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The Center for Sales Strategy Blog

Guest Contributor

Guest Contributor

Recent Posts by Guest Contributor:

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.

Topics: hiring salespeople 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. 

Topics: Sales

5 Ways to Create Sales Proposals That Close Deals

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Today we have a guest post by Mikita Mikado. Mikita is the Co-Founder & CEO of PandaDoc, a platform helping sales teams create, deliver, and track intelligent sales content to close deals faster. To learn more about simplifying your sales documents, connect with Mikita and the PandaDoc team on Twitter, and LinkedIn.

Topics: Proposal 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.

Topics: Sales sales process

Why Media Companies Need to Drop Tradition and Embrace the Inbound Movement

Youve_Got_Leads_Now_What_The_5_Steps_to_Convert_Your_Inbound_Leads_into_CustomersThings have fundamentally changed in the media industry, and I’m excited to have the privilege on November 8th to discuss why inbound marketing will be critical to the next evolutionary phase for media companies.

Currently, a majority of the media companies (TV, Radio, Print etc.) are not using inbound marketing (blogging, thought leadership, lead generation, email marketing and social media) as part of their strategy to increase the number of leads their salespeople are getting—or leveraging it as a way to drive a more retainable revenue stream via their service and advertising offerings.  

Topics: content marketing Lead Nurturing Digital Lead Generation Inbound Marketing

What to Do When the Sales Leads Start Flowing

inbound marketing forumSo you drank the inbound marketing Kool Aid and it’s the sweetest you’ve ever tasted. Your team is churning out blog content, and your landing pages are generating leads at a rate you’ve never seen before. Give yourself a pat on the back—you’ve made it further than many other companies (including your competitors). Now that you’re generating leads like a pro, it’s time to look closely at that often misunderstood, nebulous area known as the middle of the funnel.

Topics: content marketing Lead Nurturing Lead Generation Inbound Marketing

Four Easy Ways to Lose That Sale for Good

lose a saleCrickets. That’s what I heard when I direct dialed a bunch of sales reps to inquire about pricing, timing, delivery and credit. Here I was, flush with cash (to pay in advance of services, as the new corporation had no credit), and a very large percentage of sales reps from all industries were lax or never even bothered to call back. They literally left cash on the ground. I couldn’t believe it. I was a "call-in" with ready money.

Topics: customer satisfaction setting expectations Needs Analysis sales performance Sales

How to Make the Most of Your iPad Investment for Sales

iPad use for sales peopleWhen Boston Scientific CIO Rich Adduci attended the first iPad reveal two years ago, he instantly knew the device would be a game changer for sales and marketing teams. He described the moment watching Steve Jobs walk onto the stage like a light bulb going off in his head.

Topics: Digital Sales

Six Reasons Why We Started Using Inbound Marketing

inbound marketingCold calling can be an inefficient use of a sales person’s time and talent. As a manager, I want sales people spending the majority of their time on activities that are directly tied to revenue. It’s important for our sales people to be in front of clients and prospects helping to address business challenges—which is why we at Cox Media Group Louisville recently launched an inbound marketing effort, led by our blog LouisvilleEdge.com. We believe it’s the perfect next step to elevate ourselves from our competition. It gives us the ability to provide real-time information on topics that are important to our clients. Here are six reasons that we thought an inbound marketing campaign was the right investment for us.

Topics: Digital Lead Generation sales performance Inbound Marketing Sales