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The Center for Sales Strategy Blog

The Center for Sales Strategy

Recent Posts by The Center for Sales Strategy:

9 Sales Leadership Qualities to Look for in Top Performers

9 Sales Leadership Qualities to Look for in Top Performers

Recruiting top-performing sales leadership for your organization is harder than ever. The quality of the sales organization is directly associated with the quality of sales leadership.

When looking for top-performing sales leaders, you can’t just look for great salespeople. You need someone who can coach, go in the field, watch, and understand the sales process. Here are nine qualities to consider when you’re evaluating sales management talent. 

Topics: hiring salespeople leadership

6 Ways To Ask The Perfect Question

ask the perfect question salesHave you ever come back to your office after a solid Needs Analysis meeting and shared the exciting news with your manager?

As you sit down to recap, your manager starts to ask you questions about the prospect, and you realize you can’t answer them.

Critical information that you need was never even discussed. The assignment that you uncovered and thought was strong is actually vague, and you begin to understand clearly that you're missing key pieces of information.

You start to deflate as you realize this meeting wasn’t as good as you thought after all.

Topics: Needs Analysis sales performance sales process prospecting

Improving Sales Performance - IMPACT Your Sales Process: Sales Structure

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To establish the foundation for sustainable business growth, a solid sales structure must be built layer by layer. People, resources, and processes must align and work together to produce the best results for your organization.

Is your current sales structure designed for the results you want?

In Episode 26, Mike Paterson, President / General Manager at Mid-West Family Illinois, discusses how sales leaders can make an IMPACT on their sales process through sales structure.

Tune in now to hear the Live broadcast or keep reading for a brief overview.

Topics: sales structure IMPACT

Why Post-Sale Service Matters to a B2B Salesperson's Success

Why Post-Sale Service Matters to a B2B Salespersons Success

As an effective sales professional, you can’t just close the book on clients after they’ve signed the deal, even if the bulk of the work then shifts to other departments.

How your team executes the post-sale experience has important implications for the company as a whole, as well as your relationship with the customer.

What occurs during this phase can result in the customer being even more satisfied than before (including with their experience during the sales process), or it can derail what was otherwise a well-executed marketing and sales strategy.

Topics: customer satisfaction sales strategy Sales

Improving Sales Performance - IMPACT Your Sales Process: IFM

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1-on-1 meetings play a large role on your team’s sales performance.

In this episode, Stephanie Downs, VP and Senior Consultant, discusses how sales leaders can make an IMPACT on their sales process with 1-on-1 meetings, or what we call the IFM. Plus, she covers the fundamentals of IFMs and how you can turn this dreaded weekly task into productive meeting.

Tune in now to hear the Live broadcast or keep reading for a brief overview.

Topics: sales process IMPACT Individual Focus Meeting

Improving Sales Performance - IMPACT Your People: Recruitment & Selection

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Season 3 of the Improving Sales Performance Series is focused on helping sales leaders make an IMPACT on their sales performance through insight on 4 key areas: people, process, planning, and performance.

In Episode 24, Jaleigh Long, Vice President and Market Manager, Atlanta Radio at Cox Media Group, discusses how sales leaders can make an IMPACT on their sales performance through recruitment and selection.

Tune in now to hear the Live broadcast or keep reading for a brief overview.

Topics: hiring salespeople recruitment selection

Improving Sales Performance — IMPACT Your People: Engagement

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Season 3 of the Improving Sales Performance Series is focused on helping sales leaders make an IMPACT on their sales performance through insight on 4 key areas: people, process, planning, and performance.

In this episode, Beth Sunshine, Partner and VP of Talent Services at The Center for Sales Strategy, discusses how sales leaders can make an IMPACT on their people and teams through employee engagement.

Tune in now to hear the Live broadcast or keep reading for a brief overview.

Topics: employee engagement IMPACT

[INFOGRAPHIC] 2020 Media Sales Report

2020 Media Sales Report Infographic Header

2020 was one for the history books. From the outbreak of COVID-19 to heightened tensions during an election year, the sanest approach seemed to be simply taking one day at a time. However, sales professionals are forever optimists, always looking ahead, and ready to take on the next challenge.

The 2020 Media Sales Report studies the landscape over the past year, including the expectations for sales managers and the strategies deployed by media salespeople to assess their effectiveness across six key topics:

You can see some of the highlights for the survey in the infographic below. If you'd like to read the full report, download it here.

Topics: media sales report

Improving Sales Performance | IMPACT Sales Leadership System – Enhancing the User Experience

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Season 3 of the Improving Sales Performance Series is focused on helping sales leaders make an IMPACT on their sales performance through insight on 4 key areas: people, process, planning, and performance.

In this episode, Greg Giersch, Partner and VP of Client Experience at The Center for Sales Strategy gives viewers an overview and behind-the-scenes look at the creation of the IMPACT Sales Leadership System, digs into the user experience side of IMPACT to include what went into creating this system, the structure of the training, how long it took to build it, and more.

Tune in now to hear the Live broadcast or keep reading for a brief overview.

Topics: sales performance IMPACT

Building an Effective Sales Strategy (Including Examples)

Building an Effective Sales Strategy

When you're starting your own company, you want to start out with the strongest foundation possible. 20% of new businesses fail in the first two years that they're open. The reasons why they fail can vary, but starting your business with the right planning will give you a better chance of success. 

If you're in the business of selling products or services to your customers, you need an effective sales strategy. A sales strategy will help you scale and grow your business and learn how to improve your sales. Each strategy devised by a business is unique to them and their customer base, but they all should include the same basic details.

This guide will go over what a sales strategy is, how your company can benefit from it, and different examples you can pull from.

Topics: sales strategy