The Center for Sales Strategy Blog

Guest Contributor

Guest Contributor

Recent Posts by Guest Contributor:

5 Things You Must Do When Shopping For Sales Acceleration Software

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By the year 2020, it’s estimated that there will be over 6 million inside and outside sales professionals in the U.S. alone. They represent an incredibly valuable resource for companies across a variety of industries, and it’s clear that sales leaders nationwide are continually searching for new ways to get the most out of their sales teams.

It makes sense then that the sales acceleration technology market recently reached approximately $13 billion in North America, as companies dedicate themselves to finding better ways for their salespeople to connect with customers and improve productivity. Almost every sales manager will be faced with the prospect of searching for acceleration software, and there are several steps that must be completed before, during, and after any such search.

Topics: sales enablement

Give Your Salespeople the Tools for Success

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Supporting a sales team with the proper tools is equally important in every industry. For example, as a sales manager, your job isn’t dissimilar to that of a homebuilder. Only in this case, you’re supplying tools to strengthen the performance of your sales reps, rather than nail guns and paint. And in the end, you’re responsible for setting them up for continued success.

There’s no question about it: Outstanding sales performance begins with outstanding salespeople.

So, how can you help give your salespeople the tools for success?

Topics: sales enablement

How to Engage a Lead in the First 20 Seconds

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Twenty seconds may not sound like much time at all, but consider this: a hummingbird beats its wings at an average of 53 times per seconds. This means that a 20-second period is just enough time for a hummingbird to beat its wings an incredible 1,060 times.

It’s also enough time for a new lead to decide whether they’re going to listen to you or not. First impressions in business can be ruthless. This is understandable, as no decision-maker has the time to waste on an unwanted sales call, read a spam email, or even organize a meeting with someone they don’t trust.

We call this the critical window of opportunity. The first 20 seconds of meeting a new lead is your one chance to make a lasting, positive impression, so what do you do?

Topics: Lead Nurturing

5 Strategies For Salespeople To Excel At Storytelling

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Storytelling is a vital part of the fabric of human interaction, and it has been since long before written language. Whether in the form of cave paintings or blockbuster films, stories transport the audience to constructed worlds and deliver powerful messages with startling accuracy.

Topics: Sales

6 Sales Practices to Boost Your Effectiveness in 2017

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You've worked hard in 2016, built up your sales funnel, but 2017 is really going to be your year to shine. Perhaps you would like to get more high-quality appointments or try new prospecting strategies. The comfort zone is certainly a relaxing space, but nothing grows there. It's time to step outside and achieve your sales targets. Here's how.

Topics: Sales prospecting

3 Tips to Strengthen Your Sales Team and Reach Your Goals

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The business world becomes more competitive with each passing year. Be on the lookout for ways to innovate and excel if you want your business to stand out among your competitors. To help your business gain a competitive edge, follow these three tips.

Topics: Sales

From Fiction to Fact: Dispelling Common Myths About Sales Calls

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Today we have a guest post from Danny Wong. Danny is a marketing consultant, sales strategist, and writer. He does marketing at Tenfold, a seamless click-to-dial solution for high-performance sales teams. Connect with him on Twitter @dannywong1190.


Sales calls get a bad reputation, but should you completely abandon sales calls? Sales calls have the reputation they do because there are more bad sales calls than good ones. Your prospects assume that a sales call won't be worth their time—because 9 out of 10 calls really are that bad.

These are tough odds to be up against, but sales calls are often the only avenue into the new business you crave. Dispelling the myths can help combat that fear or feelings of defeat.

Topics: call reluctance Sales

Balancing Time and Performance with Sales Enablement

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Today we have a guest post from Rachel Davidson. Rachel is a content specialist for Highspot, the sales enablement industry’s leading platform for content management, customer engagement, and analytics.


As sales teams grow, it can be challenging to make sure each team member has quick access to resources needed to do the job: case studies, email templates, product sell sheets, whitepapers, etc.

When huge amounts of content are fragmented and spread throughout multiple systems and platforms, reps can spend more time searching than selling. This is where sales enablement technology comes into play. By using a smart sales enablement tools that allow reps to access content and automate tasks, sales teams put themselves in better position to save time and engage customers more effectively.

At its heart, sales enablement creates more opportunities for reps to do what they do best: sell. Today we’re going to share ideas on improving the bottom line of your business by achieving faster conversions and higher sales via sales enablement.

Topics: sales enablement

Avoid These 8 Common Business Blogging Mistakes

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Blogging is no longer just for personal use. Businesses, including B2B companies, use blogs as a platform to connect with their target audience and increase awareness about their brands. If you are running or managing the sales department of a B2B company and you don’t have a blog for your business yet, you may want to consider starting one due to its various benefits.

Topics: content marketing blog strategy

3 Important Considerations When Your Sales Team Grows

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Today we have a guest post from Danny Wong. Danny is a marketing consultant, sales strategist and writer. He does marketing at Tenfold, a seamless click-to-dial solution for high-performance sales teams. Connect with him on Twitter @dannywong1190.


Growth is good — it means that goals are being met and revenue is up. But hiring new team members brings challenges. The responsibilities of a sales manager change drastically as your sales team expands. Managing a modest team of five to 10 reps is easy when compared to overseeing a department with 30, 40, or 50 salespeople.

Here are three things you must keep in mind as a sales manager as your team begins to grow from small to large:

Topics: hiring salespeople