The Center for Sales Strategy Blog

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

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

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

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

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

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

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

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

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

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