The Center for Sales Strategy, on October 14, 2020
Just securing an appointment is one of the most difficult steps in the entire sales process. Having a referral or industry success story makes this task a little easier (so, use them if you have them).
But, what do you use if you don’t have either at your disposal? What if you just can't get the appointment?
The Center for Sales Strategy, on October 7, 2020
One of the largest inhibitors to sales enablement in organizations is taking a random approach to it.
According to Salesforce, 58% of pipelines stall because sales reps are unable to add value. Is your current sales enablement content addressing the issues your clients and prospects are facing? Research says for many companies the answer is no, and it’s due to the lack of a sales enablement strategy.
As you look to grow your sales enablement efforts, our experts want to offer their tips on successful sales enablement strategies that they know are proven to work.
The Center for Sales Strategy, on July 23, 2020
We often think of the needs analysis meeting as the beginning of the sales process, but, is it really? Today's buyers are complex. Their needs are perplex and they're hesitant to share information. When speaking with a prospect for the first time, you must ask the right questions. First, you have to know what questions to ask.
To conduct a great needs analysis meeting— one where the client is anxious to participate and is really open with information—there are two areas you need to work on before the meeting ever begins.
The Center for Sales Strategy, on June 11, 2020
The Center for Sales Strategy, on April 23, 2020
When you try to engage in a serious conversation via email, you will generally find the recipient calling you on the phone to have the conversation. If you meet other people for a living—aka work in sales—verbal communication is usually the best form of communication.
To people like us, we only prefer written text when confirming dates or answering 'yes' or 'no' questions. Most salespeople are more effective when they have a face-to-face opportunity than when they depend on their writing abilities. With those face-to-face meetings now temporarily on-hold, we need email to help us reach people we don’t know. You need to stand out from all the other emails, and here's how.
The Center for Sales Strategy, on March 24, 2020
Numerous research studies provide evidence that employees are more productive when working remotely. Sales teams are target-driven, so they’re going to find the motivation they need to be productive! However, managing a remote team isn’t easy. Here's advice from our experts, some who have managed remote teams since 1983!
The Center for Sales Strategy, on March 16, 2020
For many sales managers and account executives, working from home is a brand-new concept. And like any emerging work style, those who've had more in-office job experiences feel skeptical about remote work.
The Center for Sales Strategy (CSS) has embraced the work from home lifestyle. Our entire 40-person company has worked from home for 38 years- and we excel at it too! To help ease this sudden transition into the remote work world, here are some tips from our experts on how to stay in touch with clients and prospects.
The Center for Sales Strategy, on March 11, 2020
The job of a sales manager is a challenging one. One of the biggest challenges they face is how to keep their salespeople motivated and producing quality results.
Some of the best ways to help salespeople become more productive doesn'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 phone.
The Center for Sales Strategy, on February 19, 2020
The 2019 Media Sales Report studies the landscape over the past year, including the expectations for sales managers and the strategies employed by media sales professionals to assess their impact across five 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.
The Center for Sales Strategy, on February 11, 2020
Prospecting was spot on. The needs analysis meetings uncovered a clear desired business result for the prospect. And now it's time to shine—sales proposal time!
