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The Future of Sales and Marketing

The Center for Sales Strategy Blog

Three Steps to Generating Quality Case Studies

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The need for quality case studies has never been greater than it is right now. B2B salespeople are encountering more competition than ever before, and they are working harder to earn the business and attention from both their prospects and their current clients. There’s a lot of information out there online, and businesses are increasingly conducting their own research and independently garnering information that allows them to evaluate your products and services. 

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Topics: business development, case studies, business relationships, new business development, Sales

Don’t Forget this Proven Sales Strategy to Get an Appointment

send-a-letterAnyone in sales knows that it can be tough to get that first appointment with an ideal prospect. You might have to leave a voicemail, send an email, try to connect on LinkedIn, show up at their house, or volunteer to clean out their garage!

When trying to stand out, don’t overlook the option of sending a business letter. 

You know what we’re talking about right? A short message on your letterhead, placed in an envelope and sent via the Post Office.

If you decide to use this as one way to get in front of prospects, here are some guidelines to follow:

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Topics: business development, valid business reason, Setting Appointments, sales strategy, Sales

Does Your Sales Strategy Include Surprising Your Clients?

Sales StrategyFor the last couple of months I’ve been in the market to upgrade my home audio system. I’ve talked to a number of companies and one of them got me very excited to do business with them. They came to my home, assessed my current system, asked me a lot of great questions, uncovered some needs I hadn’t considered, and had some really interesting solutions. Not only was I getting everything I was hoping for, but the estimated verbal quote they gave me during this meeting was in-line with my budget! A couple of weeks later when I went back to the store to see a demo of the product and have them present their recommendations, guess what?  

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Topics: business development, Needs Analysis, Sales

Your Best Decision After You Lose a Customer or Client in B2B Sales

describe the imageAnyone who’s ever participated in sports, coached sports, or watched sports knows the object of the game is to win! We keep score throughout the game, because when the game is over we want to know who played the best and who deserves to be crowned the winner!  Salespeople in B2B sales are pretty much the same. They keep score by evaluating their new business conversion rates, by regularly analyzing their budget vs. goal numbers, by measuring renewals, and by consistently making sure they’re meeting their customer’s goals and ROI. When all of these things are positive… they consider that a win.  

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Topics: business development, motivation, sales performance, Sales

A Tough Question Every B2B Salesperson Should Ask Themselves

a tough question every salesperson should ask themselvesHow’s your “Surprise/Enterprise” ratio these days? When you get right down to it, there are only two types of new business you can write as a b2b salesperson:
  1. Surprise Business! – This is new business that comes your way because of your company’s great reputation, your connections in the community, or simply “being in the right place at the right time.”
  2. Enterprise Business! – This is new business that you developed from scratch, business that would not have existed anywhere but for your efforts. These are prospects you specifically selected and then worked hard to get in front of. Once in front of these prospects, you nailed an important assignment during your needs analysis meeting, which led to the development of a tailored solution.

We all work hard and deserve a few surprises over the year, but if we don't have some enterprise accomplishments too, are we really selling?


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Topics: business development, new business development, sales strategy, Sales

Sales Strategy: Is Your Prospect Listening?

Where sales go to dieIf you’ve ever had the opportunity to sit on the listening-side of a role-play, or act as an observer or manager while an eager account executive makes their pitch, you have likely witnessed that pivotal moment when a flawless presentation slides into pointless monologue.  It is like the rise and fall of a well-orchestrated opera, when the prospect is sending all kinds of positive signals… but the sales person presses on with their argument.  (They have a lot invested in the preparation of this presentation… and they’re going to darn well deliver it.)

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Topics: business development, Needs Analysis, Management, Buying Process, Sales