<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 to Use the ‘Rule of Three’ to Create Engaging Content + More

content_calendar-1.jpg

We 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.

1. How to Use the ‘Rule of Three’ to Create Engaging Content — Copyblogger

What’s so magical about the number three? It’s no accident that the number three is pervasive throughout some of our greatest stories, fairy tales, and myths. It’s also no coincidence that some of the most famous quotes from throughout history are structured in three parts, nor is it surprising that the Rule of Three also works wonders in the world of comedy. It all comes down to the way we humans process information, and that’s why the Rule of Three will make you a more engaging writer.

 

Topics: inbound marketing Sales Wrap-up

The New Word of Mouth

reputation.jpg

Personal recommendations are a powerful thing. Good or bad, they have the power to persuade us in one direction or another. Think about it—when most of us have little to no knowledge about a particular company or product, we typically ask those whose opinions we trust: family, friends or coworkers. As we all become more and more connected, most of us have also begun to rely on digital reviews.

Topics: referrals Digital reputation management

Was It Really a Good Meeting? How to Make Sure Your Prospects Call You Back

Salespeople_shaking_hands

“I had a really good meeting! But. . . I can’t get the prospect to call me back!” or “I had such a great meeting, but I never got an answer to the proposal.” I hear statements like these frequently when working with salespeople. They return from a meeting telling their manager how great it was, but then nothing happens. Wishful thinking sets in. Calls get made to the prospect on a weekly basis, managers ask about it in their weekly meetings, and salespeople start saying, “I don’t know what could have happened—the meeting went so well!”

What does “I had a really good meeting” really mean? For some, it means the meeting was long. For some, it means the prospect opened up and talked a great deal. For some, the client nodded and sounded interested. This list could go on and on.

Topics: successful sales meetings Sales

A Great Sales Story: Getting the First Appointment

Salesperson_Cold_Call-5.jpeg

After a workshop I was leading about earning a first appointment with prospects, one of the folks in attendance shared an incredible success story with me.

Topics: Setting Appointments new business development Sales

Killing Your KPI’s

digital_kpis.jpg

I bet when you read "Killing your KPI's", your first thought was this was going to be a blog about sales high performers, right?

Not really!

I'm literally telling you that you should KILL your KPI's. As in buried and dead. As in no longer around.  

Ok, that might be a little over the top, but I fear that if I don't push the envelope, you won't get my point about why you shouldn't be basing your sales success on just Key Performance Indicators.

Topics: sales management Sales

5 Skills Every Sales Development Rep Needs to Master in 2018 + More

Manage_Your_Reputation-2.jpg

We 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.

1. 5 Skills Every Sales Development Rep Needs to Master in 2018 — HubSpot

To be successful next year and beyond, sales development reps need to think outside the box. With the right skills, they’re more valuable than ever before. Here are five skills to focus on gaining or honing. And if you’re a manager, here’s what you should be teaching to your team.

Topics: inbound marketing Sales Wrap-up

Let’s Get Real About How Many Contacts It Takes To Get An Appointment

sales_call-1.jpg

There certainly is a lot banter these days about how many contacts a salesperson must make in order to secure an appointment. We all know it takes more than 2 or 3 calls, but how many does it really take and why?

Topics: Setting Appointments Sales

The Lesson of the Bad Apple

apple-1.jpg

If you put a bad apple in a bushel of good apples, the bad apple won’t become good. In fact, when a bad apple starts to rot, it emits a gas that can indeed start to rot the good apples. But even if the bad doesn't completely rot the good apples, it's important to lock on to the fact that the bad won't get better by being with the good.

Topics: sales performance sales management

A Sales Tune-Up for Better Performance

car.jpg

Over time, organizations can begin to lose performance. It can start to feel like the organization is missing a beat, not hitting on all cylinders.  If it was your car, you'd take it into the garage and get a tune-up, but what do you when it's your sales team? 

How about a sales tune-up for your organization? 

A sales tune-up is the perfect way to assess your sales organization through a comprehensive, analytical sales diagnostic. It's a time to step back and assess your organization in a factual and objective manner. A sales diagnostic allows you to dive deep into your numbers, your processes, and your people and objectively determine what is working and what isn't.

Topics: sales management Sales

Don’t Let Your Ego Get in the Way of a Sale

Ego.jpg

We’re all familiar with Ego. If someone says you have a “big ego,” you know that’s not a compliment. At least not in most circles. Your Ego is about your survival. At its best, your Ego is simply your awareness of your own identity and how you interact with the outside world.

Let’s look at five strategies your Ego may be using that may be interfering with the way you interact with business prospects and partners.

Topics: successful sales meetings Sales

6 Soft Skills Every Salesperson Needs to Get Ahead + More

phone.jpg

We 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.

1. 6 Soft Skills Every Salesperson Needs to Get Ahead — HubSpot

To know how successful a salesperson is, just look at their numbers. Understanding why they’re succeeding is trickier. In sales, success is a reflection of two things: The strength of their hard skills and the strength of their soft skills. Here are the six soft skills every rep needs to get ahead -- and more importantly, how to develop them.

Topics: inbound marketing Sales Wrap-up

What Does “Sales Strategy” Mean Anyway?

strategy_board.jpg

I hear managers and execs talk all the time about the importance of sales strategy. “Strategy” is one of the words that gets used a lot. (In fact, Webster’s Dictionary says it is in the top 10% of most popular words.) After all, who gets heat for talking strategy? C’mon!

The problem I see in the field is that most sales “strategies” are not really strategies at all. If you look at that definition of strategy, you see, “a careful plan or method for achieving a particular goal, usually over a long period of time.” That means a strategy doesn’t change (or if it does change, this doesn’t happen very often), is long-term, and describes a set of consistent behaviors. Many sales strategies I see are more like tactics: making more calls in a defined period of time, approaching a new group of prospects, or introducing new offers to move the market forward. I am not saying these things are bad, but I am pointing out they are tactics, not strategies. Tactics can be helpful IF they support a strategy.

Topics: sales strategy Sales goals

What Trait Do Great Sales Leaders Share With Pilots?

horizon.jpg

Pilots learn that the best way to land a plane is to look long toward the horizon, not directly beneath them. Great sales leaders do the same thing. They focus on the horizon, not just what's right in front of them.

Pilots learn that when landing, you are better off looking down the runway at the horizon than the ground rushing up underneath you. You need to balance keeping your eyes focused on the horizon, while peripherally watching your height above the runway to achieve a smooth landing. We have all felt the runway slam when a pilot gets this wrong.

Topics: sales performance

Three Optimistic Thoughts That Will Hold You Back

optimism.jpg

If salespeople are generally optimistic (I think we can all agree they are), then the words “sales manager” may as well be Greek for God of Optimism. We have to believe to achieve! In sales, the glass is always half full. But these three optimistic phrases will actually hold you back, so be careful not to let your optimism trip you up.

Topics: sales management Sales