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The Future of Sales and Marketing

The Center for Sales Strategy Blog

Guest Blogger

Recent Posts

Top-Tier Service: 6 Ways to Improve Your Customers' Experience

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Customers aren't going to want to do business with a company that doesn't offer a great buying experience. No matter the type of business you run, you need to treat your clients right if you want them to remain in business with you and spread the word about your good reputation. Below are a few ways that you can improve the way your company interacts with customers.

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Topics: customer satisfaction, Sales

3 Important Considerations When Your Sales Team Grows

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Today we have a guest post from Danny Wong. Danny is a marketing consultant, sales strategist and writer. He does marketing at Tenfold, a seamless click-to-dial solution for high-performance sales teams. Connect with him on Twitter @dannywong1190.


Growth is good — it means that goals are being met and revenue is up. But hiring new team members brings challenges. The responsibilities of a sales manager change drastically as your sales team expands. Managing a modest team of five to 10 reps is easy when compared to overseeing a department with 30, 40, or 50 salespeople.

Here are three things you must keep in mind as a sales manager as your team begins to grow from small to large:

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Topics: hiring salespeople, sales management, Talent

Keep It Simple, Sales Manager

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Today we have a guest post from Sherrie Roberts. Sherrie has been crushing sales goals and breaking records for over 20 years from local broadcast to national networks and rep firms. Serving in roles as salesperson, sales manager, General Manger and Founder.


Government is not the only entity wrought with bureaucracy. It’s known to rear its ugly head in all businesses. Systems and policies are certainly vital to accomplish missions and keep chaos at bay. Yet bureaucracy is proof you can have too much of a good thing. Too often we become so ensnared by rules and with making them, that common sense takes a back seat. 

There’s this thing called the “naked rule” that has become somewhat of a mantra in my management career. Once, in a meeting discussing a unique issue that had arisen, one leader proposed a new policy to address said issue. Yet another leader responded, with brilliant hyperbole, “So if an employee showed up naked to work, would we really need a rule that says you have to wear clothes to work?” Thank you Captain Obvious for saving us that day from yet another policy that wouldn’t solve anything. In this case, it would have created unnecessary complication—as is so often the case.

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Topics: Sales, sales process, coaching

What a Little Green Monster Taught Me About Sales Talent

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Today we have a guest post from Allison Delagrange. Allison is is a General Sales Manager for Federated Media in Fort Wayne, Indiana. She’s a 2005 Taylor University graduate, coach to a team of top-notch sellers on 97.3 WMEE, mom to a little princess and twin boys, and wife to one handsome dude. Allison loves to help others succeed and share insights she’s learned over the course of her 10-year career in sales.


Sometimes great insights come from the most unlikely places. Just in time for Halloween, I’d like to share with you what a little green monster taught me about sales talent.

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Topics: hiring salespeople, Talent, Sales

Three Essential Actions in Approaching a Whale of a Prospect

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Today we have a guest post from Sherrie Roberts. Sherrie has been crushing sales goals and breaking records for over 20 years from local broadcast to national networks and rep firms. Serving in roles as salesperson, sales manager, General Manager and Founder.


It’s tempting to approach all prospects with the same strategies and tactics—it’s much easier and quicker to use a “one-size-fits-all” approach. But no two prospects are the same, especially the big ones. 

I’ve had several opportunities to earn the business of “whales.” Two of those were company record breakers, and a few were against all odds. These experiences had three common traits that stood apart from the rest. 

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Topics: Setting Appointments, Sales

The Difference between Inbound and Outbound Sales Strategies

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Today we have a guest post by Sean Gordon. Sean is the CEO of Intelliverse, a global leader in sales accelerated enterprise software and managed services. Prior to Intelliverse, Sean was Vice President at West IP Communications for 10 years where he helped turn a $30 million dollar startup company into a $3.5 billion industry leader. He has also held various leadership positions at AT&T, EMC and Nortel Networks Corporation.

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Topics: inbound marketing, Sales

Use Consumer Psychology to Help Reel In More of Your Ideal Prospects

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You can make the best and the most spectacular recommendations to your prospects, but what use is it if the prospect doesn’t share your point of view?

In B2B sales, you’ve probably spent a lot of resources to score an appointment. You’ve generated leads, qualified them, answered initial questions. And you don’t want to lose your ideal prospects now. Consumer psychology can help you reel the prospect in to sign on that dotted line.

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Topics: salespeople, sales process