<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

Stop Working So Hard And Sharpen Your Axe!

 

Stop Working so Hard! And Sharpen your Axe.

If I had eight hours to chop down a tree, I’d spend six hours sharpening my axe.

-Abraham Lincoln

Abraham Lincoln's productivity secret was to work smarter rather than work harder by simply using sharper tools to get the job done more efficiently. Inefficient tools waste your time and energy, and simply knowing what to do is never enough. It’s the matter of actually doing it that makes all the difference.

Great leaders grow themselves and their organizations by deliberately managing the present, letting go of old beliefs and behaviors, and purposefully creating a future by adopting new practices.

So, how does Honest Abe's philosophy apply to sales management today? 

Topics: new business development Management Talent Sales

8 Practice Drills to Move Your Feet and Become a Sales Baller

8 Practice Drills to Move Your Feet and Become a Sales Baller

When you coach baseball and manage a sales team for 15 years, you realize the astounding similarities between sports and business. Like sports, sales is a highly-competitive field, and you must have the ability to think on your feet with rock-solid professionalism.

In both, success boils down to having a winning attitude that demands discipline and attention to detail regarding how you prepare and perform.

As an athlete, it’s vital to understand the basic concept of agility – the ability to change your body’s position by having quick feet. As a sales manager or consultant, rather than applying the phrase, “Move Your Feet” to your body, you must apply it to your mindset and tactics.

Topics: sales performance increase sales performance

Scary Good Advice to Avoid Being Ghosted by Prospects

Scary Good Advice to Avoid Being Ghosted by Prospects

By now, you’ve realized that regurgitated sales techniques and tactics aren’t working – including the approach you take with your sales proposal.

You need something more. What you need is a well-crafted document that hits the right tone and authentically convinces your great lead to close the deal. But sometimes, even with a data-focused, detail-driven proposal, that great lead disappears in the abyss, and before you know it, you realized you’ve been ghosted.

Fear not, we’ve brewed up three tactics that will help your sales proposals convert more prospects at a high rate!

Topics: Proposal sales process sales accelerator

Employee Burnout: Signs, Causes, Prevention

Employee Burnout Signs, Causes, Prevention

What image comes to mind when you hear the words “burnout?”

Burnout is defined as an individual’s response to chronic emotional and interpersonal stressors within the workplace. It doesn’t simply happen from being bored or from working too many hours.

Studies increasingly indicate other factors are behind this work epidemic and employee burnout has reached record levels. It’s so common that people in all industries and in all positions are susceptible to burnout.

Being able to spot employee burnout and prevent it is essential if you want to maintain a positive work environment and keep the best talent on your team.

Topics: employee retention Talent employee burnout

Weekly Roundup: Managing Experienced Sales Reps, What Your Sales Reps Are Complaining About + More

Managing Experienced Sales Reps, What Your Sales Reps Are Complaining About + More

- MOTIVATION -

"The secret of getting ahead is getting started."

-Mark Twain

 

- AROUND THE WEB -

<< If you only read one thing >>

How to Manage A Team of Experience Sales Reps– CloserIQ 

As you start your professional journey towards salespeople’s leadership, there’s always new information to learn and to take in. But one “issue” you might come across is managing salespeople who might have even more experience than you. However, this should not be cause for concern – in fact, there’s much to be glad about if that is your case,

Some might feel insecure or uncertain of their abilities in this scenario, or perhaps it can make them unsure about how to speak to these more experienced reps. Here’s some useful advice to help you handle reps who are a bit more experienced in the field.>>> READ MORE

Topics: Wrap-up

How to be Successful Your First Year as a Media Salesperson

How to be Successful Your First Year as a Media Salesperson

How can I be successful in media sales? 

How long will it take for me to make a lot of money?

How quickly can I expect to be promoted?

Whether fresh out of college or a seasoned professional seeking a career change, anyone pursuing a career in media sales (or any sales position) asks these same three questions. Everyone wants to know how they can be successful, make good money, and advance their careers. All smart things to think about!  

As a sales performance consulting company, we've helped hundreds of B2B sales organizations attract, retain, and develop the highest performing salespeople and sales managers. We've learned a thing a two about success! Here are our tips on how to be successful in your first year as a media salesperson. And, this advice is valid for all sales positions, not just media!

Topics: Sales salespeople

NOW AVAILABLE: The 2019 State of Media Sales Report

The State of Media Sales 2019

The Center for Sales Strategy conducted two online surveys during the second quarter of 2019 with sample groups representing sales managers and salespeople in the media industry. With the data from these surveys, our team researched, analyzed, and compiled The 2019 Media Sales Report to deliver key findings and insights from the surveys to help drive sales performance in the year ahead. This report studies the landscape over the past year, including the expectations for sales managers and the strategies employed by media sales professionals to assess their impact across five key topics: Compensation and Sales Team Size, Training and Development, Number of Appointments and Sales Process, Sales Enablement, and Culture and Industry.

Read on to check out our key findings, and download the full report for more insight from these surveys!

Topics: research state of media sales media sales report

How to Make the Most of Your Next Motivational Sales Training Session

How to Make the Most of Your Next Motivational Sales Training Session

Have you ever felt pumped after leaving a sales training session, conference, or workshop, thinking about all the new, fresh ideas you can put into action to improve sales performance

A good sales training session forces you to grow and challenge yourself. Whether it’s motivational speakers or powerful content, there are several moments where we feel empowered to be better professionals, and we leave with pages of notes and quotes to live by.

But what happens next? Do you accomplish everything you said you would, or do you fall short on your expectations and follow through on less than you hoped for?

Topics: motivation sales training

Create Raving Fans Out of The Job Candidates You DON’T Hire

How to Create Raving Fans Out of The Job Candidates You DON’T Hire

Did you know that 60% of job seekers report having had a poor candidate experience in their job hunt? And, even worse, according to Career Arc, 72% of them shared those bad experiences with others (often on social media)! Ouch!

Are you burning bridges with your interview process? If so, it’s time to make a change so you can protect your company culture and image.

Topics: Talent company culture sales talent assessment

Weekly Roundup: Tips For Closing More B2B Sales, Delivering Tough Feedback + More

Tips For Closing More B2B Sales, Delivering Tough Feedback + More

- MOTIVATION -

"Determine that the thing can and shall be done, and then we shall find the way."

-Abraham Lincoln

 

- AROUND THE WEB -

<< If you only read one thing >>

9 Insider Tips for Closing More B2B Sales - HubSpot

It’s no secret that selling to other businesses is tricky. You simply won’t succeed if you don’t take B2B selling for what it is: a high-stakes selling game that requires an entirely unique approach from direct-to-consumer selling.

When done right, B2B sales have the potential to be both extremely lucrative and deeply rewarding. As a B2B sales professional, it is important to develop a sales process that works for your business, prospects, and overall goals. Here are key steps you may want to include in your B2B sales process. >>> READ MORE

Topics: Wrap-up

What's a Marketing Qualified Lead? What's a Sales Qualified Lead?

sales qualified lead vs marketing qualified leadWhen it comes to lead generation, when does the marketing department’s role end and the sales department’s role begin? Very specifically, when should a lead be passed from marketing to sales?

As with most marketing and sales best practices, it’s not always a black and white answer.

Every organization is different, and it’s important that your organization have it's own marketing and sales agreement plan that outlines in detail how you will qualify, distribute, track, and ultimately close your marketing leads.

Topics: lead nurturing lead generation inbound marketing lead scoring sales and marketing alignment

5 Google Analytics Access Questions and Answers

5 Google Analytics Access Questions and AnswersSenior Consultants at The Center for Sales Strategy are known for helping organizations grow their sales through training, the development of customized strategy plans, and coaching.

By facilitating digital training in many workshops, there are several conversations around Google Analytics and how it can be used to sell the results of a campaign – some are more in-depth and hands-on, while others are more introductory based on the workshop.

Keep reading for answers to the five most frequently asked questions and objections heard when discussing Google Analytics.

Topics: digital marketing selling digital advertising integrated media solution google analytics

The 3 Ds of Time Management

Trey - VLOG - 3 D

 

It’s no secret time management is one of the highest requirements for succeeding in sales. Consistent questions heard within the industry are, “What are some ways I can improve my time management?” and “How can I be more efficient?”

There are a multitude of strategies to help us be more productive, but they can be difficult to adopt because they force us to go against routines we’ve had for years. If you struggle with habit-changing productivity tips, such as going to bed with an empty inbox, check out this system that works for many.

Topics: email time management

3 Tips to Increase Productivity and Improve Sales Performance

3 Tips to Increase Productivity and Improve Sales PerformanceDo you often struggle with time management?

Do you always have way too much to do?

Do you ever feel buried in work?

If you answered "yes" to these questions, you may not be delegating as much as you should.

Delegation is one of the talents that separate the best from the rest in sales management and is crucial to developing the strengths of others, yet it’s often something leaders don’t think about on a regular basis.

Topics: Talent coaching productivity

Weekly Roundup: Sales Enablement Tools, Sales Playbook + More

Sales Enablement Tools, Sales Playbook + More

- MOTIVATION -

"It's not about having the right opportunities. It's about handling the opportunities right."

-Mark Hunter

 

- AROUND THE WEB -

<< If you only read one thing >>

71 of the Best Sales Enablement Tools to Arm Your Team With - HubSpot

Approaching a task armed with the tools, systems, and knowledge you need just feels better than walking in unprepared. This is especially important for sales professionals — and sales organizations are making greater strides to ensure their reps are successful on the job.

In a field where turnover is high, giving sales reps access to resources needed to effectively and efficiently close more deals can have a major impact on your company’s bottom line. This is why sales enablement is a top priority for companies looking to drive growth. However, choosing which tools will help your team can be a daunting task. Here are 70 of the best sales enablement tools that will help your team perform at the highest level. >>> READ MORE

Topics: Wrap-up

Do You Need Sales Enablement Tools and a CRM?

salesperson using sales enablement tools

Is your sales team running the same plays as it did ten years ago? Even five years ago? If so, there’s a good chance you need to update your sales playbook.

The way businesses buy and sell has forever changed—and to stay competitive, you need to change too. Yes, certain things are still essential such as:

  • Finding needs and pain points
  • Presenting solutions
  • Getting results

But how you interact with prospects and clients is different.

Topics: Sales sales enablement sales playbook

Time Management Tip: The Problem With Your To-Do List

Time Management Tip: The Problem With Your To-Do List

“Do you love life? Then do not squander time, for that is the stuff life is made of.”

- Benjamin Franklin

Did you know that you’re 42% more likely to achieve your goals if you write them down?

High-performing salespeople are intense; they typically have a long to-do list each week, and they attack that list with extreme focus. They’re dedicated, highly customer focused, competitive, and can typically accomplish more in one-week than any average Joe could in one month.

These days, life is so busy that we easily forget tasks and goals if we don’t write it down. However, writing down a to-do list is just the beginning; unless you prioritize that list, your productivity and time management is suffering.  

What does that mean?

Topics: time management priorities to-do list

10 Podcasts to Help Build Your Business Acumen

10 Podcasts to Help Build Your Business AcumenMany clients at The Center for Sales Strategy are essentially in the business of helping companies grow their business. 

In order to do that effectively, we teach salespeople how to think like a business owner. Thinking like a business owner takes the focus off what you sell (your products) and puts your focus on how to help your client or prospect achieve their desired business results. 

The better a salesperson becomes at thinking like a business owner, the better they will be at asking questions, establishing credibility, and ultimately becoming trusted and valued.

There are endless amounts of podcasts out there on business development and new ones being released daily. This article isn’t about all the great business podcasts hitting the market, but rather a handful of the best podcasts that we feel will help salespeople improve their business acumen and encourage salespeople to help their clients and prospects grow their business.

Topics: business development podcasts

10 Not-So-Catchy Sales Phrases That Kill a Deal

10 Not-So-Catchy Sales Phrases That Kill a DealAuthenticity is a buzz word in business.Try the Finding Leads Course from the new Sales Accelerator Series!

Today’s consumers are independent; they don’t want salespeople – or anyone – telling them what to do or how to think. Instead, they want a personalized experience and value a company that stays true to who they are, what they do, and who they serve.

Using not-so-catchy sales phrases and the wrong language when meeting with prospects will drastically reduce the chance of getting another meeting. Here are 10 common sales phrases to bypass if you want to seal the deal.

Topics: close a deal sales phrases

Weekly Roundup: Sales Performance Management, Unhealthy Beliefs + More

Sales Performance Management, Unhealthy Beliefs + More

- MOTIVATION -

"If You Don't Stand For Something, You Will Fall For Anything."

-Gordon Eadie

 

- AROUND THE WEB -

<< If you only read one thing >>

The Sales Leader's Guide to Performance Management - HubSpot

As a sales leader, your ability to develop and retain your sales reps is important to your company’s bottom line and future success. Employee retention in the sales field continues to be an issue. The average sales professional turnover rate is 35% — a dramatic number compared to the average turnover rate of all industries, which is just 13%.

When your sales reps are building the skills they need to feel prepared and successful in their roles, they are more likely to report job satisfaction and feeling valued by their employer — factors that make them less likely to jump ship. Looking to set your sales team up for this kind of success?  >>> READ MORE

Topics: Wrap-up

4 Ways Sales Enablement Tools Boost Business

4 Ways Sales Enablement Tools Boost BusinessSales enablement is a broad and powerful term that covers a lot of sales functions under one large umbrella. We define sales enablement as the strategy, content, technology, and training that empowers sales teams to sell smarter and faster. 

Sales enablement tools put the right resources and content in the salesperson's hands right when they need it. Businesses that are properly utilizing sales enablement tools quickly:

  • Improve sales productivity
  • Drive revenue
  • Increase customer alignment

Providing sales teams with the proper tools, knowledge, and processes to maximize every sales opportunity is invaluable. Effective sales enablement tools can significantly benefit your company – here’s how.

Topics: sales enablement sales playbook

How to Sustain While Disrupting: Innovation and Agility in Sales

How to Sustain While Disrupting: Innovation and Agility in Sales

Today’s consumers are distracted with numerous options and bombarded with loads of information. As a result, they often struggle to find the products or services that best meet their needs.

In a rapidly changing industry, tools, and tactics that enabled sales and closed deals just a few years ago don’t stand a fighting chance today. Innovation and agility are keys to staying ahead of altering consumer demands.

Topics: sales management agility in sales consumer needs

Successfully Managing and Motivating a Multigenerational Sales Team

Successfully Managing and Motivating a Multigenerational Sales TeamBaby Boomers (1946-1964), Gen X-ers (1965-1979), and Millennials (1980-1995) have been the core generations that sales managers have long tailored incentive and engagement programs to. All have very different goals, needs, and work styles that require accommodation in order to improve sales performance, reach sales goals, inspire, and motivate.

Entering today’s workforce is the fourth generation, labeled Generation Z. Gen Z are individuals born between the late 1990s and 2010 that are starting to graduate college and join the sales world as independent adults.

We know that Boomers are incredibly loyal, Gen Xers are independent, Millennials seek reassurance and collaboration, and Gen Zers are more diverse than ever. How can you possibly motivate and manage such a multigenerational sales team?

Topics: sales management company culture