The Center for Sales Strategy Blog

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"Establishing trust is better than any sales technique."

-Mike Puglia

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What do American crime dramas, musical fantasies, and a Canadian sitcom have in common? They can all help you practice social distancing and make you a better person. It’s true! Research provided by Psychology of Aesthetics, Creativity and the Arts found that watching high-quality TV dramas can actually increase our emotional intelligence and make us more empathetic people.

Our team at The Center for Sales Strategy (CSS) and LeadG2 has survived the first week of self-quarantine, but not without the help of streaming services like Netflix, Hulu, and Disney+. Here are some of the binge-worthy movies and shows that all of us have been watching while social distancing.

Numerous research studies provide evidence that employees are more productive when working remotely. Sales teams are target-driven, so they’re going to find the motivation they need to be productive! However, managing a remote team isn’t easy. Here's advice from our experts, some who have managed remote teams since 1983!

My years of working in a blended role—as part seller and as part consultant—keeps me grounded and attached to the needs of sellers as well as customers and new business prospects.

Here’s some advice that I’m using in my sales role and passing along as a consultant: during this time of turmoil one of the most important things you can do is listen and demonstrate empathy. You will have plenty of time to sell in the future (post-turmoil). Also, if you listen closely enough, you will discover business needs unknown a couple of weeks ago.

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"Every strike brings me closer to a home run."

-Babe Ruth

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If your sales meetings are typically 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 because they don’t have time to prepare. Clients of The Center for Sales Strategy (CSS) often use one of the “sales meeting kits, ” but not everyone has that available to them. So, if you're looking for some content to enliven your next sales meeting, here are four TED talks that we recommend.

Years ago, companies gave little to no thought to pre-boarding— engaging with a new hire between the time they accept your offer and their first day. Once a candidate was hired, they were given a firm handshake and a start date. 

As a relatively new concept that often gets confused with the traditional onboarding process, pre-boarding is completed before an employee’s first day and includes informal interactions between the company and the new hire. It’s a crucial step in the onboarding journey that has a lasting impact on employee engagement and retention.

How many open positions are on your team?  Open positions are an opportunity to improve the talent level. You want to make your goals more attainable and hiring top-shelf people is the best way to do that. 

However, building a high-quality sales team isn’t easy. It typically requires a lot of time and money to assemble a team of top performers. What if we told you that there’s a proven system that would help you get a list of great people to interview? Would you be interested?

For many sales managers and account executives, working from home is a brand-new concept. And like any emerging work style, those who've had more in-office job experiences feel skeptical about remote work.

The Center for Sales Strategy (CSS) has embraced the work from home lifestyle. Our entire 40-person company has worked from home for 38 years- and we excel at it too! To help ease this sudden transition into the remote work world, here are some tips from our experts on how to stay in touch with clients and prospects.