<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:

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

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