<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=585972928235617&amp;ev=PageView&amp;noscript=1">

The Center for Sales Strategy Blog

Matt Sunshine

Matt Sunshine

Recent Posts by Matt Sunshine:

Are You Using Your Sales Superpowers?

talent sales superhero

Sales superpowers? Yes, really. To understand what I mean, please take a step back from the world of selling and focus instead on the process of buying.

The easiest way to wrap your mind around this is to consider a few common business-to-consumer (B2C) purchasing processes like buying a car, remodeling a kitchen, or selecting a college. Looking through that lens, it is easy to see how different the process of buying is today than it was only 10 years ago. I’m sure you would agree that the most notable difference is the amount of time the consumer spends researching in advance.

This sort of pre-purchase work is just as prevalent in the B2B world! Whether an individual is shopping for office space or office supplies, or selecting a bank, an accountant, a lawyer, or an insurance agent, chances are they will do a lot of pre-work before they ever engage in a significant conversation with a representative from any company. And when they do finally begin that conversation, they will come loaded with information and expectations.

Topics: Buying Process sales management Talent Sales

5 Ways to Improve Your Sales Process

arrow-process-378765-editedThis post was originally published on Startups.co

Ditch the "why" of your sales conversation and focus on the "how" to show prospects that you hear and understand their needs and can solve their unique problems.
 

If you’re looking to improve your sales process — look no further than the “2017 B2B Buyer’s Survey Report.“ Buyers want things to be easy. So easy, in fact, that 89 percent of survey respondents said that they chose vendors that made a return on investment easier to prove or that could be easily justified with a business case. They also preferred speed over price — with 80 percent of buyers citing deployment and ease of use as “very important.”

Your customers want to understand how to use your product — not sit through a pitch and wonder if it’ll actually fit their needs. Selling is less about explaining why buyers should buy and more about showing how an easy-to-use product or service will help them.

Topics: sales strategy sales performance sales management Sales sales process

High-Performing Sales Teams Are Cultivated, Not Hired

cultivate a high-performing sales teamThis post was originally published on Business.com.

Top sales managers don't just look for candidates when they need them – they keep in contact with potential team members to build an internal pipeline of interested and engaged salespeople.

Topics: sales performance sales management sales culture Talent talent dashboard sales training coaching

5 Tips to Help You Close Sales Faster Than Ever Before

close sale faster
Everyone knows that sales is a numbers game, right? Of course! The more you have out there, the better off you are, so I’ll agree that sales is a numbers game. But, today I am going to argue that you may be looking at the wrong numbers.  

I’ll start by asking you, how many times have you heard or said, "Don't worry! I've got a lot out there pending!” C’mon—be honest! If you are like most people, you’re thinking that’s not so uncommon. 

I have to ask you, does anyone actually get paid on pending? Not anyone that I know. That’s the catch. And that is also what tells me that you may be looking at the wrong numbers.  

Topics: discussing price Proposal sales strategy Sales

6 Steps to Stop that Leaking Sales Bucket

Leaky_bucket.jpg

We probably all agree that it is easier to fill a bucket when it’s not leaking from the bottom. Seems like a pretty good rule of thumb.

In the context of managing sales revenue and keeping that bucket completely full, things can become pretty difficult when you spring a leak! We need to spend more and more time dumping new business in just to keep a minimum level inside, and that is exhausting.

Although a certain amount of attrition in sales is to be expected, when it becomes problematic, even the best new business program in the world won't fix the problem. So, step one involves fixing the attrition problem that is causing you to miss your monthly, quarterly, and yearly budgets. Only after we have properly patched that leak in the bucket, will we have the opportunity to shift our attention to developing new business and filling that bucket up. 

Topics: Management sales strategy sales performance Sales

Prospecting is Dead… Long Live Prospecting

inbound marketing prospecting funnelDid you know that your chances of making a sale go up a gazillion percent when the prospect actually asks to be contacted by you? Of course you knew that! So how do you make this happen?

Topics: content marketing lead nurturing new business development inbound marketing

4 Winning Approaches for Writing a Cold Email

writing a cold sales emailYou found someone's email address online. Someone you've been looking to get in touch with for a long time. Now, it's up to you to write an email that'll get opened.

A cold email can be effective depending on your target audience's communication preferences. Follow these four approaches and you'll increase your chances for success:

Topics: email Setting Appointments Sales prospecting

Body Language Tactics For The Sales Pro

body-language-sales-prosIt's not just what you say; it's how you say it. In fact, I'd go as far to say that what you say matters a lot less than how you're perceived, especially in sales.

You have to exude confidence and calmness when calling on prospects. Because, if you don't, they'll pick up on it, and you won't be seen as trusted and valued.

If you can master eye contact (including eyebrow gestures), facial expressions, torso and arms behavior, and leg activity, you'll be on your way to a successful appointment.

Topics: new business development body language sales strategy Sales

5 Ways to Breathe Life Back Into Your Weekly Sales Meetings

weekly-sales-meetingThis post was originally published on SalesHacker.com.

The weekly sales meeting — you know the one. The whole crew gets together for what amounts to an hour-long discussion around menial housekeeping items or which sales rep got a little closer to nailing a sale.

Certainly it’s important information in its own right. But, it’s not worthy of eating up an hour that could be better used securing leads. The substance of the old-school sales meeting, in essence, belongs in a weekly email.

Topics: Management successful sales meetings sales management leadership sales training

How Inbound Marketing Can Create Raving Fans for Your Business

inbound marketing raving fansBusinesses are catching on. Those using effective inbound marketing initiatives are producing sales leads and, at the same time, establishing expertise and thought leadership in their specific industry. Those experiencing this success will tell you that it is contagious, but requires the constant sharing of quality content (in most cases, through blog posts), which attracts interested prospects to their companies.  

Topics: content marketing content strategy Digital inbound marketing