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The Center for Sales Strategy Blog

Janie Worch

Recent Posts by Janie Worch:

Organizing Well = Saved Time and Better Productivity

For every minute spent organizing, an hour is earned.” — Benjamin Franklin

One of the biggest issues salespeople have is time management. We all feel busy, but busy doesn’t always equate to success. Salespeople often have the best intentions of working smarter, not harder. They talk about wanting to spend more time prospecting, setting up new Client Needs Analyses (CNAs) updating CNAs with Key Accounts, pre-selling Key Agencies, and building relationships with important contacts. These are the best use of their time.

Unfortunately, these things often get pushed to the back burner because a client needs something NOW, a mistake needs to be fixed, a manager needs a report, a collection call needs to be made, or a co-worker stops by his or her cubicle to shoot the breeze. Next thing you know, a whole day has gone by without any IMPORTANT work getting done.

Topics: time management Sales salespeople

Moving Your Client Forward: If I, Will You?

Moving_Your_Client_Forward_In_the_Sales_ProcessIn Memory of Melissa Kelly – My First Sales Manager

I dedicate this blog in memory of my first sales manager, Melissa Kelly, who taught me so much. She lost a hard fought battle to breast cancer last year at the age of 53, but she NEVER lost a sale.

Here’s one of the main reasons why: In every stage of the sales process she used a very simple phrase, “If I (fill in the blank)?, Will You (fill in the blank)?" 

She made sure that every step she took when working with a client was a collaborative effort. Therefore, she always knew she was on the right path towards her next desired outcome in the sales process. Some examples:

Getting the Appointment

Melissa: “If I am able to share some capabilities I have to help you drive more sales from your website, will you allow me to spend an hour with you to really uncover your marketing challenges so I can determine what solutions might work best?

Topics: Sales

Everything I Ever Learned about How to Have an Effective Meeting... I Learned in Kindergarten!

setting expectationsI recently visited my daughter’s kindergarten class as a volunteer. There were many routines the children followed including putting book bags away, sitting crisscross applesauce in circle time, and reciting the Pledge of Allegiance. But one part of the daily morning routine really hit home. It was called “The Daily Itinerary.”

Topics: setting expectations Needs Analysis Sales