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The Center for Sales Strategy Blog

Greg Giersch

Greg Giersch

Recent Posts by Greg Giersch:

Are Your Best Salespeople Leaving Money on the Table?

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Top salespeople are often the veterans. They have deep relationships, and when there is an RFP (request for proposal) or a big contract up for bid, they know just how to zero in on that transaction and bring home the biggest share of the business.

The prospect has already decided they are going to spend that money for your product or industry. It's the "money on the table" or the low hanging fruit, and the issue was always about beating the competition.

Transactional business is critical to secure, and the big wins take hard work. But those successes can blind even the best sales reps from rocking the boat enough to look for more opportunities.

Topics: Sales

Why Managing Your Brand is Like Building a Music Playlist

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We’re at in interesting time in professional branding. Few are questioning that they need to work on building a personal brand, but most still want to know how. How do you suddenly become a master storyteller about the one thing that is hardest to talk about—yourself?

Let’s look at building a brand from the perspective of sharing the things you love, the things you care about, or the things you enjoy. For example, let’s look at how building a brand can be like creating and sharing a playlist of your favorite songs. 

  • Specific Tastes — Some of us have very specific tastes. We might only like rock, pop, or rap. We don’t venture far from our core tastes, but we know what we like, and we know it well. We’ve become sort of an expert on that genre, or favorite artist. We’ve identified the others that share our tastes. Seth Godin would say they are part of our “tribe.”
  • Eclectic Tastes — Some of us have more eclectic tastes in music. You might jump from Classical to The Cure, or Count Basie to Coldplay. For you, there is something they all have in common, but most may not share your interest for this much variety.
  • Casual Tastes — Some of you aren’t that into the details of music, but you still like to listen to music. You’re happy to let your others curate your mix. Your casual approach means you’re more likely to listen to what’s popular. You know what you like and there is often a channel or service to cater to you.
Topics: Sales personal brand

Help Your Salespeople Do More of What They Do Best

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The lone wolf salesperson doing their own marketing, lead generation, closing, and account management has been dying a slow death for years. Specialization, delegation, and outsourcing can help you increase your efficiency, but only if everyone is doing what they do best.

Topics: Sales

"Dear Hiring Manager" (How Sales is Like Job Hunting)

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Good salespeople are looking for a new job every day. They need to be “hired” by their clients and prospects on a regular basis. When I was a sales manager, how someone applied for an open position was my indication of how they would approach a prospect. Even now, as I’m going through applications for designers, I think of how my actions parallel that of a busy prospect.

Topics: Sales personal brand

3 Things to Do When Getting The Appointment Seems Impossible

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Salespeople look for opportunity. Yet sometimes getting the first appointment or even connecting with the decision maker seems impossible. You might say you have “a snowball’s chance in hell” of moving the deal forward. Unless something changes, unless “hell freezes over.” Then your snowball’s chance doesn’t look so bad.

It’s the same way with certain clients and prospects. Your chances of getting that appointment may seem impossible. What could make your chances look better today than they did yesterday? What could make them look fantastic tomorrow?

How can you make the seemingly-impossible possible? 

By finding the valid business reason you need to move forward with the prospect, that’s how. Who you know and what you know will improve your odds of finding a really strong, door-opening, valid business reason. 

Topics: Sales

Are We Past the Personal Brand Thing Yet?

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When a fad reaches saturation, it’s often ready to start dying out, or at least transition into something else. Since it seems that everywhere you turn, someone is talking about the mistakes and must-haves for your personal brand, has this fad run its course? Are you a skeptic or fanatic for personal branding?

Where do you stand on personal branding?

  • Do you read the hype about a personal brand and roll your eyes?
  • Or are you an established thought leader in your industry?
Topics: Social Media Sales personal brand

Three Ancient Leadership Insights to Motivate Your Sales Team

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A leader’s success or failure is dependent on the actions of those they lead. Good sales mangers understand that actions begin with attitude and motivate their team to direct their talents to selling and delivering effective solutions for their clients. The insights of military leaders often apply in business, which is why Sun Tzu’s Art of War is popular reading within the ranks of management.

Success or failure is a result of what people think, feel, and then do. Xenophon was an ancient Greek warrior and philosopher who observed that what soldiers think and feel will affect their actions.

Let’s look closer at three observations he made and how they apply to sales management:

Topics: Sales

Put That Coffee Down! The New ABC of Sales

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The traditional ABCs of selling were "always be closing." Coffee was only for closers, and closing was a single, major event. The concept of "always be closing" is valid in that it’s important to always be moving the sale forward.

Too Many Pending Lists Give No Indication of the Last Move Forward

Before Google, LinkedIn, or social selling, Steve Marx, founder of The Center for Sales Strategy, taught that closing is a series of small yeses leading to the ultimate yes that confirms the sale.

Topics: Sales sales process conversions

Are You Wasting Your Time on Social Media?

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There was a time when business people needed to be persuaded to get active online. Most of you are already active on social media. The big question now is how to use social media to build your business.

Topics: Social Media Sales

The Tao and the Three Tipping Points in the Sales Process

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There are moments in every endeavor that will ultimately determine your success. In sales, we teach there are seven steps; three of those involve direct contact with the client or prospect, and those are the three tipping points in the process. While reading The Tao of Leadership, I thought about how this ancient wisdom might also be applied to the sales process.

The three tipping points in sales are getting the appointment, the needs analysis meeting, and confirming your proposal. Let’s look at these through the eyes of Lao Tzu and his ancient advice in the Tao Te Ching, for what he might say today to a salesperson at each step: