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The Center for Sales Strategy Blog

Kim Alexandre

Kim Alexandre

Recent Posts by Kim Alexandre:

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

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