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The Center for Sales Strategy Blog

Alina McComas

Alina McComas

Recent Posts by Alina McComas:

5 Ways a CRM Can Improve Your Sales Process

5 Ways a CRM Can Improve Your Sales Process

A Customer Relationship Manager, also known as a CRM, can be a powerful tool. It can help to streamline your sales process and provide benefits to complete sales teams.

Here are five ways using a CRM efficiently can help improve your sales process.

Topics: sales process CRM

The Number 1 Reason Why You Will Fail At Selling Digital Marketing Solutions

The Number 1 Reason Why You Will Fail At Selling Digital Marketing Solutions

As we get ready to roll in the new year, selling digital marketing solutions will continue to be a top priority and requirement for success.

To say there is one thing that will influence your success or failure at selling digital marketing solutions is a fairly bold statement… and I am going to make it.

Topics: Digital

Improving Digital Conversations and Sales

Improving Digital Conversations and Sales

Imagination. It’s a wonderful thing as a child, but as an adult, it can often keep you from engaging in specific scenarios.

I see it often from media sellers when it comes to being asked to sell new digital solutions… “if I engage in this conversation, what if they ask me…fill in the blank.”

Topics: selling digital advertising

5 Things to Consider When Building a Digital Team

5 Things to Consider When Building a Digital Team

Digital sales teams today have to know more than how to sell. They need to understand how to develop integrated solutions that produce the business results the accounts they work with want. And they need to have the talent to be successful.

If you are in the process of building a digital sales team or upgrading your current team, here are five things you should consider.

Topics: hiring salespeople Digital

How to Help Veteran Salespeople Increase Their Digital Sales

How to Help Veteran Salespeople Increase Their Digital Sales

I will often hear sales managers confess that their most tenured, and sometimes best traditional sellers, struggle when it comes to selling more or higher value digital solutions.

As consumers spend more time with digital media and digital marketing budgets increase, it is no longer viable to have your best sellers not participating or fully participating when it comes to digital sales.

So, what is the best way to help your most talented sellers who haven’t found their digital groove?

Topics: Digital

DIGITAL SALES STRATEGY: Understanding the Digital Scoreboard

 Digital Scoreboard

This is a great time of year to be a sports fan. 

Baseball playoffs are here, and every weekend brings a full slate of college and pro football games. Every game has its own set of stats to follow, but just looking at the stats the following day doesn’t necessarily tell you who won the game.

In baseball, the team with more hits is not always the winner. In football, the winning team could have fewer total yards or more turnovers. While the stats can provide you with an educated guess of who the winner is, they don’t tell the full story of the game.

Digital advertising is very similar if you think about it.

Topics: Needs Analysis Digital

Improving Digital Sales Performance: Pre-Call Prep

Improving Digital Sales Performance Pre-Call Prep
 

It's always surprising to me how few sellers conduct an audit of a prospect's website and social media presence prior to meeting with a prospect.

This simple step doesn’t need to take a lot of time, but it will go a long way to help prepare you to ask better, more knowledgeable questions about the prospect, their business, and what might be important to them.

Topics: Digital selling digital advertising

3 Major Problems in Your Sales Process and 1 Quick Thinking Solution

3 Major Problems in Your Sales Process and 1 Quick Thinking Solution

You scheduled a meeting with a strong Target account. You're excited about the meeting as this has the potential to be a big prospect, but when you arrive, the first thing you hear is “You have 10 minutes. What are you pitching me today?”

If you're in sales, this is something you have likely heard before… and it's frustrating to hear. Basically, the decision maker is saying “I’m busy and I don’t believe you will benefit me or my business in any way. So, I will give you 10 minutes to pitch me whatever package or product it is you are pushing… so you will go away.”

Topics: sales strategy sales process

When Setting Appointments are You Seen as Trusted and Valued?

 When Setting Appointments are You Seen as Trusted and Valued

I often hear from salespeople that getting an appointment with a quality prospect is one of the hardest parts of the sales process and getting them to give your 30-45 minutes is almost impossible.

It is certainly true that decision makers have more requests for their time today than ever before, which makes breaking through the clutter harder. It is easy to get lost in the sea of salespeople who are contacting them and asking for their time if you simply communicate why you want to meet with them because that is what everyone else is doing too.

Topics: valid business reason

Identifying Three Sales Process Bottlenecks and the Tactics to Drive Improved Performance

Identifying Three Sales Process Bottlenecks and the Tactics to Drive Improved Performance

Improving the performance of a sales team, or a specific seller on the team, is a top focus for any sales leader.

Often, we hear sales managers say they just need more activity or need to add more into pending, but the answer is rarely that simple. To know what is needed to improve performance, you need start by diagnosing where the problem is and what is causing the problem.

Simply said, you need to identify the bottlenecks in your sales process because adding more into pending doesn’t do you any good if your sellers aren’t closing what they propose.

Topics: sales performance sales process bottleneck