The Center for Sales Strategy Blog

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"“Establishing trust is better than any sales technique."

- Mike Puglia

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The idea that you should “do unto others as you would have them do unto you” dates back at least to Confucianism (551 BC) and has precedents in nearly every religion.

It makes sense, doesn’t it? Treat people with the same kindness and respect that you would want to be treated with yourself… and don’t do things to people that you wouldn’t want them to do to you.

Simple and true, this Golden Rule is one of those kindergarten lessons that guides us to interact better with others. 

Except when it doesn’t work.

Straight from the Director of Sales at Zimmer Communications, Carrie Berkbuegler discusses sales leadership, sales performance tips, and answers a few questions that we all have.

You’ll get answers to questions like – what are the key performance metrics you track? What are the big rocks that you’re focused on? And how has sales management changed over the past few years?

Tune in now or keep reading for a brief overview.

Everybody wants to sell faster! No matter your industry or product, every organization is in a hurry to close more business. And on the surface, that sounds like a good idea — but it's not.

Too often, we're in such a hurry to close the sale that we rush and make mistakes in the sales process that actually slows down the act of closing.

In our haste, we tend to overlook certain obstacles in our path in an effort to sell quickly. These obstacles often come up as a surprise to the client, which can derail the conversation and cause us to back-track and overcome the objection, which takes more time than if we had discussed it from the beginning.

Does your organization have a turnover problem? Do you worry that your top talent will leave for another opportunity?

It may be time to refocus on people development and revisit employee growth plans.

We all know that ongoing coaching, training and development are important and key factors in retaining employees long-term. According to LinkedIn, 94% of employees say they would stay in their role longer if their company invested in their professional development. Yet in another survey, nearly 59% of employees claim they had no workplace training and that most of their skills were self-taught.

- MOTIVATION -

"Don't worry about failure. You only have to be right once."

- Drew Houston

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<< If you only read one thing >>

What do selling and tennis have in common?

Bernie Weiss, President at iHeartMedia New York and Author of Ace It! How Sales Champions Win New Business answers that question, plus offers some sales performance tips.

Tune in now or keep reading for a brief overview.

There are two poisonous mistakes that will kill a presentation: using jargon and using stock phrases.

Making either of these mistakes will drastically reduce the chance of getting a second meeting with a prospect.

Let's start with HOW NOT to start a presentation and finish with the HOW TO of communicating an engaging proposal.

Most companies scale back recruiting in response to a financial crisis. Did you know that but 1 of the 3 most effective responses is to hire top performers from the competition?

Companies looking to hire the best talent should pay attention to these recruiting trends we’ve seen in 2021 and what it means for future years.

"4 out of 5 Sales Managers admit appointments, whether in-person or virtual, are more challenging to secure than five years ago."

This nugget of information came from The Center for Sales Strategy 2020 Media Report.  

My initial response to this new data was...DUH!

I'd like to speak with the one manager who thinks getting a first time appointment is "easier" than 5-years ago. They must know something that I don't know!

I don't care who you're or what you're selling, but getting a first-time meeting is tough! Now, I realize there are a ton of legitimate reasons why that is true, but NO ONE CARES! Excuses won't help you get to your sales goals, get you a promotion, or pay your rent.  

What you need is a solution to help you get that all-important first-time business appointment. What you need is a Valid Business Reason.