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The Center for Sales Strategy Blog

Kim Alexandre

Kim Alexandre

Recent Posts by Kim Alexandre:

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

3 Words You Should Never Say in Sales

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While the business of sales is selling, and selling consists of closing business, I cringe when I hear salespeople use internal selling terms in front of clients. Three words that are crucial to your business could kill your process in front of a prospect. Be sure to avoid these while speaking to a client or prospect:

Topics: sales strategy Sales

Two Mistakes Salespeople Make When Sharing Insights

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Sharing insights as part of the sales process is getting a lot of press these days. It makes sense that prospects are looking for relevant insights that will impact their business in world of abundant information. 

But there are two mistakes I see salespeople making when sharing insights. Insights have to actually be relevant to the prospect and be truly insightful in order to speed up the sale. The mistakes I see most frequestly are:

  1. Sharing a deck of random facts and thinking they are insights. 
  2. Sharing an insight and not turning it into an interesting conversation.
Topics: Sales

Three Sales Coaching Steps to Recruit Quality vs. Quantity

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As a sales manager, I often felt like my office needed a revolving door when recruiting. I was always looking for talented candidates to keep my talent bank full. When reviewing resumes, I sometimes looked beyond people currently in sales to help develop new talent, and often times these candidates would leave as fast as they came in. This wasn't because I scared them or asked them to leave but because selling is tough. The candidates decided for themselves after asking questions about the positions I was hiring for, that a career in sales wasn't for them.

Topics: Digital inbound marketing Talent

Three Dirty Words of Digital Marketing Campaigns

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When digital marketing campaigns fail, typically there's something dirty going on. Marketers and business owners often miss the point of digital advertising. You need to think beyond the inventory being presented and focus on marketing needs and solutions that deliver on set expectations. So I have defined three of the most dirty words I hear used in digital advertising and ways to clean them up.   

Topics: Digital

5 Things Every Great Sales Manager Should Do to Turn Talented Salespeople into Performers

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I recently had the opportunity to be a part of our Talent Focused Management workshop, which is designed to help managers develop and coach their sales teams by identifying individual talents, providing guidance and developing coaching based on the defined talent and proven tactics to increase overall performance.

Topics: hiring salespeople Management Sales

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