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The Center for Sales Strategy Blog

Weekly Roundup: Sales Weaknesses That Cripple a Sales Rep's Ability to Qualify + More

weak salespeople ability to qualify when sales prospectingWe 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.

Topics: lead generation inbound marketing Sales Wrap-up prospecting

Which Is More Important—Product Training or Sales Training to Drive Digital Sales?

sales training to drive digital salesProduct-focused training and sales skill training - both are important to increase the knowledge and expertise of a sales team, but which is more important? Which has the larger impact? Before I answer that question, let me define the differences between the two to make sure that we are all on the same page.

Topics: Digital Training Topics

Just Say “No” To Meetings

sales managers with too many sales meetingsIn over 25 years of working with sales managers, I have heard countless stories about how urgent items have displaced important items. When we work with managers, they readily agree that items like these are very important to their success in the job:

Topics: Management successful sales meetings time management sales management

4 Ways for Salespeople to Gain Respect

salespeople gain respectIt's not hard, trust me. So few people do these simple things, but doing them makes you stand out and earn the respect you deserve. If you want to be treated as a professional, someone who is trustworthy and worth an investment of time, do these four easy things and prove it to your prospects and clients. 

Topics: sales performance sales culture salespeople

The Key to Turning Talent into Performance in Sales

sales performanceNothing fires me up like facilitating the Talent Focused Management live simulation workshop. The lessons are powerful, and the takeaways are career-changing! Following last week’s workshop, I asked our participants to share one of their greatest lessons learned from the program, and one response really stood out for me. 

Topics: sales performance sales management Talent

Weekly Roundup: 3 Reasons Why Your Sales Team Isn't Generating More Leads (And How to Fix It) + More

sales team isn't generating leadsWe 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.

Topics: lead generation inbound marketing Sales Wrap-up

The Difference between Inbound and Outbound Sales Strategies

difference in inbound sales and outbound sales

Inbound and outbound sales strategies are both crucial to a healthy, thriving business. Since leads are the lifeblood of most sales teams, receiving them in more than one way allows your company to be dynamic and flexible, easily shifting with the latest marketing trends and poised for conversions.

Topics: inbound marketing Sales

Be The Prospect

getting the first appointment“To know your prospect, you must become your prospect.” 

- Ancient Chinese Proverb
(From a salesperson who knew how to get an appointment.)

Getting the first appointment with a prospect is getting harder year after year, and making yourself relevant to the prospect is the first step in overcoming that challenge. As a daring and ambitious salesperson on the search for customers to serve, you must seek relevance like a duck seeks water. The question is how.

How to Set New Hires Up For Success and Decrease Turnover

onboarding plans when hiring salespeopleMany managers I work with have strong and detailed onboarding plans for new hires, but in general, onboarding is something that often does not get enough attention from managers. If you haven’t given it much thought, you might want to consider enhancing your plan.

Topics: Talent onboarding

Why You Might Fire Your Best Prospect Before You Get Your First Meeting

why would you fire your best prospectWith a blog title like that, you may be questioning my sanity. Why would you want to fire your best prospect before you've had the chance to even get a meeting? I assure you my thought process here is sane and relates to a problem I see many salespeople face. Sometimes you hang onto prospects, even the very best prospects, too long and it becomes a waste of time and misguided focus that could better serve you to work on other leads.  

Topics: salespeople prospecting

Weekly Roundup: 13 Communication Skills That Are Crucial to Sales Success + More

communication skills for salesWe 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.

Topics: inbound marketing Sales Wrap-up

How to Know if You’re in the Right Job

 

talent-are-you-in-right-jobRecently I read an article by James Altucher, author of The Power of No in which he explained, “I’m going to be dead for about 9 or 10 trillion years. And only alive for the next 40 or so.” Pretty depressing stuff there, Mr. Altucher, but actually a little inspiring too. It puts things into perspective, right? We have a short window of time to make our mark on this world while at the same time, finding happiness.

Topics: hiring salespeople employee retention

The Power of Great Feedback

sales managementAs a person, you probably have an inborn knowledge of what your strengths are personally, as well as professionally. You might be a great cook, a strong tennis player, or great at board games. You know that you create strong relationships with clients, are great at the close, or really creative in helping your clients.

Topics: Management sales management leadership

Talent and Personality Assessments: What’s The Difference and What to Look For

iStock-692740076 (1)-646015-edited

Recruiting and hiring top talent is a tall order!  But it is critical for success in a sales organization.

Topics: hiring salespeople Talent

What Does Your Body of Work Look Like To Prospects?

prospecting for salesTHE BOTTOM LINE: There is only one reason why a prospect fails to respond to your calls or emails.  She or he is not convinced you will bring any value to them, and thus, your request for a piece of their precious time gets ignored. If they only knew what you have been able to do to help your clients! The problem is they don’t know.

Topics: prospecting

Weekly Roundup: How To Improve Sales & Marketing Alignment + More

sales and marketing alignment

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.

Topics: inbound marketing Sales Wrap-up

3 Keys to Sustainable Sales Performance

key to sales performance

Think of sales performance as a three-legged stool. When all three legs are strong, there is nothing sturdier. But if one of the legs isn’t holding up its weight, the stool can no longer do its job. Just as you need all three legs on that stool, so too must a sales organization have three solid legs to carry the weight of the expectations placed on it.

Topics: Management sales performance

Are You a Great Coach?

coaching salespeopleI work with a lot of B2B sales organizations.
Some perform well.  Some perform not-so-well.

Topics: sales management leadership coaching

The Power of Asking Questions as a Leader

leadership - power of asking questionsIt’s easy to assume that as a manager, we’re expected to make all the decisions, give directions, and generally just be sure that things are getting done by our team. While there is a little bit of truth to that, the best leaders know that in order to truly be effective and successful you must do one thing really, really well… Ask good questions. And it doesn’t stop there. You must not only be asking great, thought-invoking questions, but then be ready to shut up and listen. This certainly sounds easier than it is.

Topics: sales management leadership

Stalled Target Accounts Diagnostic

stalled target accounts diagnosticSymptoms and Suggestions to move beyond the stall!

Too often sellers fail to convert new business target accounts because they stall at various points of the sales process. Here are some symptoms and suggestions designed to help sellers move beyond the stall to convert a new business target to a new business customer.

Weekly Roundup: 5 Overused Phrases to Cut From Your Sales Emails + More

overused phrases in sales emails

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.

Topics: inbound marketing Sales Wrap-up

Are you Serving Your Clients… or Just Servicing Them?

serving your clientsI’m sitting in a hotel lobby enjoying my dinner. But I’m only steps away from the front desk. I can easily hear people checking in. What surprises me is the number of arriving hotel guests being greeted by their first name—before they hardly get in the door. There are warm hellos, how is Jane (the wife of a guest), how is your mom doing, and this goes on and on the entire time I am eating (and working!).

I can’t help but wonder—are most salespeople this engaged with their customers? Have they built the kind of relationships this front-desk staff developed? These hotel guests don’t arrive with luggage every evening. Some may check in once a week, others probably once a month or less often, but wow, this hotel has it mastered. It’s amazing to watch. I can say that I don’t recall this level of service at most establishments, much less a hotel.

Topics: sales management Sales