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The Center for Sales Strategy Blog

Trey Morris

Trey Morris

Recent Posts by Trey Morris:

How to Develop Farmers and Hunters to be More Effective

How to Develop Farmers and Hunters to be More Effective

There is a hierarchy in the sales world.

Most sales leaders come from the days when salespeople were responsible for every step in the sales process. You had to find your leads, get an appointment, and ultimately close the deal. You only ate what you killed.

We were hunters, so we tend to favor and even value hunters more than farmers. When I say farmers, I mean salespeople who spend most of their time nurturing clients, building relationships, and growing them.

Topics: sales performance sales accelerator sales talent

3 Ways to Close More New Business: The No-Surprise Proposal Strategy

 

3 Ways to Close More New Business

We're tackling a crucial aspect of sales that's as important as your morning coffee: sealing more deals.

To close more opportunities, it's critical that we limit or completely remove as many objections during the presentation as possible. One way to do that is to remove the surprises. Surprises are great for a birthday party, but they can be devastating during a business meeting.

Topics: Proposal increasing new business

You Can’t Coach from the Locker Room: 5 Ways to Boost Sales Productivity in the Field

You Can’t Coach from the Locker Room

Saban, Belichick, and Landy didn't sit in the locker room during games. How would they lead their team, make decisions, or make adjustments? They couldn't. They had to be on the field to coach their players.

Why do you think you can coach your salespeople from your office? You can't. Get in the field with your salespeople...NOW!!

So grab your clipboard, slap on your sunblock (because we’re going out there!), and let’s get our coaching game on.

Topics: sales coaching

Prospects Do NOT Care About Your Features and Benefits

Prospects Do NOT Care About Your Features and Benefits

Here is a truth bomb that might just revolutionize your sales strategy. Brace yourself because I'm about to tell you why your meticulously crafted pitches about features and benefits are falling on deaf ears. 

Yes, you heard that right. It is time to shift gears and move beyond the traditional features and benefits spiel.

Topics: Needs Analysis sales strategy

The Secret Weapon of Persistence: Key Insight from the Media Sales Report

The Secret Weapon of Persistence

Let's face it, sales isn't for the faint of heart. It's a battlefield of "no's," rejection emails, and voicemails that mysteriously transform into black holes, swallowing your carefully crafted messages whole.

But before you drown your sorrows in a pint of Blue Bell Homemade Vanilla (hey, emotional eating is a valid sales strategy, right?), hear me out: persistence is the secret weapon in your sales arsenal.

Topics: sales process

Negotiating: Use Your Power for Good, Not Evil

Use Your Power for Good, Not Evil

Negotiation is an art, often perceived with a mix of hesitation and intrigue. It's a dance that occurs in various aspects of life, from buying a car to brokering major business deals.

Especially in sales, negotiation is not just a skill; it's a necessity. But the essence of effective negotiation lies in the approach: it's about collaboration, not confrontation.

Topics: sales process

Mastering the Art of the Discover Meeting

Mastering the Art of the Discover Meeting

In the dynamic world of B2B sales, the pivotal moment of any successful sales journey is, without a doubt, the discovery meeting.

This initial encounter with a potential client is your golden ticket to unlocking a world of opportunities. However, to truly capitalize on this crucial interaction, a strategic approach is imperative.

Let's dive into the essential strategies that transform a discover meeting from a mere conversation into a powerful tool for driving sales success.

Topics: sales process discovery meetings

Persistence Pays Off: 3 Ways to Secure New Business Appointments

Persistence Pays Off

Securing new business appointments is crucial for success in sales.

These days, it's quite challenging to get new business appointments. This difficulty is a key reason why many salespeople struggle and why sales organizations often miss their goals.

Research in sales indicates it typically takes eight attempts to reach a prospect. However, 92% of salespeople give up after just four tries. This explains why many are struggling to secure more appointments.

To excel in sales, it's essential to blend persistence with a clear purpose to secure new appointments. Here are three effective strategies.

Topics: increasing new business

Sales Roadblocks: The Power of Diagnostic Assessment

Sales Roadblocks The Power of Diagnostic Assessment

The path to sales success is rarely a straight line. But what if I told you that there's a way to navigate this winding journey with a bit more clarity?

Enter the world of diagnostic assessment. It's not a magic wand, but it's pretty darn close. Let's dive in.

Topics: sales diagnostic

5 Email Strategies That Open Doors

5 Email Strategies That Open Doors

Getting through to a potential customer or prospect is more challenging than ever. The email inbox, once a haven for personal messages, has become a battleground for attention. With the average person receiving dozens, if not hundreds, of emails daily, standing out is essential. 

For businesses, the goal is not just to be noticed but to initiate meaningful conversations and, ultimately, set up that all-important initial meeting.

Let's dive into effective ways to seize a prospect's attention with your emails.

Topics: email sales process