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The Future of Sales and Marketing

The Center for Sales Strategy Blog

Start at the Top, It Makes the Climb Easier

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Salespeople who have mastered the art of “Big Game Hunting” start at the perceived top of the mountain. Too many salespeople start at the bottom—and stay there. Why can’t you call or email a CEO or CMO with a very Valid Business Reason? Why don’t you suggest a time to meet to pursue ideas that may possibly help their company/organization/mission achieve their current marketing objectives? You can!

What stops most salespeople is the start. They limit their own opportunities by being ill-prepared with a truly Valid Business Reason and with lack of confidence to reach higher. Unpreparedness has that effect. Let’s look at the Valid Business Reason which is the key to engaging your prospect: the reason that gets the target’s attention on why they should want to meet with you—not why you want to meet with them. See the difference?

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Topics: valid business reason, Sales

Don’t Forget this Proven Sales Strategy to Get an Appointment

send-a-letterAnyone in sales knows that it can be tough to get that first appointment with an ideal prospect. You might have to leave a voicemail, send an email, try to connect on LinkedIn, show up at their house, or volunteer to clean out their garage!

When trying to stand out, don’t overlook the option of sending a business letter. 

You know what we’re talking about right? A short message on your letterhead, placed in an envelope and sent via the Post Office.

If you decide to use this as one way to get in front of prospects, here are some guidelines to follow:

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Topics: business development, valid business reason, Setting Appointments, sales strategy, Sales

How to Protect Yourself From a Not-So-Great Valid Business Reason

How_to_Protect_Yourself_From_an_Idea_That’s_Just_Not_That_GoodThe other day, I was writing what seemed like a pretty smart piece for The Marketing Mind blog. That’s the site where we capture a wide variety of consumer and industry trends.

Our goal is to convert topical issues into valid business reasons to help sellers get appointments, and needs analysis questions that lead to meaningful challenges they can help their clients solve.

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Topics: valid business reason, sales process

In Your Sales Strategy, Are You Psyched Up For the Close?

Sales StrategyWill that “moment of truth” be looming in the next meeting with your prospect – the meeting where you look him in the eye and ask for the order? Or, will the next meeting be the one where you confirm the details to implement your plan... because, the prospect already knows most of what is in your proposal (they helped you build it), the price range, and most of what it’s going to take to buy your solution? I hope it’s the latter.

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Topics: Proposal, valid business reason, Needs Analysis, sales strategy, sales performance, Sales