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The Center for Sales Strategy Blog

Weekly Roundup: Call or Email? 4 Tips to Determine When to Use Which in Sales + More

phone or email for salesWe 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.

Topics: lead generation inbound marketing Sales Wrap-up

5 Greatest Needs Analysis Questions You Can Ask Any Prospect. Not.

needs analysis questionsPerhaps you got excited when you read the first part of the headline. I got excited too, wishing there was a list of “magical” questions that could be asked of any prospect with a great result. The problem is, such a list does not exist. Sorry to burst your bubble.  

Topics: Needs Analysis Sales sales process prospecting

Weekly Roundup: Communication Skills That Are Crucial to Sales Success + More

communication skills critical for sales successWe 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.

Topics: lead generation inbound marketing Sales Wrap-up

Weekly Roundup: Creative Email Subject Lines That Restart Stalled Sales Conversations + More

email subject lines restart stalled sales conversationsWe 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.

Topics: lead generation inbound marketing Sales Wrap-up

Weekly Roundup: 4 Things That Are Keeping You From Hiring the Best Talent + More

sales meetingWe 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.

Topics: lead generation inbound marketing Sales Wrap-up

Weekly Roundup: GDPR Compliance + More

friday-team-fist-bumpWe 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.

Topics: lead generation inbound marketing Sales Wrap-up

Get that First Appointment — Master Your Approach

first appointmentHave you ever felt like taking a “Wild Wild West” approach to securing your first appointment? Think about it… if only it were appropriate to ‘lasso’ your prospect, ‘tie him down’ and force him to stay engaged so that you may cordially introduce yourself, establish credibility and politely present your value proposition. Honestly, if you could just get his undivided attention for 5-minutes… you know he’ll like you, and you know he’ll be intrigued and perhaps even excited or anxious to learn more, right?

Personally, I have indeed toyed with the idea (more than once) of taking the Wild Wild West approach to securing that first appointment. Fortunately wisdom intervened, because I’m certain I would have been greatly misunderstood and most likely thrown in jail if I had decided to draw from my Texas ancestor’s tactics and put those thoughts into action! Needless to say, my understanding of acceptable social behavior and, well… modern law kept me from utilizing an Outlaw Josey Wales sales approach.

Topics: setting expectations Setting Appointments new business development Sales salespeople prospecting

The Best Sales Pitch Isn’t a Pitch at All

sales-pitch-storytelling-191960-edited

This post was originally published on Hubspot.

Despite its increasing irrelevance, the tired, old sales pitch still enjoys a large following. Unfortunately, that washed-up elevator pitch generally focuses solely on the seller -- the company, its capabilities, and its accomplishments -- and rarely highlights the prospect’s needs.

Topics: Proposal Sales salespeople

Weekly Roundup: Your Salespeople Secretly Want to Contribute to the Blog + More

salespeople contribute to blogWe 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.

Topics: lead generation inbound marketing Sales Wrap-up

Do you Need Sales Enablement Tools and a CRM?

salesperson using sales enablement tools

Is your sales team running the same plays as it did ten years ago? Even five years ago? Well if it is, then there is a good chance you need to update your sales playbook. The fact is that the way businesses buy and sell has forever changed—and to stay competitive, you need to change too. Yes, certain things are still essential—finding needs, presenting solutions, and getting results—but how you interact with prospects and clients is different. We have written numerous blogs posts on how sales has changed, and while that is an important topic, it's not the topic today. Today is about determining if your business could benefit from sales enablement tools and a CRM. 

Topics: Sales sales enablement sales playbook