Last 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.
The Center for Sales Strategy, on April 12, 2018
Congratulations. You've conducted a needs analysis and discovered a need for a prospect (their desired business result) for a prospect. But, is that good enough? How many needs did you uncover? Surely a serious conversation with a prospect about current challenges, unrealized opportunities, hassles, and trends, would uncover multiple desired business results.
The Center for Sales Strategy, on January 3, 2014
As we welcome the New Year, a few of us at The Center for Sales Strategy were discussing some of our favorite blog posts from 2013.
We thought a great way to capture this information was to survey several of the contributors to The Center for Sales Strategy blog and asked them to provide their top posts from our blog as well as their favorite post from other blogs. It was a difficult decision as we blog 4 to 5 times per week and cover multiple categories: Digital, Inbound, Management, Sales and Talent.
We would like to share these results with you so that you can see what’s on our mind and what we think will be important heading into 2014.
Happy New Year and thanks for reading The Center for Sales Strategy blog.
The Center for Sales Strategy, on December 30, 2013
As 2013 comes to a close and we reflect on the blog posts that we have posted throughout the year, it’s always enlightening to see which were the most read and shared. Since we blog regularly about digital, inbound, management, sales and talent there are a lot of blog posts that could make this top 10 list, but of course, only 10 could make our list of top viewed blog posts of 2013.
The Center for Sales Strategy, on September 20, 2013
The Center for Sales Strategy, on September 13, 2013
One of the great benefits from a strong content marketing plan is that past blog articles can continue to be useful and help your target audience.
The Center for Sales Strategy, on September 6, 2013
Will the moment of truth be looming in the next meeting with your prospect—the meeting at which you look her in the eye, fingers crossed, and go for the close?
Or, will this be the meeting where all you have to do is confirm the details to implement your solution—because your prospect already has a pretty good idea of what you’re bringing to the table?
The Center for Sales Strategy, on August 30, 2013
The Center for Sales Strategy, on August 23, 2013
It's been a big week for inbound marketing, with the HubSpot INBOUND13 conference taking place in Boston and a variety of new product announcements made that affect thousands of marketers. However, with all this buzz about inbound marketing you might still be wondering what exactly it is and whether or not it can truly help you reach your revenue goals.
The Center for Sales Strategy, on August 16, 2013
Learning how to dig deeper and gain a better understanding of each of your client and prospect's needs is a very popular topic on our blog. We've taken a look at some of our popular articles that will help you to conduct an effective needs analysis meeting so you can focus on developing customized solutions for your clients.
