<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=585972928235617&amp;ev=PageView&amp;noscript=1">

The Center for Sales Strategy Blog

Craig Jones

Recent Posts by Craig Jones:

Effective Feedback for Sales Performance

feedback for sales performanceTop-performing sales managers are on top because they are continually finding ways to encourage their team to be more productive. Constructive feedback is vital to ongoing development. In fact, In fact, the 2019 Media Sales Report found that 95% of salespeople said that learning and development are important to them.

Almost every sales organization has various types of sellers. There are the highest performers, who are needed even more after they reach their goals, their average performers that are “make or break,” depending on the month, and the low performers, who are a drag on achievement. There is an important technique that can give you a big boost with all of the above: Feedback

Topics: sales performance sales management Talent

Track, Measure, and Improve Cold Email Prospecting

Cold Email Prospecting Tracking the Sales ROI

Email is a critical part of a prospecting strategy, as long as it’s used in the ways in which it’s intended for. HubSpot defines a prospecting email as an outreach email a salesperson sends to a potential customer to introduce themselves, their business, and how they can help their prospect.

Email prospecting is not for building relationships, communicating a strategy, sharing an idea, or conversation in general. Create your prospecting email the right way, integrate it into a sound prospecting plan, and then you can dramatically enhance the cold calling process by getting your first closethe appointment.

Topics: sales process prospecting email marketing

Earn My Attention. Don’t Steal It. 7 Best Practices Using Video to Breakthrough Your Prospects' Email Clutter

prospecting with videoWhen you try to engage in a serious conversation via email, you will generally find the recipient calling you on the phone to have the conversation. If you meet other people for a livingaka work in sales—verbal communication is usually the best form of communication.

To people like us, we only prefer written text when confirming dates or answering 'yes' or 'no' questions. Most salespeople are more effective when they have a face-to-face opportunity than when they depend on their writing abilities. With those face-to-face meetings now temporarily on-hold, we need email to help us reach people we don’t know. You need to stand out from all the other emails, and here's how.

Topics: video sales process prospecting COVID19 Resources

A Recruitment Strategy Plan That Will Improve the Talent Level on Your Team

A Recruitment Strategy Plan That Will Improve the Talent Level on Your Team

How many open positions are on your team?  Open positions are an opportunity to improve the talent level. You want to make your goals more attainable and hiring top-shelf people is the best way to do that. 

However, building a high-quality sales team isn’t easy. It typically requires a lot of time and money to assemble a team of top performers. What if we told you that there’s a proven system that would help you get a list of great people to interview? Would you be interested?

Topics: hiring salespeople recruitment talent bank sales talent

Retain and Grow Top Performers with a Development Plan

Retain and Grow Top Performers with a Development Plan

The top organizations in any marketplace place a high value on their people because they are the foundation on which success is built. They place an even higher value on managers who can develop top performers. Yet, all too often, business leaders hire people they believe in and sit back to see what they can do.

Topics: business development sales training recruitment sales talent

Elite Prospecting: 7 Tips For More Face Time + Established Credibility

elite prospectingTechnology has disrupted the traditional techniques we have used to approach prospects. Today, the most successful developers of new business have a smart and focused prospecting strategy.  They concentrate their efforts on a disciplined strategy that provides more appointments and more revenue. 

The shotgun approach of yesteryear is dead. Before technology disrupted our approach, we could sit down, call 100 prospects, and get ten appointments. Any mention of not having enough appointments was met by your sales manager with, “This is a numbers game! Sit down with the phone, and don’t quit calling until you get ten appointments.”  Today that strategy is total folly. 

Topics: sales performance prospecting

9 Sales Leadership Qualities to Look for in Top Performers

9 Sales Leadership Qualities to Look for in Top Performers

Recruiting top-performing sales leadership for your organization is harder than ever. The quality of the sales organization is directly associated with the quality of sales leadership.

When looking for top-performing sales leaders, you can’t just look for great salespeople. You need someone who can coach, go in the field, watch, and understand the sales process. Here are nine qualities to consider when you’re evaluating sales management talent. 

Topics: hiring salespeople Talent leadership

How to Crush Perceptions and Build Trust with Prospects

How to Crush Perceptions and Build Trust with Prospects

Someone once said that perceptions can’t be wrong because it’s a perception, an opinion and impression of someone else. However, perceptions are often wrong because if they were right, they would be called facts.  

Whether we deserve it or not, we’re judged by every person that we connect with. The words that come out of our mouth firmly establish an imaginary tattoo on our forehead as we stand in front of a quality prospect.

Perception is everything, and how you’re seen by your team, prospects, and clients is a key to success. New research shows that you have 27 seconds to make a positive impression and 1 minute to prove value in any given situation. Like it or not, how you look, dress, and speak helps people to form an opinion of you.

Topics: new business development successful sales meetings prospecting perception

8 Practice Drills to Move Your Feet and Become a Sales Baller

8 Practice Drills to Move Your Feet and Become a Sales Baller

When you coach baseball and manage a sales team for 15 years, you realize the astounding similarities between sports and business. Like sports, sales is a highly-competitive field, and you must have the ability to think on your feet with rock-solid professionalism.

In both, success boils down to having a winning attitude that demands discipline and attention to detail regarding how you prepare and perform.

As an athlete, it’s vital to understand the basic concept of agility – the ability to change your body’s position by having quick feet. As a sales manager or consultant, rather than applying the phrase, “Move Your Feet” to your body, you must apply it to your mindset and tactics.

Topics: sales performance increase sales performance

How to Sustain While Disrupting: Innovation and Agility in Sales

How to Sustain While Disrupting: Innovation and Agility in Sales

Today’s consumers are distracted with numerous options and bombarded with loads of information. As a result, they often struggle to find the products or services that best meet their needs.

In a rapidly changing industry, tools, and tactics that enabled sales and closed deals just a few years ago don’t stand a fighting chance today. Innovation and agility are keys to staying ahead of altering consumer demands.

Topics: sales management agility in sales consumer needs