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The Center for Sales Strategy Blog

Top Articles of 2018: Sales Culture + Company Culture

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Today, we are bringing you a recap of the most popular sales culture and company culture posts we've published in 2018. Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success. We've searched for the most popular blog posts of 2018, and we've curated these lists to bring you some of the most informative content from the year. Check out these top blogs on the sales culture and company culture from 2018, and let them kickstart your 2019 sales strategy.

Topics: sales culture company culture

Top Articles of 2018: Sales Process

best blog posts sales processToday, we are bringing you a recap of the most popular sales process posts we've published in 2018. Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success. We've searched for the most popular blogs of 2018, and we've curated these lists to bring you some of the most informative content from the year. Check out these top blogs on the sales process from 2018, and let them kickstart your 2019 sales strategy.

Topics: sales process

Top Articles of 2018: Key Accounts + Account List Management

best blog posts key accounts and account list managementExceeding revenue goals is linked to developing new customers as well as increasing revenue from existing clients, we today we are bringing you a recap of the most popular posts we've published in 2018 on key accounts and account list management.

Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success. We've searched for the most popular blogs of 2018, and we've curated these lists that will publish each day this week to bring you some of the most informative content from the year. Check out these top blog posts on key accounts and account list management from 2018, and let them kickstart your 2019 sales strategy.

Topics: key account growth account list management account list analytics

Top Articles of 2018: Talent

best blog posts on talentWe believe that talent + training + tactics = performance, and today we are bringing you a recap of the most popular blog posts we've published in 2018 on all things talent.

Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success. We've searched for the most popular blog posts of 2018, and we've curated these lists that will publish each day this week to bring you some of the most informative content from the year. Check out these top articles on talent from 2018, and let them kickstart your 2019 sales strategy.

Topics: Talent

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

Top Articles of 2018: Sales Management

best blog posts sales managementAs we get closer to the New Year, we are taking some time to reflect on 2018 and the success we've seen our clients achieve. While many are enjoying this special holiday with family and friends, we are bringing you a recap of the most popular posts we've published in 2018. 

Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success. We've searched for the most popular blogs of 2018, and we've curated these lists that will publish each day this week to bring you some of the most informative content from the year. Check out these top blogs on sales management from 2018, and let them kickstart your 2019 sales strategy.

Topics: sales management coaching sales performance sales strategy

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: Talent sales management developing strengths Management

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 prospecting sales process sales strategy

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

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- 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

Talent is Not Enough for Sales Performance

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It’s not enough to just have talent. You have to practice and use your talents in order to improve and make a positive impact on the people around you.

Professional athletes spend countless hours practicing and training in order to improve their performance. What if you could spend more time on your talents?

One of my favorite ways to help managers turn their talent into performance is through our executive coaching program, Talent Insight. During this program, I get the chance to help sales managers identify their unique talents, better understand how their talents are coming across to others, and determine action steps they can take to use their strengths and improve their performance.

Topics: Talent sales management

A 10-Step Guide to Building an Account List Management Strategy

build an account list management strategyA new year is around the corner, and it is time to perform some routine maintenance. A great place to start is cleaning up your account list. Follow these ten steps to get your sales organization’s account list cleaned up and ready to go for a successful 2019! 

Topics: account list management account list analytics key account growth prospecting sales performance

7 Sales Coaching Statistics All Sales Leaders Need to See

sales coaching statisticsSales coaching is not about telling your sales team what to do. There's so much more to it. Sales coaching helps sales leaders equip their teams to reach their maximum potential, and gives them the tools and knowledge to make better decisions in their sales process, which leads to overall improved sales performance for themselves, the team, and you.

A good sales coaching program helps improve results, while no coaching (or bad coaching), can have negative effects on your overall performance. Here are some eye-opening sales coaching stats to support a good sales coaching program:

Topics: coaching sales management Talent sales performance

The 2018 Holiday Gift Guide for the Sales Pro in Your Life

holiday gifts for sales prosThe holidays can get crazy. In work, you're closing out the year, planning for the next year, and trying to finish as strong as possible. Outside of work, there's a list a mile long... holiday parties, shopping, family, friends, wrapping, cooking, etc... 

Topics: holiday

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

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- 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

Are You a Thought Leader? 6 Ways to Tell.

are you a thought leaderIn almost every industry, there are people or businesses we think of as being thought leaders. These people and organizations are the ones that you check on regularly with regard to innovation, market challenges, and new initiatives. The thought leadership position is certainly an advantageous position to have, as it can help with lead generation, sales, recruitment and retention, new business opportunities, and more.

Topics: thought leadership inbound marketing salespeople sales strategy content strategy

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: sales playbook branding setting expectations sales process sales pipeline sales performance

Twenty Years of Sales Experience or One Year of Experience Twenty Times?

is your sales strategy set up for success in 2019?As we approach the end of another year, many people are planning for 2019. Today, I'm challenging you to consider how you are going to change the way you are doing business to improve your sales performance.

Topics: sales strategy sales process sales management sales performance using technology

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: Talent sales performance sales management coaching sales training