The Center for Sales Strategy Blog

I’ll thank Steve Lahr, a Director of Sales in St. Cloud, Minnesota for this analogy to new business development. Steve is relatively new to The Center for Sales Strategy family of clients; Townsquare Media only recently joined our ranks.

On a recent market assignment, I overheard a group of salespeople talking about a sales contest. More precisely, they were complaining about a sales contest.

One of the practices we preach is that every client meeting should start with a quick overview of events leading up to the meeting, and an agenda for what you would like to accomplish during the session. It is a step that people often skip… at their own peril. Why do I make that sound so ominous?  

For example, today’s issue explains how some insurance companies are beginning to target consumers, rather than employers. Of course that means you could be selling to healthcare providers who would now like to establish a relationship directly with consumers.  

Sellers often bemoan that they find themselves deep into the sales process with a new prospect, only to discover there isn't much budget available.

When you’re trying to nail down an appointment with a business owner or manager, it is important to remember the root word of business: Busy.

There was an incident when my daughter was still very young, in which she was happily singing-along to a song on the radio.  We got to the grocery store and went in to grab a few things, and then headed back out to the car.  When I started the car, she started to cry.  “What’s wrong,” I asked?  “The radio’s not playing my favorite song anymore…” 

In their trend forecast for 2013, Trendwatching.com shares an observation called “Mobile Moments.”  The idea is that people are now making use of every available moment, since they can hold their news sources, entertainment, telephone and social network in the palm of their hand.