Kathleen O. Celmins, on December 31, 2014
As 2014 comes to a close, we like to take a minute and reflect on the posts that resonated the most this year. Here's a year in review of our most popular posts regarding leadership. It's a great way to end 2014. See you next year!
Those who know how to be a great leader understand what it means to burn their ships.
Kathleen O. Celmins, on December 30, 2014
As 2014 comes to a close, we like to take a minute and reflect on the posts that resonated the most this year. Here's a year in review of our most popular posts regarding the sales process.
When trying to uncover really important client needs, shouldn’t we at least spend a few minutes writing more creative, specific, meaningful questions that have not been used a ka-billion times?
Kathleen O. Celmins, on December 29, 2014
As 2014 comes to a close, we like to take a minute and reflect on the posts that resonated the most this year. Here's a year in review of our most popular posts regarding salespeople.
We fielded questionnaires in mid-2013 to approximately 2,600 salespeople and over 900 sales managers asking them "What Keeps Media Salespeople and Their Managers Awake at Night?". Download the report.
Kathleen O. Celmins, on December 26, 2014
As 2014 comes to a close, we like to take a minute and reflect on the posts that resonated the most this year. Here's a year in review of our most popular posts regarding needs analysis.
Having a solid needs analysis that uncovers your clients needs is important. Don't forget to ask the question - What else should we be talking about?
Kathleen O. Celmins, on December 25, 2014
As 2014 comes to a close, we like to take a minute and reflect on the posts that resonated the most this year. Here's a year in review of our most popular posts regarding inbound marketing.
Your first year of inbound marketing is strange. How can you know what to expect?
Kathleen O. Celmins, on December 24, 2014
As 2014 comes to a close, we like to take a minute and reflect on the posts that resonated the most this year. Here's a year in review of our most popular posts regarding talent and working with colleagues.
Ask yourself these five questions to determine the kind of salesperson you are.
Kathleen O. Celmins, on December 23, 2014
As 2014 comes to a close, we like to take a minute and reflect on the posts that resonated the most this year. Here's a year in review of our most popular posts regarding the interview process. How to find prospects, how to interview them, and how to structure their compensation so they’ll stick around.
Kathleen O. Celmins, on December 22, 2014
As 2014 comes to a close, we like to take a minute and reflect on the posts that resonated the most this year. Here's a year in review of our most popular posts regarding emails, social media, and personal branding:
Following up with the people who give you their email addresses is key in the marketing process. But there's a good way to do it, and a bad way. Read one of the worst follow-up emails we've ever received.
Kathleen O. Celmins, on December 19, 2014
What a great week! There are some great gems from our writers here, and wonderful news from around the web. Read on!
The Center for Sales Strategy Weekly Wrap-Up
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Greg Giersch, on December 17, 2014
Sales is about selling someone a solution. You make the sale when you identify needs your client is motivated to solve, and rally your company to apply their resources and capabilites to solve that problem. As eager salespeople, we may try to solve the first problems we identify. But let's look at why that may often be the wrong problem to solve.
Kathleen O. Celmins, on December 16, 2014
My friend Nancy mentioned recently that she was finding it difficult to source good candidates for a particular position she had open in her company. So she decided to ask her social network if they knew anyone who might be a good fit. (Here at The Center for Sales Strategy, we think asking your social network is a smart idea in most cases.)
Steve Marx, on December 15, 2014
I have immense respect for nurses, miracle workers who can ease the pain and brighten the day for the patients on their floor. I don't have that kind of magic in me. Not everyone is cut out to be a good nurse. Not everyone has the temperament to be a good cop. Not everyone has the detail orientation to be a good database analyst. The same is true for B2B sales. Not everyone has what it takes to become highly successful in a sales role. Which do? Those who have these ten traits... Kathleen O. Celmins, on December 12, 2014
What a great week! There are some great gems from our writers here, and wonderful news from around the web. Read on!
The Center for Sales Strategy Weekly Wrap-Up
John Henley, on December 11, 2014
We were at a sales conference a few years back. I remember so vividly seeing Chuck ask three different people if they’d race him to the top of the hotel escalator. When none of them showed interest in taking him on, Chuck wilted. At that moment, he just had this enormous need to take someone on (and beat them to the top), but no one would bite.
Greg Giersch, on December 10, 2014
Building your personal brand often begins with describing yourself. Yet this is often the hardest part for people. To say “I am this” or “I am that” can be a struggle. We can describe most everyone else, but many of us fall mute when it comes time to talk about ourselves.
John Henley, on December 9, 2014
Is it just me, or did anyone else notice that Movember seemed to really become a “thing” this year? In case you live in a cave, Movember is the movement that draws attention to men’s health issues by encouraging the growth of facial hair. We seemed to have reached a tipping point in 2014 and I believe this is likely to get even bigger in the years to come.
Steve Marx, on December 8, 2014
Sales slumps, while inevitable, are really frustrating for sales managers (not to mention their salespeople!). But you can help your salespeople if they hit a slump. In fact, we have a prescription. Follow it, and help your salespeople find a cure for what ails them:Kathleen O. Celmins, on December 5, 2014
What a great week! There are some great gems from our writers here, and wonderful news from around the web. Read on!
The Center for Sales Strategy Weekly Wrap-Up
Dana Bojcic, on December 4, 2014
If you've been reading awhile, you know we discuss talent at The Center for Sales Strategy a lot. In fact, it's one of the foundations of our company. We believe that everyone has their own unique talents, that talent is innate, that we can advance our careers (and our lives) by focusing on building our strengths instead of trying (albeit fruitlessly) to fix our weaknesses, and that contrary to what I told my son, we cannot be whatever we want to be when we grow up.
Kim Alexandre, on December 3, 2014
Mobile has evolved tremendously over the last five years. And the technological advances of 2014 alone have catapulted mobile to the top—as the desired media consumption platform for many. Affordable choices in devices as well as data-friendly carrier plans have given consumers the means, so marketers can now provide the motive.
Greg Giersch, on December 2, 2014
If you’re a sales manager, you need to know where your salespeople are with their accounts. If you’re a salesperson, you need to know even more. Taking a critical look at where you really are in the sales funnel process with your accounts is time well spent.
Steve Marx, on December 1, 2014
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For leaders of sales organizations and sales managers, there are questions that are easy to answer, questions that are a little more difficult, and then there are these. Questions that are tough. Cruxy. Important. Even though you'd rather not be asked the following questions, they're important to ask, even if you don't yet know the answer. Think about these as we head into the final month of the year, and allow this introspection to help you plan for a successful 2015:
