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The Center for Sales Strategy Blog

Kim Alexandre-Wooden

Kim Alexandre-Wooden

Recent Posts by Kim Alexandre-Wooden:

5 Things to Consider When Building a Digital Team

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A digital sales team has to know more than how to sell. They need to know how to put together integrated digital solutions that solve the challenges their prospects are facing. And they have to have the talent to be successful. Here are five things you need to consider when you're building a digital sales team.

Topics: hiring salespeople Digital What & Why Digital

Speed Up Your Sales Cycle With Focus And Preparation

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You're only as good as your last great sale. Are you getting your next one fast enough to reach your goals? Many salespeople approach their next big win like it will take months. That's a bad assumption to make if you want to accelerate your sales cycle. With the right focus and preparation, one salesperson I work with got her "next great sale" in a short amount of time. Here's how:

Topics: Setting Appointments new business development sales strategy Sales

The Magic Behind a Successful Key Account Growth Plan is You!

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‘Tis the Season! The Walmart countdown displays in the seasonal section of their stores were up and counting down before Halloween was over. That irks me for a number of reasons, but it also motivates me. I need to finalize my growth plans for next year… and so do you!

Topics: customer satisfaction key account growth Needs Analysis annual planning sales strategy Sales

The Power of Face-to-Face: Is Technology Hurting Your Sales Strategy?

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How you conduct business, whether you are an owner, operator, manager, or sales executive, has become increasingly dependent on social media, but are we beginning to depend on it so much that we don't communicate productively?

Topics: Social Media digital marketing Digital

Sales Strategy: How Preparation Speeds Up the Sales Process

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New business efforts are full steam ahead! As I am helping execute new business sales drives for different sales organizations from all over the country, I am uncovering a significant difference between how management feels this should be accomplished versus the salespeople charged with generating the revenue.

First, here's what management wants: to hit an aggressive new business goal in a specific amount of time from the very best prospects for their industry, which has been strategized to meet overall growth objectives. This is good; sales organizations need to think this way to grow and compete.

Now here's what salespeople want: to hit that number by calling on as many prospects as they can, so they hopefully get enough first appointments set, so they can complete the rest of the sales process, and hopefully close enough new business. This is NOT good because this philosophy leads to choosing and spinning your wheels on lousy prospects and hasty approaches to getting first appointments. Both of which will certainly impede any salesperson trying to hit their numbers.

Topics: Proposal new business development Needs Analysis Sales

Save Time by Distinguishing Between Prospects and Suspects

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Developing revenue for nonprofit organizations can be a challenge for many reasons. One of the main reasons is finding potential donors and sponsors who resemble your best partners and meet the following criteria:

Topics: Sales prospecting nonprofit

The Link Between Cause Marketing and Client Needs

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Cause Marketing is a buzzword bantered about by many in the nonprofit sector. To some, the concept is a proven method to help organizations solve business problems via an association with a worthwhile cause. To others, it is merely a tactic designed to pitch and sell sponsorships to nonprofit events and initiatives.

Topics: Sales nonprofit

How to Get a Standing Ovation After Your Next Sales Meeting

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Is your sales meeting agenda something like this?

1) Housekeeping
2) Where we are
3) Where we need to be
4) Get there the way I tell you
5) Go do it  

All this in 45 minutes…. No wonder you haven't gotten a standing ovation yet! Talented salespeople want to be nurtured—they want to get better at what they already do well. The agenda above does nothing to support that. It's time for a new agenda.

Salespeople like to make good use of their time, and if they're not out selling, you better make it worthwhile for them to be in a sales meeting. Take topics 1, 2 and 3—listed above—and send them in a regular weekly email. And work one-on-one with your salespeople to help them each accomplish their sales goals individually. Then use 30-45 minutes a week as a team for small doses of training on topics that are timely and relevant to their sales success.

Topics: Management successful sales meetings Sales

Could Chatbots Replace Sales Reps?

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If you’re the type of salesperson who focuses on maintaining existing accounts by being more responsive and service oriented, you may soon find yourself out of job. It’s the harsh reality (and opportunity) of the explosive expansion and use of chatbots.

Topics: Needs Analysis Sales automation

Relationships Versus Pirate Ships: How to Build Trust and Win the Business

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One of my colleagues at The Center For Sales Strategy described a conversation she had with her three young boys about relationships. They asked what a relationship was, and she responded, “There are friendships, business relationships, and…,” before she could get another word out her 6 year old blurted out “and there are pirate ships, and potato ships. . . .”

Topics: sales performance Sales