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The Center for Sales Strategy Blog

Elevate Employee Engagement— Engagement Elevator: Shared Mission

Elevate Employee Engagement— Engagement Elevator Shared Mission

As 2020 unfolds, we see that Glassdoor’s prediction of a culture-first decade is upon us. Company culture and employee engagement are differentiators for organizations. This rise in popularity is largely due to a long string of well-respected experts, with studies in hand, pointing to a solid link between employee engagement and company productivity, revenue, and key customer retention. More than ever before, leaders understand that to grow the bottom line, they must start by creating a culture of engagement.

Topics: company culture employee engagement

8 Tools That Support a Great Needs Analysis

8 Tools That Support a Great Needs Analysis

A conversation about desired business results (needs, challenges, and opportunities) is an essential part of the sales process. When engaging new business prospects as well as current customers, it’s crucial to ask the right questions. Aside from the right questions, other tools can help a seller discover core needs quickly and succinctly.

Needs analysis is a central and critical part of making the sale. Sellers work hard setting appointments; the end result should never be a botched needs analysis. Here are eight tools—along with some thoughts about each—that sellers can use to make the most of a needs analysis meeting.

Topics: Needs Analysis sales process

Weekly Roundup: State of Sales 2020, Hire Great Sales Talent + More

State of Sales 2020, Hire Great Sales Talent


"Sales are contingent upon the attitude of the salesman, not the attitude of the prospect."

-Clement Stone


<< If you only read one thing >>

Introducing the State of Sales 2020–LinkedIn

In their fourth annual LinkedIn State of Sales report, U.S. edition, they've identified some of the sales trends that have emerged in these challenging times. They have also found that many trends that were present before the arrival of coronavirus—such as the embrace of sales technology and the reliance on data —are in fact accelerating in the current environment. 

The State of Sales report examines both the emerging and enduring trends impacting sales. The report also offers insights into how sales organizations can position themselves to leverage these trends in the economic recovery.>>> READ MORE

Topics: Wrap-up

A 5-Step Campaign Recap Template to Keep Customers Coming Back

campaign recap templateYou sold the campaign. You executed the campaign. Now get the credit you deserve! 

Creating a successful digital campaign designed to deliver desired business results takes time and expertise—not to mention a great deal of work! It makes sense to present a recap during the campaign—to make sure it is on track—and after the campaign, to get credit for a job well done.

The best way to do this is to create a campaign recap and present this to the customer. This process allows sellers to get the credit they deserve for a job well done as well as open the door to the next sales opportunity with a satisfied customer.

Topics: sales strategy sales process sales accelerator

Coaching the Sales Process: Overlooked Points in the DISCOVER Step

Coaching the Sales Process Overlooked Points in the DISCOVER Step

The third step of our sales process is often the most tedious. Discover—also referred to in other sales process steps as “define,” assessment,” or “needs,” all share the same goal of meeting with a prospect or client to uncover their desired business results.  

The key part of this stage is understanding each prospect's challenges and needs and establishing how your product or service can help. We find that sellers rush through this step, but by taking their time in the Discover phase of the sales process, they will actually accelerate the sales cycle and increase their odds of closing the deal.

Topics: Needs Analysis sales process sales accelerator

8 Characteristics of a Winning Sales Coach

8 Characteristics of a Winning Sales Coach

There are several resources readily available with information on what it takes to be a great sales coach and manager of people. We often talk with managers who want to hire top-notch sales coaches and the list of their requirements is usually a long one—including experience, past successes, and “must have” talents. It’s definitely a hire you want to get right!

There are many natural behaviors and characteristics that make a sales coach great, and it's important to uncover the intensities of these talents before you hire someone.

Topics: hiring salespeople Talent Sales

5 Ways to Stay Connected While Working Remotely

5 Ways to Stay Connected While Working Remotely

Telecommuting, flexible work environments—both fancier terms for working remotely—is the new normal for many of us. By now, you’ve gotten a taste for what working from home entails. And whether you choose to admit it or not, some of you have decided that remote work isn’t as great as it sounded just a few weeks ago.

At first, working quietly in your pajamas seemed enticing—even productive—then the silence set in, and you missed all the chaos. Most people do! Knowing how important socializing is, how do you keep that feeling intact with your team in a time of social distancing?

Topics: company culture COVID19 Resources

Weekly Roundup: More Productivity Predicted in 2021, Accelerate Virtual Selling + More

More Productivity Predicted in 2021, Accelerate Virtual Selling


"Obstacles don't have to stop you. If your run into a wall, don't turn around and give up. Figure out how to climb it, go through it, or work around it."

-Michael Jordan


<< If you only read one thing >>

Workers Will Be Way More Productive in 2021 Than in 2019–Inc.

As The New York Times pointed out, allowing employees to work from home and creating a quieter and more private workplace will result in happier workers, which means they're more likely to remain engaged and even get more oomph (for you and for them) out of every hour that they work.

Regardless of how you feel about social distancing, it will make office workers far more productive than they were before the pandemic. How? By reducing, or even eliminating, three huge productivity sinkholes. >>> READ MORE

Topics: Wrap-up

5 Metrics to Measure the Success of Your Digital Marketing Efforts

content marketing metrics

As websites continue to become more important in the consumer journey, the need to measure the efficiency of digital marketing also increases. This is a shared burden between those selling digital media and business owners and marketers who are looking to maximize their ROI. We know that “clicks” provide an incomplete picture into the impact of digital advertising, as most users do not click on ads but still find their way to a business's website after being exposed to ads.  

So what should we look at? Here are five metrics to help give a more in-depth insight into the effectiveness of your digital marketing efforts.

Topics: digital marketing SEO inbound marketing

Coaching the Sales Process: Overlooked Points in the CONNECT Step

Coaching the Sales Process Overlooked Points in the CONNECT Step

While technology and buyer behaviors have caused businesses to modernize their sales process, basic principles such as qualifying prospects, defining needs, and understanding buying patterns haven’t changed that much. Every business is different, but most follow a progression with comparable sales stages.

Recognizing the need to humanize the sales process, our Sales Accelerator series is known for being more in-step with how real selling is done today while applying basic fundamentals.

Each of the six steps in the Sales Accelerator series offers important points you don’t want your salespeople to overlook. However, the second step—Connect—is where we teach sellers how to establish two vital fundamentals: establishing credibility and building trust.

Topics: Decision Makers sales process sales accelerator