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The Center for Sales Strategy Blog

Weekly Roundup: The Ultimate Guide to Active Listening in Sales + More

listenWe 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.

Active Listening in Sales: The Ultimate Guide — Hubspot

Salespeople don’t hold all of the cards anymore. With a quick Google search and some browsing, prospects can gather as much information about a product as a salesperson has. As a result, it’s harder for salespeople to demonstrate their expertise. So what should salespeople do? Simple: Invest in listening.

Mastering the Art (and Science) of Sales with Emerging Technology — Selling Power

Do you ever ask yourself, “How is it that one sales call is a huge success, yet another goes sideways – often due to miscommunication and miscues?” We’ve all been there. Yet there’s good news: It’s possible to aim for more of the former and less of the latter if you take some time to learn the simple art of matching the prospect’s or customer’s communication style.

How to Handle Uncertainty — Forbes

Handling anxiety, stress and uncertainty is incredibly difficult for most people, and often can really deflate morale and productivity. Here are a few steps you can take to help calm your nerves, control the chaos and help wrap your arms around whatever you are going through.

Why Your Team Isn’t Using Your CRM (And What To Do About It) — Hubspot

Did you know the average sales rep only spends about 36.6% of their time actually selling? Even scarier, only 18% of their time is spent using their customer relationship management software (CRM). The study, from InsideSales.com, finds CRM’s aren’t enough to answer the needs to today’s salespeople.

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Topics: sales management Sales Wrap-up salespeople