The Center for Sales Strategy Blog

The best way to fall flat on your face in a business conversation is to start the conversation talking about business.

Cultivate the art of small talk, and chances are good that once you do get around to bantering about business, the conversation will be meaningful.

How much more productive would you be if you focussed on your inputs? This means avoiding all distractions and only working on planning, pitching, and following up—all the factors that budge the needle, not those that don't. 

A lot of valuable time is wasted focusing on things we cannot control. For example, we have zero control over the economy, competitors, pricing, inventory, or customers' attitudes. Improving sales performance often requires changing focus from things that are out of our control to things we can control.

So, what exactly should you focus on? Here are several things within your control.

Spending time observing salespeople is something all leaders should do occasionally. You can learn so much more by observing first-hand how your salespeople interact with clients and customers.

This can work by physically accompanying a salesperson in the field or translating to online sales by listening to sales calls or observing emails and chats.  

Salespeople fill a fundamental role in society, so why do they get a bad rep?

In a HubSpot’s Research study, Buyers Speak Out: How Sales Needs to Evolve, respondents were asked to submit the word they most associated with salespeople.

The number one response was “pushy."

Persistence is part of being a salesperson, but there’s a difference between consistently adding value with each check-in and rambling about the benefits of what you’re selling. It’s decades and decades of the “pushy” kind of sales tactic that has made the average salesperson somewhat unpopular. We’re here to help change that with an updated look at the customer-focused sales process.

Top-performing sales managers are on top because they are continually finding ways to encourage their team to be more productive.

Constructive feedback is vital to ongoing development. In fact, 91% of salespeople said they want more learning and development opportunities.

Almost every sales organization has various types of sellers. There are the highest performers, who are needed even more after they reach their goals, their average performers that are “make or break,” depending on the month, and the low performers, who are a drag on achievement. There is an important technique that can give you a big boost with all of the above: Feedback. 

As businesses focus on attracting new customers, they often overlook the importance of nurturing existing relationships to boost their bottom line.

Don't let your hard-earned customers slip away. Read on to discover five powerful ways to elevate your organization and achieve a higher renewal rate.

Too many sales organizations don't have an Account List Management Strategy (ALMS) or they have one that provides little strategic value. In mature businesses, the lack of a priority-based ALMS is often tied to the following:

• High levels of account attrition
• Limited new business development
• Marginal productivity and missed revenue goals

There’s no longer a debate on whether social media is an effective way to remain relevant in today’s busy and modern online world. Social media has come a long way since the mid-2000s, where users simply used it to share photographs and “check-in.”  

Today, smart sellers incorporate social media into their sales strategy as an additional way to connect with prospects. This allows you to:

• Build rapport
• Pinpoint specific prospects
• Establish yourself as a thought leader

Through likes, comments, shares, and posts, you provide your insights to both prospects and current customers and allow for more engagement. Social media is a valuable tool for driving sales, but first, you must identify the most-used platforms for your ideal customer.

B2B (business-to-business) sales often involve multiple decision-makers within a buying committee. This can make it challenging for salespeople to identify the true decision-makers and effectively navigate the sales process.

This blog post provides insights and strategies for sales professionals to successfully navigate buying committees and identify the key decision-makers who hold the power to approve or reject their deals.

In sales, nailing down your customers' pain points is key to sealing the deal. As we enter 2024, it's crucial to stay on top of the game by tackling the sales challenges that will pop up in the coming year. Whether you're dealing with price objections, trying to build trust in your brand, or struggling to connect with decision-makers, facing these issues head-on can make a difference in your sales success.

With technology advancing and customer expectations changing, salespeople need to tweak strategies accordingly. By spotting and dealing with pain points early on, you can customize your sales approach, offer spot-on solutions, and build strong relationships with potential clients that stand the test of time.