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The Future of Sales and Marketing

The Center for Sales Strategy Blog

In Your Sales Strategy, Are You Psyched Up For the Close?

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Will that “moment of truth” be looming in the next meeting with your prospect – the meeting where you look him or her in the eye and ask for the order? Or, will the next meeting be the one where you confirm the details to implement your plan... because, the prospect already knows most of what is in your proposal (they helped you build it), the price range, and most of what it’s going to take to buy your solution? I hope it’s the latter.

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Topics: Proposal, valid business reason, Needs Analysis, sales strategy, sales performance, Sales

5 Reasons to Give the HubSpot CRM a Try

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We talk to businesses all the time who don’t have CRMs, but know they need one. I’ve written about this exact topic in the past (read 5 Reasons Salespeople Aren't Using CRMs Effectively here). While there are many obstacles to overcome when choosing any kind of new technology, the CRM seems to be an exceptionally tough one. This is due to a huge variety of options in the marketplace, a lot of previous bad experiences, fear of new technology, costs, and the potential risks involved like lack of adoption, technological barriers, training, and so on.

I get it. These are all great reasons to take this decision very seriously, but that shouldn’t get in the way of taking action.

There are just far too many benefits to having and using a CRM that can’t be ignored. Luckily, our partner, HubSpot, has made the decision a heck of a lot easier. And to help you even further, I’ve put together these five reasons why you should consider giving the HubSpot CRM a try right now:

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Topics: sales pipeline, HubSpot, crm

5 Steps to More High-Quality Appointments

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Raise your hand if you wish you had more quality appointments each week? My bet is that nearly 100% of you raised your hand. Almost every salesperson and sales manager that I speak to these days is talking about how difficult it is to get the quality appointment. Ironically, at the same time that getting quality appointments has become perhaps the most important activity for growing business, it has also become one of the most challenging parts of the sales process. The reasons for this are nearly the same in every market. They sound like some variation of the following.

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Topics: Setting Appointments, 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.
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Topics: Sales

5 Highly Effective Ways to Respond to Pricing Questions + More

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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.

15 Highly Effective Ways to Respond to Pricing Questions — HubSpot

You’re meeting with a hot prospect for the first time when they hit you with the dreaded price question. How you respond could make or break the rest of the conversation. Here's how to nail that response.

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Topics: inbound marketing, Sales, Wrap-up

3 Steps to Make Sure Individual Focus Meetings are Never Mediocre

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Every week or two, in nearly every sales organization across the country, sales managers and salespeople sit down together for their regularly scheduled individual focus meetings.

You’re familiar with these meetings, so let me ask you... in your opinion, do your salespeople look forward to them? Are they anxious to share valuable information and discuss next steps in order to ensure they are moving business forward? For the most part, would you say they are a good use of everyone’s time?

Many will answer, “No.”

In my experience, both salespeople and sales managers often find themselves dreading these one-on-one meetings because they feel as though they are a waste of their time.

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Topics: sales management, Talent, coaching

5 Biggest Interview Pitfalls—and How to Avoid Them

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Interviewing salespeople is tough! Screening, uncovering, and selecting top talent takes a lot of practice and a reliable process. And it is essential to avoid the most common pitfalls along the way.

As far as interview questions go, the best are the ones provided in a validated scientific talent instrument used (toward the end of your selection process) by a certified Talent Analyst. The next best interview questions are those you yourself can ask each candidate to gain insight into their thoughts, feelings, and behaviors—to determine whether there is enough evidence of talent to invest more time in them.

I often work with our clients to help them improve their interview techniques and become better at moving the right people forward in the funnel. Those who are the very best at recruiting and selecting top talent know that strong screening in the beginning leads to a much more talented candidate pool every time. Those that don’t commit to that kind of consistent practice tend to get stuck in one of five common interviewing traps and often find themselves disappointed with the underperformance of those they’ve brought on board.

In order to better take advantage of every golden interview opportunity that comes your way, you need to know these traps welland then avoid them.

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Topics: Talent