The Center for Sales Strategy, on November 17, 2020
How do you define culture at your company? How does culture tie directly to business and sales performance? And, what’s a fun brigade?
Episode 3 of the Improving Sales Performance series with Jay Bailey, founder and CEO of Reatro Ventures, was engaging, enlightening, and motivating. Host Matt Sunshine asks the right questions that tells you how to make company culture work, and Bailey provides three free and easy tips on what you can do right now to improve your company culture.
The Center for Sales Strategy, on November 11, 2020
Many large-scale surveys routinely find time management skills are among the most desired workforce skills, but also among the rarest skills to find.
It comes as no surprise that one of the biggest challenges sales leaders face is time management. And while there are many articles and time management tools readily available, there’s also the old-fashioned sales calendar.
In case you missed Episode 2 of the Improving Sales Performance series, here’s a breakdown of the conversation that host, Matt Sunshine and guest, Trey Morris had on what a sales calendar is and how it can help improve sales performance.
The Center for Sales Strategy, on November 5, 2020
With dozens of episodes coming to our brand-new Improving Sales Performance series, sales professionals will soon have a plethora of insights and tips at their disposal.
The Improving Sales Performance series is hosted by Managing Partner Matt Sunshine who speaks with guests that are thought leaders, experts, and industry gurus, to share their insight, tips, and knowledge on various topics that help companies improve sales performance.
Episode 1 recently debuted on our newly-refreshed YouTube channel with guest, Dani Buckley, talking to Matt about Sales Enablement.
The Center for Sales Strategy, on November 4, 2020
Do you remember projecting 2009 revenue as we stared into the abyss of the Great Recession?
We all knew it was coming as it started with plenty of notice in the Fall of 2008. Many businesses projected negative sales growth, while others simply would not accept it. The organizations that intentionally gave their teams over the top numbers to hit lost a lot of ground on annual long-term business and blew Q1 because they demanded so much more than what the market would bear for them.
Setting clear and manageable goals is crucial for 2021.
The Center for Sales Strategy, on October 19, 2020
When you think about the sales meetings you attend, are you delighted or disappointed? Are you engaged or enraged? Is your time spent in the meetings worthwhile or wasted?
Sales meetings are a staple in most every sales department. Time is money to every salesperson and sales leader. It’s up to the sales leader to make sure each meeting is positive, motivating, and worthwhile. Treat your sales team like customers who want to feel like their needs have been met and that they leave the meeting enlightened and energized.
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.
