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The Center for Sales Strategy Blog

Shaye Smith

Shaye Smith

Recent Posts by Shaye Smith:

[INFOGRAPHIC] CSS By The Numbers

css-by-the-numbers-2018-headerJust like an athlete, you can go it alone and get some occasional wins. To win a gold medal requires a clear plan, consistent discipline, and constant improvement.

At The Center for Sales Strategy (CSS), we take delivering client results seriously. We are here to help take your sales strategy from occasional wins to gold medals. Our proven strategies help clients improve their company’s sales performance and increase their sales revenue by providing tailored solutions for their needs.

We've taken some time to dig into last year's numbers so we can analyze and improve in the coming year. Here's what 2018 looked like, and we'll be sharing 2019 soon after the New Year. 

Topics: Sales coaching

Weekly Roundup: Essential Roles on a Modern Sales Team + More

essential roles on a modern sales team

- MOTIVATION -

"ALL THINGS BEING EQUAL, PEOPLE WILL DO BUSINESS WITH, AND REFER BUSINESS TO, THOSE PEOPLE THEY KNOW, LIKE, AND TRUST."

-BOB BURG

 

- AROUND THE WEB -

<< If you only read one thing >>

Essential Roles on a Modern Sales Team — LinkedIn

Great teams are not defined by simply having the best players. They are defined by depth, balance, and cohesion. Whether in business, sports, music, or otherwise, the highest-performing teams tend to include a diverse range of skills. Together, the team becomes a well-rounded whole greater than the sum of its parts.

This is especially true In the complex world of modern selling. It would be tough to find any single sales pro who embodies every element of an ideal skill set for the job today. But with the right skills represented in your team, you can work toward a well-rounded squad that checks every box.
>>> READ MORE

Topics: Wrap-up

Weekly Roundup: Generating B2B Leads Naturally + More

lead-magnet-607219-edited

- MOTIVATION -

"IT'S NOT YOUR CUSTOMER'S JOB TO REMEMBER YOU. IT'S YOUR OBLIGATION AND RESPONSIBILITY TO MAKE SURE THEY DON'T HAVE A CHANCE TO FORGET YOU."

-PATRICIA FRIPP

 

- AROUND THE WEB -

<< If you only read one thing >>

Generating B2B Leads Naturally — LinkedIn

What is a normal experience on social media like for you? I’m not talking about using it for business — I’m talking about a simple leisurely scroll. But the ultimate point I’ll make is that maybe there shouldn’t be much of a difference.

When I hop onto LinkedIn or another social media network, my usual routine is to check out the feed, press “Like” on a few posts that catch my eye, and leave a comment or two. When there’s a prompt, maybe I’ll message an acquaintance directly. It’s an easy way to stay in the loop and maintain relationships. These activities represent the fundamental purpose of social media, and that’s why the channel can be so effective as a business tool.

The thing is, social media might be most effective as a business tool — and specifically as an avenue for lead generation — when we’re not treating it as one.
>>> READ MORE

Topics: Wrap-up

Weekly Roundup: 2019 Sales Enablement Trends + More

Sales_Enablement_Solution

- MOTIVATION -

"BECOME THE PERSON WHO WOULD ATTRACT THE RESULTS YOU SEEK."

-JIM CATHCART

 

- AROUND THE WEB -

<< If you only read one thing >>

A Closer Look at Sales Enablement Trends in 2019 — LinkedIn

With a new NFL season set to get underway this week, I’m thinking about teamwork and complementary parts. A quarterback wouldn’t be too effective with no receivers to throw to. A running back is going nowhere without a line to run behind. And the entire defense would be lost without a coordinator and coaching staff in place to scout opponents, draw up schemes, and oversee execution on gameday.

Sales teams are similarly interdependent. To be successful, we need to work with one another and across departments (especially marketing). Not only this, but the most effective selling units are increasingly reliant on sales enablement tools and tactics.
>>> READ MORE

Topics: Wrap-up

Weekly Roundup: Prospect Calling Evolved + More

cold-calling-sales-call-046665-edited

- MOTIVATION -

"THE ONLY LIMIT OF OUR REALIZATION OF TOMORROW WILL BE OUR DOUBTS OF TODAY."

-FRANKLIN D. ROOSEVELT

 

- AROUND THE WEB -

<< If you only read one thing >>

Prospect Calling Evolved: 4 Techniques to Up Your Game — LinkedIn

Prospect calling: love it or hate it, this practice will likely always be part of the job. Our methods for communicating with potential customers are now more varied than ever, but there’s still something distinctly connective about getting on the phone and hearing someone’s voice.

With that said, there’s a difference between prospect calling and cold calling. You may be familiar with these tactics, but if you’re still aching to pick up the phone, here’s a quick list of four things you can do instead.
>>> READ MORE

Topics: Wrap-up

Weekly Roundup: A Unified Sales and Marketing Front + More

marketing-sales-alignment-planning

- MOTIVATION -

"THE HARDER THE CONFLICT, THE MORE GLORIOUS THE TRIUMPH."

-THOMAS PAINE

 

- AROUND THE WEB -

<< If you only read one thing >>

A Unified Sales and Marketing Front — LinkedIn

In general, B2B companies seem to be a lot stronger with sales and marketing orchestration than they were two years ago. It would seem like more businesses are making it a priority,

But when you compare “sales marketing alignment” with a term like, say, “sales enablement” on Google Trends over the past five years, you don’t find the same growth in interest.
>>> READ MORE

Topics: Wrap-up

Weekly Roundup: Sales Pipeline, Social Selling + More

social selling

- MOTIVATION -

"IN THE MIDDLE OF EVERY DIFFICULTY LIES OPPORTUNITY."

-ALBERT EINSTEIN

 

- AROUND THE WEB -

<< If you only read one thing >>

Selling on Social Media in 2019 — LinkedIn

According to the latest data, around 3.5 billion people are now social media users. That’s nearly half the global population. If you’re a seller and you’re wondering whether you should be active on social, this number alone should answer the question.

Of course, it’s not enough to just be on social media. If it were, every sales pro with an Instagram account would be swimming in leads. Your social media use should be as strategic as any other sales tactic you use.
>>> READ MORE

Topics: Wrap-up

Weekly Roundup: Helping Buyers Overcome Information Fatigue + More

overcome information fatigue

- MOTIVATION -

"OUR GREATEST WEAKNESS LIES IN GIVING UP. THE MOST CERTAIN WAY TO SUCCEED IS TO TRY JUST ONE MORE TIME"

-THOMAS EDISON

 

- AROUND THE WEB -

<< If you only read one thing >>

Helping Buyers Overcome Information Fatigue — LinkedIn

Information overload is real. And for today’s B2B buyers, it’s a real problem. There was a time when it was difficult to find enough quality information while researching solutions and weighing options. Now, this dynamic has swung starkly in the opposite direction. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: 4 Field Sales Best Practices of High-Performing Teams + More

achievement-team-performance

- 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 >>

4 Field Sales Best Practices of High-Performing Teams — CloserIQ

Though the lines are sometimes blurred, inside sales and outside sales are generally separate functions within an organization that require distinctly different skill sets. Outside or field sales teams spend the majority of their workday on the road meeting with clients and prospects face-to-face, often performing hands-on activities like product demonstrations or account setup.

Field sales managers have unique considerations to keep in mind to empower their teams to be successful. We’ll outline some of the best practices that high-performing field sales teams have adopted, talk about why they work, and discuss how to incorporate them into your own business.
>>> READ MORE

Topics: Wrap-up

Weekly Roundup: Living in an Age of the Empowered Buyer + More

prospecting-in-the-age-of-the-empowered-buyer

- MOTIVATION -

"THE DIFFERENCE BETWEEN A SUCCESSFUL PERSON AND OTHERS IS NOT A LACK OF STRENGTH, NOT A LACK OF KNOWLEDGE, BUT RATHER A LACK OF WILL."

-VINCE LOMBARDI

 

- AROUND THE WEB -

<< If you only read one thing >>

Living in an Age of the Empowered Buyer Requires a Fresh Approach to Prospecting — LeadG2

Outbound prospecting for new business has always been a bit of a numbers game. Years ago, when I first started as a Sales Development Rep, the formula was simple. If you made 100 phone calls, you could expect 10 appointments, and at least 1 of those prospects would turn into a client. The numbers would vary from industry to industry and market to market, but that was the standard everyone was shooting for.

Outbound prospecting is still a numbers game today. Unfortunately, the numbers are just a lot bigger. It requires more phone calls and more emails than ever before to get fewer responses, fewer appointments, and fewer clients. Why is it so hard? What’s changed?
>>> READ MORE

Topics: Wrap-up