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The Center for Sales Strategy Blog

A Christmas Message from CSS [VIDEO]

Today, we're taking a break from our normally-programmed blog schedule to bring you a holiday message from the CSS and LeadG2 family. Click the link to watch this special message created just for you by our team!

Topics: holiday company culture

Weekly Roundup: Modern Selling Techniques, 2019 Sales Trends, + More

modern selling techniques and sales trends 2019

- MOTIVATION -

"ALL PROGRESS TAKES PLACE OUTSIDE OF THE COMFORT ZONE."

-MICHAEL JOHN BOBAK

 

- AROUND THE WEB -

<< If you only read one thing >>

4 Sales Trends That You Need To Know About In 2019  Forbes

This post reviews the recent 4th Annual Sales Enablement Study (2018) and the performance, impact, and trends of sales coaching and organizations this year. >>> READ MORE

Topics: Wrap-up

Your 7 Secrets for a Successful Sales Career

secrets to successful sales careerEditor's Note: This post was originally published on Marketo.com.

Sales Performance Happens When Everyone is Maximizing Their Strengths - Including the Manager

sales performance maximize strengthsCoaching is a hot topic! Makes sense... people who use their strengths every day are 12.5% more productive in their work. Any strong manager knows they need to coach their people to maximize their strengths, so they can benefit from that natural lift in performance.   

Topics: developing strengths

A 4-Step Needs Analysis Process that Really Works

4 step needs analysisIf you are struggling to uncover desired business results that lead to cash, perhaps it is time to modify your needs analysis process. Here’s a new model that is getting rave reviews — feel free to take it for a test drive during your next discovery meeting with a new prospect.

Topics: Needs Analysis sales strategy sales process prospecting

Sounds of the Season: Songs for Sales Pros

holiday songs for sales prosAs we roll through the Holidays, working hard to close out the year and prepare for a great 2019, we thought we'd share some 'sounds of the season' in true sales pro fashion. So, we asked the elves at the North Pole to help us write some carols with you in mind. Happy Holidays! 

Topics: holiday

Weekly Roundup: 12 Days of Sales Content + More

business-women-phone-laptop-450271-edited

- MOTIVATION -

"ALWAYS DO YOUR BEST. WHAT YOU PLANT NOW WILL HARVEST LATER."

-OG MANDINO

 

- AROUND THE WEB -

<< If you only read one thing >>

12 Days of Sales Content Articles  LinkedIn

LinkedIn is celebrating the holidays by bringing you 12 days of awesome sales content. Brush up on your sales knowledge with topics like engaging buyers in 2019, sales experts you should follow, sales process steps to overcome barriers to sales ROI, and more. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Sales Coaching, Target Markets, Sales Enablement + More

go-get-em-motivation-coffee

- MOTIVATION -

"BECOME THE PERSON WHO WOULD ATTRACT THE RESULTS YOU SEEK."

-JIM CATHCART

 

- AROUND THE WEB -

<< If you only read one thing >>

How to Get the Most Out of Time Spent Coaching Your Sales Team  LinkedIn

Sales managers are master jugglers. In a single day, one might find herself doing everything from facilitating connections and participating in prospect meetings, to interviewing new hires and evaluating new tools, to analyzing sales strategies and helping drive deals to completion.

No wonder so many sales leaders find themselves short on time when it comes to meeting with their reps and providing personal guidance. In fact, 73% of managers spend less than 5% of their time coaching according to Altify. >>> READ MORE

Topics: Wrap-up

Every Touchpoint Counts: Developing Authenticity and Setting Expectations

sales acceleration with authenticity in account-based marketingI recently attended a session at a conference that centered around incorporating authenticity into account-based marketing, also known as ABM. If you are not familiar with ABM, it’s simply a strategic approach to focus an organization's B2B sales and marketing efforts on a defined group of high-potential targets instead of everyone, in an effort to create more personalized messaging and content to increase engagement. 

Topics: setting expectations sales performance sales process sales playbook branding

5 Tactics to Activate Talent and Improve Sales Performance

activate sales talent improve sales perfomanceOver the years I’ve written posts about my favorite NFL team, the Cleveland Browns. Most of my previous posts reflected on their losing ways and focused on “what not to do” as a manager.

This post is different. This post sheds a positive light on the Browns related to activating talent and tells a nice story about how a new leader transformed the same players from losers to winners by changing five things. 

Imagine that: The same players being coached (managed) differently producing significantly different results!

Topics: sales performance sales training