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The Center for Sales Strategy Blog

Dean Moothart

Dean Moothart

Recent Posts by Dean Moothart:

B2B Sales Teams Number One Complaint (And What To Do About It)

B2B Sales Teams Number One Complaint

"I spend all day making cold calls, and I'm getting very little to show for my efforts. Getting the first appointment is harder than ever. If I could just get my foot in the door..."

It's a common complaint from B2B sales reps nowadays. Traditional prospecting approaches like cold calling have become less and less effective over the years. Decision makers simply don't answer unsolicited sales calls like they used to.

What can you do about it?

Topics: Inbound Marketing prospecting

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

7 Ways to Get Prospects to Respond to Your Email

Email continues to be a very effective way to engage with prospects and clients. However, consider these facts (Source).

  • In 2022 there were over 330 billion emails sent and received per day.
  • That number is expected to be almost 350 billion per day in 2023
  • The average person sends and receives 121 business-related emails per day. Remember, that’s an average. That amount can easily be doubled for an executive-level decision-maker.
  • Just because an email is sent doesn’t mean it’s opened and read. The average open rate for businesses across all industries is just 18%.
Topics: sales process prospecting

Leveraging Sales Tech Stack to Unlock Bigger Opportunities

Leveraging Sales Tech Stack to Unlock Bigger Opportunities

The digital revolution has changed how businesses operate, and the sales industry is no exception. In order to stay ahead of the competition, companies must deploy the latest sales tech stack to maximize their opportunities.

A comprehensive guide to leveraging sales tech stack can help companies identify the most suitable technology for their business and unlock bigger opportunities. It is essential to understand which technology can best support sales activities, automate mundane tasks, and provide valuable insights.

Here's an overview of the types of sales tech stack, the benefits they offer, and how to implement them in your business. With this  guide, you will be able to strategically maximize your sales opportunities and drive long-term success.

Topics: sales process sales tech

3 Simple Steps to Getting Started on Developing New Business

3 Simple Steps to Getting Started on Developing New Business

If three birds are sitting on a wire, and two decide to fly away, how many are left?

If you haven’t heard this riddle, you might answer “one. “ But the answer is that three birds are left on the wire. The two birds only decided to fly away, and deciding is not the same as actually doing.

Moving from deciding to doing is a common challenge in new business development. How many times in our sales career have we decided to do something but stayed sitting on that wire?

We’ve established short and long-term goals. We’ve even mapped out an action plan and a roadmap to follow that will lead to success. But we remain sitting on a wire. Our behaviors don’t change, and we don’t follow through with the plan.

Topics: increasing new business

Help Your Sellers Secure Hard-To-Get-Meetings

Help Your Sellers Secure Hard-To-Get-Meetings

Before you can close the deal you first have to schedule the first meeting with the prospect’s decision-maker. Often, that’s the most challenging element of the sales process. Many sellers express the same frustration. “We have a great story to tell, but we’re simply not getting enough at-bats.”

Here are five ideas to help your sellers get off the bench and into the game.

Topics: target persona sales playbook getting appointments

6 Ways to Improve Pipeline Efficiency

6 Ways to Improve Pipeline Efficiency

Having a robust sales pipeline may help the sales team, sales managers, and the C-suite sleep better at night. But if there’s little or slow movement of those deals through the pipeline, everyone will spend more time counting sheep than counting money.

After all, opportunities in the pipeline don’t pay the bills. Only closed/won deals produce revenue.

So generating leads is only part of the equation for successful sales and marketing organizations. Keeping those leads moving through the pipeline and shorting the sales cycle is equally important.

Topics: sales pipeline

4 Steps to Higher CRM Adoption

4 Steps to Higher CRM Adoption

It’s widely believed that the first Customer Relationship Management (CRM) software was introduced in the 1980s. Since then, businesses have made large investments in time and money to launch CRM initiatives, only to have their salespeople misuse them or not use them at all.

Over the years, business leaders have begged, threatened, bribed, and cajoled their salespeople to use these powerful tools. But in the long run, threats and bribes simply don’t work.

So how can you increase the adoption of your CRM by your sales team? How can you get them to actually use the tool you’ve invested in? Here are a few ideas.

Topics: CRM

3 Reasons You Shouldn’t Rely on Your Sales Team to Generate Leads

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One of the first signs that a sales organization of a small company is growing and maturing is that they no longer rely on the sales team to generate leads.

In the early stages of development, a new company requires that everyone “wear multiple hats”. Consequently, the salesperson usually plays the role of Chief Marketing Officer, Marketing Campaign Manager, and Business Development Specialist.

It’s quite simple really—if the salesperson doesn't generate leads, no one will. But as an organization matures, the various Sales and Marketing disciplines should be divided as soon as possible. Not doing so simply makes achieving growth objectives more challenging and makes your life tougher than it needs to be.

Topics: Lead Generation sales and marketing alignment

5 Reasons Why CRM Should Matter to Sales

5 Reasons Why CRM Should Matter to Sales

For as long as there have been Customer Relationship Management (CRM) tools in existence, salespeople have been suspicious of management’s motive for insisting their sales teams use the software.

Sure, when everyone on the team is using a CRM, the sales manager’s job can be made easier, but what’s in it for the rank and file salespeople?

If you're a manager trying to get your salespeople on board with using a CRM, below are five reasons you can give them that convey what's in it for them.

Topics: sales process CRM sales enablement

5 Ways to Work Your Marketing Content Into Sales Plays

5 Ways to Work Your Marketing Content Into Sales Plays

Marketing content isn’t just for branding and lead generation anymore. Today’s buyers aren’t interested in being sold. Instead, they want to be educated and informed.

Consequently, it’s more important than ever that sales teams have access to content relevant to their prospect’s business problems and positions the seller and the organization as thought leaders and subject matter experts. The content that Marketing creates to support the go-to-market objectives (blog articles, eBooks, whitepapers, case studies, etc.) is often repurposed to support the buying journey  and sales process as well.

To better support the sales team, marketers are not only creating and repurposing content, they’re also building specific sales plays (that include items like customizable email templates, voice mail scripts, and corresponding cadence schedule) that prescribe how and when the content should be leveraged to support the sales process.

Topics: sales enablement sales playbook