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The Center for Sales Strategy Blog

Kim Alexandre

Kim Alexandre

Recent Posts by Kim Alexandre:

Top 3 “I Wants" That Millennials Use

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The impact of the millennial generation is making headlines everywhere! As a sales manager, you may have read a blog or two on how to manage or even hire millennial talent. But now the headlines are about how millennials are impacting business, from a consumer’s point of view. If you have a hand in marketing or sales, you may be experiencing disruption within this loosely-defined generation as well.  

Most commentators put a millennial between late teens and early twenties to late thirties. That’s why it's loosely defined. But what is clearly defined is how much they have to spend and how they choose to spend it. Millennials are coming of age—gaining ground in their jobs, starting families, and making first major purchases. What they are not doing are taking risks. They’ve seen all too well the impact risk-taking has had on preceding generations, including Generation X and, in some cases, Baby Boomers. So what does this mean for business?

Well, it means there are 3 expectations (or promises) a millennial expects:

Topics: digital marketing Sales

How to Recruit a Millennial

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Considering that Millennials make up the largest percentage of the workforce, it's likely you will be hiring one, if not now, in the near future. Understanding what makes a Millennial happy in the workplace gives you clues about the best way to recruit one.

Topics: hiring salespeople Talent Sales

3 Things Great Sales Managers and Parents Have in Common

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It’s not uncommon for a salesperson to want to be a sales manager. In fact, one could easily see a promotion to sales manager as an indication that one has excelled in his or her sales career. If you’re thinking you should pursue a position in management because you are a successful salesperson, I’d like to propose an alternate idea: being a great sales manager has much more in common with being a parent of small children than it does with being a great salesperson.

At The Center For Sales Strategy, we have proof that not all salespeople are meant to be great sales managers. The talents required to succeed in each position are very different. It’s a big mistake to think that just because you have been with your company for a long time and have “paid your dues," you will be happier if you were suddenly promoted to manager.

Ask yourself: On a scale of 1 to 5 (5 being the highest), how do I rate my desire to do the following?

Topics: Management

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

3 Words You Should Never Say in Sales

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While the business of sales is selling, and selling consists of closing business, I cringe when I hear salespeople use internal selling terms in front of clients. Three words that are crucial to your business could kill your process in front of a prospect. Be sure to avoid these while speaking to a client or prospect:

Topics: sales strategy Sales

Two Mistakes Salespeople Make When Sharing Insights

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Sharing insights as part of the sales process is getting a lot of press these days. It makes sense that prospects are looking for relevant insights that will impact their business in world of abundant information. 

But there are two mistakes I see salespeople making when sharing insights. Insights have to actually be relevant to the prospect and be truly insightful in order to speed up the sale. The mistakes I see most frequestly are:

  1. Sharing a deck of random facts and thinking they are insights. 
  2. Sharing an insight and not turning it into an interesting conversation.
Topics: Sales

Three Sales Coaching Steps to Recruit Quality vs. Quantity

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As a sales manager, I often felt like my office needed a revolving door when recruiting. I was always looking for talented candidates to keep my talent bank full. When reviewing resumes, I sometimes looked beyond people currently in sales to help develop new talent, and often times these candidates would leave as fast as they came in. This wasn't because I scared them or asked them to leave but because selling is tough. The candidates decided for themselves after asking questions about the positions I was hiring for, that a career in sales wasn't for them.

Topics: Digital inbound marketing Talent

Three Dirty Words of Digital Marketing Campaigns

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When digital marketing campaigns fail, typically there's something dirty going on. Marketers and business owners often miss the point of digital advertising. You need to think beyond the inventory being presented and focus on marketing needs and solutions that deliver on set expectations. So I have defined three of the most dirty words I hear used in digital advertising and ways to clean them up.   

Topics: Digital

5 Things Every Great Sales Manager Should Do to Turn Talented Salespeople into Performers

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I recently had the opportunity to be a part of our Talent Focused Management workshop, which is designed to help managers develop and coach their sales teams by identifying individual talents, providing guidance and developing coaching based on the defined talent and proven tactics to increase overall performance.

Topics: hiring salespeople Management Sales

5 Things to Consider When Building a Digital Team

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A digital sales team has to know more than how to sell. They need to know how to put together integrated digital solutions that solve the challenges their prospects are facing. And they have to have the talent to be successful. Here are five things you need to consider when you're building a digital sales team.

Topics: hiring salespeople Digital What & Why Digital