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Lead Generation Toolbox

The Center for Sales Strategy Blog

You Can Get Anything You Want in Life, If…

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Do you know the rest of the quote? Well, here it is… "you just help enough other people get what they want." So, who said this? Perhaps you might think this came from the leader of a social services organization, or perhaps from clergy or some Eastern philosopher. But that's not where this quote came from. It actually came from a long time, well known motivational speaker in the sales arena. That's right, some of you know it was the venerable Zig Ziglar who said that. Pretty heady words from a guy who got his start selling pots and pans door-to-door, eh?

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Topics: customer focus, Needs Analysis, developing strengths, Sales

Pay Attention to Your Best Customers

Sales_Team2.jpgYour best customers are your competitors’ best prospects. At The Center for Sales Strategy, we have long said that it’s much easier to fill the bucket if it’s not leaking from the bottom. Many companies have an incredibly large need to go out and get new business every month—mainly because they are losing 33% or more of their current business.

It's true… and while new business is certainly one of the solutions for curing the problem of not retaining existing business, it’s really only a bandage. The problem of account attrition needs to be addressed and quickly solved. Churning through clients quickly and not getting any sort of renewal will fatigue your sales team. Over time, they will lose confidence in what they are selling. Just imagine the revenue growth you might be experiencing today if you did not have all that attrition—and you still had the same amount of new business coming in.

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Topics: customer satisfaction, customer focus, Management, sales strategy, Sales

Your Communication Sales Strategy: Nice to Know vs. Need to Know

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My job includes constantly searching for industry and consumer trends, so I subscribe to a voluminous list of trade and news publications… more than I could possibly read thoroughly on any given day. However, I’ve taught myself to speed-scan the headlines rapidly, and separate the important stories that I need to know from the merely interesting stories that might be nice to know (if I had more time).

Chances are, you do precisely the same thing as you’re checking email, your Facebook page, or your Twitter feeds. At rapid-fire speed, you visually sift through hundreds of messages… “Junk, junk, junk, junk… Oh! This one looks like something I should read!”

I don’t raise this issue because I care about the way you prioritize the information you consume. I raise it so you’ll stop and think about the information you send.

When your client or prospect receives your message, logic tells us that it resides among hundreds—perhaps thousands—of other messages and issues that are screaming for that person’s attention.

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Topics: email, customer focus, content marketing, sales strategy, inbound marketing