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The Center for Sales Strategy Blog

Amanda Meade

Recent Posts by Amanda Meade:

Weekly Roundup: Go Fourth with Knowledge

Weekly Roundup Go Fourth with Knowledge

- MOTIVATION -

"Freedom is nothing else but a chance to be better."

-Albert Camus

- AROUND THE WEB -

<< If you only read one thing >>

7 Enduring Trends Defining the Future of Sales–LinkedIn

Sales organizations adapted quickly to the new reality brought by COVID-19. LinkedIn research showed that salespeople, suddenly working remotely, embraced virtual selling almost immediately:

  • 77% of salespeople said they were holding more video meetings
  • 57% said they were making more phone calls
  • 51% said they were sending more emails

With conferences and other opportunities for face-to-face meetings sidelined in the current environment, LinkedIn’s new State of Sales Report 2020 found that COVID-19 is having more than a short-term impact. Our research indicates that seven long-term sales trends that were already in motion are accelerating in today’s economic conditions. Read on for a closer look at these seven enduring trends.>>>READ MORE

Topics: Wrap-up

Weekly Roundup: As Work From Home Continues, Here's Some Advice

As Work From Home Continues, Heres Some Advice

- MOTIVATION -

"Change can be scary, but you know what's scarier? Allowing fear to stop you from growing, evolving, and progressing."

-Mandy Hale

- AROUND THE WEB -

<< If you only read one thing >>

How to Protect Your Mental Health When Working Remotely–HubSpot

2020 has brought with it unexpected levels of stress, anxiety, and fear for people across the globe. As we can all probably attest, the boundary between "work" and "home" life is quickly shrinking.Of course, many of our remote life challenges are insignificant compared to the pandemic sweeping the globe — but the risks posed to mental health aren't minor at all.

For instance, 19% of fully-remote employees say loneliness is their biggest struggle when working remotely – and if that doesn't seem like a big deal, consider that loneliness has been proven as dangerous as smoking 15 cigarettes a day. Here's some helpful advice on avoiding burnout from too many virtual meetings, and finding gratitude even in difficult circumstances. >>>READ MORE

Topics: Wrap-up

Weekly Roundup: Digital Selling, Outbound Tactics, Lead Generation + More

Digital Selling, Outbound Tactics, Lead Generation

- MOTIVATION -

"Prospecting - find the man with the problem."

-Ben Friedman

- AROUND THE WEB -

<< If you only read one thing >>

How Digital Selling and Digital Marketing Work Together to Win Sales–HubSpot

Whenever I have a conversation about digital selling, the discussion quickly transitions to topics like search engine optimization, Facebook Ads, or some other messaging related category. In other cases, social media marketplaces come up or even the latest progress someone is making in eCommerce. As much as I appreciate these hot topics, they are each connected to digital marketing.

Digital selling is different, and understanding the difference is critical to every organization that wants to maximize their selling efforts.>>>READ MORE

Topics: Wrap-up

Weekly Roundup: The Rise of Sales Enablement, B2B Relationship Building + More

The Rise of Sales Enablement, B2B Relationship Building

- MOTIVATION -

"Engaging people is about meeting their needs, not yours."

-Tony Robbins

- AROUND THE WEB -

<< If you only read one thing >>

Should You Have a Sales Enablement Department?–LinkedIn

It’s clearer than ever that sales enablement, which we define as “the process of providing the people in your sales organization with information and tools they need to sell more effectively,” is becoming a vital component in any B2B sales strategy. For companies large and small, across all industries, it is essential to implement technologies and collaborative resources that can make teams more efficient and effective.

Adoption of sales enablement solutions has been strikingly swift. The latest CSO Insights Sales Operations Optimization Study found that 59.2% of companies now have a formal sales enablement person, program, or function in place, compared to just 19.2% in 2013. Falling behind on sales enablement means falling behind the pack. There’s no question that it should be an ongoing organizational priority.>>>READ MORE

Topics: Wrap-up

Weekly Roundup: Objection Responses, Adjusting Expectations + More

Weekly Roundup Objection Responses, Adjusting Expectations

- MOTIVATION -

"It's not about having the right opportunities. It's about handling the opportunities right."

-Mark Hunter

- AROUND THE WEB -

<< If you only read one thing >>

22 Responses to the Sales Objection "It's Not a Good Time to Buy"–HubSpot

You've been speaking with a prospect for a while and you have a sense of their goals and challenges—it seems like your offering is a great fit for their business. You're ready to set a date for a product walk-through and/ or talk price—but then, your prospect says something that stops you in your tracks.

"Can we talk about this next quarter? It's just not a good time for us to buy right now."

Sometimes there are valid and true obstacles such as resources and budget that are stopping a prospect from buying. But how can you combat this issue? By using timing objection responses, you can get to the heart of the prospect's hesitation.>>> READ MORE

Topics: Wrap-up

Weekly Roundup: State of Sales 2020, Hire Great Sales Talent + More

State of Sales 2020, Hire Great Sales Talent

- MOTIVATION -

"Sales are contingent upon the attitude of the salesman, not the attitude of the prospect."

-Clement Stone

- AROUND THE WEB -

<< If you only read one thing >>

Introducing the State of Sales 2020–LinkedIn

In their fourth annual LinkedIn State of Sales report, U.S. edition, they've identified some of the sales trends that have emerged in these challenging times. They have also found that many trends that were present before the arrival of coronavirus—such as the embrace of sales technology and the reliance on data —are in fact accelerating in the current environment. 

The State of Sales report examines both the emerging and enduring trends impacting sales. The report also offers insights into how sales organizations can position themselves to leverage these trends in the economic recovery.>>> READ MORE

Topics: Wrap-up

Weekly Roundup: More Productivity Predicted in 2021, Accelerate Virtual Selling + More

More Productivity Predicted in 2021, Accelerate Virtual Selling

- MOTIVATION -

"Obstacles don't have to stop you. If your run into a wall, don't turn around and give up. Figure out how to climb it, go through it, or work around it."

-Michael Jordan

- AROUND THE WEB -

<< If you only read one thing >>

Workers Will Be Way More Productive in 2021 Than in 2019–Inc.

As The New York Times pointed out, allowing employees to work from home and creating a quieter and more private workplace will result in happier workers, which means they're more likely to remain engaged and even get more oomph (for you and for them) out of every hour that they work.

Regardless of how you feel about social distancing, it will make office workers far more productive than they were before the pandemic. How? By reducing, or even eliminating, three huge productivity sinkholes. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: New B2B Sales Practices To Adopt, How to Network Remotely + More

New B2B Sales Practices To Adopt, How to Network Remotely

- MOTIVATION -

"Start working with your prospects as if they've already hired you."

-Jill Konrath

- AROUND THE WEB -

<< If you only read one thing >>

New B2B Sales Practices To Adopt In The Midst Of A Global Crisis–Forbes

As unnerving as these times are, there are plenty of ways for startups to hedge against the current situation. In fact, by being agile and making changes to your company’s sales processes, you can even potentially turn current economic challenges into opportunities.

Here are five new practices to adopt in the midst of a crisis like the one we’re currently facing.>>> READ MORE

Topics: Wrap-up

Weekly Roundup: What Buyers Want, Small Victories During Pandemic + More

What Buyers Want, Small Victories During Pandemic

- MOTIVATION -

"What we dwell on is who we become."

-Oprah Winfrey

- AROUND THE WEB -

<< If you only read one thing >>

What Buyers Want Right Now–LinkedIn

One of the great difficulties of being a salesperson right now is the uncertainty. Not the general "uncertain times" sense being felt across all industries and professions, but the uncertainty of how any given person is doing; where their head is at.

In a job that revolves around personal interactions, and striking up quick conversations with a purpose, we tread on challenging ground. Quality reps have a knack for getting to know someone and their circumstances ahead of outreach, via professional research, but this is different. From the outside, it's almost impossible to gauge how a business is faring against this crisis, let alone the human beings who run the organization.

There are no secret tricks for navigating each unique situation. Let your empathy, intuition, and genuine desire to help be your guide. But when it comes to getting a handle on the B2B buyer community at large, new research can help.>>> READ MORE

Topics: Wrap-up

Weekly Roundup: Building a Virtual Selling Channel, Remote Metrics to Measure + More

Building a Virtual Selling Channel, Remote Metrics to Measure

- MOTIVATION -

"Whether you think you can, or you think you can't, you're right."

-Henry Ford

- AROUND THE WEB -

<< If you only read one thing >>

Building A High-Performing Virtual Selling Channel–Forbes

Virtual selling is now fundamental to growth in a market where remote selling is the “next normal” as the coronavirus pandemic has forced over 4 Billion consumers, customers, employees, and salespeople to stay at home.

Lost in the rush to enable remote sales teams, is the fact that virtual selling channels offer growth-oriented companies the potential to transform sales performance and accelerate growth. Properly designed and equipped, virtual selling channels can dramatically improve the coverage, control, and cost effectiveness of your commercial model while offering buyers the speed of response and experiences they demand. >>> READ MORE

Topics: Wrap-up