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The Center for Sales Strategy Blog

Kim Alexandre

Kim Alexandre

Recent Posts by Kim Alexandre:

3 Reasons You Can’t Close The Biz

reasons seller can't close businessOnce you present a solution to a prospective buyer or client, two things happen. It becomes either Close Won or Close Lost. Close Won is obviously the ideal or desired scenario, but what happens when your pending deal is Close Lost? Is ALL lost? Maybe not. 

Ask yourself these three questions to determine if you can change a Close Lost scenario into a Close Won: 

Topics: Proposal sales strategy sales process

How to Engage Employees in a Cross-Generational Workplace

Engage Employees in a Cross-Generational WorkplaceMany organizations have multiple generations represented in the workplace and with that, a plethora of stereotypes that come along with each generation. While it may not be intentional, individual bias can have a significant impact on employee engagement. Bias can sometimes provide a false direction on how to lead a team, so be sure you aren’t using generational stereotypes to influence your decisions. 

For example, the now current largest generation at work, Millennials or Gen Y, are often characterized job hoppers, lazy and entitled. When you take bias out of the conversation, we know that Millennials seek career progression, can work well independently or in groups, and feel accomplished when contributing to something meaningful at work.  

Millennials aren’t the only generation with stereotypes. Bias also crosses over into Gen X and Baby Boomers. Gen X has been characterized in the workplace as control freaks, so they work best alone and aren’t team players or Boomers who have been stereotyped as set in their ways and uncompromising to change.  

2019 State of Media Sales SurveyYou can probably imagine the conflict and lack of productivity that might arise in an organization if cross-generations are asked to collaborate amongst all the bias that surrounds each generation. As Gen Z begins to come into the fold, more bias could, too. Or, maybe you’re not imagining this scenario because it’s your reality and you are living it every day! 

Either way, increasing employee engagement ultimately helps you reduce regrettable turnover, increase productivity, and can help you retain and grow your best customers.

Topics: sales management company culture

Time Management Tips from the Sales Pros - Part 3 of 3 (VIDEO)

 

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This is the last video of the three-part series on time management. In the first video, I touched on how to identify and eliminate distractions that are getting in the way of your productivity. In the second video, I talked about ways you can prioritize and organize all of the various tasks and goals that you need to accomplishboth at work and at hometo create that work-life balance. 

Today, I'm going to talk more about what Hubspot says takes up 13 hours of our week on average: EMAIL. 

We need email. It's not like we can do without it altogether. It's essential in our business communication, and many of us rely on it for our personal communications as well. So, what can you do to help minimize distractions by email alone to help you with time management?

Topics: time management sales management productivity

Time Management Tips from the Sales Pros - Part 2 of 3 (VIDEO)

 

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Today, I'm sharing part 2 of this 3-part series on time management. The first topic I touched on was distractions and helping to identify your own distractions to minimize those that are costing you the most productivity in the workplace.

Today, I want to talk about organization, and primarily, prioritization, and how this can benefit you both at home and at work. 

At The Center for Sales Strategy, LeadG2, and Up Your Culture, we are firm believers in work-life balance. It's extremely important to the health of the organization and to your health as an individual contributor to the organization. It benefits you to maintain that work-life balance, and make sure you're creating that organization and prioritization on both sides of the equation.

Topics: time management sales management productivity

Time Management Tips from the Sales Pros - Part 1 of 3 (VIDEO)

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A lot of salespeople and managers that I talk to on a regular basis often seek advice on time management and how they can better manage their time.

The truth is... it really depends. It varies depending on you, your individual style, your talents, and the way you like to process things. 

In this 3-part series, I'm going to share various time management tips and things to consider based on your style and what will work for you.

Today, I'm touching on is distractions. 

Topics: sales management productivity

How to be a Thought Leader on LinkedIn

establish thought leadership on linkedinThe starting point of being a thought leader on LinkedIn is to use social selling as a way to connect with high potential prospects. Through social selling, you can illustrate empathy, expertise, and problem-solving ability which helps you build trust and create value for those who want to engage with you.

I am still surprised by the number of salespeople I meet who don’t use social selling as part of their attempts to connect with a high-potential account. Many tell me they are connected with current customers, but not with prospects.

I tell every salesperson who doesn’t attempt to connect with prospects on LinkedIn that they are missing out. For every seller I talk to who doesn’t use social selling, I know of one who is, and who is successful at generating new business. So why wouldn’t a salesperson add social selling to their approach?

Topics: Social Media LinkedIn

7 Power Skills That Help You Lead Through Change

lead sales team through changeWorkforce agility is necessary for any company to adapt to a rapidly-changing environment, and it’s safe to say that many companies today are operating in rapidly changing environments. As a leader, are you prepared to embrace and manage change without a reduction in performance?

If you are, then you likely have a strong culture of engagement and the seven essential power skills needed for success. However, if you are questioning whether or not you are on the right track to best manage and profit from change, I encourage you to read on.

Building a culture of engagement is a process that requires a commitment to transparency, integrity, and the desire to develop and grow your people. It also requires you as a leader to master the use of soft skills and hard skills at the same time. Soft skills are the innate ability or talent and hard skills include experience and expertise. Together, they are power skills.

Topics: sales management sales culture leadership company culture

The #1 Reason Why You Will Fail At Selling Digital Marketing Solutions

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It’s a pretty strong statement to say there is one thing that will influence whether you succeed or fail at selling digital marketing solutions. But that’s what I’m saying.

Pete Pitcher and Connie Consultant both work for Mel Manager at Digital Solutions Inc. Pete Pitcher learns about one new digital product each month that he can sell. He approaches new prospects and current clients with a one-sheet on why his new digital product is a perfect solution.

Pitching the "Next Great Thing" vs. Finding Ideal Prospects

Before Pete can finish pitching the new product to his list of 75 targets, his manager holds a meeting to “roll out” another great digital product. Pete is so excited because he feels that all the businesses that buy this new product will have great results. Pete’s plan is to approach all the targets on the list that didn’t call or email him back last month with this new, latest, and greatest digital offering. 

Topics: Digital

Attract Great Candidates and Get More Mileage Out of Your Job Postings on Social Media (VIDEO)

In this video, Kim Alexandre, VP/Senior Consultant at The Center for Sales Strategy, shares tips to get more engagement and attract great candidates from your job postings on social media. 

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Topics: hiring salespeople Social Media

3 Tips to Get Acknowledged by Your Prospects Without Being the Big, Bad Wolf

get acknowledged by prospectsThere's a nursery rhyme that reads...
"I will huff, and I will puff, and then I will blow your house down!"

Topics: sales strategy sales process prospecting