<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=585972928235617&amp;ev=PageView&amp;noscript=1">

The Center for Sales Strategy Blog

5 Tips to Take Your Sales Meetings from Good to Great

take sales meetings from good to greatIn 2016, I wrote a blog, "How to Get a Standing Ovation After Your Next Sales Meeting," and I'm happy to say that I see way more productive sales meetings today than I did back then. So that made me think it might be an excellent time to share some tips on taking your next sales meeting from good to great!
Topics: successful sales meetings sales management company culture sales culture

Weekly Roundup: Three New Selling Skills You Need to Win with Buyers + More

building-relationships-sales-manager-salesperson-040679-edited

- MOTIVATION -

"THE MOST UNPROFITABLE ITEM EVER MANUFACTURED IS AN EXCUSE"

-JOHN MASON

 

- AROUND THE WEB -

<< If you only read one thing >>

Three New Selling Skills You Need to Win with Buyers  Selling Power

Effective sales professionals are recognizing that the skills needed today look different from conventional selling capabilities. Uptiering, asserting, and aligning are all part of the new playbook. >>> READ MORE

Topics: Wrap-up

Selling Techniques for Getting that First Appointment

phone-1.jpg

You called. Left a message. "Maybe they're busy," you think. Or, "maybe they just don't return calls." Perhaps it's neither of these. Maybe it's on you.

Maybe you just haven't given them a compelling enough reason to call you back.

If you want people to call you back, you need to give them a reason. If the reason you are providing is something along the lines of, "I have a really great idea to share with you," then you sound just like the other 25 calls they've received.

Your prospect doesn't want your ideas. They want solutions to their problems.

Topics: Setting Appointments sales strategy Sales

Better Business Acumen in Just a Few Minutes Per Day (VIDEO)

We always talk to our salespeople about having better business acumen, and we teach them to speak like a business owner. This gives sellers leverage and credibility when talking with prospects and customers.

Growing up, my dad always told me that if you just read the front page of The Wall Street Journal, you'd be more informed than 95% of the business people out there that you'd be talking to.

Topics: salespeople

Is it Time to "Marie Kondo" Your Account List?

clean out your account listI can't get enough of Marie Kondo. Unless you are completely removed from social media or Netflix, you know her to be the spiritual guide to decluttering your living space on her Netlfix original series, "Tidying Up With Marie Kondo."  I am a believer and often ask myself, "Does this spark joy?" and after my recent one-on-one coaching calls with salespeople from all over the country, many seem to feel as if their Account Lists are cluttered and could use some of Marie's guidance!  

Luckily, The Center For Sales Strategy's Account List Management Strategy can help you declutter and tidy up your account list!  There are 4 categories of accounts that are likely to "spark joy" for any salesperson: key accounts, secondary accounts, target accounts, and leads.

Topics: account list management key account growth account list analytics

5 Ways to Heat Up a Cold Start to the New Year

heat up your sales revenueJanuary is history, and some sellers are already singing the blues because their year is off to a cold start. That’s the bad news… here’s the good news; it is not too late to make some changes to accelerate revenue and improve sales performance.

Here’s a list of five things to get 2019 back on track and heat up sales revenue!

Topics: account list management key account growth

Weekly Roundup: Why Business Acumen is Key to Sales Success + More

sales success

- MOTIVATION -

"THE MOST UNPROFITABLE ITEM EVER MANUFACTURED IS AN EXCUSE"

-JOHN MASON

 

- AROUND THE WEB -

<< If you only read one thing >>

Why Business Acumen is Key to Sales Success (And How to Get It)  Hubspot

What sets sales leaders apart from everyday reps? Why are some salespeople more effective at closing deals? And how do some reps skyrocket their career growth? The answer is simple: Business acumen. It's a term often thrown around boardrooms and blog posts, but today, I'm breaking down exactly what it is, why it's important, and how you can develop it. >>> READ MORE

Topics: Wrap-up

There's a Huge Difference Between Hiring and Recruiting

recruiting.jpg

Your sales team determines the success or failure of your operation.

This shouldn't come as a surprise to you, but if you're like other sales managers, you don’t start looking for new sales candidates until one of your salespeople leaves the company.

By then, it’s too late. You'll have to scramble to fill the role.

This chaos will often result in you rushing to find the right person or settling for someone who is just “good enough.” These hasty hiring decisions don't solve anything. You still need a great salesperson, and the person you just hired isn't likely to be that.

Topics: Talent hiring salespeople sales management

We Lost the Business... Now What?

what happens when a prospect says noEven the best salespeople hear the word “no” from time to time. You know how it goes; you did everything right. You built up some serious rapport, had that million-dollar idea, and presented a top-notch proposal. In the end, though, it just didn’t happen. The prospect said “no.” NO!!! It’s never fun to lose, but how you handle these losses can make or break you. 

Topics: prospecting sales strategy sales process

One Tip to Help Recruit Top Sales Talent (VIDEO)

 

Topics: hiring salespeople Talent sales management

Update Your LinkedIn Profile to Become Trusted and Valued by New Business Prospects

become a trusted and valued sales profesisionalThey don’t know you.
They don’t trust you.
They won’t respond to your emails.
They won’t engage in a conversation with you.
They won’t meet with you!

These are some of the challenges we face from new business prospects when it is early in the sales process. Each is a hurdle we have to overcome to connect and move the sales process to the next step. When you boil it down, the problem is linked to a lack of trust and value. Simply put, you are not valued or trusted in the eyes of new business prospects.

Ouch! How can this be when you have some much going for you?

Topics: LinkedIn prospecting sales process

Weekly Roundup: Content in the Sales Process, Social Selling + More

social-business-connection

- MOTIVATION -

"YOU WIN THE GAME ONE PLAY AT A TIME."

-FRANK TARKENTON

 

- AROUND THE WEB -

<< If you only read one thing >>

One Simple Way to Improve Your Sales Process with Content (VIDEO) LeadG2

Are you using content in the sales process? How do you use content in the sales process? Likely, your marketing team has created a large amount of great content that's not only beneficial for lead generation, but is also helpful for lead nurturing. This content could range from informational blog posts to ebooks, checklists, or industry guides. In this video, Dani Buckley, GM at LeadG2 shares one important way to utilize content in the sales process that many salespeople overlook. This one, simple tip can help improve a salesperson's sales performance. >>> READ MORE

Topics: Wrap-up