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The Center for Sales Strategy Blog

Shaye Smith

Shaye Smith

Recent Posts by Shaye Smith:

Weekly Roundup: Personalization Strategies to Boost Sales + More

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- MOTIVATION -

"OPPORTUNITIES DON'T HAPPEN. YOU CREATE THEM."

-CHRIS GROSSER

 

- AROUND THE WEB -

<< If you only read one thing >>

8 Personalization Strategies for Boosting Sales — CloserIQ

For modern customers, there’s almost always more than one option when it comes to making a purchase. That makes it even harder for sales teams to close deals. But when customers are inundated by countless messages everyday, personalization can help.

Buyers don’t want to feel like they are part of the herd. They want to feel special and taken care of. Working to fulfill that need can help your team stand out. There are a variety of ways to personalize pitches and approaches. Be sure to keep these methods in mind when empowering your team.
>>> READ MORE

Topics: Wrap-up

Weekly Roundup: Marketing Hacks to Make You a Sales Management Guru + More

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- MOTIVATION -

"NEVER PUT OFF TOMORROW WHAT YOU CAN DO TODAY"

-THOMAS JEFFERSON

 

- AROUND THE WEB -

<< If you only read one thing >>

Marketing Hacks to Make You a Sales Management Guru — Sales & Marketing Management

Sales managers are a rare breed. The job is challenging. The most successful sales managers demonstrate a knack for hacking other disciplines. Successful sales managers combine the skills of economists, data analysts, psychologists, sociologists and entrepreneurs.

They also benefit from hijacking a few best practices from marketers. Here are some thought-starters for hacking your counterparts in marketing.
>>> READ MORE

Topics: Wrap-up

Weekly Roundup: Bad Sales Habits + More

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It's the LAST week to share your insight for the 2019 State of Media Sales Report 
CLICK HERE to contribute your expertise and help us develop an
extensive report to share in the Fall.

- MOTIVATION -

"TODAY IS ALWAYS THE MOST PRODUCTIVE DAY OF YOUR WEEK."

-MARK HUNTER

 

- AROUND THE WEB -

<< If you only read one thing >>

9 Bad Sales Habits Every Rep Should Avoid — CloserIQ

2019 State of Media Sales Report - Coming Fall Succeeding in sales is all about developing the right habits. But not all habits are sales-generating.

The industry has changed a lot in recent decades, moving towards a consultative approach. Now, some once-hallowed practices will actively hinder your ability to connect with prospective customers and close deals.

If you’re still doing these things, you’re not offering real value to your customers.
>>> READ MORE

Topics: Wrap-up

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 Report - Coming Fall The 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

 

- AROUND THE WEB -

<< If you only read one thing >>

Simple Lead Qualifying Hacks [VIDEO] — LeadG2

2019 State of Media Sales Report - Coming Fall Sometimes 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 Report - Coming Fall An 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 Report - Coming Fall Every 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

 

- AROUND THE WEB -

<< 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