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Lead Generation Toolbox

The Center for Sales Strategy Blog

3 Effective Ways Sales Managers Can Optimize Their Time + More


We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

13 Effective Ways Sales Managers Can Optimize Their Time HubSpot

The typical sales manager arrives at the office at 8 a.m. with a prioritized list of tasks for the day. By 8:05 a.m., she’s checked her email and seen two urgent requests from salespeople, a message from the marketing department asking her to attend a 9 a.m. meeting, a note from the engineering team asking for feedback from customers, and a question from Sales Ops about the new incentive plan. The following three techniques will allow you to redirect your time toward the most productive tasks. 

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Topics: inbound marketing, Sales, Wrap-up

Once The Issue of Price Is On the Table, the Selling is Over


Too often, I see salespeople attempting to mix selling activity with negotiation activity as though customers and prospects seamlessly flow between the two processes. In reality, they don’t. If you want to be successful in sales in the long term do your selling first, and when you have a prospect who is ready to negotiate a deal you should engage in the good negotiation practice knowing it is largely too late to do any significant selling. I see salespeople trying to make last-minute persuasive appeals to buyers in an attempt to show value and preserve their price during the negotiation. There are a number of reasons why that falls flat: 

1. A professional sales process requires a free flow of information throughout.

Needs are identified, the prospect shares views and concerns, and the salesperson shares expertise and solutions. This is as it should be and most times results in a proposal both buyer and seller have crafted. But when it comes time to negotiate price and terms, parties have a tendency to begin holding back information—the buyer trying not to make it seem like they absolutely need your solution and the seller being careful not to reveal information that might give the buyer an advantage in the exchange. Power is the key element in negotiation and neither party wants to hand more of it over to the other during the haggling phase.

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Topics: Sales

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.   

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Topics: Digital

How to Write an Effective Personal Marketing Resume

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Recently I have had several managers asking about the value of a personal marketing resume for salespeople that are struggling with getting that initial call. Personal marketing resumes can be valuable in getting a prospect's attention and communicating how your salespeople can help, if done well. So, how do you get a personal marketing resume started, and what do effective ones include?

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Topics: Sales, personal brand, prospecting

125 Conversation Starters For Virtually Any Situation + More


We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1125 Conversation Starters For Virtually Any Situation HubSpot

A good conversation starter can transform an awkward, stilted conversation into an interesting, enjoyable discussion. That’s important in sales, as having several conversation starters up your sleeve will help you form connections with prospects, referrals, and potential partners. In other words, the ability to start a conversation translates to real business. What makes a good conversation starter? Here are 125 ideas.

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Topics: inbound marketing, Sales, Wrap-up

"Dear Hiring Manager" (How Sales is Like Job Hunting)


Good salespeople are looking for a new job every day. They need to be “hired” by their clients and prospects on a regular basis. When I was a sales manager, how someone applied for an open position was my indication of how they would approach a prospect. Even now, as I’m going through applications for designers, I think of how my actions parallel that of a busy prospect.

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Topics: Sales, personal brand

How March Madness Can Help You Improve Sales Performance


It’s March, and basketball madness is upon us. Three of the key elements in basketball are the goal you are shooting at, the equipment you use (basketball, shoes, etc.) and the plays you run. Sales is no different. You need goals, equipment, and plays.

I was performing a sales diagnostic with a client recently and thought of this comparison as I was evaluating their sales performance. That’s when the connection between March Madness and sales hit me.

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Topics: sales management, sales playbook

5 Things You Must Do When Shopping For Sales Acceleration Software


By the year 2020, it’s estimated that there will be over 6 million inside and outside sales professionals in the U.S. alone. They represent an incredibly valuable resource for companies across a variety of industries, and it’s clear that sales leaders nationwide are continually searching for new ways to get the most out of their sales teams.

It makes sense then that the sales acceleration technology market recently reached approximately $13 billion in North America, as companies dedicate themselves to finding better ways for their salespeople to connect with customers and improve productivity. Almost every sales manager will be faced with the prospect of searching for acceleration software, and there are several steps that must be completed before, during, and after any such search.

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Topics: sales management, sales enablement