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The Center for Sales Strategy Blog

Weekly Roundup: Virtual Sales Conferences, Selling During a Pandemic + More

virtual-meeting

- MOTIVATION -

"Establishing trust is better than any sales technique."

-Mike Puglia

- AROUND THE WEB -

<< If you only read one thing >>

Best Virtual Sales Conference and Events in 2020–Sales Hacker

In a good year, most of the best sales conferences are physical events where you can attend sessions, rub elbows with thought leaders, and make new connections. But this year…

With a pandemic on our hands, most sales conferences scheduled for the early part of 2020 have either been rescheduled or, if you’re lucky, made virtual. Here are the top virtual sales conferences, events, and training you need to know about. So whether you’re experiencing a travel ban or simply don’t have the time or budget to travel, you can still build your skills and make new connections.>>> READ MORE

Topics: Wrap-up

Pay Attention to Your Best Customers

Pay Attention to Your Best Customers

Your best customers are your competitors’ best prospects. At The Center for Sales Strategy, we have long said that it’s much easier to fill the bucket if it’s not leaking from the bottom. Many companies have an incredibly large need to go out and get new business every month—mainly because they're losing 33% or more of their current business.

It's true, and while new business is certainly one of the solutions for curing the problem of not retaining existing business, it’s really only a bandage. The problem of account attrition needs to be addressed and quickly solved. Churning through clients quickly and not getting any sort of renewal will fatigue your sales team. Over time, they will lose confidence in what they are selling. Just imagine the revenue growth you'll experience without attrition and keeping the same amount of new business coming in.

Topics: customer satisfaction customer focus Management sales strategy Sales

Movies and Series to Stream While Social Distancing

Movies and Series to Stream While Social Distancing

What do American crime dramas, musical fantasies, and a Canadian sitcom have in common? They can all help you practice social distancing and make you a better person. It’s true! Research provided by Psychology of Aesthetics, Creativity and the Arts found that watching high-quality TV dramas can actually increase our emotional intelligence and make us more empathetic people.

Our team at The Center for Sales Strategy (CSS) and LeadG2 has survived the first week of self-quarantine, but not without the help of streaming services like Netflix, Hulu, and Disney+. Here are some of the binge-worthy movies and shows that all of us have been watching while social distancing.

Topics: motivation sales management Sales

Tips for Successfully Managing a Remote Team

Tips for Successfully Managing a Remote Team

Numerous research studies provide evidence that employees are more productive when working remotely. Sales teams are target-driven, so they’re going to find the motivation they need to be productive! However, managing a remote team isn’t easy. Here's advice from our experts, some who have managed remote teams since 1983!

Topics: sales management productivity work from home

Listen During Turmoil, Sell After

Listen During Turmoil, Sell After

My years of working in a blended role—as part seller and as part consultant—keeps me grounded and attached to the needs of sellers as well as customers and new business prospects.

Here’s some advice that I’m using in my sales role and passing along as a consultant: during this time of turmoil one of the most important things you can do is listen and demonstrate empathy. You will have plenty of time to sell in the future (post-turmoil). Also, if you listen closely enough, you will discover business needs unknown a couple of weeks ago.

Topics: sales cycle active listening

Weekly Roundup: Resources for Working From Home

Resources for Working From Home-1

- MOTIVATION -

"Every strike brings me closer to a home run."

-Babe Ruth

- AROUND THE WEB -

<< If you only read one thing >>

How to Be Successful at Remote Sales, According to HubSpot's Remote Salesforce–HubSpot

The sudden transition to working remotely has many minds worried about not being productive, feeling isolated, and not having a good space to work from. And if you work in sales, it can be even harder to acclimate to your new surroundings.

However, the transition doesn't have to be difficult. Gathered here are the top tips from HubSpot's remote salesforce. Plus, reviews of the best practices for managing a group of remote sales employees.>>> READ MORE

Topics: Wrap-up

4 Ted Talks To Show in a Sales Meeting

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If your sales meetings are typically focused on reviewing the budget pacing numbers and other housekeeping notes, then WOW are you missing a great opportunity. Sales meetings are a great place to do sales training or sales warm ups.

While most sales managers agree with this, they often share that one of the reasons they don’t do that sort of activity is because they don’t have time to prepare. Clients of The Center for Sales Strategy (CSS) often use one of the “sales meeting kits, ” but not everyone has that available to them. So, if you're looking for some content to enliven your next sales meeting, here are four TED talks that we recommend.

Topics: successful sales meetings sales management

Pre-Boarding Ideas for New Hires

Pre-Boarding Ideas for New Hires

Years ago, companies gave little to no thought to pre-boarding— engaging with a new hire between the time they accept your offer and their first day. Once a candidate was hired, they were given a firm handshake and a start date. 

As a relatively new concept that often gets confused with the traditional onboarding process, pre-boarding is completed before an employee’s first day and includes informal interactions between the company and the new hire. It’s a crucial step in the onboarding journey that has a lasting impact on employee engagement and retention.

Topics: onboarding pre-boarding

A Recruitment Strategy Plan That Will Improve the Talent Level on Your Team

A Recruitment Strategy Plan That Will Improve the Talent Level on Your Team

How many open positions are on your team?  Open positions are an opportunity to improve the talent level. You want to make your goals more attainable and hiring top-shelf people is the best way to do that. 

However, building a high-quality sales team isn’t easy. It typically requires a lot of time and money to assemble a team of top performers. What if we told you that there’s a proven system that would help you get a list of great people to interview? Would you be interested?

Topics: hiring salespeople recruitment talent bank sales talent

Adjusting to Working from Home: When You Can’t Meet Face-to-Face

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For many sales managers and account executives, working from home is a brand-new concept. And like any emerging work style, those who've had more in-office job experiences feel skeptical about remote work.

The Center for Sales Strategy (CSS) has embraced the work from home lifestyle. Our entire 40-person company has worked from home for 38 years- and we excel at it too! To help ease this sudden transition into the remote work world, here are some tips from our experts on how to stay in touch with clients and prospects.

Topics: sales management productivity work from home

Weekly Roundup: Information and Resources for Your Sales Team

Information and Resources for Your Sales Team

- MOTIVATION -

"Quality performance starts with a positive attitude."

-Jeff Gitomer

- AROUND THE WEB -

<< If you only read one thing >>

The B2B Sales KPIs You Should Be Tracking According to 60+ Experts–Databox

The art of B2B marketing in the digital age is becoming more complex. In a world where buyers and decision-makers have access to a world of information (offered by you and your competitors) and the buyer’s journey is becoming increasingly noisy, more effort does not always equal better results.

Crafting and tracking solid KPIs becomes more important to the success of your team and organization. But which metrics deserve your attention: Activity? Retention? Revenue? All can have an impact on your pipeline and your results.>>> READ MORE

Topics: Wrap-up

How to Avoid Hiring Out of Desperation

How to Avoid Hiring Out of Desperation

From reduced revenue to poor employee morale, there’s one situation that creates heightened anxiety among sales managers and CEOs, and that’s an open position that goes unfilled for too long.

“Somebody is better than nobody”—we’ve all said it when it comes to our sales team. There’s pressure to fill open jobs quickly, and with good reason, but what brings us to this point of desperation? Hiring quickly and rushing through the recruiting process often leads to a bad hire, and a bad hire leads to costly damages.

So that you’re not hiring out of desperation, you need to learn how to build a strong talent bank. Here’s how you can start today.

Topics: hiring salespeople recruitment talent bank

10 Ways to Increase a B2B Salesperson's Productivity

10 Ways to Increase a B2B Salesperson's Productivity

The job of a sales manager is a challenging one. One of the biggest challenges they face is how to keep their salespeople motivated and producing quality results.

Some of the best ways to help salespeople become more productive doesn't include spending a fortune or sending them through another training class. A few of the best ideas are ones that help to reduce administrative burdens and increase time in the field or on the phone. 

Topics: Management developing strengths sales performance

Sales Leadership: Are You a Boss or a Leader?

Sales Leadership Are You a Boss or a Leader

“People don’t leave jobs; they leave managers.”

“I quit.” It’s what a record-breaking 4,478,000 workers told their employers in August 2019. The reasons for quitting varied from compensation to lack of engagement, but one in two employees left their job to get away from their manager.

At one point in our life, we’ve all worked under a superior that could make or break our day. When it comes to sales leadership, there’s a big different between being a boss and a leader. Which one are you?

Topics: sales management leadership sales talent

6 Ways Sellers Can Improve Engagement When Utilizing LinkedIn for Social Selling

CSS_Shaye-Tips to Improve LinkedIn Engagement

LinkedIn is the most popular professional social networking site out there, which means if you have a B2B business or cater to other professionals in a specific industry, it could be the ideal platform for growing your business.

By now, you’ve updated your LinkedIn profile using the Ultimate LinkedIn Profile Checklist. Now you want more engagement, you want your LinkedIn posts to attract more viewers and increase shares—but where do you even start?

Topics: Social Media LinkedIn sales strategy prospecting social selling

Weekly Roundup: Benefits of AI in Sales, What is Sales Enablement+ More

Benefits of AI in Sales, What is Sales Enablement

- MOTIVATION -

"I am who I am today because of the choices I made yesterday."

-Eleanor Roosevelt

- AROUND THE WEB -

<< If you only read one thing >>

The Benefits of AI in Sales (& AI-Based Tools You Didn't Know You Need)–Sales Hacker

AI for sales is nothing new. But what are the real benefits of AI? Is it a lot of buzz or does it deliver real value?

Sales tools using machine learning and deep learning are already widespread in the market today. And while the scope of AI’s impact may still be limited to certain types of activities, the power and scope of AI will continue to grow.>>> READ MORE

Topics: Wrap-up

Leadership: More Teaching, Less Telling [VIDEO]

Matt-MoreTeachingLessTelling

As a sales manager, how can you do more teaching and less telling?

It's not uncommon for salespeople to get frustrated when the only thing they hear from their sales manager is that they need to have more activity, increase the number of asks they have, and boost the dollar amount of the asks they have. Salespeople know this. They want to be taught how to do that. They want training and teaching, and not just telling.

Topics: sales management sales training coaching

4 Reasons Salespeople Should Always Leave a Voicemail

4 Reasons Salespeople Should Always Leave a Voicemail

While recently chatting with a new salesperson about setting appointments with new business target accounts, the seller said, “I never leave a message if my call goes into voicemail. I don’t want to waste time leaving a message.”

It’s no secret that leaving a good sales voicemail is hard. Even the most well-crafted messages often get ignored by prospects. However, leaving a voicemail is a wise investment and a critical part of the sales process that enables sellers to stand out and connect with prospects, and here are four reasons why.

Topics: sales process prospecting sales appointments

What New Hires Want During Onboarding

What New Hires Want During Onboarding

Fortune Magazine reports that 46% of new sales employees leave or get fired within 18 months. Additionally, the average ramp-up time for salespeople is between six and nine months. Both alarming statistics that cost your company a lot of revenue.

What are new hires looking for to make their first days and weeks successful in sales? When talking with several new hires, there are interesting commonalities that resonate across multiple companies. Take a look at how you can help minimize the risk of an early departure, accelerate ramp-up time, and maximize the investment you’re making in sales new hires by giving them what they want.

Topics: Talent sales process onboarding

Social Selling Tips: Using Social Media to Connect with Prospects

Social Selling Tips Using Social Media to Connect with Prospects

There’s no longer a debate on whether social media is an effective way to remain relevant in today’s busy and modern online world. Social media has come a long way since the mid-2000s, where users simply used it to share photographs and “check-in.”  

Today, smart sellers incorporate social media into their sales strategy as an additional way to connect with prospects. This allows you to:

  • Build rapport
  • Pinpoint specific prospects
  • Establish yourself as a thought leader

Through likes, comments, shares, and posts, you provide your insights to both prospects and current customers and allow for more engagement. Social media is a valuable tool for driving sales, but first, you must identify the most-used platforms for your ideal customer.

Topics: sales strategy personal brand social selling