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The Center for Sales Strategy Blog

Kim Alexandre

Kim Alexandre

Recent Posts by Kim Alexandre:

30 Songs to Pump Up Your Playlist and Help Boost Sales Productivity

sales productivity playlistI read a recent study that shared many interesting things about music and how much it does for humans. Some things noted in the study are that music:

  • Enhances intelligence, learning and IQ
  • Improves memory performance
  • Improves concentration and attention
  • Helps work productivity
  • Helps fight fatigue
  • Improves mood

Whether you're motivating yourself or your sales team, I think anyone in sales would like a little bit of all of those. So with that said, I've collected a list of songs from our team and compiled a list of motivational songs to help you boost your sales productivity! 

Topics: sales performance sales management leadership salespeople productivity

Track These 4 Activities to Help Your Salespeople Grow Their Sales Performance

sales-manager-help-salespeople-through-sales-processAs a former sales manager, I often struggled with the line between being a supportive and understanding manager, and holding my sales team accountable. One day, after hearing excuse after excuse about why so-and-so wasn't going to buy such-and-such, I threw my hands up and asked myself, if all of this feels so out of my control, what is in my control? What can I focus my team on that ensures we win where we need to win?  

Topics: sales performance sales management

#1 Reason Why Your First Sales Appointment Went Downhill Fast and 3 Ways to Avoid

using a valid business reason when getting the first appointmentHave you ever met with a prospect for the first time and felt like the entire conversation was like pulling teeth? Maybe they took a bunch of "Oh I need to get that," phone calls or answered some urgent emails while you were waiting to ask your next question. Maybe you had to have your meeting on the phone, and you could sense the person you were meeting with was distracted and not focused during the little time you had.

Topics: Setting Appointments Needs Analysis successful sales meetings Sales salespeople

How Social Selling Can Damage Your Professional Brand

strengthen your personal brand with social sellingSocial selling is a powerful part of the approach in our now transparent sales landscape. I feel every salesperson should embrace LinkedIn, Twitter, and even Facebook, as they plan to approach and attempt to engage with new business prospects. 

Topics: Social Media Sales Brand and Connect salespeople personal brand

Why You Might Fire Your Best Prospect Before You Get Your First Meeting

why would you fire your best prospectWith a blog title like that, you may be questioning my sanity. Why would you want to fire your best prospect before you've had the chance to even get a meeting? I assure you my thought process here is sane and relates to a problem I see many salespeople face. Sometimes you hang onto prospects, even the very best prospects, too long and it becomes a waste of time and misguided focus that could better serve you to work on other leads.  

Topics: salespeople prospecting

Do You Know Your Leading Indicators?

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Last week was an exceptionally brutal soccer game for my girls. They played a team that preferred to play with aggression verses skill. There were many times the referee should have intervened with his whistle but chose not to. The opposing team got away with foul after foul, so guess what happened? 

The opposing team became more aggressive as the game went on, and by the end of the game, we had two girls with slashes on their arms that resembled a small animal attack and another girl with a snapped collar bone. All predictable outcomes based on the opposing team’s behaviors. With many sports, as you watch behaviors, you can start to anticipate the expected outcome, and this is also how it plays out in sales. 

Topics: sales performance Talent

Top 3 “I Wants" That Millennials Use

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The impact of the millennial generation is making headlines everywhere! As a sales manager, you may have read a blog or two on how to manage or even hire millennial talent. But now the headlines are about how millennials are impacting business, from a consumer’s point of view. If you have a hand in marketing or sales, you may be experiencing disruption within this loosely-defined generation as well.  

Most commentators put a millennial between late teens and early twenties to late thirties. That’s why it's loosely defined. But what is clearly defined is how much they have to spend and how they choose to spend it. Millennials are coming of age—gaining ground in their jobs, starting families, and making first major purchases. What they are not doing are taking risks. They’ve seen all too well the impact risk-taking has had on preceding generations, including Generation X and, in some cases, Baby Boomers. So what does this mean for business?

Well, it means there are 3 expectations (or promises) a millennial expects:

Topics: digital marketing Sales

How to Recruit a Millennial

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Considering that Millennials make up the largest percentage of the workforce, it's likely you will be hiring one, if not now, in the near future. Understanding what makes a Millennial happy in the workplace gives you clues about the best way to recruit one.

Topics: hiring salespeople Talent Sales

3 Things Great Sales Managers and Parents Have in Common

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It’s not uncommon for a salesperson to want to be a sales manager. In fact, one could easily see a promotion to sales manager as an indication that one has excelled in his or her sales career. If you’re thinking you should pursue a position in management because you are a successful salesperson, I’d like to propose an alternate idea: being a great sales manager has much more in common with being a parent of small children than it does with being a great salesperson.

At The Center For Sales Strategy, we have proof that not all salespeople are meant to be great sales managers. The talents required to succeed in each position are very different. It’s a big mistake to think that just because you have been with your company for a long time and have “paid your dues," you will be happier if you were suddenly promoted to manager.

Ask yourself: On a scale of 1 to 5 (5 being the highest), how do I rate my desire to do the following?

Topics: Management

The #1 Reason Why You Will Fail At Selling Digital Marketing Solutions

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It’s a pretty strong statement to say there is one thing that will influence whether you succeed or fail at selling digital marketing solutions. But that’s what I’m saying.

Pete Pitcher and Connie Consultant both work for Mel Manager at Digital Solutions Inc. Pete Pitcher learns about one new digital product each month that he can sell. He approaches new prospects and current clients with a one-sheet on why his new digital product is a perfect solution.

Pitching the "Next Great Thing" vs. Finding Ideal Prospects

Before Pete can finish pitching the new product to his list of 75 targets, his manager holds a meeting to “roll out” another great digital product. Pete is so excited because he feels that all the businesses that buy this new product will have great results. Pete’s plan is to approach all the targets on the list that didn’t call or email him back last month with this new, latest, and greatest digital offering. 

Topics: Digital