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The Center for Sales Strategy Blog

#WomenInSales Month with Guests Lori Clark and Dana Nagel

ISP_Ep.38__ Cover Graphic-1

Continuing season 5 of the Improving Sales Performance Series, host Matt Sunshine and co-host Stephanie Downs, continue to focuses on celebrating #WomenInSales for the month of October.

Guests Lori Clark, Director of Local Sales at KHOU-TV; TEGNA - HOUSTON, and Dana Nagel, Director of Sales, TEGNA/WKYC Media join the show to share their insight, tips, and knowledge on various topics that help companies improve sales performance.

Tune in now or keep reading for a brief overview.

Topics: sales performance women in sales

What to do When Your Best Sales Reps Haven’t Hit Their Numbers

What to do When Your Best Sales Reps Haven’t Hit Their Numbers

About half of all sales reps don’t achieve their yearly quotas.

Reasons for not hitting quota vary from not having enough opportunities in the sales pipeline to not following a sales process. Additionally, sales quotas have risen, yet the percentage of reps making their quota has fallen.

If your salespeople aren't hitting quota, here are a few questions to ask yourself. Remember, a quota is only valid if it's aligned to your organization and employee success.

Topics: talent bank

#WomeninSales Month: Working in Sales as a Woman

Women in Sales blog

According to a LinkedIn report, women represent 39% of the workforce in sales – and only 21% of Vice Presidents in Sales are female.

The State of Women in Sales report shows that the sales industry has the second largest gender equity gap in America. Why aren’t more women in sales?

Aside from being a demanding career, sales professionals are up against a lot of biases accusations such as being “manipulative,” “pushy,” and “dishonest.” Women are often preconceived as being too emotional for a sales career. But we’re here to debunk that myth.

Topics: women in sales

Weekly Roundup: CRMs Can't Fix Underperforming Sales, Bombing Sales Calls+ More

CRMs Cant Fix Underperforming Sales, Bombing Sales Calls

- MOTIVATION -

"Leadership is not about titles, positions, or flow charts. It's about one life influencing another."

- John C. Maxwell

- AROUND THE WEB -

<< If you only read one thing >>

Your CRM Can't Fix Underperforming Sales, But Sales Performance Management Can Selling Power

For sales leaders, getting the tech stack right can be a challenge.

On the one hand, the B2B sales space is flooded with solutions that each solve a different problem, so it’s easy to overcommit to a stack that speaks so many different languages that eventually it’s impossible to get a clear picture of what’s going on in the sales organization.

And this is clearly a top of mind issue for many sales leaders. In a recent Selling Power survey of more than 150 B2B sales leaders, two thirds reported that they’re already using at least two to four systems and are hesitant to add more. >>> READ MORE

Topics: Wrap-up

Finding that Ideal Prospect when Selling Digital Advertising

Finding that Ideal Prospect when Selling Digital Advertising

Over the years, we've seen a pattern with media sellers to pursuit of prospects who welcome ideas that include digital.

Selling digital as part of an integrated solution requires a certain kind of prospect that will "get" what you're talking about with respect to integrated solutions. To help navigate through your best opportunities, try these tips as you prospect and plan your approach.

Topics: Digital selling digital advertising integrated media solution

#WomenInSales Month with Guests Nicki Harkrider-Probey and Jessica Hagan

Copy of ISP_Ep.37__ Cover Graphic

The new season of the Improving Sales Performance Series has a slight twist. 

Host Matt Sunshine is joined by co-hosted by Stephanie Downs to focus on celebrating, honoring, and recognizing #WomenInSales for the month of October.

To start the season, Nicki Harkrider-Probey (VP, Local Revenue Officer at TEGNA) and Jessica Hagan (President & General Manager at KTVB News Group) join the show to share their insight, tips, and knowledge on various topics that help companies improve sales performance.

Tune in now or keep reading for a brief overview.

Topics: sales performance women in sales

Developing Our People is an Invitation for Growth

Developing Our People is an Invitation for Growth

You may have heard this phrase exclaimed in many different ways: “Our people are our greatest asset”.

But what exactly does that mean? And if people truly are an essential ingredient to running a business, how do we ensure that they remain a strong and steady force?

Hiring the best without investing and nurturing their talents is one of the biggest mistakes an organization can make. Let’s take a look at some of the facts and figures on employee development.

Topics: professional development growth guide

8 Practice Drills to Move Your Feet and Become a Sales Baller

8 Practice Drills to Move Your Feet and Become a Sales Baller

When you've been in the industry for a while, you realize the astounding similarities between sports and business. Like sports, sales is a highly-competitive field, and you must have the ability to think on your feet with rock-solid professionalism.

In both, success boils down to having a winning attitude that demands discipline and attention to detail regarding how you prepare and perform.

As an athlete, it’s vital to understand the basic concept of agility the ability to change your body’s position by having quick feet. As a sales manager or consultant, rather than applying the phrase, “Move Your Feet” to your body, you must apply it to your mindset and tactics.

Topics: sales performance

Weekly Roundup: Women in Sales, Beating the Competition + More

Women in Sales

- MOTIVATION -

"Engaging people is about meeting their needs – not yours."

- Tony Robbins

- AROUND THE WEB -

<< If you only read one thing >>

170+ Women in Sales Share Their Career-Defining Aha Moment Sales Hacker

Women in sales often have a polarizing experience. It has little to do with the work itself, and more to do with the societal pressure, norms, and bias that exist in 2021.
 
We’re often encouraged to hide, toughen up, and bury our emotions. The expectation is that we can “do it all.” Anything less is failure. 
 
Let’s flip the script: Your intellect, emotion, instinct, and empathy as a woman are what make you both a valuable human and invaluable company asset. >>> READ MORE
Topics: Wrap-up

3 Reasons You Can’t Close Business

reasons seller can't close businessOnce you present a solution to a prospective buyer or client, two things happen.

It becomes either Close Won or Close Lost. Close Won is obviously the ideal or desired scenario, but what happens when your pending deal is Close Lost? Is ALL lost? Maybe not. 

Ask yourself these three questions to determine if you can change a Close Lost scenario into a Close Won.

Topics: Proposal sales strategy sales process