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The Center for Sales Strategy Blog

Shaye Smith

Shaye Smith

Recent Posts by Shaye Smith:

Weekly Roundup: Questions to Ask Yourself Before a New Sales Hire + More

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- MOTIVATION -

"WANTING SOMETHING IS NOT ENOUGH. YOU MUST HUNGER FOR IT. YOUR MOTIVATION MUST BE ABSOLUTELY COMPELLING IN ORDER TO OVERCOME THE OBSTACLES THAT WILL INVARIABLY COME YOUR WAY."

-LES BROWN

 

- AROUND THE WEB -

<< If you only read one thing >>

7 Critical Questions to Ask Yourself BEFORE a New Sales Hire — Sales Hacker

2019 State of Media Sales SurveyThe reality is not all salespeople are created equal (and neither are startups). Just because a rep has amazing sales numbers doesn’t necessarily mean they’re a good hire. What they had to do to achieve those numbers may be totally different than what they’ll have to do to be successful with you!

So how do you know which salesperson is the right hire for your business?
>>> READ MORE

Topics: Wrap-up

Weekly Roundup: Lead Qualifying Hacks + More

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- MOTIVATION -

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

-TONY ROBBINS

 

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<< If you only read one thing >>

Simple Lead Qualifying Hacks [VIDEO] — LeadG2

2019 State of Media Sales SurveySometimes when you generate leads via inbound marketing, you can get a lot of information about your prospects and leads when they fill out a lead capture form. It really depends, though, on what you're willing to ask. You can ask things like name, phone number, email, company name, industry, revenue, and more. There's a lot of different variables you can ask for.

The tricky part is, when you ask for too much information, you might limit the number of people that are willing to provide all of that to you. Consequently, this might limit the number of leads you could generate.
>>> READ MORE

Topics: Wrap-up

Weekly Roundup: Plugging Leaks in the B2B Sales Funnel + More

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- MOTIVATION -

"EITHER RUN THE DAY OR THE DAY RUNS YOU."

-JIM ROHN

 

- AROUND THE WEB -

<< If you only read one thing >>

Plugging Leaks in the B2B Sales Funnel — LinkedIn Sales Blog

2019 State of Media Sales SurveyAn empty sales funnel is a relatively straightforward (albeit not necessarily easy) problem to solve: enhance your prospecting efforts to produce more qualified leads.

A leaky sales funnel is another beast entirely. When we’re driving sufficient leads, but too few are reaching the finish line, the causes aren’t always obvious. This can lead to wasted prospecting efforts, seller frustration, and organizational discord.
 
>>> READ MORE

Topics: Wrap-up

Weekly Roundup: 75 Key Sales Statistics That'll Help You Sell Smarter + More

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- 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 >>

75 Key Sales Statistics That'll Help You Sell Smarter in 2019 — Hubspot

2019 State of Media Sales SurveyEvery time we think we've gotten a grip on the weird, wonderful world of sales, we learn something new that forces us to change our perspective and question our beliefs. Like just 17% of salespeople think they're pushy -- compared to 50% of prospects.

And along similar lines, only 3% of buyers trust reps. The only professions with less credibility include car sales, politics, and lobbying. Ouch. Luckily, not all sales-related data will bum you out. This list of sales statistics has invaluable nuggets of wisdom on everything from which words to avoid in your email subject line to the optimal number of questions to ask during a discovery call.
 
>>> READ MORE

Topics: Wrap-up

Weekly Roundup: Disqualifying Prospects, High Performing Sales Teams + More

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- MOTIVATION -

"THE MOST UNPROFITABLE ITEM EVER MANUFACTURED IS AN EXCUSE"

-JOHN MASON

 

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<< If you only read one thing >>

Disqualifying Prospects: 50+ Sales Leaders Share Their Best Methods — Sales Hacker

Deals aren’t qualified just the one time and then locked down as golden opportunities forever more; they need to be constantly tested and retested, with the goal of exiting (either one direction or the other) as soon as possible. 50+ sales leaders at companies like Dell, Workday, Oracle, and Cornerstone were interviewed, and based on what was learned, it’s clear the best sales teams practice proactive disqualification (DQ). >>> READ MORE

Topics: Wrap-up

Weekly Roundup: How a Multi-Channel Approach to Prospecting Influenced 73% of our Sales Pipeline + More

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- MOTIVATION -

"SUCCESS IS WALKING FROM FAILURE TO FAILURE WITH NO LOSS OF ENTHUSIASM"

-WINSTON CHURCHILL

 

- AROUND THE WEB -

<< If you only read one thing >>

How a Multi-Channel Approach to Prospecting Influenced 73% of our Sales Pipeline — Hubspot

These days, there's a lot of talk about influencing sales through social media or "social selling." However, I firmly believe you must measure what's effective in order to be successful. This post looks at how a podcast I developed has helped our company significantly influence the sales pipeline. It also explores how social media fits into a true multi-channel approach. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: 5 Quota-Killing Mistakes Only Experienced Salespeople Make + More

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- MOTIVATION -

"SUCCESS IS WALKING FROM FAILURE TO FAILURE WITH NO LOSS OF ENTHUSIASM"

-WINSTON CHURCHILL

 

- AROUND THE WEB -

<< If you only read one thing >>

The 5 Quota-Killing Mistakes Only Experienced Salespeople Make — Hubspot

Who's likelier to make a mistake: The rookie sales rep who's never sold a day in their life, or the veteran rep who's been on the front lines for nine years? The reality is, they're both going to screw up. Experienced salespeople simply make different mistakes. This post shares 5 big mistakes seasoned reps make -- along with the steps you can take to avoid them. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Conducting Killer Pipeline Reviews + More

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- MOTIVATION -

"ALL PROGRESS TAKES PLACE OUTSIDE THE COMFORT ZONE"

-MICHAEL JOHN BOBAK

 

- AROUND THE WEB -

<< If you only read one thing >>

Conducting Killer Pipeline Reviews Your Salespeople Will Thank You For — Sales Hacker

In the movie “Dirty Harry,” Clint Eastwood’s character asks one of his “bad guys” what has become an iconic question… “You’ve got to ask yourself one question: Do I feel lucky? Well, do ya, punk?”

Sadly, many salespeople feel like they’re facing off to Dirty Harry every time they have a Pipeline Review. He’s staring down at them while they squirm and sweat. This approach makes for a successful movie, but it’s important to remember: Your salespeople are not the bad guys, and you are not Dirty Harry.
 
>>> READ MORE

Topics: Wrap-up

Weekly Roundup: Top Business KPIs You Should Be Tracking for Marketing, Sales, and Service + More

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- MOTIVATION -

"ALL PROGRESS TAKES PLACE OUTSIDE THE COMFORT ZONE"

-MICHAEL JOHN BOBAK

 

- AROUND THE WEB -

<< If you only read one thing >>

The Top Business KPIs You Should Be Tracking for Marketing, Sales, and Service — LeadG2

Did you know that businesses that document their strategies receive a 538% greater chance of succeeding in their efforts? No, that wasn't a typo. When everyone in your organization understands how they should be performing, where their weaknesses and strengths are, and why the business is proceeding the way it is, it becomes easier for everyone to work as a cohesive team and to reach business goals... no matter what department you're in.

There are countless metrics that businesses can track, but over-reporting can create confusion and take away from the value of the statistics. Instead, businesses should pay close attention to the numbers that align best with their appointed goals.
 
>>> READ MORE

Topics: Wrap-up

Weekly Roundup: The Best Apps for Salespeople + More

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- MOTIVATION -

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

-WALT DISNEEY

 

- AROUND THE WEB -

<< If you only read one thing >>

The 40+ Best Apps for Salespeople Who Want to Win — Sales Hacker

To win at sales, you need the right tools. And to help, we’ve pulled together more than 40 of the best apps for salespeople.

Whether you’re looking to be more productive, save time, do your job better, or simply look your best, these are the apps you’ll turn to time and time again.
 
>>> READ MORE

Topics: Wrap-up