The Center for Sales Strategy Blog

- MOTIVATION -

"ALWAYS DO YOUR BEST. WHAT YOU PLANT NOW, YOU WILL HARVEST LATER."

-OG MANDINO

- AROUND THE WEB -

<< If you only read one thing >>

A Neglected Marketing Infrastructure Will Lead to Crumbing Revenue Growth — LeadG2

Governments repair and build roads. Utility companies run new transmission lines and fiber optics. And at home, we attach rain gutters to our houses and add-on new rooms. These are all examples of enhancing infrastructure. Even at work, we get new computers, new phones, and new desk chairs. Those too are infrastructure upgrades. Sales and marketing organizations have infrastructures as well. Websites, sales collateral, CRM, marketing automation, and email are all examples of marketing infrastructure basics. How often does your firm evaluate the status of your marketing infrastructure? Do you have everything you need? What are you missing? Is everything working as it should? Like any infrastructure (roads, bridges, roofs, plumbing, etc.), a marketing infrastructure can become less effective if it’s neglected. And a neglected marketing infrastructure will eventually lead to ineffective marketing plans and missed revenue targets. >>> READ MORE

- MOTIVATION -

"THE WAY TO GET STARTED IS TO QUIT TALKING AND BEGIN DOING."

-WALT DISNEY

- AROUND THE WEB -

<< If you only read one thing >>

The 4 Components of Effectively Employing Sales Enablement — LeadG2

Sales enablement is quite the buzzword these days, but for good reason. When done effectively, it can have last impacts on a sales organization. It can shorten the sales cycle and strengthen the entire sales process. Sales enablement has the ability to increase conversion rates and drive new revenue while simultaneously saving your salespeople precious time. >>> READ MORE

- MOTIVATION -

"MOST PEOPLE THINK 'SELLING' IS THE SAME AS 'TALKING.' BUT THE MOST EFFECTIVE SALESPEOPLE KNOW THAT LISTENING IS THE MOST IMPORTANT PART OF THEIR JOB"

-ROY BARTELL

- AROUND THE WEB -

<< If you only read one thing >>

22 Questions to Ask Yourself if You Aren't Seeing Inbound Marketing Results — LeadG2

No one does marketing for marketing’s sake. We want to establish our brand, build an audience, convert leads, grow a pipeline, accelerate deals through the funnel, and ultimately grow revenue. Unfortunately, that doesn’t always happen. Success or failure needs to be based on more than just a gut feel. Data doesn’t lie. What do the numbers tell you? Here are several questions that can jump-start a discussion and help you determine your best next steps toward getting your desired results and increasing your revenue from your inbound marketing efforts. >>> READ MORE

- MOTIVATION -

"NEVER PUT OFF TILL TOMORROW WHAT YOU CAN DO TODAY"

-THOMAS JEFFERSON

- AROUND THE WEB -

<< If you only read one thing >>

Mastering Buyer Enablement in B2B Sales — LinkedIn

When buyers win, you win. That’s the fundamental mindset behind buyer enablement and it’s one that will separate the best B2B sellers going forward. >>> READ MORE

- MOTIVATION -

"SETTING THE GOALS IS THE FIRST STEP IN TURNING THE INVISIBLE INTO THE VISIBLE"

-TONY ROBBINS

- AROUND THE WEB -

<< If you only read one thing >>

Lessons in Sales Leadership from John C. Maxwell — LinkedIn

We all know that strong sales leadership is important, and that it can dramatically improve a team’s results. But what makes a great sales leader? Which attributes can we hone to improve our positive impact? How do we go about prioritizing these efforts? A new book from John C. Maxwell may offer helpful guidance. This book, Leadershift: The 11 Essential Changes Every Leader Must Embrace, calls out three chapters (and corresponding “shifts”) that are especially pertinent for today’s sales leaders and managers. >>> READ MORE

- MOTIVATION -

"THE MOST UNPROFITABLE ITEM EVER MANUFACTURED IS AN EXCUSE"

-JOHN MASON

- AROUND THE WEB -

<< If you only read one thing >>

Three New Selling Skills You Need to Win with Buyers — Selling Power

Effective sales professionals are recognizing that the skills needed today look different from conventional selling capabilities. Uptiering, asserting, and aligning are all part of the new playbook. >>> READ MORE

- MOTIVATION -

"THE MOST UNPROFITABLE ITEM EVER MANUFACTURED IS AN EXCUSE"

-JOHN MASON

- AROUND THE WEB -

<< If you only read one thing >>

Why Business Acumen is Key to Sales Success (And How to Get It) — Hubspot

What sets sales leaders apart from everyday reps? Why are some salespeople more effective at closing deals? And how do some reps skyrocket their career growth? The answer is simple: Business acumen. It's a term often thrown around boardrooms and blog posts, but today, I'm breaking down exactly what it is, why it's important, and how you can develop it. >>> READ MORE

- MOTIVATION -

"YOU WIN THE GAME ONE PLAY AT A TIME."

-FRANK TARKENTON

- AROUND THE WEB -

<< If you only read one thing >>

One Simple Way to Improve Your Sales Process with Content (VIDEO) — LeadG2

Are you using content in the sales process? How do you use content in the sales process? Likely, your marketing team has created a large amount of great content that's not only beneficial for lead generation, but is also helpful for lead nurturing. This content could range from informational blog posts to ebooks, checklists, or industry guides. In this video, Dani Buckley, GM at LeadG2 shares one important way to utilize content in the sales process that many salespeople overlook. This one, simple tip can help improve a salesperson's sales performance. >>> READ MORE

There are many benefits to using LinkedIn as a sales professional that include everything from personal branding and thought leadership to prospecting, lead nurturing, and recruiting. The problem is, often times, sales professionals don't have time to set up or update the basics of their LinkedIn accounts to best represent them and their company. 

You can't build a great building on a weak foundation, and the LinkedIn profile is just that: the foundation that could affect the success of your social efforts. Use this checklist to ensure your profile is updated and the best representation of your personal brand, the products you sell, and what you have to offer a prospect.

- MOTIVATION -

"DON'T BE AFRAID TO GIVE UP THE GOOD TO GO FOR THE GREAT."

-JOHN D. ROCKEFELLER

- AROUND THE WEB -

<< If you only read one thing >>

Calling All Sales Pros: The State of Sales Pocket Guide is Here — LinkedIn

The only thing better than a comprehensive report is possibly all the “good bits” in said report being wrapped up in a handy pocket guide for on-the-go perusal. Review the annual 2018 State of Sales report in a condensed format because sometimes, you just need the cold, hard facts. >>> READ MORE