The Center for Sales Strategy Blog

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. Why It’s Important to Update Your CRM During Lead Nurturing — Business 2 Community

Many salespeople are pretty good at entering new prospects into the CRM. But it's important to keep the CRM updated throughout the lead nurturing process. This article explains why.

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. 6 Secrets to Getting People to Say Yes — Inc.

Robert Cialdini, the author of the classic Influence: The Psychology of Persuasion, has released a new book with new insights into the art of winning people over. He talks about his insights in this video interview.

If you’re a B2B company, then it’s probably safe to guess that you are looking to generate more leads. Not just more leads of course, but better leads. The type of leads that you are excited to send to your salespeople, that your salespeople are thanking you for, and that are consistently converting into new customers.

However, sometimes your efforts can get a little stale. You're doing everything you're supposed to be doing: blogging two to four times a week, sharing on social media, and nurturing the leads you do have. But it’s not enough. While traffic might seem to increase, your leads aren’t.

Here are five things you can do today that will help you get more leads tomorrow!

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. The 5 Worst Social Media Practices Brands Should Avoid— Fast Company

Whether it's to avert a social debacle or maintain a growing following, three social media experts reveal some practices to avoid in this post.

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. Developing Employees’ Strengths Boosts Sales, Profit, and Engagement — Harvard Business Review

Gallup has found that there’s a lot more potential in developing what is innately right with people than there is trying to fix what’s wrong with them. Focusing on employees’ strengths does more than engage workers and enrich their lives: It also makes good business sense. This article reports the business benefits that the study discovered and outlines how to develop your employees' strengths.

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. 4 Ways Your Sales Team Should Be Using LinkedIn (But Probably Isn't) — HubSpot

Most salespeople use LinkedIn to connect, but that’s only the tip of the iceberg. The platform is also a relationship-builder, brand advocate, research tool, publishing platform, and marketing asset. If you don’t know how to utilize the power of LinkedIn in all of these areas, this post will help.

From the moment I started working with the team at Zimmer Radio & Marketing Group, I had a feeling they were going to do a stellar job with inbound marketing. Then, once I met with them at their office in Columbia, Missouri for our Inbound Marketing & Sales Strategy Workshop, which kicked off our partnership, I was convinced.

Collectively, they “got it” and understood that because the advertising buyer’s experience has changed, the role of the media salesperson had to change too. As a LeadG2 and The Center for Sales Strategy Consultant, it’s always exciting to work with a company who not only wants the results but is also willing to invest their time and money to get the job done. And in this case, not only because they want to grow new revenue, but also because they care about their advertisers and the people they work with. They believe in educating them and being a true partner to small and large businesses alike. They understood that inbound marketing is more than a campaign here and there or a great keyword strategy. It’s about creating a conversation with potential and current customers. It’s about being a thought leader, making an impact in their industry, and reaching buyers appropriately in the sales process.

I’m not writing this article to simply brag about my awesome client (though they are pretty awesome). I’m writing this to let other media companies know they can improve the way they communicate with prospects, and they can get real, tangible results by implementing the right strategy and the right tools.

We hope you've had a great week! It's Friday, so today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. 9 Ways You're Losing Your Prospects' Trust (and the Deal) — HubSpot

Sales and trust. Not exactly two words today’s buyers think of as synonymous. According to HubSpot Research, only 3% of people consider salespeople trustworthy. Here are 9 ways to build trust with your prospect.

Every sales manager has, at some point, come to realize that sales talent isn't enough to reach revenue goals. The key is to hire talented salespeople and then help them optimize their performance. 

These 3 resources will help you, as a manger, turn sales talent into performance.