time, and Sell More!, presented by Dani Buckley.

Topics: Setting Appointments inbound marketing Sales

Why You Don’t Always Want More Sales

Good_Sales_Meeting

Salespeople are hired to sell. So the more sales they make, the more successful they must be. Right? The more they sell, the bigger their lists, the better they’re doing. Or maybe that’s not always right. Making a lot of sales does not guarantee success. Making a lot of good sales is what it takes to succeed in the long-term.

Veterans know that all sales are not created equal. Quality is often better than quantity. Some sales gallop freely ahead like a fine racehorse, and some leave a mess to clean up like ponies in a parade.

Let’s look at what makes a good sale: 

Topics: sales strategy Sales

5 Ways Integrated Marketing and Sales Strategies Boost Growth

 Sales_and_Marketing_Together

Sales and marketing have a long history of conflict. The most common scenario is that marketing teams complain about their hard-earned leads not being closed properly, while salespeople are unhappy with the quality of marketing leads. Having these two teams working together may not be an easy task, but it’s certainly worth it.

Your marketing team can track the online behaviors of your leads to warm up what would have otherwise been a cold call. All the while, data from your sales team can help marketing get a better idea of which types of leads will most likely convert into paying customers and what the most efficient communication channels are. Bringing sales and marketing together is paramount to the growth of your company.

Here are five ways an integrated approach boosts growth.

Topics: sales and marketing alignment

The Importance of a Hot Button

Hot_Button_Issue_in_Sales

I recently had a coaching assignment with a highly ambitious salesperson. This person wasn’t prospecting for new business as often or as much as her manager would like. I’d had a few calls with her and given her a few assignments to complete between our calls in the prospecting part of the sales process. Her performance for me (and for her manager) continued to be lackluster. I've done a lot of individualized coaching over the years. Because of the talent interviews my company does, I am privy to the innate talents of everyone I coach. Often times my coaching assignments are to get people to do something they are not currently doing. Prospecting is often at the top of the list. 

Topics: sales performance Sales