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The Center for Sales Strategy Blog

Dean Moothart

Dean Moothart

Recent Posts by Dean Moothart:

Help Your Sellers Secure Hard-To-Get-Meetings

Help Your Sellers Secure Hard-To-Get-Meetings

Before you can close the deal you first have to schedule the first meeting with the prospect’s decision-maker. Often, that’s the most challenging element of the sales process. Many sellers express the same frustration. “We have a great story to tell, but we’re simply not getting enough at-bats.”

Here are five ideas to help your sellers get off the bench and into the game.

Topics: target persona sales playbook getting appointments

6 Ways to Improve Pipeline Efficiency

6 Ways to Improve Pipeline Efficiency

Having a robust sales pipeline may help the sales team, sales managers, and the C-suite sleep better at night. But if there’s little or slow movement of those deals through the pipeline, everyone will spend more time counting sheep than counting money.

After all, opportunities in the pipeline don’t pay the bills. Only closed/won deals produce revenue.

So generating leads is only part of the equation for successful sales and marketing organizations. Keeping those leads moving through the pipeline and shorting the sales cycle is equally important.

Topics: sales pipeline

4 Steps to Higher CRM Adoption

4 Steps to Higher CRM Adoption

It’s widely believed that the first Customer Relationship Management (CRM) software was introduced in the 1980s. Since then, businesses have made large investments in time and money to launch CRM initiatives, only to have their salespeople misuse them or not use them at all.

Over the years, business leaders have begged, threatened, bribed, and cajoled their salespeople to use these powerful tools. But in the long run, threats and bribes simply don’t work.

So how can you increase the adoption of your CRM by your sales team? How can you get them to actually use the tool you’ve invested in? Here are a few ideas.

Topics: CRM

3 Reasons You Shouldn’t Rely on Your Sales Team to Generate Leads

old_lead_generation_strategy-1.jpg

One of the first signs that a sales organization of a small company is growing and maturing is that they no longer rely on the sales team to generate leads.

In the early stages of development, a new company requires that everyone “wear multiple hats”. Consequently, the salesperson usually plays the role of Chief Marketing Officer, Marketing Campaign Manager, and Business Development Specialist.

It’s quite simple really—if the salesperson doesn't generate leads, no one will. But as an organization matures, the various Sales and Marketing disciplines should be divided as soon as possible. Not doing so simply makes achieving growth objectives more challenging and makes your life tougher than it needs to be.

Topics: Lead Generation sales and marketing alignment

5 Reasons Why CRM Should Matter to Sales

5 Reasons Why CRM Should Matter to Sales

For as long as there have been Customer Relationship Management (CRM) tools in existence, salespeople have been suspicious of management’s motive for insisting their sales teams use the software.

Sure, when everyone on the team is using a CRM, the sales manager’s job can be made easier, but what’s in it for the rank and file salespeople?

If you're a manager trying to get your salespeople on board with using a CRM, below are five reasons you can give them that convey what's in it for them.

Topics: sales process CRM sales enablement

5 Ways to Work Your Marketing Content Into Sales Plays

5 Ways to Work Your Marketing Content Into Sales Plays

Marketing content isn’t just for branding and lead generation anymore. Today’s buyers aren’t interested in being sold. Instead, they want to be educated and informed.

Consequently, it’s more important than ever that sales teams have access to content relevant to their prospect’s business problems and positions the seller and the organization as thought leaders and subject matter experts. The content that Marketing creates to support the go-to-market objectives (blog articles, eBooks, whitepapers, case studies, etc.) is often repurposed to support the buying journey  and sales process as well.

To better support the sales team, marketers are not only creating and repurposing content, they’re also building specific sales plays (that include items like customizable email templates, voice mail scripts, and corresponding cadence schedule) that prescribe how and when the content should be leveraged to support the sales process.

Topics: sales enablement sales playbook

How Sales Technology Can Strengthen the Human Touch in Selling

How Sales Technology Can Strengthen the Human Touch in Selling

From being quarantined in our homes to keeping six feet apart and avoiding handshakes, the way we interact with other humans has drastically changed. In the business environment, the normal behaviors and tactics that salespeople have relied on to drive their success are no longer available. We can no longer drop by to see a client, meet a prospect for lunch, or fly to another city for a face-to-face meeting. More and more selling is now being conducted over the phone and via email.

And this isn’t a short-term trend. The U.S. Chamber of Commerce reports that “a new normal has developed for businesses of all sizes across nearly all industries, with changes likely to endure even after COVID-19 is a thing of the past.” We may have lost a few tools from our sales toolbox, but we’re going to replace them with new ones that we can use to build relationships and advance the sale.

Topics: sales process sales enablement

Considering Hiring More Salespeople? Check Out These 3 Reasons to Invest in Inbound Marketing First.

three reasons to invest in inbound marketingMost small growing businesses know they need to continue to make strategic investments to sustain their growth. The challenge is knowing where to invest. If the obstacles to growth that you’ve identified are branding and visibility, hiring additional recruiters will not solve these problems.

Topics: Lead Generation sales strategy Inbound Marketing Inbound Sales

5 Reasons Sales Should Be Involved in Marketing Planning

involve sales team in marketing plannin

Many organizations have built barriers between the various functions of their business. Even groups that rely on and support each other’s goals (like Sales and Marketing) are “siloed” in their own worlds and rarely communicate. Breaking down those walls and aligning goals and expectations can be challenging, but there are tremendous benefits as well.

Topics: media sales and marketing alignment professional services

Technology Has Changed the Way Your Prospects Buy

technology-change-the-way-prospects-buyTechnology continues to advance at lightning speed. It’s these advancements that change the way we live our lives. It seems that new technology impacts just about every aspect of our life.

The way we communicate – from phone calls and letters to texts and social media.
The way we consume entertainment – from going to a theater to streaming content on multiple devices.
The way we travel – from hotels and taxis to Airbnb and Uber.

Our work life is not immune to these advancements.

Topics: sales strategy sales performance sales process prospecting