The Center for Sales Strategy Blog

Some say that salespeople are a dime a dozen. Basically, they have very little value.  On the contrary! In b2b sales, great salespeople can literally be worth millions of dollars to their clients’ business.

1. Surprise Business! – This is new business that comes your way because of your company’s great reputation, your connections in the community, or simply “being in the right place at the right time.”
2. Enterprise Business! – This is new business that you developed from scratch, business that would not have existed anywhere but for your efforts. These are prospects you specifically selected and then worked hard to get in front of. Once in front of these prospects, you nailed an important assignment during your needs analysis meeting, which led to the development of a tailored solution.

We all work hard and deserve a few surprises over the year, but if we don't have some enterprise accomplishments too, are we really selling?

Inbound marketing is your ticket to not only being part of the dialogue but having the ability to start conversations with your top prospects and your best clients. This is done by publishing online content through your website and blog, and providing ways for visitors to qualify themselves. Creating content and generating leads are at the core of a successful inbound marketing program and we help businesses every day develop and execute successful inbound strategies. However, you too can start implementing a plan that will help you get found online, fill your lead funnel, and find new customers. 

Here's the most popular articles written this year about Sales Management. Don't miss reading these! Good luck with your planning for next week.

Here are the 5 most visited blog postings we published this month.  Have a great Friday and good luck with your planning for next week.

Here are the 5 most popular downloaded documents for 2013 so far. Have a great Friday and good luck with your planning for next week.

Some of the most important steps in your sales strategy should include asking the right questions and uncovering a client or prospect's true needs. Only then can you provide customized solutions.