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The Center for Sales Strategy Blog

Amanda Meade

Amanda Meade

Recent Posts by Amanda Meade:

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

10 GIFs That Sum Up Working From Home in Sales

10 GIFs That Sum Up Working From Home in Sales

Taking refuge from the coronavirus, several salespeople have joined the estimated 8 million employees already working from home. Sales managers and salespeople alike are learning new skill sets that will help increase productivity, maintain relationships, and generate revenue to keep their sales pipeline strong.

Below we've gathered ten GIFs that all salespeople working from home can understand. Share these with your team or on social media the next time you need a good laugh to make a point.

Topics: COVID19 Resources

Weekly Roundup: Navigating Uncertainty, Courageous Decisions + More

Navigating Uncertainty, Courageous Decisions

- MOTIVATION -

"Be the kind of person who dares to face life's challenges and over them rather than dodging them."

-Roy Bennett

- AROUND THE WEB -

<< If you only read one thing >>

How B2B Sales Teams Can Navigate Uncertainty–HubSpot

When both sellers and customers hit rough times, the problems that we face can be a lot greater, and more complicated to deal with. When these situations happen, businesses need to figure out how they can survive.

It’s a lot for any company to take. So, what exactly do you do? Is it time to enter panic stations and go back to the drawing board? Search for ways to re-establish your company? Or do you just need to make a few fundamental changes to the way that you operate? HubSpot discusses a possible course of action.>>> READ MORE

Topics: Wrap-up

Weekly Roundup: How Leadership is Changing Due to COVID-19

How Leadership is Changing Due to COVID-19

- MOTIVATION -

"Leadership is not a position or a title, it is action and example."

-Donald McGannon

- AROUND THE WEB -

<< If you only read one thing >>

Leadership Will Change Forever After the Coronavirus Pandemic–Forbes

Crisis has a way of revealing, course-correcting and recalibrating what leadership really means. We are watching in real time as one submicroscopic virus renders all standards of human hierarchy meaningless. 

From British royalty (Prince Charles) to American royalty (Tom Hanks) … anyone is susceptible to COVID-19. The standards that made someone powerful in the past are irrelevant in the present. The same is true for leaders in an organization. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Free LinkedIn Courses, Why Inbound Marketing Keeps Working + More

Free LinkedIn Courses, Why Inbound Marketing Keeps Working

- MOTIVATION -

"Act as if what you do makes a difference. It does."

-William James

- AROUND THE WEB -

<< If you only read one thing >>

It's Hard to Be in Sales Right Now. These Free Courses Can Help–LinkedIn

Sales, even in a great economy, can be a tough job. And, now with so much change and uncertainty, the role is even more challenging. As a result, salespeople across the world are asking themselves questions like:

  • Can I prospect right now? 
  • Is my client really going to be focused on their renewal this month?
  • How do I approach these conversations?

To answer these questions, LinkedIn unlocked LinkedIn Learning courses that cover the most pressing issues for salespeople right now. They cover everything from selling with authenticity to making the most out of working remotely and embracing unexpected change. These courses are now free to all professionals.>>> READ MORE

Topics: Wrap-up