The Center for Sales Strategy Blog

B2B sales can sometimes feel like a never-ending marathon, especially when those sales cycles stretch on and on.

As a CRO or sales manager, your job isn't just about closing deals—it's about keeping your team's spirits high through the inevitable ups and downs and understanding what is closed lost and simply something that is taking time to move through the prospect's processes.   

The first step is to ask questions early and often in the sales process; here are some great ones.

As a B2B senior sales leader, you know the pressure of driving consistent growth. But what happens when your once-thriving sales organization stalls?

Stagnant sales pipelines and flat revenue can be a symptom of deeper issues. This is a roadmap that equips you with insights, action items, and a clear path to transform your team into a growth machine.

Employee turnover is an inevitable reality.

However, underestimating the far-reaching consequences of losing experienced sales representatives can have detrimental effects on a company's overall growth and profitability.

The ripple effects of sales team turnover extend far beyond the immediate vacancy, creating a wave of challenges that can impact an organization in the short, mid, and long term.

One of the most difficult things for a seller is releasing an account they have not been able to sell.  It is human nature to keep it, ‘just in case,’ and it is a manager’s responsibility to work with sellers to keep a short list of key and target accounts. 

There are many ways to accomplish this goal.  

Prospecting. It's the cornerstone of a thriving sales pipeline, yet it can feel like sifting gold from sand.

But what if a powerful ally could streamline your efforts and uncover hidden gems you'd never see alone? Enter Artificial Intelligence (AI), the technological revolution transforming the sales landscape.

In the dynamic world of sales, striking a balance between professionalism and pressure is a delicate art. While closing deals is the goal, maintaining professionalism is crucial for building lasting relationships and fostering trust with potential customers.

Here are some best practices to help you move sales forward without crossing the line into pushiness.

Business development (BD) is the process of identifying, qualifying, and developing potential new customers.

It is a critical part of any sales team's strategy, as it helps to ensure that there is a steady pipeline of leads to nurture and convert into paying customers.

There are a number of different business development tactics that sales teams can use, depending on their industry, target market, and sales process. Here are some of the most common and effective tactics.

LinkedIn defines business development as "the process of identifying and pursuing new opportunities to grow a business."

Business development is essential for sales teams, as it helps to generate new leads, build relationships with potential customers, and close more deals.

In today's competitive B2B sales environment, it's more important than ever to have a strong sales team that can close deals quickly. But hiring and training new salespeople can be a costly and time-consuming process.

That's why getting new salespeople up and running quickly is so important.

Here are 10 strategies for getting B2B salespeople up and running quickly.

As we continue to navigate 2023, it becomes crucial for sales professionals and organizations to stay ahead of the curve by embracing emerging trends that can enhance their sales strategies and drive sustainable growth.

In this article, we explore five key trends that are revolutionizing the B2B sales landscape, providing valuable insights and practical tips to help you navigate and thrive in this competitive environment.

From implementing personalisation to remote selling and account-based selling, get ready to discover the game-changing trends that are shaping the future of B2B sales.