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The Center for Sales Strategy Blog

Shaye Smith

Recent Posts by Shaye Smith:

Weekly Roundup: TED Talks Every Sales Professional Should Watch + More

ted talks for sales pros

- WHAT'S MOTIVATING US THIS WEEK -

"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

 

- WHAT WE'VE BEEN READING THIS WEEK -

<< If you only read one thing >>

10 TED Talks Every Sales Professional Should Watch in 2018 — Hubspot

Great sales departments motivate their employees with incentives, contests, and -- you guessed it -- pep talks. Viewed regularly by millions across the globe, TED Talks bring valuable new perspectives to the table. It's not always easy to stay motivated in the day-to-day grind of selling. TED Talks like these can give you just the jolt you need to remember why you love this job -- even during the longest sales days.

Topics: Wrap-up

Weekly Roundup: Secrets to Getting a Response From the CEO + More

get a response from the ceo

- WHAT'S MOTIVATING US THIS WEEK -

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

-THOMAS EDISON

 

- WHAT WE'VE BEEN READING THIS WEEK -

<< If you only read one thing >>

9 Secrets to Getting a Response From the CEO in 2018 — Hubspot

When a salesperson sends a message to a lower-level prospect, they can afford to try a stronger ask at first and then tweak it or scale back as necessary. But when you’re pitching to a CEO, you really only have one shot to engage them. Bungle the ask and you might miss the runway entirely.

Topics: Wrap-up

Weekly Roundup: How to Respond When Prospects Ask For Customer References + More

customer references for prospects

- WHAT'S MOTIVATING US THIS WEEK -

"IN ORDER TO GROW BETTER, YOU NEED A CULTURE
THAT PUTS THE CUSTOMER FIRST."

-DHARMESH SHAH 
At Hubspot's Annual Conference, #INBOUND18

 

- WHAT WE'VE BEEN READING THIS WEEK -

<< If you only read one thing >>

How to Respond When Prospects Ask For Customer References: 12 Strategies — Hubspot

Customer references can make the difference between a closed sale or a lost one.
But there's a time and a place to introduce your prospects to your customers. It's not in the beginning of the sales process, when many prospects ask. It might not even be in the middle of your process if you haven’t already done a good job addressing their concerns.

Topics: Wrap-up

Why Thought Leadership Works in Sales + The 4 P's Plan to Get Started

business presentationIn a previous post, Matt Sunshine, managing partner at The Center For Sales Strategy, shared six characteristics of an industry thought leader. The thought leadership position is certainly an advantageous position to have, as it can help with generating sales, lead generation, recruitment and retention, and new business opportunities. While sometimes this thought leadership position will come about completely organically, many times it is part of an overall sales strategy, and much time and consideration has been put in to developing the plan to make this happen. 

Topics: Social Media thought leadership sales strategy blogging

Weekly Roundup: Four Ways to Get Video Right for Social Selling + More

Business Strategy on the Mechanism of Metal Cogwheels.

- WHAT'S MOTIVATING US THIS WEEK -

"THE PEOPLE WHO ARE CRAZY ENOUGH TO THINK THEY
CAN CHANGE THE WORLD ARE THE ONES WHO DO."

-STEVE JOBS

 

- WHAT WE'VE BEEN READING THIS WEEK -

<< If you only read one thing >>

Four Ways to Get Video Right for Social Selling  SellingPower

When LinkedIn revealed that video posts now get three times the engagement of text posts on their platform, it sent shockwaves through the social selling community. Knowing that video provides such a significant engagement advantage means creating more video – and creating video with the best possible quality – is critical to making social selling initiatives effective.

Topics: Wrap-up

Weekly Roundup: If You Abandoned this Sales Tactic, You've Been Misled + More

sales tactic engagement communication

- WHAT'S MOTIVATING US THIS WEEK -

"DIFFICULTIES BREAK SOME MEN BUT MAKE OTHERS"

-NELSON MANDELA

- DON'T MISS THIS -

<< FREE LIVE WEBINAR AUGUST 29TH>>

How Inbound Can Turbo Charge Your Outbound Sales Efforts — LEADG2

Outbound sales tactics are alive and well. The key is that your sales organization can't survive relying solely on this alone. That's where inbound comes in... In this webinar, we'll explore how inbound and outbound efforts work together to help your salespeople improve sales performance and reach revenue goals. We'll also explore tactical inbound sales strategies that you can start implementing right away. REGISTER HERE.

- WHAT WE'VE BEEN READING THIS WEEK -

<< If you only read one thing >>

If You Abandoned this Sales Tactic, You've Been Misled  Inc

Don't stop selling solutions -- just change the way you do it. Customers still need help solving problems, but they won't waste time with salespeople who don't understand the bigger picture or haven't done their homework.

In this post, Matt Sunshine, Managing Partner at The Center for Sales Strategy, shares how to approach this stage of the sales process.

Topics: Wrap-up

Weekly Roundup: The Balancing Act Of Sales Management + More

lightbulb-055449-edited

- WHAT'S MOTIVATING US THIS WEEK -

"When we tell people to do their jobs, we get workers.
When we trust people to do their jobs, we get leaders."

-SIMON SINEK

- DON'T MISS THIS -

<< FREE LIVE WEBINAR AUGUST 29TH>>

How Inbound Can Turbo Charge Your Outbound Sales Efforts — LEADG2

Outbound sales tactics are alive and well. The key is that your sales organization can't survive relying solely on this alone. That's where inbound comes in... In this webinar, we'll explore how inbound and outbound efforts work together to help your salespeople improve sales performance and reach revenue goals. We'll also explore tactical inbound sales strategies that you can start implementing right away. REGISTER HERE.

- WHAT WE'VE BEEN READING THIS WEEK -

<< If you only read one thing >>

The Balancing Act Of Sales Management: Person Vs Process  LinkedIn

Sales management is the most important role in revenue generation for any business but how do you balance 'managing the person' with 'managing the process'? How do you love and encourage your people, yet hold them to account for doing what's necessary in creating sales and customer success?

Topics: motivation inbound marketing Sales Wrap-up

Weekly Roundup: How Inbound Can Turbo Charge Your Outbound Sales Efforts + More

thomas-kelley-74096-unsplash-383497-edited

- WHAT'S MOTIVATING US THIS WEEK -

"Many of life's failures are people who did not realize
how close they were to success when they gave up."

-THOMAS EDISON

- DON'T MISS THIS -

<< FREE LIVE WEBINAR AUGUST 29TH>>

How Inbound Can Turbo Charge Your Outbound Sales Efforts — LEADG2

Outbound sales tactics are alive and well. The key is that your sales organization can't survive relying solely on this alone. That's where inbound comes in... In this webinar, we'll explore how inbound and outbound efforts work together to help your salespeople improve sales performance and reach revenue goals. We'll also explore tactical inbound sales strategies that you can start implementing right away. REGISTER HERE.

- WHAT WE'VE BEEN READING THIS WEEK -

<< If you only read one thing >>

How ABM Helps Sales and Marketing Work Together — LinkedIn

Marketing and sales should work together. It sounds so simple and obvious, in theory. In practice, however, many sales and marketing teams work independently, leaving them unaware of otherwise obvious opportunities. There’s a better way, and that way is account-based marketing (ABM). It’s a strategy that doesn’t just call for alignment between sales and marketing teams, but generates it.

Topics: motivation inbound marketing Sales Wrap-up

Weekly Roundup: Sales Experts Share The Skills You Need to Raise Your Salary + More

raise-sales-salary

- WHAT'S MOTIVATING US THIS WEEK -

"Successful people do what unsuccessful people are not willing to do.
Don't wish it were easier; wish you were better."

-JIM ROHN

- WHAT WE'VE BEEN READING THIS WEEK -

<< If you only read one thing >>

4 Sales Experts Share The Skills You Need to Raise Your Salary — TalentDesk

Why should you pursue a career in sales? Hear from CSS Managing Partner, Matt Sunshine, as well as other industry experts as they speak to this topic and what skills a sales professional needs to increase their salary.

B2B Companies: Super-Serve Your Clients To Success— LeadG2

Not all clients are the same, and the best B2B companies know this and super-serve their clients however they can. By super-serving your clients with excellent communication, defined expectations, and focused efforts on their goals, you will assist your clients on their way to success, in turn setting the relationship up for future success and growth for your company.

Topics: motivation inbound marketing Sales Wrap-up

10 Eye-Opening Email Statistics To Help Guide Your Sales Email Strategy

email statistics to guide sales email strategyRecently, I sat on a panel about sales and marketing, and during the presentation, another fellow panelist said, 'Email is dead! Social media is where to reach your people!' Well... I laughed (internally, of course)... but was he right? Surely not. 

Topics: email sales strategy sales pipeline sales leads prospecting sales playbook