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The Center for Sales Strategy Blog

Weekly Roundup: Sales Engagement: The Intersection of Sales and Science + More

inbound-marketing-data-1

- WHAT'S MOTIVATING US THIS WEEK -

"TODAY IS ALWAYS THE MOST PRODUCTIVE DAY OF YOUR WEEK" 

-MARK HUNTER

 

- WHAT WE'VE BEEN READING THIS WEEK -

<< If you only read one thing >>

Sales Engagement: The Intersection of Sales and Science — Sales Hacker

Sometimes, simple ideas can spark revolutions. When science and sales meet, sparks fly. Just as cell phones and emails revolutionized the way people live and do business, sales engagement upends the infrastructure inefficiency that prevents even excellent salespeople from performing at peak excellence.

Topics: Wrap-up

High-Performing Sales Teams Are Cultivated, Not Hired

cultivate a high-performing sales teamThis post was originally published on Business.com.

Top sales managers don't just look for candidates when they need them – they keep in contact with potential team members to build an internal pipeline of interested and engaged salespeople.

Topics: sales performance sales management sales culture Talent talent dashboard sales training coaching

Set Your New Hire Up for Success: Up their Game with Detailed Talent Feedback

sales-feedback-manager-new-hire-750547-editedThis is the third post in a four-part series on how managers can set new hires up for success. You can click to view the previous posts on building relationships that will lead to stronger sales performance and maximizing strengths and working around weaknesses.

Giving your new hire detailed feedback on their talents is one of the best ways to set them up for success. This conversation can be very meaningful and will arm them with specific information about their potential and how they can maximize their strengths in their new role.

Topics: hiring salespeople Management developing strengths sales management Talent

How the Right Focus Determines Your Sales Success

focus determines sales successAs a group of salespeople were gathered for their weekly sales meeting, their manager said he had an exercise on focus that they would complete first. The manager walked around the room and laid a sheet of paper, face-down in front of each salesperson. He then told them to all turn the handout over. On the sheet was a single black dot in the middle of each page.

Topics: sales performance focus sales accelerator

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

A Great Way to Establish Trust & Create Value: Think Like an Owner

sales establish trust create valueGetting that first appointment with a new business prospect is difficult because most sellers do not take the time to establish trust and create value in the mind of the prospect.

Unknown salespeople do not have the best reputation in the minds of new business prospects because of the less than honest actions of some sellers. An essential element to overcoming this hurdle is establishing trust and creating value—one way to do this is to think like an owner. 

Topics: valid business reason new business development Needs Analysis prospecting

Weekly Roundup: How to Respond When Prospects Ask For Customer References + More

customer references for prospects

- WHAT'S MOTIVATING US THIS WEEK -

"IN ORDER TO GROW BETTER, YOU NEED A CULTURE
THAT PUTS THE CUSTOMER FIRST."

-DHARMESH SHAH 
At Hubspot's Annual Conference, #INBOUND18

 

- WHAT WE'VE BEEN READING THIS WEEK -

<< If you only read one thing >>

How to Respond When Prospects Ask For Customer References: 12 Strategies — Hubspot

Customer references can make the difference between a closed sale or a lost one.
But there's a time and a place to introduce your prospects to your customers. It's not in the beginning of the sales process, when many prospects ask. It might not even be in the middle of your process if you haven’t already done a good job addressing their concerns.

Topics: Wrap-up

How Measuring Success is Different in Digital

digital campaign analyticsMeasuring the results of an ad campaign or a marketing push is important. How else will you know if the effort was a success, and if the investment produced a profitable return? In the past, it was often tough to measure, causing uncertainty and frustration among both buyers and sellers.

In the digital age, I could argue that it’s gotten too easy to report campaign metrics.

Topics: digital marketing metrics measurement

Rev Your Engines: Fine-Tune Your Sales Performance With a Maintenance Diagnostic

sales diagnostic for increased sales performanceMy family and I love to take advantage of a weekend getaway with a fun road trip, but that also means we need to be ready to pack up and leave when the moment presents itself! So, even though I "maintain" my car by manufacturer standards on a regular basis, I still take my car in for a thorough inspection before every road trip. 

Just like I have a trusted and experienced mechanic examine my car prior to road trips, the same type of detailed inspection should be performed on your sales department and its performance

Topics: sales diagnostic

Finally… The Answer to the Unanswered Philosophical Sales Question

answer to sales questionWhat came first, the chicken or the egg?
No doubt you have heard this question. No doubt the debate continues.

Here’s is the chicken-and-egg version as it relates to sales:
What leads to more cash, more appointments, or more assignments from set appointments?

Topics: Setting Appointments new business development Needs Analysis prospecting

Why Thought Leadership Works in Sales + The 4 P's Plan to Get Started

business presentationIn a previous post, Matt Sunshine, managing partner at The Center For Sales Strategy, shared six characteristics of an industry thought leader. The thought leadership position is certainly an advantageous position to have, as it can help with generating sales, lead generation, recruitment and retention, and new business opportunities. While sometimes this thought leadership position will come about completely organically, many times it is part of an overall sales strategy, and much time and consideration has been put in to developing the plan to make this happen. 

Topics: Social Media thought leadership sales strategy blogging