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The Center for Sales Strategy Blog

What Aristotle Can Teach You About Sales

Aristotle and Sales

If you’re in sales, there’s a good chance that you will soon close another deal.

But why? Why do clients buy what you have to sell, and then, why don’t they buy?

First, you need to follow a logical process; ours is the Sales Accelerator, but today we’re going to look to Ancient Greece and what Aristotle believed were four main causes of how things come to be. In this case, how your sales or lack of it came to be.

Topics: sales process

How to NOT Micromanage Your Team

How to NOT Micromanage Your Team

For managers wanting to grow and develop high performing teams, there's one thing they should never do: micromanage.

Often cited as the top turn-off for new hires, it’s important for leaders to know how to coach their people in a way that is motivating, and not stifling.

Topics: sales talent

Weekly Roundup: Workplace Leadership, Old School Selling + More

Workplace Leadership, Old School Selling

- MOTIVATION -

"Many of life's failures are people who did not realize how close they were to success when they gave up."

 

- AROUND THE WEB -

<< If you only read one thing >>

Lead, Follow or Get Out of the Way The Great Game of Business

Are you a leader?

Before you answer that question, consider … there’s a big difference between management and workplace leadership.

There are dozens – heck, hundreds – of definitions of leadership. I suggest that the following 3 skills deserve a place in any discussion of great leadership:

  1. Create a Vision
  2. Think strategically
  3. Inspire action

 >>> READ MORE

Topics: Wrap-up

5 Greatest Needs Analysis Questions You Can Ask Any Prospect. Not.

needs analysis questionsPerhaps you got excited when you read the first part of the headline.

I got excited too, wishing there was a list of “magical” questions that could be asked of any prospect with a great result. The problem is, such a list does not exist.

Sorry to burst your bubble.  

Topics: Needs Analysis Sales sales process prospecting

Minimizing Internal Roadblocks – Let Your Sellers Sell!

minimize the roadblocks

Have you ever heard a seller complain that there just isn’t enough paperwork to be completed?

How about that they wish your CRM was more complex?

Or that there aren’t enough departments involved in their sales?

As a manager, it's likely that you have heard the exact opposite from most of your salespeople. Hunters like to hunt, but many don’t really like to cook or clean up after their kill. What are ways that you can let your sellers sell and minimize the roadblocks they deal with?

Topics: sales performance internal roadblocks

BBQ and Business Acumen

BBQ and business acumen

BBQ and business acumen.

Traditionally, those two items don't go together, but for this story, one is the key to the other.

I started in sales in 1993, straight out of college. I didn't have a lot of work or life experiences that I could draw from as I worked with business owners helping them to improve their businesses' performance.

I did my best reading the Wall Street Journal, the business section of the local paper, and reading the latest business books to help grow my knowledge of business.

Topics: business development business acumen

Finding the Right Mentor

Steps to Finding the Right Mentor

We're used to hearing “it takes a village” when we're talking about family, but what if that “village” theory is true in business as well.

Well, it sure helps!

Finding the right mentor can help you navigate your career and give you a village of knowledge instead of going at it on your own.

Topics: sales leadership

Weekly Roundup: Increase Employee Engagement, Walking Away from Prospects + More

Walking Away from Prospects

- MOTIVATION -

"Don't find fault, find a remedy."

 

- AROUND THE WEB -

<< If you only read one thing >>

Increasing Employee Engagement to Achieve a Successful, Sustainable OrganizationThe Great Game of Business

Markets shift, economies surge and ebb, leadership changes, but the constant in every organization is the intrinsic motivation of staff.

They are propelled by the same basic wants and needs as pre-industrial revolution workers. What are these motivators? Why do they matter? What is the result on the short and long term success of an organization?

The following are some thought provoking ideas and methods to increase employee engagement. >>> READ MORE

Topics: Wrap-up

Write Prospecting Emails That Actually Get Replies

sales prospecting emailGOOD NEWS: 80% of professionals prefer to use email for business communication. 


BAD NEWS: With over 269 Billion emails sent every day, there's a lot of fierce competition flooding your prospects' inboxes.

So how can you, the stealthy salesperson, craft a genius prospecting email that warrants a response? 

Topics: email sales strategy sales performance sales process prospecting

Talking Leadership with Maryann Balbo and Fran Mallace, Cox Media

ISP_Ep.44__ Cover Graphic-1

We hear this question more than ever, "What makes a good leader?"

In the first 2022 episode of Improving Sales Performance, Stephanie Downs joins Matt Sunshine and guests Maryann Balbo and Fran Mallace of Cox Media.

Maryann and Fran are both Group Vice Presidents at Cox Media, and throughout the show, they discuss qualities of a good leader, leading in a 'people-first' company, and offer advice for sales leaders on company culture, sales management in 2022, and looking forward.

Tune in now or keep reading for a brief overview.

Topics: sales performance company culture