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The Center for Sales Strategy Blog

Alysa Hinshaw

Recent Posts by Alysa Hinshaw:

Consistent Steps That Lead to Consistently Winning: A Strategic Sales Process

Consistent Steps That Lead to Consistently Winning A Strategic Sales Process

Salespeople fill a fundamental role in society, so why do they get a bad rep? In a HubSpot’s Research study, Buyers Speak Out: How Sales Needs to Evolve, respondents were asked to submit the word they most associated with salespeople.

The number one response was “pushy."

Persistence is part of being a salesperson, but there’s a difference between consistently adding value with each check-in and rambling on about the benefits of what you’re selling. It’s decades and decades of the “pushy” kind of sales tactic that has made the average salesperson somewhat unpopular. We’re here to help change that, with an updated look at the customer-focused sales process.

Topics: sales process sales accelerator

The Most Highly Engaged Companies Have These Four Things in Common

The Most Highly Engaged Companies Have These Four Things in Common

According to the most recent Gallup State of the Global Workplace, 85% of employees worldwide are not engaged or are actively disengaged in their job. The numbers don’t lie; this kind of disengagement has a tremendous negative impact on overall company performance and employee retention.

Employee engagement is important to every sales organization because it has a major impact on business success. The data confirms what many expert talent managers, coaches, and leaders have known all along—unengaged employees who see little or no overall purpose in their work aren’t as productive and are more likely to jump ship.

Topics: company culture employee engagement

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

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 sales leads prospecting sales playbook

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

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

Overlooking This One Key Factor When Hiring Will Hurt You!

Overlooking This One Key Factor When Hiring Will Hurt You!

Finding a candidate with top talent to fill an open position is a good feeling. You’ve found someone that possesses the skills and experience necessary to perform the job at hand and do it well. Box checked! 

During the interview process, you focused mainly on their qualifications and professional background, but it was hard to get a sense of who they are and what they are about. You tell yourself that it’s not too much of a concern though, with their skills and talent, it should all work out.  

Sometimes it does work out, but many times it doesn’t. Don't overlook this one key factor when hiring a new candidate!

Topics: company culture

Do Your Sellers Need More Appointments with Quality Prospects?

quality prospect meetingWhat do the best managers do to get their salespeople to pick the right prospects? They become the gatekeeper. No prospect should ever get on a salesperson’s Target list until it has been fully qualified against a set of objective criteria, a target business profile.

When helping a salesperson determine a high priority prospect, ask them the following questions using the following criteria: Dollar Potential, Access, and Fit.

Topics: Setting Appointments prospecting

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. 

Topics: sales management coaching

Selling Success Using Case Studies

share success stories in sales team meetingsCase Studies and campaign recaps are powerful tools to help sell success. When managers share individual wins with their team, it can boost morale, spark ideas, and motivate others to do similar work.

Selling Success Using Case Studies

Whenever you can, share with your organization what went well for a salesperson on your team, and why you value what they've done. This helps in many areas as it relates to driving performance on your sales team.

Topics: case studies successful sales meetings sales management