The Center for Sales Strategy Blog

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.

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). 

Often the terms “tough times,” “slow times,” and “uncertain times” create a pessimistic feeling, but they can easily be seen as an opportunity. Yes, times are changing, and business models are shifting, but the relationship you establish right now with your clients and prospects will define your organization in the future.

How can you genuinely maintain relationships with clients and prospects? Whether it’s being proactive or adjusting your marketing strategy, all it takes is innovation, effort, and willingness to do so.

Although face-to-face meetings are happening more often, being creative and using video to stay connected with customers as well as propose and close business with new prospects is still a trend that’s not slowing down.

The best sellers know it’s time to move from playing defense to playing offense because customers and prospects need help. They need solutions. They need the problem-solving expertise that a quality salesperson brings to the table.

Simply put, customers are more open to ideas and solutions than ever before because their level of pain is high.

Over 13 million workers hold sales or sales-related positions in the United States. Any experienced sales professional knows that the key to generating leads is sales prospecting.

In sales, it's crucial to focus on potential customers that are likely to buy your product. Not only does prospecting generate more leads, but it also ensures that you're selling to someone interested in what you're selling.

Putting together a good lead generation system can be a daunting task, though. In this sales prospecting guide, we've covered everything you need to know to start finding qualified leads.