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The Center for Sales Strategy Blog

Amanda Meade

Recent Posts by Amanda Meade:

How to Choose Sales Key Performance Indicators (KPIs) that Align With Your Business Goals

How to Choose Key Performance Indicators (KPIs) for Your Business Goals

Your sales team has goals. In order to evaluate the activities that are being performed in pursuit of those goals, you need measurable indicators known as Key Performance Indicators (KPIs).

Aligning your team with the right KPIs increases productivity and enhances performance, but it also allows you to monitor the overall health of your organization and team. With KPIs, you can:

  • Measure progress
  • Analyze patterns over time
  • Make adjustments when necessary
  • Solve problems
  • Tackle opportunities

The hard part is choosing the KPIs that are most relevant to both your industry and goals. Here are some tips on how to select sales KPIs that align with your business goals.

Topics: KPIs sales managers

Weekly Roundup: Sales Skills Your Team Needs, How to Shorten Your Sales Cycle + More

Sales Skills Your Team Needs, How to Shorten Your Sales Cycle + More

- MOTIVATION -

"A team is not a group of people that work together. A team is a group of people that trust each other."

-Simon Sinek

 

- AROUND THE WEB -

<< If you only read one thing >>

Sales Skills Your Team Needs for 2020–CloserIQ

2020 is officially underway. If you want your team to succeed this year, you can’t expect the same old tactics to work.

Prospects are now more informed than ever. They also are more risk-averse. It is challenging to differentiate yourself on factors other than price. The ability to grow existing accounts has even become more difficult. To avoid rejection, you have to keep up with the latest trends and continue to hone your abilities.

Here are the sales skills to prioritize in 2020 to stay ahead of the curve.>>> READ MORE

Topics: Wrap-up

Sales Manager's Takeaways From Talent Training

Sales Managers Takeaways From Talent Training

The majority of participants that attend a “typical” training program or workshop will forget 70% of what they were taught within two weeks. Our goal for the Talent Focused Management (TFM) workshop is to provide clients with strategies and tactics that they can actually put into practice immediately.

Here are some takeaways from sales managers that will enlighten The Center for Sales Strategy (CSS) clients, as well as others, as to why —and how—not all workshops are created equally.

Topics: sales training sales talent

Weekly Roundup: Aligning Sales Data, Create a Social Selling Strategy + More

Weekly Roundup Social Selling-1

- MOTIVATION -

"Quality performance (and quality service) starts with a positive attitude."

-Jeffery Gitomer

 

- AROUND THE WEB -

<< If you only read one thing >>

Straightening Out Your Sales Data–LinkedIn

For sales teams, scarcity of information was once a major pain point. Now we have the opposite problem. We are awash in sales data, pertaining to all elements of our operations. The data comes from a host of different sources, and we store it in a dizzying array of databases.

This presents a challenge, especially for those of us who might not consider ourselves avid number-crunchers. SPARXiQ’s VP of Sales Enablement Mike Kunkle asserted that making evidenced decisions, based on concrete information, should be a key strategic priority. In line with that guidance, here's what folks around the web are saying about sales data and analytics.>>> READ MORE

Topics: Wrap-up

The Best Sales Negotiation Tactics

The Best Sales Negotiation Tactics

The sales pitch is delivered, objections are resolved, and the contract is sent. Now, you patiently wait for the prospect to sign, and you’ve sealed the deal. But then — the email comes through, and suddenly you’re scheduling a sales negotiation.

Even if a salesperson has properly qualified a prospect and correctly managed their expectations through the sales process, they still can find themselves shifting gears from consultant to negotiator. And while negotiations can go in an infinite number of directions, honing-in on these six sales negotiation tactics will help close the deal.

Topics: Needs Analysis sales strategy sales process

Weekly Roundup: Inbound Prospecting Matrix, Creating a Sales Culture + More

Inbound Prospecting Matrix, Creating a Sales Culture + More

- MOTIVATION -

"How you sell matters. What your process is matters. But how your customers feel when they engage with you matter more."

-Tiffani Bova

 

- AROUND THE WEB -

<< If you only read one thing >>

The Inbound Sales Matrix: What It Is and What It Can Do for You–HubSpot

How do you know how much effort you should put into pursuing a specific prospect? How can you prioritize one contact over another? Those scenarios aren’t always easy to navigate.

Prospecting is a spectrum. There are going to be sales opportunities worth pursuing to different degrees for different reasons. But, how can you tell what those degrees and reasons actually are? The sales matrix is a tool you can use to make sense of different opportunities. Let’s take some time to establish what a sales matrix is and how you can use one to improve your prospecting efforts. >>> READ MORE

Topics: Wrap-up

5 Daily Phrases Great Sales Leaders Say

5 Daily Phrases Great Sales Leaders Say

What we say and how we say it matters. The language used with prospects impacts your capability to excite and encourage them about the deal at hand. Certain words prompt predictable behavior, and every word or phrase you choose to use will generate an emotional response.

Sales leaders who understand the psychology of communication and language learn to upgrade their vocabulary quickly. They discover the right words and phrases that help develop positive associations with their brand, products, or services. To be an effective leader, you need to think, act, and talk like a leader—here’s how.

Topics: sales management sales managers sales phrases

Weekly Roundup: Expert Advice From B2B Sales Leaders, Optimize LinkedIn Profiles + More

Experts Advice From B2B Sales Leaders, Optimize LinkedIn Profiles + More

- MOTIVATION -

"Without hustle, talent will only carry you so far."

-Gary Vaynerchuk

 

- AROUND THE WEB -

<< If you only read one thing >>

Here's Where Sales Leaders Should Focus in 2020, According to Experts– LinkedIn

Being a leader is exciting but exhausting. Teams constantly look to their leaders for direction, motivation, and inspiration. It all comes with the territory, and most wouldn’t have it any other way, but at times, leaders themselves could use a cue to follow.

Luckily, no one is going it alone. As a sales leader, you can tap into the advice and insight of top thinkers in the field, especially your peers who are facing similar challenges, hurdles, and opportunities. Here's the perspective of five B2B sales leaders on a number of focal points, from coaching to productivity to data and beyond. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Bring a Dead Deal Back to Life, 10 Signs You Have a Great Team + More

Bring a Dead Deal Back to Life, 10 Signs You Have a Great Team

- MOTIVATION -

"To sell well is to convince someone else to part with resource — not to deprive that person, but to leave him better off in the end."

-Daniel Pink

 

- AROUND THE WEB -

<< If you only read one thing >>

How to Bring a 'Dead Deal' Back to Life for Your Sales Team– HubSpot

When a deal stalls, it's tempting for the salesperson to unknowingly put themselves first. We've all been guilty of it at one time or another. You might repeat the close, not-so-subtly threaten the prospect with an expiring discount, or roll several asks into one conversation.

These tactics are a surefire way to turn stalled deals into cold ones. Before we dive into how to revive a dead sales deal, let's get clear on what dead deals are, and why they happen.>>> READ MORE

Topics: Wrap-up

Weekly Roundup: Handling Objections, Automation in B2B Sales, + More

Handling Objections, Automation in B2B Sales,  More

- MOTIVATION -

"Become the person who would attract the results you seek."

-Jim Cathcart

 

- AROUND THE WEB -

<< If you only read one thing >>

The Ultimate Guide to Objection Handling: 40 Common Sales Objections and How to Respond – HubSpot

Every prospect you speak to has sales objections, or reasons they're hesitant to buy your product. Why are sales objections unavoidable?

Because if the buyer didn't have reservations about your solution's price, value, relevance to their situation, or their purchasing ability, they would have already bought it.

To be successful, reps must learn how to both discover and resolve these objections. >>> READ MORE

Topics: Wrap-up