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The Center for Sales Strategy Blog

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

Weekly Roundup: Why “Does That Make Sense?” Is the Worst Question You Can Ask in Sales + More

worst question in sales and the sales strategyWe 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: The Future of Sales + More

sales predictionsWe 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.

The Future of Sales: Predictions from the “Nostradamus's” of Selling — Hubspot

"I think there will be more and more specialization. The process will be broken up into a few parts -- depending on what you are selling -- with one person focusing on each part."

Read more on what Matt Sunshine (managing partner of The Center for Sales Strategy) and other sales leaders have to say about the future of sales in this Hubspot post.

Topics: sales management Sales Wrap-up salespeople

Sales Prospecting Tips from A to Z

sales prospecting tipsProspecting for new business is vital to the sustainability and growth of almost every business,  especially in today’s economy. And, whether you’re selling a service, product, or idea, it’s important to balance new business development (or prospecting) initiatives with key account development and growth. Following are sales prospecting tips from A to Z to guide and encourage you as you work to secure that first appointment.

Topics: new business development Sales prospecting

Weekly Roundup: The Ultimate Guide to Active Listening in Sales + More

listenWe 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.

Active Listening in Sales: The Ultimate Guide — Hubspot

Salespeople don’t hold all of the cards anymore. With a quick Google search and some browsing, prospects can gather as much information about a product as a salesperson has. As a result, it’s harder for salespeople to demonstrate their expertise. So what should salespeople do? Simple: Invest in listening.

Topics: sales management Sales Wrap-up salespeople

Weekly Roundup: The 2 Letters Destroying Your Sales Pitch + More

Sales SlumpWe 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.

The 2 Letters Destroying Your Sales Pitch (& How to Stop Saying Them) — Hubspot

Do you think it's possible that two letters could be destroying your sales pitch? If they are, how can you avoid using them? Don’t let your sales pitch fall on deaf ears. Follow these four guidelines to eliminate these letters from your vocabulary and successfully engage your prospects. 

Topics: sales management Sales Wrap-up salespeople

How Those Typical Questions From Prospects Can Help You Generate More Inbound Leads

iStock-874031176-692953-editedEvery sales organization could probably use more quality leads for their salespeople to set appointments with. This is one issue we deal with day in and day out with our inbound marketing clients. We help them generate new traffic to their website and convert that traffic into qualified, sales-ready leads. 

What it (inbound marketing) boils down to is creating unique, compelling content pieces that solve a problem, entertains, teaches, or answers a question that your best prospects are searching for online, asking their colleagues/network, or simply wondering, and oftentimes not telling you, in the sales process. These blog articles are published to your website via a blog (typically) and then guide readers to access even more in-depth content (like eBooks, whitepapers, infographics, etc.) in exchange for a little bit of information about themselves via a form.  This is the simplest way that you generate a website visitor into a lead. 

Topics: inbound marketing Sales

Weekly Roundup: Tips to Get an Unresponsive Prospect Talking Again + More

get an unresponsive prospect talkingWe 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: sales management Sales Wrap-up salespeople

Did Your Needs Analysis Uncover A Need? One Need?

prospect needs analysis discovers desired business resultsCongratulations. You've conducted a needs analysis and discovered a need for a prospect (their desired business result) for a prospect. But, is that good enough? How many needs did you uncover? Surely a serious conversation with a prospect about current challenges, unrealized opportunities, hassles, and trends, would uncover multiple desired business results.

Topics: Needs Analysis sales strategy Sales