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The Center for Sales Strategy Blog

Amanda Meade

Amanda Meade

Recent Posts by Amanda Meade:

Weekly Roundup: Outdated Sales Techniques, Retain Top Talent + More

Outdated Sales Techniques

- MOTIVATION -

"Lightning makes no sound until it strikes.”

- Martin Luther King Jr.

- AROUND THE WEB -

<< If you only read one thing >>

It’s Time to Ditch these Outdated Sales Techniques LinkedIn

If a salesperson from 20 years ago suddenly showed up in a DeLorean and tried to dive right back into the art of selling today as they knew it back then, they wouldn't be likely to have much success.

Not only has the rise of the internet and digital transformation changed the mechanics of buyer/seller interactions, but also the very fundamentals that drive them. Increasing vendor competition and access to information over the past two decades have placed buyers in control, meaning that the same sales tactics of yesteryear for outreach and engagement will fall on deaf ears here in the 2020s.
>>> READ MORE

Topics: Wrap-up

Improving Sales Performance — IMPACT Your Sales Performance: Pipeline Management

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As a sales manager, how much better would your life be if you had access to better forecast accuracy and improved sales performance?

In this episode of the Improving Sales Performance series, Trey Morris, VP / Senior Consultant at The Center for Sales Strategy, discussed how sales leaders can make an IMPACT on their sales performance through effective pipeline management.

Topics: sales performance sales pipeline pipeline management

Weekly Roundup: Win the War for Talent, Onboarding Nontraditional Talent + More

Win the War for Talent, Onboarding Nontraditional Talent

- MOTIVATION -

"Success consists of going from failure to failure without loss of enthusiasm.”

- Winston Churchill

- AROUND THE WEB -

<< If you only read one thing >>

It’s Going To Take More Than Sign-On Bonuses To Win The War For Talent The Great Game of Business

The War for Talent is now in full swing. As the economy continues to reopen, companies have begun hiring again in earnest—driving the unemployment rate closer to pre-pandemic levels. At the same time, the number of open jobs in the U.S.—an estimated 9.2 million—is now breaking records. It’s one of those rare times in recent history where the number of job openings exceeds the number of unemployed people actually looking for a job.

While handing out one-time checks might drive some short-term results, it’s clear that firms will need to do more to keep their workers satisfied over the long run. After all, we’re also seeing what many are calling the “Great Quit,” where millions of workers who remained employed throughout the pandemic have decided to leave their existing jobs in search of better ones—even if it meant taking less money. >>> READ MORE

Topics: Wrap-up

Improving Sales Performance - IMPACT Your Sales Planning: Sales Calendar

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The Improving Sales Performance Series focuses on helping sales leaders make an IMPACT on their sales performance through insight on four key areas: people, process, planning, and performance.

Each week, host Matt Sunshine speaks with guests on essential resources and tools that sales leaders should use to improve sales performance. In this episode, Victor Giacomelli, Managing Director, Ads + Research at SoCast Digital, discusses how sales leaders can make an IMPACT on their sales planning with sales calendars.

Tune in now or keep reading for a brief overview.

Topics: sales performance sales calendars

Weekly Roundup: Sales Training Games, Sales Forecasting Methods + More

Sales Training Games, Sales Forecasting Methods

- MOTIVATION -

"Sales is not about selling anymore, but about building trust and educating.”

- Siva Devaki

- AROUND THE WEB -

<< If you only read one thing >>

27 Sales Training Games, Activities, & Ideas To Ramp Up Your Team – HubSpot

There are over 13 million salespeople working in the United States, and they spend weeks or even months training for success in their role.

Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training. Your reps need to learn and retain all of the company-specific skills and knowledge in order to succeed in their jobs.

That’s why we’ve made a list of the best sales training ideas, activities, and games. Read through the list to determine the best tactics and programs to use when training your sales team. >>> READ MORE

Topics: Wrap-up

Improving Sales Performance - IMPACT Your Sales Planning: Target Drives

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To set your organization up for long-term success, you need more than just a goal. You need a strategic plan, and that’s where target drives come in.

How do you do a target drive? Why do you need help with them? And a question many sales leaders want to know, what does "good" look like?

In this episode, Alina McComas, VP / Senior Consultant at The Center for Sales Strategy, discusses how sales leaders can make an IMPACT on their sales planning through Target Drives. Plus, she gives brand-new data related to top-performers!

Tune in now or keep reading for a brief overview.

Topics: sales performance target drive

Weekly Roundup: Insight Selling vs Solution Selling, Tips for Hiring the Right Team + More

Insight Selling vs Solution Selling, Tips for Hiring the Right Team

- MOTIVATION -

"Change your thinking, change your life.”

- Ernest Holmes

- AROUND THE WEB -

<< If you only read one thing >>

Insight Selling vs Solution Selling + How Modern Sales Teams Use Both– Close

Your prospects are inundated with information.

So, you assume your prospects enter your sales pipeline armed with a clear understanding of their challenges and the available solutions.

Or do they?

According to studies by Gartner, 77% of B2B buyers state that their last purchase was very complex.

Why? First, because the number of people involved in a deal has increased over the last years—63% of purchases have more than 4 people involved, according to research by Forrester from early 2021.

Second, because each person involved in the purchase is armed with their own research and information. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Top 5 Growth Sectors, Motivation Mistakes + More

Top 5 Growth Sectors, Motivation Mistakes

- MOTIVATION -

"Be an example. Are you prompt? Are you professional? Are you engaged? As sales leaders, we have to set the bar high for ourselves as well as our teams.”

- Lori Richardson

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<< If you only read one thing >>

Prospecting Alert: Here Are the Top 5 Growth Sectors of the Decade– Inside Radio

To identify the hottest growth categories of the decade, radio and podcast sales teams may want to consider which industry sectors are doing the most hiring. Bureau of Labor Statistics data compiled by American Staffing Association (ASA) identifies the top five sectors for wage and salary jobs through 2029.

Thanks in part to the pandemic, Healthcare and Social Assistance tops the chart with 23.5 million jobs forecast by 2029. >>> READ MORE

Topics: Wrap-up

The Best Places to Research a Prospect Before a Sales Call

The Best Places to Research a Prospect Before a Sales Call

Being a decision-maker in today’s business world makes them a target for every over-enthusiastic salesperson with their landline number.

Can you imagine how exhausting that must be?

To avoid this trap and maximize every opportunity in today's challenging sales environment, you'll need a workable sales strategy and viable methods of researching prospects.

You know that you can make a real difference to this prospect if you can just get in front of them and show them your magical product.

Here's how to achieve exactly this without getting shot down by your prospect.

Topics: sales strategy researching prospects

Weekly Roundup: Sales Video Examples, LinkedIn Message Automation + More

Sales Video Examples, LinkedIn Message Automation

- MOTIVATION -

"The pessimist complains about the wind. The optimist expects it to change. The leader adjusts the sails.”

-John C. Maxwell

- AROUND THE WEB -

<< If you only read one thing >>

10 Sales Video Examples to Crush Quota from Call to Close Sales Hacker

A hundred percent of the people we sell to are human.

And people like to laugh and smile. They enjoy interacting with people they trust and who seem authentic, and there is no better way to convey that than with video.

This post isn’t just a list of personalized video tips—it’s a strategy for using video throughout the sales process. Let’s let those humans on the other end know that your patient persistence is due to your winning personality – and not some software – like everyone else in their inbox. >>> READ MORE

Topics: Wrap-up