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The Center for Sales Strategy Blog

A Weekly Sales Planning System that Really Works

weekly sales planning systemThe following blog post was first published in 2015 by the late Steve Marx, founder of The Center for Sales Strategy, and has been one of the most popular posts in the blog’s history. Even though the text is updated, the message has never been more relevant. To learn more about Steve Marx, click here.

Most of us don’t head to the supermarket without a list in hand, and without knowing exactly what we intend to come home with. I needn’t explain why.

Likewise, most of us wouldn’t start driving to an unfamiliar destination without first finding it on our GPS and clicking for directions. Doing so gets us to our goal with the least hassle and the most efficiency.

Topics: sales strategy

All The Good Accounts Are Taken — 6 Things That Bust This Myth!

finding quality leadsAs VP/Sr. Consultant at The Center for Sales Strategy, I’ve worked with many customers over the past fourteen years. I would be a wealthier man if I had a dollar for every time I heard this line from sellers:

“All the good accounts are taken.” 

Topics: key account growth sales strategy salespeople prospecting account list management

Body Language Tactics For The Sales Pro

body-language-sales-prosIt's not just what you say; it's how you say it. In fact, I'd go as far to say that what you say matters a lot less than how you're perceived, especially in sales.

You have to exude confidence and calmness when calling on prospects. Because, if you don't, they'll pick up on it, and you won't be seen as trusted and valued.

If you can master eye contact (including eyebrow gestures), facial expressions, torso and arms behavior, and leg activity, you'll be on your way to a successful appointment.

Topics: new business development body language sales strategy Sales

How Do You Stand Out?

salespeople stand out with personal brandingAs a sales coach, I work with many salespeople at all different stages in their career. When we first start working together, we spend time talking about who they are, why they love what they do, and how their current and past experiences bring value to what they do today.    

I remember getting a very excited call from a salesperson that I had worked with. A big prospect in the market had reached out to her. They had searched her company via LinkedIn and discovered many of her sales colleagues. But it was her profile that caught their eye. Why?

Topics: Social Media sales strategy salespeople personal brand branding

"We're Ignoring You." (Don't Give Up!)

don't give up strategy for salespeopleWe're ignoring you. 

You know it's true. You've always thought it to be the case, but now you have confirmation. Prospects are ignoring you! And how I do know this? 

I'm a reformed client. 

Topics: Needs Analysis sales strategy salespeople sales pipeline sales leads prospecting

Technology Has Changed the Way Your Prospects Buy

technology-change-the-way-prospects-buyTechnology continues to advance at lightning speed. It’s these advancements that change the way we live our lives. It seems that new technology impacts just about every aspect of our life.

The way we communicate – from phone calls and letters to texts and social media.
The way we consume entertainment – from going to a theater to streaming content on multiple devices.
The way we travel – from hotels and taxis to Airbnb and Uber.

Our work life is not immune to these advancements.

Topics: using technology sales strategy sales performance sales process sales pipeline prospecting

3 Reasons You need an Annual Physical

annual sales checkupNo one likes going to the doctor. No one!
Topics: sales strategy sales performance sales culture sales training sales diagnostic

5 Free Resources to Prepare For a Needs Analysis Meeting

free resources for a prospect meetingIt is not an easy task to set a needs analysis meeting with a new business prospect. Think about all the things you must do to earn the meeting...

Here’s a typical scenario:

  • Identify prospects.
  • Qualify and select the best prospects.
  • Develop a valid business reason.
  • Professionally and persistently pursue the prospect.
  • Connect and set the meeting.

Some prospects take even more time and energy than the scenario listed above. The last thing you want to do is show up to the meeting unprepared! 

Topics: Needs Analysis sales strategy salespeople prospecting

Know Your Numbers

salespeople know your numbers"If you don't know your numbers, you don't know your business!"
-Marcus Lemonis 

My friend (and Managing Partner at The Center for Sales Strategy), Matt Sunshine, got me into the CNBC television program, The Profit. And I am absolutely addicted to it. And I mean addicted… I might have just finished watching 6 hours of the program this weekend. 

And you should be watching it, too!

Marcus Lemonis is the CEO of Camping World, and he uses his money to invest in struggling businesses that he features on his show. The stories are exciting, compelling, and full of drama! But, that's not why you should be watching the program.

Topics: sales strategy sales performance sales management salespeople

How to Finally Align Sales and Marketing to Nab Great Leads

sales and marketing alignment to get more leadsThis article was originally published on Sales & Marketing Management.

Topics: sales strategy sales performance leads sales and marketing alignment marketing strategy sales leads