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The Center for Sales Strategy Blog

Susan McCullin

Susan McCullin

Recent Posts by Susan McCullin:

Three Sales Tactics You Should Retire Today

Three Sales Tactics You Should Retire Today

Recently, there have been a lot of salespeople soliciting me.

Maybe, they think I could be a decision-maker for my company.  For the most part, they are mistaken. Most of the approaches are the same the email reads like it was sent to 1,000 emails, and they hope one sticks. 

However, every once in a while, one really stands out. The ones that stand out are short and to the point of why I would want to reply to them. What’s in it for me catches my attention.

Topics: sales process prospecting

I Have Open Sales Territories And Recruiting is Challenging. What Are My Options?

I Have Open Sales Territories And Recruiting is Challenging. What Are My Options

Most people in hiring roles are having the conversation: How am I going to find someone to fill my vacant roles?

The problem is real, and for some, it’s overwhelming.

Here are four options to consider.

Topics: recruitment

How Companies Are Successfully Filling Their Talent Banks

How Companies Are Successfully Filling Their Talent Banks

Would you manage your people differently if you had your next Sales Superstar sitting on the bench, ready to jump in?

What if you had a Talent Bank full of these talented people?

If you are like most leaders, you would probably hold your people more accountable for meeting expectations, and you would refuse to tolerate poor performance.

Topics: talent bank sales talent

4 Sales Team Challenges That Prevent Growth

4 Sales Team Challenges That Prevent Growth


Let's cut to the chase — it's important to quickly identify and address your sales team's challenges.

It's also important to note that no business or team is exempt from sales challenges. The differentiating factor is the ability to overcome those challenges. Below you'll find four of the most common challenges among struggling sales teams and how to address them.

Topics: sales challenges

Fatal Sales Leadership Practices That Will Ruin You

Watch Out For These Fatal Sales Leadership Practices That Will Ruin You

Did you know that there are 397,900 sales managers in the United States?

It's expected that this number will jump by 7% each year, which is the average amount of growth in the U.S. for a profession.

As a manager, you need to ensure that your team is successful and happy. Keep reading, and we'll guide you through the fatal sales leadership practices you should avoid.

Topics: sales leadership

Timely Questions That Will Improve Closing Ratios

Timely Questions That Will Improve Closing Ratios

The higher the close ratio of your sales team, the more sales you are making.

It can benefit your team and your company if you know what your close ratio is and how to increase it. Knowing where you stand and what your obstacles are is helpful when it comes to having a goal in mind.

Below are some questions that could help your team members (and you as manager) on the road to higher sales.

Topics: closing ratio closed deals

4 Reasons for Restructuring Your Sales Team

Reasons for Restructuring Your Sales Team

A new sales structure can help improve productivity. 

Sometimes it becomes necessary to go back to the drawing board. Remind yourself what your original goals were for your team.

  • What objectives did you have that still have not been accomplished or that are no longer being accomplished the way they used to be?
  • How can you fix problems and begin reaping the rewards you once had?
Topics: sales structure

What's Stopping Us From Growing?

Whats Stopping Us From Growing

Every organization wants to grow on some level – whether it’s more clients/customers, higher revenue, more locations, more product lines, etc.

There’s no one way to grow a business, but there are plenty of reasons it stops growing or slows down.

Here are some of the reasons companies stop growing.

Topics: business development

Finding the Right Mentor

Steps to Finding the Right Mentor

We're used to hearing “it takes a village” when we're talking about family, but what if that “village” theory is true in business as well.

Well, it sure helps!

Finding the right mentor can help you navigate your career and give you a village of knowledge instead of going at it on your own.

Topics: sales leadership

How to Build a High Performing Sales Team

How to Build a High Performing Sales Team

It's more important than ever to engage with your sales team. Sales teams that are not engaged are much more likely to underperform, experience low budget attainment, and unwanted turnover.

Data shows that less than 30% of today's workforce is truly engaged. This is especially true for end-of-the-quarter and end of the year! According to HubSpot, if a seller is disengaged and underperforming, it costs 150% of their salary to replace them.

Here are a few causes of a low performing sales team and how sales leaders can help.

Topics: sales talent sales leadership