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The Center for Sales Strategy Blog

The Center for Sales Strategy

Recent Posts by The Center for Sales Strategy:

Failing To Do This One Action Stalled The Sale

stalled sales process

You've met with a prospect several times and this person also happens to be the CEO of the business. Score!

You've built a great rapport, they've shared challenges with you, and you've developed the perfect solution. You're really getting excited about the opportunities that are unfolding!

It's all going perfect, until you hear...

Topics: sales process sales training prospecting

Top-Tier Service: 6 Ways to Improve Your Clients Experience

Improve Client experience

Customers aren't going to want to do business with a company that doesn't offer a great buying experience.

No matter the type of business you run, you need to treat your clients right if you want them to remain in business with you and spread the word about your good reputation.

Below are a few ways that you can improve the way your company interacts with prospects and clients.

Topics: customer satisfaction Sales

Track These 4 Activities to Help Your Salespeople Grow Their Sales Performance

sales-manager-help-salespeople-through-sales-processAs a sales manager, how often do you struggle with the line between being a supportive and understanding manager, and holding your sales team accountable?

After hearing excuse after excuse about why so-and-so wasn't going to buy such-and-such, you throw your hands up and ask yourself, "If all of this feels so out of my control, what is in my control? What can I focus my team on that ensures we win where we need to win?"

Topics: sales performance sales metrics leading indicators

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

large-ISP_Ep.25__ IMPACT-COVER GRAPHIC

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 IMPACT selection

Improving Sales Performance — Impact Your People: Engagement

large-ISP_Ep.23__ IMPACT-COVER GRAPHIC

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