<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=585972928235617&amp;ev=PageView&amp;noscript=1">

The Center for Sales Strategy Blog

The Proper Way to Start a Business Conversation

business questionI was lost. I had the address, I knew the destination, but I was lost. To make things more challenging, I was in a foreign country, and many of the people around me did not speak English.

I approached a man on the street, address in hand, and asked, “Can you tell me how to get to 157 Rue Saint-Honoré?” In reality, I did not say the address. I merely pointed to on the paper in my hand.

“No, no, no, no… this is not how we start a conversation in France!” was his response. “Let’s start over, you should say good morning or 'Bonjour!' and then ask your question.”

I smiled, and tried it again, “Bonjour, can you tell me how to get to 157 Rue Saint-Honoré?”

His response was, “Oui! Walk two blocks, go right, and the store you are looking for will be on the right. You see, that’s how to start a proper conversation.”

“Merci beaucoup!” I responded and went along my way.

Weekly Roundup: TED Talks Every Sales Professional Should Watch + More

ted talks for sales pros

- WHAT'S MOTIVATING US THIS WEEK -

"THE DIFFERENCE BETWEEN A SUCCESSFUL PERSON AND OTHERS IS NOT A LACK OF STRENGTH, NOT A LACK OF KNOWLEDGE, BUT RATHER A LACK OF WILL" 

-VINCE LOMBARDI

 

- WHAT WE'VE BEEN READING THIS WEEK -

<< If you only read one thing >>

10 TED Talks Every Sales Professional Should Watch in 2018 — Hubspot

Great sales departments motivate their employees with incentives, contests, and -- you guessed it -- pep talks. Viewed regularly by millions across the globe, TED Talks bring valuable new perspectives to the table. It's not always easy to stay motivated in the day-to-day grind of selling. TED Talks like these can give you just the jolt you need to remember why you love this job -- even during the longest sales days.

Topics: Wrap-up

5 Tips to Help You Close Sales Faster Than Ever Before

close sale faster
Everyone knows that sales is a numbers game, right? Of course! The more you have out there, the better off you are, so I’ll agree that sales is a numbers game. But, today I am going to argue that you may be looking at the wrong numbers.  

I’ll start by asking you, how many times have you heard or said, "Don't worry! I've got a lot out there pending!” C’mon—be honest! If you are like most people, you’re thinking that’s not so uncommon. 

I have to ask you, does anyone actually get paid on pending? Not anyone that I know. That’s the catch. And that is also what tells me that you may be looking at the wrong numbers.  

Topics: discussing price Proposal sales strategy Sales

Set Your New Hire Up For Success: How to Build the Kind of Relationship That Will Lead to Stronger Sales Performance

sales-manager-training-new-sales-hire-347801-editedThis is the second post in a four-part series on how managers can set new hires up for success. You can view the previous post on maximizing strengths and working around weaknesses here. 

The very best managers I work with understand the importance of growing solid, working relationships with their people, and they start working on those relationships even before their new hire’s first day on the job. Not all managers take this approach - many people feel their boss does not care about their success. According to a recent Monster poll, 72% of respondents said they do not feel like their manager or supervisor is interested in their job growth. Yet, caring about people and developing good working relationships with direct reports, is one of the best ways to boost sales performance.  

Topics: hiring salespeople Management developing strengths sales management Talent

Increase Your Closing Ratio by Adding This to Your Proposal

increase closing ratio by adding this to your proposalMost proposals follow a pattern of reviewing a customer need or desired business result and then presenting the solution that will deliver the desired result. I agree with that approach, but you will increase your closing ratio if you add a section in between those two. That section? Measures of Success. 

Topics: Proposal salespeople sales process

Busy Doing What? 4 Steps to Implement If You're Working Hard and Not Seeing Sales Results

busy salesperson not seeing sales resultsSome sellers wonder why they miss sales goals on a regular basis even though they are busy as a bee. Making “plenty” of face-to-face calls. Presenting and closing “plenty” of proposals. Conducting “plenty” of post-sale follow-up tasks. All of these activities usually equal another month short of exceeding their sales goals. 

Topics: key account growth sales strategy sales process account list analytics account list management

Weekly Roundup: Secrets to Getting a Response From the CEO + More

get a response from the ceo

- WHAT'S MOTIVATING US THIS WEEK -

""OUR GREATEST WEAKNESS LIES IN GIVING UP. THE MOST CERTAIN WAY TO
SUCCEED IS ALWAYS TO TRY JUST ONE MORE TIME." 

-THOMAS EDISON

 

- WHAT WE'VE BEEN READING THIS WEEK -

<< If you only read one thing >>

9 Secrets to Getting a Response From the CEO in 2018 — Hubspot

When a salesperson sends a message to a lower-level prospect, they can afford to try a stronger ask at first and then tweak it or scale back as necessary. But when you’re pitching to a CEO, you really only have one shot to engage them. Bungle the ask and you might miss the runway entirely.

Topics: Wrap-up

6 Steps to Stop that Leaking Sales Bucket

Leaky_bucket.jpg

We probably all agree that it is easier to fill a bucket when it’s not leaking from the bottom. Seems like a pretty good rule of thumb.

In the context of managing sales revenue and keeping that bucket completely full, things can become pretty difficult when you spring a leak! We need to spend more and more time dumping new business in just to keep a minimum level inside, and that is exhausting.

Although a certain amount of attrition in sales is to be expected, when it becomes problematic, even the best new business program in the world won't fix the problem. So, step one involves fixing the attrition problem that is causing you to miss your monthly, quarterly, and yearly budgets. Only after we have properly patched that leak in the bucket, will we have the opportunity to shift our attention to developing new business and filling that bucket up. 

Topics: Management sales strategy sales performance Sales

Set Your New Hire Up For Success: How to Maximize Their Strengths and Work Around Their Weaknesses

set new sales hire up for successThis is the first post in a four-part series on how managers can set new hires up for success.
 

Onboarding new employees the right way is crucial in retaining them long-term.

According to an Aberdeen Group study, 86 percent of respondents felt that a new hire’s decision to stay with a company long-term is made within the first six months of employment. So you want to ensure you provide a challenging, but rewarding, experience that first six months and get it right immediately out of the gate! There are a few things you can do before and after your new hire’s first day to set them up for success and retain them.

Topics: hiring salespeople Management developing strengths sales management Talent

Improve Quality and Efficiency of Sales Interactions with the Best Sales Integration Tools

sales integration tools sales intelligenceFrom small businesses to international enterprises, most companies are dependent on effective sales to thrive. This is where sales integration tools come in. 

At the core of sales integration tools is the idea of sales intelligence. The goal of these tools is to improve the efficiency and quality of sales interactions for better conversion in the long run. Sales intelligence and management tools integrate with other software to make lead information as robust and accessible to sales reps as possible.

When used correctly, sales integration tools can not only improve the quality and efficiency of sales interactions but also lead to better customer relationships and increased sales.

Topics: sales performance crm