The Center for Sales Strategy Blog

Sometimes the most revelatory meanings come from parables. Storytelling is an art and has been a part of the human experience since cave men started drawing pictures on cave walls, since troubadours roamed the countryside telling stories through their songs. Storytelling helps us make sense of the world.

One of the most effective ways of telling a story is through a parable. It’s a short, allegorical piece meant to teach a lesson. It’s told in words that convey images people can easily understand and often include animals and nature like "The Three Little Pigs" and "The Grasshopper and the Ant."

For those of us who are parents, we know that while we try to help our children avoid mistakes, we also want to give them some leeway to have learning moments of their own. Of course there is a time and a place for learning moments. The same goes for our teams when they are prospecting for new business. We shouldn't allow our newer salespeople as much leeway (like our younger children) as we do our more seasoned veterans (our older children) especially when it comes to prospecting. 

Here are 5 tips to help newer sellers determine their best prospects:

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. 14 Places to Research a Prospect Before a Sales Call — HubSpot

The more you can personalize your conversation to a prospect and their business, the greater the chance that you’ll capture their interest—and hopefully their business. To do that, you'll need to research the prospect. Here are 14 places that will help you.

Today we have a guest post from Danny Wong. Danny is a marketing consultant, sales strategist and writer. He does marketing at Tenfold, a seamless click-to-dial solution for high-performance sales teams. Connect with him on Twitter @dannywong1190.

Growth is good — it means that goals are being met and revenue is up. But hiring new team members brings challenges. The responsibilities of a sales manager change drastically as your sales team expands. Managing a modest team of five to 10 reps is easy when compared to overseeing a department with 30, 40, or 50 salespeople.

Here are three things you must keep in mind as a sales manager as your team begins to grow from small to large:

Great coaching is hard to find.

Most people aren’t born to coach, but those that are, the ones who are great at growing and developing people, can forever change the lives of those around them.

I talk about coaching in sales and management all the time, but the same lessons can be drawn from and applied to sports, education, really everything. People do not grow in a vacuum.  They only grow in relationship to another person.

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. 11 Techniques to Run Efficient and Effective Sales Meetings — HubSpot

Time is precious, and wasting your prospect’s time is the fastest way to ensure you won’t ever get more. The 11 techniques in this article are the key to making sure you’re running efficient, effective sales presentations that will keep your prospects engaged until the end of the process.

Do you ever tell horror stories about the worst hire you ever made? These bad experiences tend to stand out, don’t they?

High turnover is a big problem for many sales organizations and hiring the wrong people for the job can be a big contributor to that turnover. It’s extremely important that you hire people with the right talents for the position.

Do your due diligence before you hire someone so you are not surprised by mediocre performance later. Perfecting your interview process will help you to put the right people in the right positions.

Here are some tips on how to get the most from a candidate interview:

1.  They don’t hear “yes” often enough.

2.  They don’t hear “no” often enough.

When you talk to salespeople all time as I do, it’s easy to see the biggest problem with many proposals is that they seem to fall into a black hole, an abyss, where salespeople don’t hear either "yes" or "no." That’s a problem.

It’s better to hear “no” than nothing. As a result, salespeople feed pending information to their managers each week, which includes proposals still hanging out there, and sales managers continue to miss their projections with faulty data. Experience shows that each week that goes by between presentation and getting an answer, the chance of closing a proposal goes down. In fact, the closing percentage on proposals over 30 days old is usually less than 10%, far less than what the salespeople are projecting. The reality is a no answer is usually a “no” answer.

So, how can salespeople avoid having their proposals drop off the face of the planet, never to be heard about again? Here are some steps that should be useful:

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. 14 Signs Your Sales Email Is Actually Spam — HubSpot

Sending valuable, customized, personalized sales emails is a legitimate sales tactic. Blasting out spam is not. So how can you tell if a cold sales email actually spam? Use these 14 signs to make the call.

Today we have a guest post from Sherrie Roberts. Sherrie has been crushing sales goals and breaking records for over 20 years from local broadcast to national networks and rep firms. Serving in roles as salesperson, sales manager, General Manger and Founder.

Government is not the only entity wrought with bureaucracy. It’s known to rear its ugly head in all businesses. Systems and policies are certainly vital to accomplish missions and keep chaos at bay. Yet bureaucracy is proof you can have too much of a good thing. Too often we become so ensnared by rules and with making them, that common sense takes a back seat. 

There’s this thing called the “naked rule” that has become somewhat of a mantra in my management career. Once, in a meeting discussing a unique issue that had arisen, one leader proposed a new policy to address said issue. Yet another leader responded, with brilliant hyperbole, “So if an employee showed up naked to work, would we really need a rule that says you have to wear clothes to work?” Thank you Captain Obvious for saving us that day from yet another policy that wouldn’t solve anything. In this case, it would have created unnecessary complication—as is so often the case.

I can remember it so well—sitting in the grass with a bunch of other sweaty 5^th and 6^th graders, out of breath from running laps and drills. We were the St. Joseph’s soccer team, and we were great at running around and yelling and kicking the ball in the general direction of the other team’s goal. We were pretty good at joking around and drinking the Gatorade, too.

But this practice was a little different. Today, Coach Freer had a big pad of paper and a sharpie. She proceeded to tell us this fabulous story involving fullbacks, and halfbacks, and forwards, and strikers. And those white lines on the grass? She told us what they meant, too. 

“Whoa!” I said to myself. “There’s a strategy here, and a structure!”

This memory came back so clear to me this week, as I finished building our latest online course, the Lead Gen What & Why: Inbound. In presenting the top 20 terms related to inbound marketing and lead generation, a real structure, based on strategy, started to come into focus.

I’m in the midst of touring colleges with my son. There are so many choices and great things about all the schools. There are the big SEC football schools, schools in college towns and big cities, large campuses and small. So how will he choose? Finding the right fit when you are a senior in high school seems like such a concrete and monstrous decision.

The same can be true when graduating from college and looking for a job. What do millennials look for when searching for their “perfect” job? Many articles have been written about what they are searching for—collaborative work environments, recognition, opportunities for growth, flexible hours and a purpose to name a few. How does your company stand out to this group?

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. Back to Basics: Why It’s Time to Kill the Generic Sales Presentation — HubSpot

As a salesperson, it's your job to serve as a translator between the generic messaging found on your company’s website and the unique needs of your buyer. Modern salespeople tailor presentations to their buyers' context, leveraging the information they've already gathered in the exploratory phase to explain why they are uniquely positioned to help. This article explains how.

The candidate is standing in front of you—sharply dressed, trying to impress you with how perfect she is for the job. This individual seems perfect. She looks the part, has the right answers, and a great personality. How do you get past the “shine”?

Sales leaders, like teachers and other influencers, have the power to develop or destroy, to mentor or marginalize, to coach or to crush.

That’s a significant impact on a business and the drivers of that business's success, its people. That power can be used to foster positivity or negativity.

Sales Leaders Can Make Or Break Their Organizations

Many sales leaders who have direct reports, such as a sales department, may be in their positions not based on their talents for coaching or developing and contributing to the bottom line, but rather because of relationships and quid pro quos. Or the hiring manager may have succumbed to the “Halo Effect” during the interview. The Neilson Norman Group describes this in this way: The Halo Effect is when one trait of a person or thing is used make an overall judgment of that person or thing. It supports rapid decisions. It’s based on subjectivity vs. objectivity. It’s a decision that can wreak havoc once that hire enters the building. If you have regrets over hiring the wrong person for a sales leader role please read on.