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The Center for Sales Strategy Blog

Elissa Blankenship

Elissa Blankenship

I've started and managed digital sales organizations for a decade and a half. Understanding the digital AND marketing ecosystem and how they work together allows me to lead our teams to drive the best results for our clients.

Recent Posts by Elissa Blankenship:

From Stagnant to Stellar: A B2B Sales Leader's Guide to Growth

A B2B Sales Leaders Guide to Growth

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.

Topics: sales strategy leadership

The Ripple Effects of Sales Team Turnover: A Deep Dive into Short, Mid, and Long-Term Impacts

The Ripple Effects of Sales Team Turnover

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.

Topics: reduce turnover sales talent

Sharpen Your Focus: Pruning Your Sales Target Account List for 2024 Success

Pruning Your Sales Target Account List for 2024 Success

One of the most difficult things for a seller is releasing an account they have not been able to sellIt 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.  

Topics: account list management

Supercharge Your Sales Game: How AI is Fueling Effective Prospecting

How AI is Fueling Effective Prospecting

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.

Topics: prospecting AI

Navigating the Sales Landscape: Striking the Balance Between Professionalism and Applying Pressure

Navigating 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.

Topics: sales process

Business Development Tactics for Sales Teams

Business Development Tactics for Sales Teams

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.

Topics: business development increasing new business

Driving Revenue Growth: The Role of Business Development in Sales Departments

The Role of Business Development in Sales Departments

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.

Topics: business development

10 Strategies for Getting B2B Salespeople Up and Running Quickly

10 Strategies for Getting B2B Salespeople Up and Running Quickly

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.

Topics: sales training onboarding

5 Trends Shaping B2B Sales in 2023

5 Trends Shaping B2B Sales in 2023

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.

Topics: sales trends

How to Find New Sales Leads in a Difficult Market

How to Find New Sales Leads in a Difficult Market

As a sales team in the business-to-business (B2B) space, finding new leads is a never-ending challenge.

In a highly competitive market, it's essential to be creative and use unique approaches to stand out from the crowd. In this blog, we will explore some unconventional ways to find sales leads that will help you get ahead of the competition.

Topics: prospecting Generate Leads