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The Center for Sales Strategy Blog

SALES STRATEGY: 5 Reasons You Need to Move Beyond Features and Benefits Selling

sellerRecently I heard a veteran seller lament, "I'm getting my butt kicked, I think it's time to move beyond being a features and benefits seller." My response was simple, "Welcome to 2011, and here are five reasons you should:" 

Topics: Needs Analysis Sales

DIGITAL SALES STRATEGY: Understanding the Digital Scoreboard

scoreboardThis is a great time of year to be a sports fan. Baseball playoffs are close and every weekend brings a plethora of college and professional football games. Every game has its own set of stats to follow, but just looking at the stats the following day doesn’t necessarily tell you who won the game. In baseball, the team with more hits is not always the winner. In football, the winning team could have fewer total yards. The box score stats can help you guess the winner, but they don’t tell the full story of the game.

Topics: Needs Analysis Digital integrated media solution

Wanna Buy a Frog?: Selling Techniques From a 5 Year Old

FrogAJust like every other five year old tomboy, I loved frogs… especially the baby ones. And in my town, after it rained, momma frogs and baby frogs were everywhere. As soon as the downpour was tamed into a light sprinkle… my brother, sister and I couldn’t get outside fast enough to search for baby frogs. The big frogs were ok, but it was the teeny tiny baby frogs that we were after. 

Topics: sales strategy Sales

SALES PERFORMANCE: Why Sales Training Fails

3 T StoolThese days, you can find a quick fix for almost anything. There’s the 21-day fad diet, the 3-step skin care plan, and the 24-hour credit card repair. We’re impatient by nature, and we want the kind of solution that turns everything around now. While some of these quick fixes may work in the short-run, most are not sustainable and they leave you needing more.

Topics: hiring salespeople Sales

SELLING TECHNIQUES: Stop Sitting at the Kiddie Table

kid tableWhy, oh why, as salespeople, do we put ourselves in a position without access to the person who actually makes decisions on where dollars will be spent? Maybe it's important to look at why we aren't invited to the big kids’ table. It's because there are lots of people around us who have bad manners. They don't set agendas for meetings. They don't contract for next steps. They have nothing relevant to talk about, so they are perceived as time wasters (and they probably chew with their mouths open). 

Topics: setting expectations Sales


Ben The first time I heard this phrase was in 2000, I was watching the movie Boiler Room in Denver, Colorado. Ben Affleck’s character was trying to “motivate”—or better said— “scare the dickens” out of his rookie recruits. I vividly remember him leaning over the conference room table, squarely looking each and every recruit in the eye telling them with force… “sell or be sold… someone is always selling… either you are selling them on why they should buy OR they are selling you on why they won’t/can’t buy... ”

Topics: sales strategy Sales

SALES STRATEGY: 5 Ways to Build a Referral Machine


Topics: Sales

Digital Sales Strategy: Let's Go Fishing!

fishingGrab a fishing pole and have a seat on the dock. Today we are taking a virtual fishing trip—we are going fishing for results! As one of the 3R Selling trainers at The Center for Sales Strategy, a lot of marketing concepts and proposals cross my desk. As I analyze the ideas sellers plan to present to clients, I often push them to make their proposals stronger by asking, “What’s the hook?” — one of five fishing-related questions you can use to reel in results!

Topics: Digital integrated media solution