The Center for Sales Strategy Blog

“We need to increase revenue” is something I frequently hear from Sales Leaders.

It often leads to a discussion around a Target Drive and how it can help. I’ve done a lot of Target Drive consulting over the years, and I commonly have to address the misconception that a Target Drive and a sales contest are the same thing.

So, how are they different?

Did you know that only a quarter of all sales are successful?

HubSpot reported that its average win and close rates are 21% and 29%, respectively. This means that about three-quarters of all sales negotiations usually fail.

As a sales professional, you seek to improve your performance and fill the sales pipeline. However, in the entire process, the negotiation part is the most important.

Why? It can make or break the deal!

What are the do’s and don’ts, then?

This article is a basic guide to sales negotiation. Read on to learn what steps to take and what to avoid for a successful closing deal.

Let’s talk about something we all know but often overlook—your brand.

No, I’m not talking about the company you work for; I’m talking about you. Yep, you’re a brand, whether you realize it or not. And in today’s world, if you’re not leveraging your brand to build influence and drive business, you’re missing out. Big time.

In this episode, we’re discussing how to ensure your sales teams are focused on the right sales activities to drive performance. 
 
And joining Matt Sunshine to help break it all down is Jeff Clewett, Director of Sales at Bonneville Denver, and Emily Estey, VP/Senior Consultant here at CSS. 
 
Both offer some amazing points to think about, like:  

• Why too many sales managers treat everything as an emergency when they need to be prioritizing and filtering the right information for their teams 

• How target drives can help put a spotlight on the activities that actually make you money 

• And, finally, if you’re coaching Michael Phelps, you’re not going to teach him to run. 

One of the most effective ways to connect with potential clients is by providing a valid business reason (VBR). But what exactly does this mean, and why is it so important?

A valid business reason goes beyond simply stating that you have a product or service to offer. It's about demonstrating real value to your prospects and showing them why engaging with you is worth their time and attention.

As managers, we often focus on hitting targets, achieving KPIs, and driving business results. But how often do we pause to consider what drives the individuals on our team?

What personal milestones are they striving for? What "bridge" do they need to cross to feel successful in their lives?

“The only person you are destined to become is the person you decide to be.”
– Ralph Waldo Emerson.

A powerful statement, isn’t it? But how do we become that person when life throws curveballs and obstacles our way?

The answer lies in two crucial elements: motivation and resilience. Motivation is about starting and continuing a journey, while resilience is about navigating the journey, especially when faced with difficulties.

While both are essential for success, they serve different purposes.

In this Quick Take episode, we're tackling how to track revenue performance for maximum results.

From understanding the key metrics to utilizing the right tools, you'll be equipped with a comprehensive understanding of how to effectively manage your revenue and make the best decisions for your business.

As sales leaders, we've all been there - you've invested time and resources into training your team, but the lessons aren't sticking somehow. The skills aren't improving, and the results aren't materializing.

Before you throw in the towel, let's explore five methods to breathe new life into your sales training efforts.

As the new fiscal year approaches, sales managers should evaluate and leverage their teams' unique strengths. Recognizing and nurturing individual sellers' talents can lead to improved performance and better results.

Our strengths are hard-wired in us from a very early age, and people notice and appreciate them when they are strong. To develop these talents over time, we need to practice using them.

Many of us learned the value of practice through sports, dance, music, or academics, realizing that we got better with consistent effort. The same principle applies to developing strengths in a professional setting.

In this episode, we're exploring how a company successfully aligned its sales and marketing teams to maximize the efforts of its sellers. 

The great Andrew Sims, CRO at SentriLock, and Trey Morris, VP/Senior Consultant here at CSS, are joining Matt Sunshine in breaking down that journey.  
 
Both bring such great points to the table, like: 

• Why you don't have to make Mount Everest-sized changes in order to achieve sales and marketing alignment.

• How marketing should help prepare your sales team for battle.

• Why do all great companies have a singular mission from which all marketing, branding, and content can be drawn? 

Have you ever felt like you're shouting into a void, your messages disappearing into thin air? Welcome to the non-communication abyss—a place where sales strategies go to die. 

Let us help pull you out of this chasm and revolutionize your sales approach.

The ability of a sales team to consistently achieve goals and exceed expectations hinges not only on the team's talent and determination but also on the quality of coaching they receive.

Identifying where your people need coaching is key. Without this insight, your coaching efforts might be well-intentioned but ultimately ineffective. By identifying specific problems or struggles, you can tailor your coaching to address these areas directly, leading to more meaningful improvements in performance.

In this Quick Take episode, we're exploring one of the most crucial aspects of success as a business: the ability to keep your sales pipeline full. 
 
By the end of this short episode, you'll have 10 effective tactics at your disposal to ensure that your sales pipeline is never empty. 

You want to hire great people, but it’s harder than it sounds. I get it! How are you supposed to know whether your candidate is right for the job?”

Let’s start with how you are screening your candidates. What are you looking at to determine whether they may be right for the job? Even if you don’t have a formal screener, you are currently using something to screen candidates.

Most likely you gather intel from a few different sources, but I bet you lean pretty heavily on their resume. Great start, but be careful. Resumes are notoriously biased, only showing the candidate’s assets.

It won’t help you understand their limitations or weaknesses at all. Also, today’s resumes are built using AI, graphic templates, and professional services, all of which can make even a bad candidate look like a superstar.

Every year, a major Greek Festival attracts around 20,000 food and culture enthusiasts. The festival team diligently works with nearly 100 vendors to ensure the event runs smoothly. While all vendors are eager for business, many fail to fully understand the event's needs or follow up on the results.

Post-festival, the organizing team conducts a thorough review of all purchases to determine which investments were worthwhile and which could be eliminated. This evaluation process largely determines vendor renewals for the following year.

Vendors who demonstrated a clear understanding of the festival's requirements and offered suggestions for improvement are not only likely to be renewed but may also see increased business.