<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

Alysa Hinshaw

Recent Posts by Alysa Hinshaw:

Is Your Organization Ready to Work from Home Permanently?

Is Your Organization Ready to Work from Home Permanently

It’s been quite a year of change for many salespeople and managers. What at first seemed like a temporary situation has slowly evolved into the potential for a new reality — working from home.

There are many benefits to working from home, such as no commute, which leads to greater productivity, better work/life blend, and looking professional from the waist up... just to name a few! Gartner's recent study shows that 74% of companies plan to shift some of their employees to working from home permanently.

In the past, many deals were built from the foundation of in-person relationships. The pandemic has shifted the sales cycle, and many salespeople have been forced to adjust. Mastering the art of both in-person selling and virtual selling is now a skill seller's must obtain.

As a sales leader, it’s important to ensure your sales team shifts their mindset and has the tools needed to perform at their best no matter what the situation holds.

Topics: COVID19 Resources Remote Team virtual selling

Maximizing Virtual Selling for Prospects and Clients

Maximizing Virtual Selling for Prospects and Clients

Remote selling, virtual selling, more communication via emails, and phone calls it’s all the new normal. And these new normal tactics require a significant shift in skills to create a more engaging buyer experience.

Conducting business over Zoom is tricky. Rather than shaking hands and reading body language, salespeople must learn how to limit distractions, make virtual sales demos more like traditional presentations, and learn to communicate as effectively online as they do when they’re physically with prospects and clients.

Being a sales professional in 2020 is very different than it was just last year. Buyers, who used to prefer meeting face-to-face prior to making a purchasing decision, have changed too.

Topics: sales process Remote Team virtual selling

Tired of Being Ghosted by Top Prospects? Try These Tips!

Tired of Being Ghosted by Top Prospects Try These Tips

As sales professionals, one of the biggest challenges we face is trying to connect with a new prospect. With so many different touchpoints, it’s easy for a prospect to avoid or ignore your voicemails, emails, texts, or LinkedIn request.

If you want your message to stand out, it’s critical that you have a solid valid business reason (VBR) that establishes you as trusted and valued. However, it’s equally important to ensure you have a strong email subject line. You can have the best valid business reason on the planet, but if the email is never opened by the intended recipient, what good is it?

Topics: email sales strategy prospecting sales playbook

Want to Accelerate the Sales Cycle? Slow Down!

Want to Accelerate the Sales Cycle Slow Down

Studies show that reaching out to leads within an hour of them contacting you makes you seven times likelier to have meaningful conversations, and up to 50% of sales go to the vendor who responded first. There’s also a tenfold decrease in your odds of making contact with a lead if you wait more than five minutes to reach out after they submit a web form.

Whether it’s from clients, management, or themselves, salespeople are under a lot of pressure to perform faster when it comes to their sales process. We live and work in a fast-paced, “want it now” culture that can feel overwhelming at times. Sometimes there’s only one solution to closing more deals, and that’s to SLOW DOWN!

Topics: Needs Analysis sales process sales accelerator

In-Field Coaching Tips that will Increase Productivity and Performance

sales coaching tips for in-field coachingGreat salespeople always want to improve. Show them that you are more than someone that manages and holds them accountable. Be a coach by helping them develop their skills on sales calls so that they can continually strive to do better and be even more successful.

Schedule in-field meetings that are focused on how you can help your salesperson perform better on face-to-face calls. 

How Coaching Helped a Seasoned Seller Rediscover Her A-Game

coaching sales talentThere is a sales organization I work with that has a consistent track record of finding highly talented candidates to join their sales team. Time and time again, they hire and develop top talent and in turn, quickly see results from these sellers.

Persistent with a Purpose: Persistence Does Pay Off When Done Right

sales persistence can pay offEarly on in my sales career, there was a prospect that I was determined to close. Everyone on my sales team had tried to gain access to this decision maker, and some had gotten as far a conversation, but it never evolved from there. When my manager suggested I try to approach this target prospect, I eagerly accepted the challenge. In my head, I confidently thought, “I can make this happen.” Ha!

I spent months calling, dropping by, leaving voicemails, and sending emails. I never managed to get through to anyone, but I remained persistent and didn’t give up until one day I was told not so politely to go away.

Often during my career, I have reflected on that cringe-worthy experience. I had been persistent (outright annoying), and at the time, I had truly thought that persistence alone should get me in the door. As I began to develop and grow as a salesperson, I began to see the power of not just being persistent, but being persistent with a purpose. I learned the importance of earning trust and offering value to the prospect. Unfortunately, I had to experience some tough lessons before I got to this point.

Topics: sales process prospecting

Turn Goals into Reality with a Solid Prospecting Plan

successful sales prospecting planWe are now a few months into the new year. Often, at the end of the prior year, I spend time talking about the year ahead. I ask the sellers that I coach what they want to accomplish. Where do they want to be at the end of this year? We discuss their professional sales goals, and then we begin to make a plan together to help them achieve those goals.

I encourage them to make sure they understand the importance of high priority prospects or what we call target accounts. Ensuring sales teams understand how to identify, develop, and close (or walk away) is a critical part of sellers achieving their objectives throughout the year.

Topics: key account growth prospecting account list management

Using The Consumer Journey to Sell Solutions

propose solutions around the consumer journeyAs sales professionals, we are trained to listen to our prospects’ needs and then create a tailored solution based on the products we have to sell. As managers, we coach our team on this daily, and as salespeople, we continually work to evolve and better this process. We present a solution, and then explain why these products make sense. But in today’s complicated world of marketing, there is a key piece we often forget — consumer behavior. What does your target persona do before making a purchase decision? 

Topics: Buyer's Journey

Want Your Sellers Focused on High-Quality Prospects and Clients? Try This.

account list management systemWe're partially through the 4th quarter of the year, and as planning is in the works for the following year, it’s a great time to do an account review with your team. After all, their success equals your success, so it’s vital that you help them set a strategy that helps them meet their goals.