<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=585972928235617&amp;ev=PageView&amp;noscript=1">

The Center for Sales Strategy Blog

The Center for Sales Strategy

Recent Posts by The Center for Sales Strategy:

Consistent Steps That Lead to Consistently Winning: A Strategic Sales Process

Consistent Steps That Lead to Consistently Winning A Strategic Sales Process

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.

Topics: sales process sales accelerator

Effective Feedback for Sales Performance

feedback for sales performanceTop-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

Topics: sales performance

5 Ways Your Organization Can Deliver a Higher Renewal Rate

5 Ways Your Organization Can Deliver a Higher Renewal Rate

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.

Topics: sales performance renewal

What’s Your Account List Management Strategy?

account list management strategyToo 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

Topics: sales performance account list management

Social Selling Tips: Using Social Media to Connect with Prospects

Social Selling Tips Using Social Media to Connect with Prospects

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.

Topics: sales strategy personal brand social selling

Navigating Buying Committees and Identifying True Decision Makers: A Salesperson's Guide

Navigating Buying Committees and Identifying True Decision Makers (1)

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.

Topics: sales process

Pain Points You Need to Address in 2024

Pain Points You Need to Address in 2024

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.

Topics: pain points

Seven Seconds to Make a First Impression — Make it Count!

Seven Seconds to Make a First Impression — Make it Count!

We’ve all heard, “You’ll never get a second chance to make a great first impression.” This applies to so many facets of life, and when it comes to sales, that first 7-10 seconds can make or break you.

Our brains make a thousand computations during the first seven seconds we see someone. That means within seven seconds, the person across from you is assessing whether you’re likable, trustworthy, and competent.

Is the impression you create a blend of your personality, body language, and communication skills? If not, it should be!

Topics: Lead Nurturing sales process

6 Hiring Scenario Mistakes and How to Avoid Them

avoid hiring the wrong personThere is nothing more impactful than adding the right seller to your team. Conversely, nothing is more impactful than adding the wrong seller to your team!

Here’s a list of six scenarios managers find themselves in when hiring sellers that lead to hiring the wrong person, plus things managers can do to avoid them.

Topics: hiring salespeople

A Sales Managers' Role in Discovery Meetings

A Sales Managers Role in Discovery Meetings

Discovery meetings are a vital tool for uncovering new business opportunities. In these conversations, sales managers and sellers have a unique chance to learn about potential clients, understand their challenges, and present solutions tailored to their needs. The key to an effective discovery meeting lies in the ability to ask thoughtful questions, actively listen, and establish genuine rapport.

This article explores best practices for conducting productive discovery meetings. For sales managers, it provides insights into sharpening your skills in this area. For business owners, it illuminates the significance of discovery meetings in locating new opportunities. Whether you want to enhance your capabilities or gain a better grasp of these influential conversations, this piece highlights strategies to make discovery meetings a competitive advantage.

Topics: sales process discovery meetings