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The Center for Sales Strategy Blog

Tina Rice

Recent Posts by Tina Rice:

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I can remember it so well—sitting in the grass with a bunch of other sweaty 5th and 6th graders, out of breath from running laps and drills. We were the St. Joseph’s soccer team, and we were great at running around and yelling and kicking the ball in the general direction of the other team’s goal. We were pretty good at joking around and drinking the Gatorade, too.

But this practice was a little different. Today, Coach Freer had a big pad of paper and a sharpie. She proceeded to tell us this fabulous story involving fullbacks, and halfbacks, and forwards, and strikers. And those white lines on the grass? She told us what they meant, too. 

“Whoa!” I said to myself. “There’s a strategy here, and a structure!”

This memory came back so clear to me this week, as I finished building our latest online course, the Lead Gen What & Why: Inbound. In presenting the top 20 terms related to inbound marketing and lead generation, a real structure, based on strategy, started to come into focus.

Topics: content marketing Inbound Marketing Sales sales and marketing alignment

Attention and Adaptation in the Digital Era


One, one thousand.

Two, one thousand.

Three, one thousand.

Where are you going with this?  

Four, one thousand.

Five, one thousand.

Ahem, I have more important things to do. 

Six, one thousand.

Seven, one thousand.

Get to the point!!! 

Eight, one thousand. Done!

The point is to illustrate—in words only—the interval of eight seconds.

Why? Because eight seconds is the average attention span of a North American, revealed last year in a study by Microsoft Corp.

Topics: Sales sales training

Clear the Runway, So Your Blog Can Take Off!

Of course you’re familiar with Microsoft Word. And of course you’ve seen those wavy red and green lines in your drafts—those lines that remind us to check spelling and sentence structure. You, me, and every 4th grader on the planet use Microsoft Word in a thousand different ways every day!
But did you know that there are three other interesting little functions, hidden deeper in Microsoft Word, that COULD be the key to your blogging success? They could help you communicate your ideas to a larger group of readers, and make those readers more receptive to your blog posts. 
Called “Readability Statistics,” these tools can help you gain insight into your writing on a deeper level. 
Topics: blog strategy

The Life-Changing Magic of Tidying Up Your Account List


Staying organized is one of the keys to productivity. If we're going to accomplish our important goals, we need to have a method for knowing what our priorities are and organizing our to-do list around them. 

By now, you have probably heard about Marie Kondo’s tiny turquoise book, The Life-Changing Magic of Tidying Up: The Japanese Art of Decluttering and Organizing. It has been published in more than 30 countries, and has spent the last 77 weeks on the New York Times Best Seller list. During that time, Kondo has launched a companion book, Spark Joy, which has joined her first book on the best seller list 15 weeks ago.

Perhaps you’ve read the books — or even been inspired to start your own decluttering binge! 

There is a certain freshness and energy that comes from sweeping away the unnecessary and unused clutter to reveal the meaningful, important items in your home and your life. The feeling of “a place for everything, and everything in it’s place,” is a reward unto itself, as so many have discovered through Kondo’s KonMari Method.

Topics: key account growth Sales

Clocks, Rocks, and Earrings


This morning, I walked into my daughter’s room. She was sitting on the edge of the bed, pondering which earrings to wear today.

There was only a few minutes left before leaving for school, and she still needed to collect her books, pack her laptop, and put on shoes and socks. But these priorities weren’t on her radar yet. They had been entirely eclipsed by the earring selection process.

It reminded me of my own time management skills challenges during junior high, and of a story I heard from our first online course: Customer Focused Selling.

Topics: sales strategy Sales

Order Up, with a Side of Social Media


The movie Chef, starring Jon Favreau, John Leguizamo, and Sofia Vergara was in the theaters last year, and is now available on Netflix and for rental.

Some called it “the feel-good movie of the year” — and I agree — but it’s also a GREAT way to get up to speed on Social Media!

Topics: Social Media Digital

Email Marketing: When Is the Right Time to Send?

Emails Scheduling for primetimeA study of 21 million email messages sent in 2012 found that email opens and click-throughs have two “primetimes” per day—the first between 8 and 9 a.m., and the second between 3 and 4 p.m.

Topics: email Sales

Green Thumb Advice to Help Your Sales Team Grow

coaching sales peopleMy husband and I have been doing some home improvement projects in our backyard. We relocated a pencil cactus, planted in a dry, arid location by the previous homeowner, to make room for a deck. But, unlike the other plants in the castaway pile, this one didn’t turn brown and crispy. It laid on its side for more than a week, roots exposed, looking as green and hearty as it ever had. For those of you without a green thumb, this story is about more than gardening, so stick with me...

Topics: developing strengths Sales