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The Center for Sales Strategy Blog

Weekly Roundup: Content in the Sales Process, Social Selling + More

social-business-connection

- MOTIVATION -

"YOU WIN THE GAME ONE PLAY AT A TIME."

-FRANK TARKENTON

 

- AROUND THE WEB -

<< If you only read one thing >>

One Simple Way to Improve Your Sales Process with Content (VIDEO) LeadG2

Are you using content in the sales process? How do you use content in the sales process? Likely, your marketing team has created a large amount of great content that's not only beneficial for lead generation, but is also helpful for lead nurturing. This content could range from informational blog posts to ebooks, checklists, or industry guides. In this video, Dani Buckley, GM at LeadG2 shares one important way to utilize content in the sales process that many salespeople overlook. This one, simple tip can help improve a salesperson's sales performance. >>> READ MORE

Topics: Wrap-up

Inputs vs. Output: Do You Know What’s Really Driving Your Sales?

Metrics.jpg

One of the most common debates in sales is how to best measure performance and other sales indicators. While some organizations prefer process-oriented KPIs, others have an outcome-oriented bias. Both ends of the spectrum are invaluable for powering your sales, but when it comes to prioritizing inputs vs. output, the “i’s” have it.

Topics: Sales metrics

One Hot Tip to Connect with Target Accounts

 

Need some help connecting with target accounts when prospecting? Do you know the decision maker you need to connect with at a company, but don't have their email address? Have no fear. Trey is here... to share a hot tip that he uses regularly to connect with target accounts. 

Topics: account list management prospecting sales process sales strategy

The Ultimate LinkedIn Profile Checklist for Sales Professionals

linkedin checklist for sales prosThere are many benefits to using LinkedIn as a sales professional that include everything from personal branding and thought leadership to prospecting, lead nurturing, and recruiting. The problem is, often times, sales professionals don't have time to set up or update the basics of their LinkedIn accounts to best represent them and their company. 

You can't build a great building on a weak foundation, and the LinkedIn profile is just that: the foundation that could affect the success of your social efforts. Use this checklist to ensure your profile is updated and the best representation of your personal brand, the products you sell, and what you have to offer a prospect.

Topics: LinkedIn Social Media sales strategy prospecting

Are These Three Things Affecting Your Sales Revenue?

improve sales revenueMost sales organizations are dealing with some hidden constraints that negatively impact revenue and cash. Here’s a list of the three most common, plus solutions to eliminate them.

Topics: sales management Talent hiring salespeople

Weekly Roundup: State of Sales, Predictions, Trends + More

state of sales 2019

- MOTIVATION -

"DON'T BE AFRAID TO GIVE UP THE GOOD TO GO FOR THE GREAT."

-JOHN D. ROCKEFELLER

 

- AROUND THE WEB -

<< If you only read one thing >>

Calling All Sales Pros: The State of Sales Pocket Guide is Here LinkedIn

The only thing better than a comprehensive report is possibly all the “good bits” in said report being wrapped up in a handy pocket guide for on-the-go perusal. Review the annual 2018 State of Sales report in a condensed format because sometimes, you just need the cold, hard facts. >>> READ MORE

Topics: Wrap-up

5 Great Ideas for Sales Meetings Your Team Will Look Forward To

sales team meeting ideas for managers

Looking to climb out of that waste-of-time-sales-meeting rut and grab everyone’s attention with your highly productive and engaging meetings? 

It is no secret that the weekly sales meeting has plummeted to the bottom of the priority list for many salespeople. In many offices, it has become a routine exchange of housekeeping issues that could have been shared over email instead. Don’t get me wrong, you need to go over housekeeping issues from time to time, but taking an entire sales staff off the streets is a costly way to cover these items on a regular basis. Take a minute and do the math. How much does a one-hour sales meeting really cost you? That number will probably frighten you into ratcheting up the quality of your weekly get-together, so let’s get started.

Here are five powerful ways to jump-start your sales meetings and bring them to a whole new level:

Topics: successful sales meetings sales management

5 Reasons Sales Should Be Involved in Marketing Planning

involve sales team in marketing plannin

Many organizations have built barriers between the various functions of their business. Even groups that rely on and support each other’s goals (like Sales and Marketing) are “siloed” in their own worlds and rarely communicate. Breaking down those walls and aligning goals and expectations can be challenging, but there are tremendous benefits as well.

Topics: sales and marketing alignment deanmoothart media professional services

5 Ways to Show a New Business Prospect You Care

show a new prospect you careThe things you do are often more powerful than the things you say. 

New business prospects are more likely to increase their engagement level when they know a seller truly cares about them and their business. Think about your own buying habits—are you more likely to do business with someone who cares about you compared to a slick talking salesperson who only cares about making a sale? 

Here are five things to do before and during a first meeting with a new business prospect to demonstrate you care:

Topics: Needs Analysis prospecting sales strategy

Weekly Roundup: Micromanaging, Performance Reviews, + More

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- MOTIVATION -

"OUTSTANDING PEOPLE HAVE ONE THING IN COMMON: AN ABSOLUTE SENSE OF MISSION."

-ZIG ZIGLAR

 

- AROUND THE WEB -

<< If you only read one thing >>

When does sales coaching become micromanaging?
 RingDNA

If you’re like Albert Einstein, and subscribe to the belief that experience is the best teacher, then you’d be reasonable to expect that millennial sales pros lag behind B2B selling veterans. We’re talking about a profession that benefits from deep business knowledge, an expansive network, and knowing how to navigate intimidating C-suites with nuance. But it turns out the opposite is true. >>> READ MORE

Topics: Wrap-up