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The Center for Sales Strategy Blog

6 Unexpected Questions That Reveal What Your Prospect Is Really Thinking + 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.

1. 6 Unexpected Questions That Reveal What Your Prospect Is Really Thinking — HubSpot

Most prospects get the same questions from salespeople over and over again. Using any of these cliché, routine questions harms your credibility. Rather than seeing you as a trusted advisor, the buyer associates you with all the other reps they’ve ever spoken to. In addition, your prospect will go on autopilot and recite the same answer they’ve given on previous sales calls. You’ll lose the chance to get information your competition doesn’t have. To maintain authority, keep the buyer’s attention, and find out what they’re really thinking, ask questions they’re not expecting. 

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Topics: inbound marketing, Sales, Wrap-up

How Marketing Must Evolve: 19 Leaders Peer Into Content’s Future + 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.

1How Marketing Must Evolve: 19 Leaders Peer Into Content’s Future — Content Marketing Institute

What do you envision for the future of content from a marketing perspective, and how do marketing teams need to evolve to prepare? The CMI editorial team recently put this question to the pros who will present at the Intelligent Content Conference March 28–30 in Las Vegas. Here's what they said.

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Topics: inbound marketing, Sales, Wrap-up

How to Know Exactly What Content to Deliver to Convert More Prospects + 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.

1How to Know Exactly What Content to Deliver to Convert More Prospects Copyblogger

How do you know what content to send to prospects when? Whether it's top-of-the-funnel marketing content, sales collateral, or something in between, it's critical to get content delivery right. This article provides a content mapping framework from the perspective of the hero's journey.

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Topics: inbound marketing, Sales, Wrap-up

How to Take Advantage of LinkedIn's Updated Search System + 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.

1How to Take Advantage of LinkedIn's Updated Search System Social Media Today

LinkedIn recently announced that its updated desktop design will hit profiles worldwide within the next few weeks. And while the new look and updated functionality is interesting, the biggest takeaway is an improved ability for you to leverage any original content you publish on the platform as a gateway to new business. Learn more.

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Topics: inbound marketing, Sales, Wrap-up

LinkedIn's Major Makeover Is Designed To Make You Want To Actually Use LinkedIn + 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.

1LinkedIn's Major Makeover Is Designed To Make You Want To Actually Use LinkedIn — Fast Company

This cleaner, faster desktop version of LinkedIn makes it easier to read news, connect with people, and spruce up your profile. Check out the details.

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Topics: inbound marketing, Sales, Wrap-up

Top 5 Sales Challenges Companies Need Their Marketing Effort to Solve

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LeadG2 has been working with sales and marketing teams for the last five years to help them overcome important business needs. We've learned about the challenges of over 100 companies in the process.

We recently analyzed our data on these companies and learned that certain challenges rise above the rest as consistent and pervasive. Here's what we learned about these top five challenges that companies say they're facing in today's business environment. 

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Topics: inbound marketing, sales enablement

Nailing the First Five Minutes of a Business Conversation + 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.

1Nailing the First Five Minutes of a Business Conversation— Salesforce

If your sales organization is not prepared to sell into the C-Suite, you need to get there. Middle managers are no longer the only people you need to sell to—top-level executives are being brought into sales conversations more and more in today's B2B sales. This article offers insight straight from a corporate COO, who says that he gives a vendor less than five minutes to establish relevance and credibility. In those five minutes, he looks for three things.

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Topics: inbound marketing, Sales, Wrap-up

6 Creative Sales Prospecting Ideas You've Never Tried Before + 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.

16 Creative Sales Prospecting Ideas You've Never Tried Before — HubSpot

Sales success largely depends on routines. There are only so many hours in a day to sell -- the more practiced salespeople are at completing everyday tasks, the more time they can allocate to high-value activities like meeting with prospects or learning new skills. But sticking to the same process isn’t always a good thing. If you rely on the same prospecting methods and never try anything new, you’ll miss out on valuable opportunities. Use these six ideas as inspiration.

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Topics: inbound marketing, Sales, Wrap-up

How to Use a LinkedIn Group to Attract New Business Prospects

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Attracting new business prospects is accomplished more easily by genuinely connecting with them and sharing your thoughts, rather than blindly spewing a product pitch. Think about it—if you were considering buying a product or service which of the following selling styles would you prefer?

  • Have a salesperson cold call you and drone on and on, spewing facts and figures about their product—and ultimately try to power close you (even if you are not ready to buy).

                                                                  OR

  • Get to know the product/service and a salesperson at your own pace—ultimately controlling when to get into a serious dialogue with a salesperson.

Providing insight into how you think—and what you stand for—is called thought leadership. It’s a great way to allow a prospect to ease into a relationship with you. Starting a LinkedIn group is an easy way to get into the thought leadership game and start a dialogue with new business prospects. Here’s how to do it:

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Topics: internet marketing, thought leadership, inbound marketing

The Secrets To Keeping Your New Year's Resolutions + 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.

1The Secrets To Keeping Your New Year's Resolutions— FastCompany

If you’re like the majority of Americans, you’re probably thinking about making a New Year’s resolution. From losing weight to getting organized, spending less/saving more, and enjoying life to the fullest (last year's top four resolutions), we often make grand plans every January. Unfortunately, just 8% of us will be successful, according to Statistic Brain. But your odds don’t have to be so disheartening. Here are some proven tips that can put you in the 8% that make it happen. 

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Topics: inbound marketing, Sales, Wrap-up