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The Center for Sales Strategy Blog

Craig Jones

Recent Posts by Craig Jones:

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

Change This NOW! If You Want to Increase Retention Rates and Referrals

Increase Retention Rates and Referrals

From sales and marketing to service interactions, gender defines the way a message is perceived. Women crave connection more than men, and perception is ultimately her reality. When it comes to perception and seeing, feeling, hearing, and sensing things, there is no such thing as objectivity.

The golden rule to treat others the way you want to be treated is long gone. It’s now the platinum rule, treat others the way they want or need to be treated.

If you want to increase your retention rates, referrals, and ultimately improve your top line, change the way you deliver the consumer brand experience.  

Topics: Buyer's Journey gender brand experience

Fuel Better Experiences by Focusing on the Entire Consumer Journey

Focusing on the Entire Consumer Journey

When was the last time you purchased anything without researching online?

We bet it's been a while!

According to studies, 81% of shoppers conduct online research before buying. They search content on products and services that best suits their needs, read reviews, browse pictures, look at the best deals, and more.

People go online to research at every stage of the consumer journey. Countless digital micro-moments rule the buying process.

Topics: customer journey sales conference

Effective Feedback for Sales Performance

feedback for sales performanceThe top-performing sales managers in business are on top because they are continually finding ways to make their team produce even more. The number one way to do that is by providing effective feedback to their employees. 

Almost every sales organization has their 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 management Talent

Twenty Years of Sales Experience or One Year of Experience Twenty Times?

is your sales strategy set up for success in 2019?As we approach the end of another year, many people are planning for 2019. Today, I'm challenging you to consider how you are going to change the way you are doing business to improve your sales performance.

Topics: using technology sales strategy sales performance sales management sales process

"Earn my attention. Don’t steal it." 7 Best Practices Using Video to Breakthrough Your Prospects' Email Clutter

prospecting with videoIf you try and engage me with a serious conversation via email, you will almost always find me walking to your office or calling you on the phone. Verbal communication is usually the best form of communication for people who meet other people for a living. To people like us, we only prefer written text when confirming dates or answering 'yes' or 'no' questions. Surely, most salespeople are more effective when they have a face-to-face opportunity than when they depend on their writing abilities.

Nevertheless, we need email to help us breakthrough to people that we don’t know in order to get a face-to-face call. While I was at INBOUND18 in Boston this year, I made a point to attend presentations on how video can help me stand out with email prospecting and capabilities.

Video has become so prevalent that it is now practical to use on a daily basis and reps that use video in prospecting, relationship-building, and sales emails see 5x higher open rates and 8x higher open-to-reply rates. It works because it has a higher attention factor and is more personable to your prospect. So, video can also make you a better communicator. 

There are three reasons that now is the time to start practicing your video skills and implementing video into your sales strategy to improve sales results:

Topics: video sales strategy sales process prospecting

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 and call 100 prospects and get ten appointments. Any mention of not having enough appointments was met by your 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

Write Prospecting Emails That Actually Get Replies

sales prospecting emailGOOD NEWS: 80% of professionals prefer to use email for business communication. 
BAD NEWS: With over 269 Billion emails sent every day, there's a lot of fierce competition flooding your prospects' inboxes.

So how can you, the stealthy salesperson, craft a genius prospecting email that warrants a response? 

Topics: email sales strategy sales performance salespeople sales process prospecting

Developing Elite Employees Starts with an Elite Onboarding Process

sales onboarding by sales managerIf you want elite sales performance from your new hire, have an elite onboarding process. 

You breathed that sigh of relief after you received a signature from a new hire. Satisfying, right? Now, you must put as much effort into their onboarding as you did into the interview process because hiring elite performers is only part of the overall equation. You expect elite performance from them, but it is not guaranteed.

Topics: hiring salespeople sales management Talent sales training onboarding