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The Center for Sales Strategy Blog

Amanda Meade

Amanda Meade

Recent Posts by Amanda Meade:

Weekly Roundup: Sales Software, AI Revolution, Cheat Sheets + More

Sales Software, AI Revolution, Sales Manager Cheat Sheets

- MOTIVATION -

"The most powerful leadership tool you have is your own personal example."

-John Wooden

- AROUND THE WEB -

<< If you only read one thing >>

The Software Standing Between You and a Winning Sales Team–HubSpot

Do me a favor, complete this sentence: my sales software is so _____.

Correct me if I'm wrong, but I'm guessing that phrases like 'helpful, 'fast,' and 'easy to use' didn't immediately come to mind. Most likely, your reaction was a little less positive than that.

After all, it only takes a quick look at Google's predictive search feature to get a sense of how sales people really feel about their software. And it isn't a pretty sight. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: SMART Sales Goal Examples, Annoying Myths About Salespeople + More

Smart Goals for Sales

- MOTIVATION -

"A goal properly set is halfway reached."

-Zig Ziglar

- AROUND THE WEB -

<< If you only read one thing >>

SMART Sales Goal Examples From 30+ Sales Professionals–Databox

“Goals allow you to control the direction of change in your favor.”

Brian Tracy, a motivational speaker who often speaks on goals as they relate to business success, once said this.

While true, setting meaningful and realistic sales goals can often be a challenge. Not sure where to start? We polled more than 30 sales professionals and asked them to share tips and real sales goal examples that use the SMART framework to help. Let’s dive in. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Get Salespeople to Use the CRM, Sell Anything to Anybody + More

Get Salespeople to Use the CRM, Sell Anything to Anybody

- 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 >>

6 Ways to Get Salespeople to Actually Use the CRM–LinkedIn

What’s in it for me?

If sales could be boiled down to a quintessential question, this might be it. Throughout our careers, we’ve been taught to examine “What’s in it for me?” from the perspective of each sales prospect we work with.

According to Aberdeen Group, effective sales organizations are 81% more likely to consistently use a CRM or system of record. But like a state-of-the-art security system that’s rendered useless when turned “off,” every CRM has a critical shortcoming: To do what it’s supposed to do, it requires real people, especially salespeople, to regularly feed it accurate, up-to-date data.

So if your sales team’s reluctance to use your CRM is severely limiting its power, or you want to make sure your team embraces your next CRM, here are a few ideas that might make it easier for your sales team members to see “What’s in it for me?” >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Employees Want Bosses To Do This, What Prevents Virtual Selling Success + More

Employees Want Bosses To Do This, What Prevents Virtual Selling Success

- MOTIVATION -

"We cannot change what we are not aware of, and once we are are, we cannot help but change."

-Sherly Sandbrg

- AROUND THE WEB -

<< If you only read one thing >>

7 Things Employees Wish Bosses Would Start Doing Immediately–Inc.

Great organizations are built by great bosses. (That's why identifying and attracting talented people is almost as important as developing talented people.)

How do you become a better boss? You could take a page from the Google book and match your skills to what Google determined are the key behaviors of top managers. Or you could check out the following blog where Contributing Editor, Jeff Haden asked one million-plus LinkedIn followers a simple question: 

"If you could cause every boss in the world to start doing one thing, what would it be?" >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Sales Trends COVID-19 Has Accelerated, Adaptability in a Remote Sales World + More

Sales Trends COVID-19 Has Accelerated

- MOTIVATION -

"Always do your best. What you plant now, you will harvest later."

-Og Mandino

- AROUND THE WEB -

<< If you only read one thing >>

5 Sales Trends COVID-19 Has Accelerated: And Why they're Here to Stay–Sales Hacker

When COVID-19 first hit the United States in March, many sales organizations thought the adjustments they had to make would be temporary. But as the crisis continues, it’s becoming increasingly clear that many of the changes brought on by the pandemic will be permanent.

Here are five significant sales trends that are here to stay and are only being accelerated in their adoption due to the current environment. >>>READ MORE

Topics: Wrap-up

Weekly Roundup: What Helps Top Companies Grow, Out of Date Sales Tactics + More

What Helps Top Companies Grow, Out of Date Sales Tactics

- MOTIVATION -

"Make a customer; not a sale."

-Katherine Barchetti

- AROUND THE WEB -

<< If you only read one thing >>

Fueling Sales: What Helps Top Companies Grow–SalesPOP!

For anyone who wants to achieve greatness, looking at how the experts do it is a sure way to achieve success. For example, if you wanted to become a successful investor, you'd want to chat with Warren Buffett.

The same concept applies to companies who want to achieve success. Look at those businesses with high growth trajectories. Take a forward-looking view at the mindset of sales leaders and how they use the resources available to them. When it comes to sales, you should be asking, “How are these companies handling their sales? What are they doing right, and how can we emulate them?” >>>READ MORE

Topics: Wrap-up

3 Reasons Why Organizations are Not Using Sales Enablement

3 Reasons Why Organizations are Not Using Sales Enablement

More than 60% of organizations today are using sales enablement, meaning if you’re not on board, there’s a strong chance your competitors are. If you’re competing against organizations with sales enablement tools, you’re already at a disadvantage.

Despite the proven benefits, many sales departments haven’t deployed sales enablement resources. They expect to do business the same way it’s always been done. The results are a slowed sales process and repeatedly missing quota. What’s holding them back from implementing a sales enablement strategy?

Topics: sales enablement IMPACT

5 Sales Podcasts That Motivate Sales Teams

5 Sales Podcasts That Motivate Sales Teams

A recent CSO Insights report states that “sales reps are often drowning in content. Yet it’s often not the right content, nor is it easily accessible.” Getting busy reps to open and read material that will help motivate them through the sales process is challenging.

Podcasts, also known as “learning on the go,” allows listeners to consume powerful stories that motivate and educate. Although routines have changed significantly, innovative sales leaders are using podcasts to reach their sales reps on another level to improve sales performance.

Topics: sales performance

Weekly Roundup: Virtual Selling, Inbound Sales, New Zoom Features + More

Virtual Selling, Inbound Sales, New Zoom Features

- MOTIVATION -

"We have a normal. As you move outside your comfort zone, what was once the unknown and frightening becomes your new normal."

-Robin Sharma

- AROUND THE WEB -

<< If you only read one thing >>

Virtual Selling is Here to Stay–Sales Gravy

Unless you’re floating in a sea of delusion hoping for the winds of change to blow you to safety, you’ve at least started blending virtual selling into your current sales strategies.

Some of you might still be holding on to the idea of things “returning back to normal” as a justification for not converting to virtual selling techniques. >>>READ MORE

Topics: Wrap-up

Weekly Roundup: Boost Income From Existing Clients, Win Big Deals + More

Boost Income From Existing Clients, Win Big Deals

- MOTIVATION -

"The questions you ask are more important than the things you could ever say."

-Thomas Freese

- AROUND THE WEB -

<< If you only read one thing >>

15 Creative Ways To Boost Income From Existing Clients–Forbes

Numerous stats show that customer retention is a key component of a business's growth strategy. Companies spend a lot on keeping customers coming back for more. However, a lot of companies don't see their existing customers as a form of regular income. They spend more money on trying to enter new markets and may end up losing their existing customers as a result.

Boosting revenue from existing clients means showing them that the business appreciates them and offering them benefits for their loyalty. In addition to these methods, there are other creative ways of engaging your existing clientele. Here, 15 associates of Forbes Coaches Council discuss the innovative ways they've seen used to boost income from existing clients. >>>READ MORE

Topics: Wrap-up