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The Center for Sales Strategy Blog

A Sales Process that Matches the Buying Process

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Some say that the holy grail of sales is consistent and predictable revenue. Many are on this seemingly never-ending quest but find it both elusive and always just out of reach. A strategic sales process is the only thing that will help you reach your goals. 

Topics: Buying Process Sales sales process

How Modern Family Can Teach Us Sales Techniques for Prospecting

Sales Techniques Research Your Prospects
Topics: business relationships Buying Process 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.)

Topics: business development Needs Analysis Management Buying Process Sales

Sales Strategy Truth: People Buy for Reasons, Not for Logic

Sales StrategyI think it's a stretch to say that people buy mostly on emotion as opposed to logic. There may be some truth to it, but I think there's a better way to think about the buying process.

Topics: Buying Process sales strategy Sales