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The Future of Sales and Marketing

The Center for Sales Strategy Blog

5 Tactics to Earn Links Without Having to Directly Ask + 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.

15 Tactics to Earn Links Without Having to Directly Ask — Moz

Typical link outreach is a tired sport, and we've all but alienated most content creators with our constant link requests. This video outlines five smart ways to earn links to your site without having to beg.

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Topics: inbound marketing, Sales, Wrap-up

How to Have Success Your First Year as a Media Salesperson

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How can I make sure I’m successful in media sales? 

How long will it take for me to make a lot of money?

How quickly can I expect to be promoted?

It seems as though I am asked these same three questions all the time! By college kids about to graduate. By people in the workforce who are considering a career change to sales. By media salespeople just starting out. They want to know how they can be successful, make good money, and advance their careers. All smart things to think about!  

I replied to someone just this morning and included my Top Ten secrets to success. As I hit “send,” I started thinking that I should share my response with you today. So here goes! (Keep in mind, this advice applies to any kind of B2B sales, not just media.)

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Topics: Sales, salespeople

9 Post-Pitch Follow Up Mistakes Keeping You From the Close + 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.

19 Post-Pitch Follow Up Mistakes Keeping You From the Close — HubSpot

After a great presentation to a prospect that you feel certain will close, it's frustrating when the prospect just disappears on you. It's tempting to go off the rails at that point, but follow up mistakes can cost you the sale. Here’s a list of nine deadly follow up mistakes to avoid after a pitch.

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Topics: inbound marketing, Sales, Wrap-up

Improve Sales Performance with In-Field Training

Generally when most people think “training” they envision a classroom with an instructor, a workbook, and some Power Point slides. For most jobs, this is not training — it’s classroom education. By the way, there is nothing wrong with classroom education. Just don’t confuse it with actual training.

Training is really a one-on-one activity between a manager and the person he or she is looking to develop, whereas classroom education is a group activity — big difference. Training is best accomplished on the job. In The Knowing-Doing Gap by Jeffrey Pfeifer and Robert Sutton, they point out that the best companies “Embed more of the process of acquiring new knowledge in the actual doing of the task and less in formal training programs.” 

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Topics: Management, Sales

4 Ted Talks You Should Show in a Sales Meeting

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If your sales meetings are typically just focused on reviewing the budget pacing numbers and other housekeeping notes, then WOW are you missing a great opportunity. Sales meetings are a great place to do sales training or sales warm ups. While most sales managers agree with this, they often share that one of the reasons they don’t do that sort of activity is that they don’t have time to prepare. Clients of the Center for Sales Strategy often use one of the “sales meeting kits, ” but not everyone has that available to them. So if you are looking for some content to enliven your next sales meeting, here are four TED talks that we recommend.

A summary is provided so you can get an idea of what each talk is about.

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Topics: successful sales meetings, Sales

18 Places to Research a Prospect Before a Sales Call + 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.

118 Places to Research a Prospect Before a Sales Call — HubSpot

The more you can personalize your conversation to the prospect and their business, the greater the chance that you’ll capture their interest — and hopefully their business. Here are 18 places to do your research.

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Topics: inbound marketing, Sales, Wrap-up

Why Working Out Is a Lot Like Developing New Business

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We are always told to maintain good health by eating right and exercising daily. In order to see the true benefits, it needs to be done consistently. It takes effort and planning to fit it into our busy lives but we do it. We want to remain healthy. If we stop, our health will suffer. It’s a constant in life that takes self discipline and motivation. It isn’t always easy but the benefits for both mental and physical health are tremendous.

Before I had kids, this was a much easier activity to fit into my day. Now that I have three little lives in addition to my own to manage, it takes real effort, commitment and persistence. In the end it pays off tremendously so I find the time. If I stop or take a break, I know it will be that much harder to get back into the routine.

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Topics: Sales, prospecting

Use Marketing to Generate Leads So Your Salespeople Can Focus on Revenue

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There is an old saying that goes like this: When is the best time to plant a tree? 20 years ago, of course. When is the next best time to plant a tree? TODAY! 

That saying is the perfect way to describe what is going on with sales and marketing these days. So many organizations are tasking their salespeople with 100% of the lead generation as well as having them figure out on their own the very best way to pull prospects through the sales process. 

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Topics: lead generation, Sales

The 10,000 Foot View Provides New Insights

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On my final approach into the Atlanta airport recently, I noticed how interesting the view was from 10,000 feet. The planes moving about, the cars arriving, the Porsche Experience Center, and all the surrounding hotels (the new Renaissance Atlanta Gateway is pretty cool by the way). So much to observe.  

This made me think about how the 10,000-ft. view is often more interesting and illuminating than the proverbial 30,000-ft. view. This is true when looking at a sales organization as well. The 30,000-ft. view that you tend to take with something like a SWOT analysis or other strategic exercises is good, but the 10,000-ft. view might be more appropriate.

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Topics: Management, sales strategy, Sales