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Sales E Books

The Center for Sales Strategy Blog

3 Effective Ways Sales Managers Can Optimize Their Time + 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.

13 Effective Ways Sales Managers Can Optimize Their Time HubSpot

The typical sales manager arrives at the office at 8 a.m. with a prioritized list of tasks for the day. By 8:05 a.m., she’s checked her email and seen two urgent requests from salespeople, a message from the marketing department asking her to attend a 9 a.m. meeting, a note from the engineering team asking for feedback from customers, and a question from Sales Ops about the new incentive plan. The following three techniques will allow you to redirect your time toward the most productive tasks. 

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Topics: inbound marketing, Sales, Wrap-up

Once The Issue of Price Is On the Table, the Selling is Over

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Too often, I see salespeople attempting to mix selling activity with negotiation activity as though customers and prospects seamlessly flow between the two processes. In reality, they don’t. If you want to be successful in sales in the long term do your selling first, and when you have a prospect who is ready to negotiate a deal you should engage in the good negotiation practice knowing it is largely too late to do any significant selling. I see salespeople trying to make last-minute persuasive appeals to buyers in an attempt to show value and preserve their price during the negotiation. There are a number of reasons why that falls flat: 

1. A professional sales process requires a free flow of information throughout.

Needs are identified, the prospect shares views and concerns, and the salesperson shares expertise and solutions. This is as it should be and most times results in a proposal both buyer and seller have crafted. But when it comes time to negotiate price and terms, parties have a tendency to begin holding back information—the buyer trying not to make it seem like they absolutely need your solution and the seller being careful not to reveal information that might give the buyer an advantage in the exchange. Power is the key element in negotiation and neither party wants to hand more of it over to the other during the haggling phase.

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Topics: Sales

How to Write an Effective Personal Marketing Resume

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Recently I have had several managers asking about the value of a personal marketing resume for salespeople that are struggling with getting that initial call. Personal marketing resumes can be valuable in getting a prospect's attention and communicating how your salespeople can help, if done well. So, how do you get a personal marketing resume started, and what do effective ones include?

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Topics: Sales, personal brand, prospecting

125 Conversation Starters For Virtually Any Situation + 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.

1125 Conversation Starters For Virtually Any Situation HubSpot

A good conversation starter can transform an awkward, stilted conversation into an interesting, enjoyable discussion. That’s important in sales, as having several conversation starters up your sleeve will help you form connections with prospects, referrals, and potential partners. In other words, the ability to start a conversation translates to real business. What makes a good conversation starter? Here are 125 ideas.

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Topics: inbound marketing, Sales, Wrap-up

"Dear Hiring Manager" (How Sales is Like Job Hunting)

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Good salespeople are looking for a new job every day. They need to be “hired” by their clients and prospects on a regular basis. When I was a sales manager, how someone applied for an open position was my indication of how they would approach a prospect. Even now, as I’m going through applications for designers, I think of how my actions parallel that of a busy prospect.

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Topics: Sales, personal brand

How to Regain Your Prospect's Trust After You've Messed Up + 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 Regain Your Prospect's Trust After You've Messed Up HubSpot

It can be a difficult task to build trust and credibility with prospects and customers. It is even harder when attempting to rebuild trust after it has been damaged. There's an elephant in the room that can feel uncomfortable to talk about, but is impossible to ignore. How can you get past the elephant in the room to get back to selling? The following four-step process will help you rebuild trust with your customers and prospects.

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Topics: inbound marketing, Sales, Wrap-up

The Sales Manager’s Guide to Running a Successful Sales Role Play + 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 Sales Manager’s Guide to Running a Successful Sales Role Play HubSpot

Adapting the key concepts from a rehearsal-style role play model can help your reps perfect their messaging, reveal how they react under specific circumstances, and give them the opportunity to practice more effective behaviors. Use the following five guidelines to turn sales role playing into a valuable learning tool for internalizing knowledge and adopting new skills and practices.

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Topics: inbound marketing, Sales, Wrap-up

Navigating the New LinkedIn User Interface [Guide] + 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.

1Navigating the New LinkedIn User Interface [Guide]— Social Media Today

Are you feeling overwhelmed with the new LinkedIn user interface? You may be trying to figure out how to do or access some of the things you're used to on LinkedIn. This article outlines the changes to the new UI so you can become accustomed to what’s changed, what’s lost and what’s still available.

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Topics: inbound marketing, Sales, Wrap-up