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The Center for Sales Strategy Blog

Weekly Roundup: Expert Advice From B2B Sales Leaders, Optimize LinkedIn Profiles + More

Experts Advice From B2B Sales Leaders, Optimize LinkedIn Profiles + More

- MOTIVATION -

"Without hustle, talent will only carry you so far."

-Gary Vaynerchuk

 

- AROUND THE WEB -

<< If you only read one thing >>

Here's Where Sales Leaders Should Focus in 2020, According to Experts– LinkedIn

Being a leader is exciting but exhausting. Teams constantly look to their leaders for direction, motivation, and inspiration. It all comes with the territory, and most wouldn’t have it any other way, but at times, leaders themselves could use a cue to follow.

Luckily, no one is going it alone. As a sales leader, you can tap into the advice and insight of top thinkers in the field, especially your peers who are facing similar challenges, hurdles, and opportunities. Here's the perspective of five B2B sales leaders on a number of focal points, from coaching to productivity to data and beyond. >>> READ MORE

Topics: Wrap-up

What Will You Do This Week to Help Your Salespeople? [VIDEO]

Trey

 

Whether it's in the gym or on the field, athletes like Michael Jordan and Tom Brady are known for being the hardest workers during practice. And, as the greatest athletes of all time, they're not out there trying to learn something new—they're simply practicing the basics.

Josh Kaufman, author of The Personal MBA, writes that to go from “knowing nothing to being pretty good” actually takes about 20 hours of practice—that’s 45 minutes every day for a month. As leaders, we're accustomed to being great at what we do. But in order to learn something new and help your salespeople get better, everyone must practice. 

Topics: sales strategy sales process prospecting account list management

Hiring for Culture Fit—The Secret Weapon

Hiring for Culture Fit—the Secret Weapon

To remain competitive, organizations must invest more time and effort into the selection process. If you’re curious why so many companies fail to fully activate the talents of their people, take a closer look at how they make their hiring decisions. 

Regardless of what your company does, there is only one way to build a top-performing organization. You need to make sure you get both the talent and the culture fit right with every single hire you make.

Topics: hiring salespeople company culture culture

Do These 5 Things to Close More Business

Do These 5 Things to Close More Business

If you lead a sales team or if you’re in sales yourself, then you know that closing business is a key part of the job. Yes, there are also other very important parts of selling, such as:

But, in the end, if you’re not closing sales — you’re not going to make it. As a general rule, when it comes to closing business, you might adopt this saying that we’ve been using for quite some time— "Slow down the proposal and speed up the sale."

Topics: Decision Makers sales strategy close a deal

An Easy, Low-Cost Way to Increase Employee Engagement

An Easy, Low-Cost Way to Increase Employee Engagement

From profitability and revenues to client experience and talent acquisition, employee engagement affects your entire organization. Offering competitive pay and benefits are essential to attracting and retaining quality employees. Still, employers often struggle to find additional low-cost, creative ways to appeal to employees throughout the year.

According to our Media Sales Report, 40% of salespeople don’t feel as though they’re always being supported by their sales manager, and 46% of salespeople don’t feel as though they’re always valued.

While there are several simple and inexpensive ways to increase employee engagement, there’s one way that will also address these critical issues.

Topics: company culture employee engagement culture

Weekly Roundup: Bring a Dead Deal Back to Life, 10 Signs You Have a Great Team + More

Bring a Dead Deal Back to Life, 10 Signs You Have a Great Team

- MOTIVATION -

"To sell well is to convince someone else to part with resource — not to deprive that person, but to leave him better off in the end."

-Daniel Pink

 

- AROUND THE WEB -

<< If you only read one thing >>

How to Bring a 'Dead Deal' Back to Life for Your Sales Team– HubSpot

When a deal stalls, it's tempting for the salesperson to unknowingly put themselves first. We've all been guilty of it at one time or another. You might repeat the close, not-so-subtly threaten the prospect with an expiring discount, or roll several asks into one conversation.

These tactics are a surefire way to turn stalled deals into cold ones. Before we dive into how to revive a dead sales deal, let's get clear on what dead deals are, and why they happen.>>> READ MORE

Topics: Wrap-up

5 Ways To Use Video As Part of Your Sales Process

using  video during sales processAs sales consultants, trainers, and coaches, we absolutely love when the sales teams we work with shares successes they’ve had as a direct correlation to the advice, tips, and tactics we share. 

Our company culture encourages innovation and creativity, which allows us to discover new trends, and figure out what works and doesn't work, so that we can share advice with our clients. Video is a tool and tactic that we've explored and had the opportunity to get creative with. 

If you're wondering how you can use video as part of your sales process, keep reading! 

Why the Most Successful Companies Hire for Culture Fit

Why the Most Successful Companies Hire for Culture Fit

Are you looking for ways to create a company culture that will help you accomplish your business goals?

If so, you may have read about Zappos corporate culture and its ten core values. You know that core values determine the priorities of the company, and they’re what support the vision of your company and help shape the culture.

Here’s why the most successful companies have core values in place and pay attention to culture fit when they hire new people.

Topics: company culture culture

4 Essential Pieces of Sales Collateral for the 21st Century [VIDEO]

 

4 Essential Pieces of Sales Collateral

Historically, the term sales collateral referred to one-sheets and brochures that often hung on a wall, and when the sales team met with a client or prospect, they would grab a one-sheet to help build their case—and it worked great! In the 21st Century, you need more.

Topics: sales process prospecting sales collateral

For Top Sales Performance, Treat Your Salespeople Like Clients

For Top Sales Performance, Treat Your Salespeople Like Clients

At The Center for Sales Strategy (CSS), we teach a very specific process that is customer-focused and designed to help sellers identify a prospect or client’s needs. We teach concepts like:

We coach sellers to strive to become trusted and valued so they can form true client partnerships. A seller that clients begin to rely on because they can help them grow and improve their business. A manager and seller relationship should be modeled in a similar way, and here’s why.

Topics: sales performance sales team sales talent

Weekly Roundup: Handling Objections, Automation in B2B Sales, + More

Handling Objections, Automation in B2B Sales,  More

- MOTIVATION -

"Become the person who would attract the results you seek."

-Jim Cathcart

 

- AROUND THE WEB -

<< If you only read one thing >>

The Ultimate Guide to Objection Handling: 40 Common Sales Objections and How to Respond – HubSpot

Every prospect you speak to has sales objections, or reasons they're hesitant to buy your product. Why are sales objections unavoidable?

Because if the buyer didn't have reservations about your solution's price, value, relevance to their situation, or their purchasing ability, they would have already bought it.

To be successful, reps must learn how to both discover and resolve these objections. >>> READ MORE

Topics: Wrap-up

For the Sales Veteran: Stop Training, Start Coaching

For the Sales Veteran Stop Training, Start Coaching

If you have—or have ever had—a veteran salesperson on your staff, you know they bristle at training. The mere suggestion of it can set them off—and for good reasoning! 

Most of us were once salespeople, and we were good at it. And we too would sound off on why training wasn’t for us, why we wanted simply to be left alone to perform. Here's a list of reasons why sales veterans hate sales training, can you add to the list?

9 Sales Leadership Qualities to Look for in Top Performers

9 Sales Leadership Qualities to Look for in Top Performers

Recruiting top-performing sales leadership for your organization is harder than ever. The quality of the sales organization is directly associated with the quality of sales leadership.

When looking for top-performing sales leaders, you can’t just look for great salespeople. You need someone who can coach, go in the field, watch, and understand the sales process. Here are nine qualities to consider when you’re evaluating sales management talent. 

Topics: hiring salespeople Talent leadership

10 Creative Ways to Increase Employee Engagement

10 Creative Ways to Increase Employee Engagement

In 0.50 seconds, Google produces approximately 20,000,000 results for the term ‘employee engagement.’ Obviously, employee engagement is a hot topic. At the core of employee engagement are company values. These values determine the why, how, and what of the company.

Elevated levels of employee engagement are positively correlated with better business results. Meaning the higher the level of engagement, the better the chances of meeting or exceeding company goals. In an Employee Confidence Survey conducted by Glassdoor, 53% of current employees are confident they could find another job quickly. Simply put, if you don’t give your employees a reason to stay, they won’t!

20 Bold Sales Predictions for the 2020s

20 Bold Sales Predictions for the 2020s

The world of sales has rapidly changed as new technology evolved and became more accessible to businesses and sales teams. Over the last decade, the major trends in sales have included ideas like inbound marketing, social selling, and implementing sales enablement tools.

From companies becoming more intentional about building a culture of engagement to sellers mastering the art of shared-screen conversations, predictions in sales trends for the next decade take a slightly different approach. Improving sales productivity and the overall sales process are still top priority — but there’s more! Here are our predictions for the next ten years in sales, sales management, and sales marketing trends.

Topics: sales management Sales

Top Articles of 2019: Talent

Best 2019 Talent

We believe that talent + training + tactics = performance, and today we are bringing you a recap of the most popular blog posts we've published in 2019 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 2019, 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 2019, and let them kickstart your 2020 sales strategy.

Topics: Talent

Top Articles of 2019: Sales Culture + Company Culture

Best 2019 Sales Culture

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 2019, 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 2019, and let them kickstart your 2020 sales strategy.

Topics: sales culture company culture

Top Articles of 2019: Key Accounts + Account List Management

Best 2019_Key Accounts + Talent

Exceeding 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 2019 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 2019, 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 2019, and let them kickstart your 2020 sales strategy.

Topics: key account growth account list analytics account list management