Susan McCullin, on September 5, 2023
Top sales people work with their clients to drive organizational success. Sales Leaders should do the same with their top sellers. Treat them like you would a top/Key account, and they will want to thrive in your organization for many years to come.
Sales leaders play a pivotal role in driving success. Not only are they responsible for meeting revenue targets, but they are also charged with the task of managing, developing, and retaining top sales talent.
Alina McComas, on August 10, 2023
As a sales manager, imagine how much better your life would be if you were consistently able to:
These elements are important, and delivering one or the other is not an option. When you have a healthy sales pipeline that is regularly monitored, both can be easy to achieve.
Matt Sunshine, on May 22, 2023
Sales is the backbone of any successful business, and with technological advancements, it has become even more critical to stay ahead of the curve.
Artificial intelligence (AI) has revolutionized how we approach sales, providing businesses with the tools they need to improve their team's performance and boost revenue. Mastering the art of sales with AI requires a combination of best practices and strategies that can help businesses stay competitive in today's fast-paced market.
Whether you're a sales manager looking to improve your team's performance or a business owner seeking to increase your bottom line, this guide will provide you with the insights and strategies you need to master the art of sales with AI. From leveraging data analytics to improving customer engagement, let’s explore the best practices and strategies to help you take your sales game to the next level.
The Center for Sales Strategy, on May 2, 2023
Have you ever experienced having to answer the same questions twice during a doctor's appointment?
It’s frustrating, but it can also make us reflect on the questions we ask our prospects. Are we asking the right questions to make us think deeper if it were our own business?
Even the most experienced salesperson can overlook the importance of being highly prepared for the initial needs analysis. To address this, you can start implementing "The 5-Phase Hourglass Needs Analysis" for all new business calls and existing clients you want to grow.
Beth Sunshine, on April 20, 2023
Ask any top seller who has been around for a while, and they’ll tell you that most people are not born and built for sales. It’s a tough field, and it requires a very specific set of talents.
Think of your talents as your hardwiring.
Your innate thoughts, feelings, and behaviors are set at a very young age, and once they are hard-wired, your knee-jerk responses remain pretty consistent over time. If you were highly competitive as a kid, you’re probably still highly competitive.
In other words, if you couldn’t resist rising to a challenge on the playground (“I bet you can’t jump high enough to touch the top of the fence”), you are probably just as likely to do the same today (“I bet you can’t increase your new business development by 10% this year.”)
One of your most important jobs as a leader is to mentor and coach, but it can be one of the most difficult parts of your job if you have an underperforming seller on your team. It’s easy to think things like “they’re not working hard enough,” “they aren’t motivated,” or maybe even “it’s time to throw in the towel.”
Before you take drastic measures and place the blame on your underperformer, here are five questions to ask yourself.
Brent Tripp, on February 22, 2023
.jpg?width=1920&height=1080&name=ISP_Ep.56__%20Cover%20Graphic%20(1).jpg)
This season on Improving Sales Performance, we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape. Brent Tripp, on February 15, 2023
.jpg?width=1920&height=1080&name=ISP_Ep.55__%20Cover%20Graphic%20(1).jpg)
This season on Improving Sales Performance, we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape.
In each episode, Matt will be joined by a rolling roster of outstanding experts from our team here at The Center for Sales Strategy.
Here, Matt is breaking down the Sales Enablement section of the Media Sales Report with VP/GM at LeadG2 by The Center for Sales Strategy, Dani Buckley, and Senior Consultant, Emily Hartzell.
Together, Dani and Emily give their take on some top questions that arise from the report, like:
Click here to listen to this episode on your preferred podcast platform or keep reading as we break down the conversation from this episode.
Kate Rehling, on January 26, 2023
Have you ever played the hot and cold guessing game? “You’re freezing cold, you’re thawing out, you’re getting warmer, you’re on fire!”
The person in charge of the game hides an object and then gives you feedback based on how close (hot) or far (cold) you are from what they’ve hidden. Now imagine searching for their hidden object without receiving any feedback on how hot or cold you are. The best-case scenario would be accidentally stumbling on the hidden object. The worst-case scenario would be continuing to wander aimlessly, and likely throwing in the towel due to frustration or hopelessness.
The more feedback you’re given, the more your game performance improves. If the feedback stops, your progress stops with it. The same can be said for your team members. The most effective leaders provide consistent feedback to their people.
Trey Morris, on January 12, 2023
Tom Brady, Michael Jordan, and Tiger Woods are all known for their exceptional talent and success in their respective sports. However, they also have something else in common: they all had coaches who played a significant role in their careers.
Some might argue that it was their coaches — Bill Belichick, Phil Jackson, and Earl Woods — who helped turn their natural talent into the greatest athletes of their sports. It's clear that even the best of the best need and value the guidance of a coach.
