The Center for Sales Strategy, on July 27, 2022
Before choosing which prospects to target, it’s best to generate a long list of leads so you can narrow down to the best leads. Using the categories you’ve identified as a good fit your business, decide which sources on this list are right for you to generate your own list of leads.
Helping sellers improve sales performance is an important—perhaps the most important—part of a sales manager’s job.
A key part of the process of improving performance is evaluating a seller’s performance. Tracking and evaluating important metrics will serve as a source of celebration as well as a way to add focus for future training and skill development.
Please note, this type of review and evaluation should not be confused with the typical annual review required by HR departments. HR reviews serve some purpose, but rarely serve as the catalyst for improving sales performance.
The Center for Sales Strategy, on June 28, 2022
The things you do are often more powerful than the things you say.
New business prospects are more likely to increase their engagement level when they know a seller truly cares about them and their business. Think about your own buying habits—are you more likely to do business with someone who cares about you compared to a slick talking salesperson who only cares about making a sale?
The Center for Sales Strategy, on June 24, 2022
World-class managers understand this essential element of hiring salespeople: talent is meaningless without FIT!
As a hiring manager, considering fit as carefully as talent is critical to a successful hire. Unfortunately, some managers discover fit problems after they hire a seller. Avoid this problem by evaluating these eight fit factors during the hiring process.
The Center for Sales Strategy, on June 2, 2022
You sold the campaign. You executed the campaign. Now get the credit you deserve!
Creating a successful digital campaign designed to deliver desired business results takes time and expertise—not to mention a great deal of work! It makes sense to present a recap during the campaign—to make sure it is on track—and after the campaign, to get credit for a job well done.
The best way to do this is to create a campaign recap and present this to the customer. This process allows sellers to get the credit they deserve for a job well done as well as open the door to the next sales opportunity with a satisfied customer.
The Center for Sales Strategy, on April 7, 2022
Just who do you think you are? Just because you “look” the part, speak the language, and have the innate ability to command attention with your good looks, winning personality, and dapper attire, doesn’t mean you have earned the right to walk through my door and ask me about my business!
We realize that might be a bit harsh, but it does set the stage for this post. Keep reading — it gets better! In roughly two minutes, you’ll get some ideas to help you sharpen your sales approach.
The Center for Sales Strategy, on March 31, 2022
As sales consultants, trainers, and coaches, we absolutely love it when the sales teams we work with shares successes they’ve had as a direct correlation to the advice, tips, and tactics we share.
Our company culture encourages innovation and creativity, which allows us to discover new trends, and figure out what works and doesn't work so that we can share advice with our clients. Video is a tool and tactic that we've explored and had the opportunity to get creative with.
If you're wondering how you can use video as part of your sales process, keep reading!
The Center for Sales Strategy, on March 24, 2022
How many open positions are on your team? Open positions are an opportunity to improve the talent level. You want to make your goals more attainable and hiring top-shelf people is the best way to do that.
However, building a high-quality sales team isn’t easy. It typically requires a lot of time and money to assemble a team of top performers. What if we told you that there’s a proven system that would help you get a list of great people to interview? Would you be interested?
The Center for Sales Strategy, on March 9, 2022
What do the best managers do to get their salespeople to pick the right prospects? They become the gatekeeper. No prospect should ever get on a salesperson’s Target list until it has been fully qualified against a set of objective criteria, a target business profile.
When helping a salesperson determine a high priority prospect, ask them the following questions using the following criteria: Dollar Potential, Access, and Fit.
The Center for Sales Strategy, on March 3, 2022
In 2022, we're challenging you to reconsider the way you're doing business to improve your sales performance.
The sales process is constantly changing and it's changing more rapidly than ever, yet there's a generation of salespeople still selling like it was any year before 2009.
Also in the mix are sales managers not adept to the evolving sales world, and therefore, might struggle to lead their team to good sales results.
