The Center for Sales Strategy Blog

- MOTIVATION -

"WANTING SOMETHING IS NOT ENOUGH. YOU MUST HUNGER FOR IT. YOUR MOTIVATION MUST BE ABSOLUTELY COMPELLING IN ORDER TO OVERCOME THE OBSTACLES THAT WILL INVARIABLY COME YOUR WAY."

-LES BROWN

- AROUND THE WEB -

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7 Critical Questions to Ask Yourself BEFORE a New Sales Hire — Sales Hacker

Some say that the holy grail of sales is consistent and predictable revenue. Many are on this seemingly never-ending quest, but find it both elusive and always just out of reach. A strategic sales process is the only thing that will help you reach your goals.

- MOTIVATION -

"SETTING GOALS IS THE FIRST STEP IN TURNING THE INVISIBLE INTO THE VISIBLE"

-TONY ROBBINS

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Simple Lead Qualifying Hacks [VIDEO] — LeadG2

EDITOR’S NOTE: This post is by the late Steve Marx, and was written and published in 2015. To keep it current, we’ve updated the content to be relevant, but preserved the knowledge that Steve shared.

There are countless lists of what the most successful salespeople actually do. It’s time for a list of what they don’t do.

Let’s call it "The Un-Checklist"—the list you review when no one is looking over your shoulder (so you can be entirely honest), and where you hope that your honesty doesn’t force you to check off any of the items.

Get out your pen, ink, or virtual notes. I hope you won’t need to use them.

In a previous post, A Step by Step Guide to Coaching Salespeople, I provided a guide on how to coach sellers. Some sellers find it a challenge to schedule quality appointments during their scheduled coaching days. Here are some things you can do to fix this problem. 

- MOTIVATION -

"EITHER RUN THE DAY OR THE DAY RUNS YOU."

-JIM ROHN

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Plugging Leaks in the B2B Sales Funnel — LinkedIn Sales Blog

Recently, I spoke to a sales management group on four things that they can do to improve sales performance, and this is what I shared with them.

1. Recruitment

Always be recruiting. 24/7. 365. The battle for top sales talent these days has never been harder. You always have to be recruiting. Not just when you have an opening.

The best managers know spending time in the field coaching sellers is an important part of developing salespeople (and improving sales performance). Here’s a step-by-step guide to use the next day you are in coaching mode.

- MOTIVATION -

"OUR GREATEST WEAKNESS LIES IN GIVING UP. THE MOST CERTAIN WAY

TO SUCCEED IS TO TRY JUST ONE MORE TIME."

-THOMAS EDISON

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75 Key Sales Statistics That'll Help You Sell Smarter in 2019 — Hubspot

We all know how difficult it can be to set an appointment with a prospect these days, and the last thing we would want to do is let that appointment slip away after making multiple contacts in order to secure it.

The question always seems to come up about whether a salesperson should confirm that appointment before making the call or not. I have sales professionals who argue on both sides of the question.

So, let’s compare the reasons for confirming or not confirming.

In the past media sales organizations employed a tried and true approach to solving dips in revenue. Here’s a summary of the approach: 

When revenue is down, develop a product, service, or tactic, and sell more!

Unfortunately, these days this approach is more tired and untrue than tried and true.

Selling more is not the solution to the current challenges faced by media organizations because it’s a new day, and it is not filled with rainbows and unicorns. The declines faced by media sales organizations today are consistent enough to be called the new reality!