The Center for Sales Strategy Blog

Dean Moothart

Dean Moothart

Recent Posts by Dean Moothart:

Has Your Sales Content Library Come Out of the Closet?

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What does your sales content library look like? Back in the old days of selling (the 1990’s), the sales library was a janitor closet with a few shelves to store corporate brochures, product sheets, and other printed sales material. Prior to going into the field for their appointments, the sales team would stock up on materials to hand out to prospects. Back then it was a long and cumbersome process to produce new material. It was also expensive to print, so refreshing and replenishing supplies was rare. Consequently, the content was written and produced in a way to be applicable to a large diverse audience and last a long time. Or in other words, the content was relevant to few, meaningless to many, and rarely had any impact on actually advancing the sale.

Topics: content strategy CRM sales enablement

5 Ways to Warm Up Your Cold Calls

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It’s rare to find a salesperson who actually enjoys cold calling. To many, cold calling means hours of talking to gatekeepers, maneuvering through automated phone systems, and rejection. However, there some things a salesperson can do to minimize the pain and maximize the impact of their cold calling efforts. Here are a few ideas to help warm up the cold call.    

Topics: Inbound Sales

Friction Between Buyers and Sellers Persists

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The perspective from which we look at our world dictates our expectations and our behavior. As our points of view change, so too will our attitudes and our actions. As the great philosopher (and comedian) George Carlin once said, “Some people see the glass half full. Others see it half empty. I see a glass that's twice as big as it needs to be.”

Buyers and Sellers See Things Differently

Buyers and sellers obviously have different perspectives, and they see the buying/selling process very differently. In fact, according to HubSpot’s Q1 2016 Sales Perspective Survey (see chart below), there is a significant gap between how each group views salespeople. Salespeople like to think we’re not pushy, we listen to our prospects, we provide value, and we help our prospects succeed. Unfortunately, our buyers don’t always agree.     

Topics: Sales Buyer's Journey

Why Every Salesperson Should Insist on an Inbound Marketing Strategy

calling-warm-leadsThe most successful sales and marketing organizations are ones that set their sales teams up for success. They give them the tools and resources they need to get the job done as efficiently and profitably as possible. The best ones actually solicit input from their salespeople, asking what they need in order to be more successful. 

If you’re a part of such an organization (and even if you’re not), you should insist that your company design and deploy an inbound marketing strategy. If they ask why, no problem! Here are a dozen reasons you can share:

Topics: Inbound Marketing