The Center for Sales Strategy Blog

Kim Alexandre

Kim Alexandre

Recent Posts by Kim Alexandre:

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

HubSpot Video

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: 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

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

digital_ad_sales.jpg

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. 

HubSpot Video

Topics: hiring salespeople Social Media

5 Tips to Take Your Sales Meetings from Good to Great

take sales meetings from good to greatIn 2016, I wrote a blog, "How to Get a Standing Ovation After Your Next Sales Meeting," and I'm happy to say that I see way more productive sales meetings today than I did back then. So that made me think it might be an excellent time to share some tips on taking your next sales meeting from good to great!
Topics: successful sales meetings company culture

Is it Time to "Marie Kondo" Your Account List?

clean out your account listI can't get enough of Marie Kondo. Unless you are completely removed from social media or Netflix, you know her to be the spiritual guide to decluttering your living space on her Netlfix original series, "Tidying Up With Marie Kondo."  I am a believer and often ask myself, "Does this spark joy?" and after my recent one-on-one coaching calls with salespeople from all over the country, many seem to feel as if their Account Lists are cluttered and could use some of Marie's guidance!  

Luckily, The Center For Sales Strategy's Account List Management Strategy can help you declutter and tidy up your account list!  There are 4 categories of accounts that are likely to "spark joy" for any salesperson: key accounts, secondary accounts, target accounts, and leads.

Topics: key account growth account list analytics account list management

One Tip to Help Recruit Top Sales Talent (VIDEO)

HubSpot Video

 

Topics: hiring salespeople

Rev Your Engines: Fine-Tune Your Sales Performance With a Maintenance Diagnostic

sales diagnostic for increased sales performanceMy family and I love to take advantage of a weekend getaway with a fun road trip, but that also means we need to be ready to pack up and leave when the moment presents itself! So, even though I "maintain" my car by manufacturer standards on a regular basis, I still take my car in for a thorough inspection before every road trip. 

Just like I have a trusted and experienced mechanic examine my car prior to road trips, the same type of detailed inspection should be performed on your sales department and its performance

Topics: sales diagnostic

In A New Business Slump? Try Getting the Rats Out of Your Head!

new business sales slumpI was recently working with a group of sales managers on helping their sales teams develop more high-potential accounts. After listening to some of the challenges they feel their salespeople are faced with day-to-day, I added, "They need to get the rats out of their head!" One sales manager looked at me inquisitively and questioned, "The rats out their head?" So let me explain...

In our fast-paced sales environment, it's easy to let distractions get in the way. These distractions can sometimes hurt our sales performance and almost always get in the way of developing high-potential accounts. Then it's a domino effect... so many issues feel as if they need to be addressed immediately and almost always end up taking the place of the productive new business development activities that you know will help you improve performance. It gnaws at you and feels as if you can't get away from it - like rats, invading your space and eating up your time.

I have felt this way myself many times. A single working mom with three kids with an active career built on helping others improve sales performance is a constant juggle, and sometimes, I too let rats get in my head. Here's how I quickly re-group and get back on track:

Topics: business development sales performance Sales sales training

30 Songs to Pump Up Your Playlist and Help Boost Sales Productivity

sales productivity playlistI read a recent study that shared many interesting things about music and how much it does for humans. Some things noted in the study are that music:

  • Enhances intelligence, learning and IQ
  • Improves memory performance
  • Improves concentration and attention
  • Helps work productivity
  • Helps fight fatigue
  • Improves mood

Whether you're motivating yourself or your sales team, I think anyone in sales would like a little bit of all of those. So with that said, I've collected a list of songs from our team and compiled a list of motivational songs to help you boost your sales productivity! 

Topics: sales performance Sales leadership productivity