<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

Alysa Hinshaw

Recent Posts by Alysa Hinshaw:

How Do You Stand Out?

salespeople stand out with personal brandingAs a sales coach, I work with many salespeople at all different stages in their career. When we first start working together, we spend time talking about who they are, why they love what they do, and how their current and past experiences bring value to what they do today.    

I remember getting a very excited call from a salesperson that I had worked with. A big prospect in the market had reached out to her. They had searched her company via LinkedIn and discovered many of her sales colleagues. But it was her profile that caught their eye. Why?

Topics: Social Media sales strategy salespeople personal brand branding

Failing To Do This One Action Stalled The Sale

stalled sales processI vividly remember early in my sales career meeting with a business owner of an up-and-coming beverage company. We met several times, and I was getting excited about the opportunities that seemed to be unfolding. We had built great rapport, he had shared his challenges with me, and I developed a solution that I thought was perfect. He loved my idea! We were on our way until I heard…

Topics: sales management Sales salespeople sales process sales training prospecting

6 Ways to Provide Superior Customer Service After the Sale

customers.jpg

Recently, I was preparing for a presentation about the retail industry. An interesting statistic about customer service jumped out at me. According to MediaPost, only 17% of consumers think manufacturers and retailers are extremely good at caring for their customers after a sale. This was a surprising figure to me. It’s tough to earn a repeat customer if you don’t follow through and offer superior customer service. This got me thinking about B2B sales and how the same basic principle applies.

Topics: customer focus Sales

Uncovering Real Needs Leads to Long-Term Client Relationships

questions-2.jpg

Every now and then it pays to stop and think about the big picture — why we do what we do and the importance of truly learning about our prospect and client’s needs. It’s so easy to talk about what we have to sell and why prospects should want to buy it, but taking the time to learn about the prospect will truly pay off in the end. 

Topics: Needs Analysis Sales

Prepare Yourself AND Your Prospect!

Prepare.jpg

You finally secured that all important meeting with a prospect you’ve been trying to reach for weeks.  Your carefully constructed Valid Business Reason along with persistence paid off and the prospect has agreed to meet with you. You are on an adrenaline high as you think about the possibilities.    Now what?! Give yourself a pat on the back and begin to prepare! Remember, the prospect is taking time out of their busy schedule to meet with you. They chose you over all of the other salespeople beating down their door. Make it count! 

Fail to Plan, Plan to Fail

plant-a-tree.jpg

As we dive into fourth quarter, life starts to pick up the pace from lazy summer days to hectic school and work days. Traffic is heavier, vacations are over and the hustle and bustle of the holidays starts to take shape. Before you realize, it’s a new year (with new budgets!). Avoid being caught come January 2nd and make a plan now to set yourself up for success in the coming year. As Benjamin Franklin so famously stated, “If You Fail to Plan, You Plan to Fail.”  There is so much truth to this statement. 

Topics: sales management goals

Why Working Out Is a Lot Like Developing New Business

runner-3-2.jpg

We are always told to maintain good health by eating right and exercising daily. In order to see the true benefits, it needs to be done consistently. It takes effort and planning to fit it into our busy lives but we do it. We want to remain healthy. If we stop, our health will suffer. It’s a constant in life that takes self discipline and motivation. It isn’t always easy but the benefits for both mental and physical health are tremendous.

Before I had kids, this was a much easier activity to fit into my day. Now that I have three little lives in addition to my own to manage, it takes real effort, commitment and persistence. In the end it pays off tremendously so I find the time. If I stop or take a break, I know it will be that much harder to get back into the routine.

Topics: Sales prospecting