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The Center for Sales Strategy Blog

The Center for Sales Strategy

Recent Posts by The Center for Sales Strategy:

A Christmas Message from CSS [VIDEO]

Today, we're taking a break from our normally-programmed blog schedule to bring you a holiday message from the CSS and LeadG2 family. Click the link to watch this special message created just for you by our team!

Topics: holiday company culture

Sounds of the Season: Songs for Sales Pros

holiday songs for sales prosAs we roll through the Holidays, working hard to close out the year and prepare for a great 2019, we thought we'd share some 'sounds of the season' in true sales pro fashion. So, we asked the elves at the North Pole to help us write some carols with you in mind. Happy Holidays! 

Topics: holiday

16 SPOOKY Things Sales Managers (and Their Team) Should Avoid

spooky things sales teams should avoidIt's easy for sales teams to get busy, get into a rhythm, or to get on a roll, and just do things the way you've been doing them. Sales managers can wear a lot of hats, and it can be easy when things are working to just keep them going the way they are going. Hey... nothing's wrong, right? Wrong. 

Ensure you and your team avoid these SPOOKY things to ensure everyone is effectively utilizing their time and efficiently managing their prospects and accounts. 

Topics: sales management coaching sales performance sales strategy

Don’t Be Scared! Our Experts Share Their Top Tips to Perfecting the Sales Proposal

tips to perfect the sales proposal - no surprise proposalWe know what it takes. It takes a lot of work to get to the BIG day. It's time for the sales proposal. 

Prospecting was spot on. The needs analysis meetings uncovered a clear desired business result for the prospect. And now it's time to shine... proposal time! 

Don't be scared. Ensure your hard work (or your team's hard work) doesn't go wasted by following these tips gathered from our  sales experts when creating and presenting your proposal! 

Topics: Proposal sales process sales performance

Five Ways to Create a Sales Culture

sales team cultureWhat is your sales culture? Do you even have one? I frequently hear from sales managers the need for a “sales culture,” but often they don’t really know what their own sales culture is or how to build one.

Topics: Management sales culture Sales coaching sales management sales performance

What Sales Language Do You Speak? Avoid These Two Poisonous Sales Presentation Mistakes

sales appointment

There are two poisonous mistakes that will kill a presentation: using jargon and using stock phrases. Making either of these mistakes will drastically reduce the chance of getting a second meeting with a prospect.

Let's start with HOW NOT to start a presentation and finish with the HOW TO of communicating an engaging proposal.

Topics: Sales sales strategy

Ten Ways to Increase a B2B Salesperson's Productivity

b2b salesperson productivity

The job of a sales manager is a challenging one. One of the biggest challenges that they face is how to keep a team of sellers motivated and producing quality results.

Some of the best ways to make salespeople more productive don't include spending a fortune or sending them through another training class. A few of the best ideas are ones that help to reduce administrative burdens and increase time in the field or on the phones. 

Topics: Management developing strengths sales performance

We Interrupt This Blog To Bring You Something We Are Serious About: Our People!

At The Center for Sales Strategy, we are serious about and committed to delivering quality content to your inbox Monday-Friday, but today, we'd like to pause and bring you something that's even more serious: OUR PEOPLE! 

Topics: Talent

The 8 Talents Every Salesperson Needs to Succeed

girl scout cookie world record salesHave you ever heard about Katie Francis, who shattered the 30-year-old world record by selling 21,477 boxes of Girl Scout Cookies in 2014? On weekdays, Katie put in about seven hours every day selling cookies. So she rested on weekends, right? Nope. She put in 12 hours a day on the weekends! Since then, she's sold a record of 100,100 boxes of girl scout cookies in her seven years as a girl scout. She’s certainly got stamina and focus.

"I actually decided last year I wanted to beat the world record, and at the beginning of my sale my goal was 18,100. When I got to that goal, I raised it to 20,000. And then when I got to that, I went on to 21,000," she explained to a national TV audience in 2014. So Katie’s a goal-setter—and reaching a goal just motivates her to set a higher goal.

To be successful in sales, Katie quickly learned you can't take "no" personally. So this young lady has a solid ego that rejects rejection along with an agile mind that readily learns and adapts.

If you think she was taught all that—all that stamina, focus, goal-setting, inner motivation, healthy ego, rapidly learning, not to mention that ability to persuade and close—it’s time to reset your coordinates. These are talents, and talents are innate. Katie was born that way, and fortunately, her talents were fostered not quashed. Katie is exceptional, as are all talented people.

No parent, no teacher, no coach can train someone to behave in those ways. Talent cannot be taught or learned, but it can be identified, measured, and fostered. That’s what the best managers do.

Topics: sales training sales performance Talent sales management

5 Tips to Help Prevent Burnout in Salespeople

prevent-salesperson-burnoutLast year, Harvard Business Review estimated the turnover in salespeople to be around 27%. In an industry that’s seeing almost double the turnover rate than the overall labor force, it’s essential for managers and leaders to not only know how to recruit great talent that’s an excellent fit for your team, but also how to retain sales talent and improve their performance over the years. 

Topics: sales management hiring salespeople sales training coaching sales performance