The Center for Sales Strategy Blog

Most salespeople prepare very carefully for every client interaction. Your preparation will dictate whether you are granted face time for that first appointment (and subsequent appointments), and it will dictate how much information you are allowed to gather in a needs analysis meeting.

But the nature of sales often leads us to focus on our own objectives when preparing; we want the appointment, or we want to learn about a specific objective a client might have that we know can translate into a selling opportunity.

If your customer-focused approach is sincere, there is one question—a simple question that can be asked in a multitude of ways—that can help you gain even greater respect and revenue from this customer.

It’s hard to recruit the right employees or find great people willing to invest time in their careers.

We’re facing a talent shortage, but it isn’t like employers are doing themselves any favors. A bad candidate experience mixed with a lack of feedback once hired leaves employees unmotivated and disconnected. Improving sales motivation is hard-earned but definitely worth it in the end.

A 2021 Gallup report found that over half of US employees were actively searching for a new job because they were disengaged. A revolving door of employees severely affects your ROI.

Getting that first appointment with a new business prospect is rarely an easy task.

In fact, there is usually a direct correlation between how long it takes to get an appointment and the spending potential of a prospect. Simply put, quality prospects take more time! 

Because so many hours are spent persuading a prospect to meet, it makes sense to get the most out of the meeting. World-class salespeople use the first appointment to uncover business challenges that lead to cash, instead of wasting the opportunity pitching, pitching, pitching. 

After getting comfortable and socializing a bit with the prospect during the opening minutes of the call, try the following steps to get the most out of the opportunity:

Considering that Millennials make up the largest percentage of the workforce, it's likely you will be hiring one. If not now, in the near future.

Understanding what makes a Millennial happy in the workplace gives you clues about the best way to recruit one.

Social media gives salespeople opportunities they just didn't have several years ago — even three years ago!

It's much easier to connect with prospects now, and as long as you do it right, you can see significant results (i.e. landing more appointments with target prospects).

Here are three simple steps to get started with social selling.

Today’s consumers are distracted with numerous options and bombarded with loads of information. As a result, they often struggle to find the products or services that best meet their needs.

In a rapidly changing industry, tools, and tactics that enabled sales and closed deals just a few years ago don’t stand a fighting chance today. Innovation and agility are keys to staying ahead of altering consumer demands.

Costumes, Ghosts and Goblins, Spooky Spiders, and Candy are fun Halloween traditions. 

Each year, children dress up and go door-to-door, exclaiming “trick or treat” in hopes of getting a handful of candy to add to the stash they’ve already collected. To a child, there is no such thing as too much candy… in fact, the one with the most candy by the end of the night wins.

What’s interesting is while children give the choice… “trick or treat,” we all know that they don’t want to be tricked. All they really want is treats!  They want to be delighted with yummy, fun-to-eat candy.

It's easy for sales teams to get busy, get into a rhythm, or get on a roll and just do things the way you've been doing them. Sales managers wear a lot of hats, and it's easy when things are working just to keep them going the way they are going.

Hey... nothing's wrong, right? Wrong. 

Ensure you and your team avoid these SPOOKY things to ensure everyone is effectively utilizing their time and efficiently managing their prospects and accounts. 

World-class managers know that adding a sales superstar to the team is a great way to improve sales performance. They also know landing a superstar seller involves a recruitment process just like it does for a top-performing college football team (go figure, teams like Alabama and Clemson win national championships after they compile great recruiting classes).

Superstar sellers know they are good and should be treated accordingly.

As part of your recruitment process, it is important to know—and effectively communicate—your Employment Value Proposition (EVP).