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The Center for Sales Strategy Blog

Trey Morris

Trey Morris

Recent Posts by Trey Morris:

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

Outsmarting the Machine: Elevate Your Sales Game in the Age of AI

Elevate Your Sales Game in the Age of AI

You've heard the ominous predictions about the future of sales in the age of AI and automation.

Will machines replace us? Are we on the brink of becoming obsolete?

Relax, put those fears to bed. Today, we're diving into how you can not only stay relevant but thrive in this new world.

Topics: AI

3.5 Unbeatable Tactics to Skyrocket Your Appointments

3 Tips to Supercharge Appointment Setting

The difference between success and failure is your new business!

Even the most seasoned sales veteran will experience 30% attrition every year. That means if we do not add new business in three years, your sales will dwindle to almost nothing. And if you add 30% in new business or incremental business each year, you'll basically just be treading water, not actually growing.

Topics: sales process getting appointments

Day 101: 3 Ways to Develop New Sales Reps

3 Ways to Develop New Sales Reps

Every sales manager has an onboarding procedure for new reps, beginning with day 1.

Do paperwork, have lunch with the boss, shadow some veteran salespeople, start building a prospect list, etc.

The first 30, 60, and 90 days of onboarding new sales reps are pretty standard. (Of course, we recommend that you follow the CSS Onboarding Checklist). 

However, what are your plans on Day 101 for your new sales reps?

Topics: onboarding employee development

The $1,000 Sales Meeting

The $1,300 Sales Meeting

Sales meetings are more than just a routine; they have the potential to inspire, motivate, and educate your sales team.

A productive sales meeting introduces your team to new information, solutions, and opportunities, ultimately driving revenue. But a poorly executed one? It can demoralize and waste precious time and resources.

Topics: successful sales meetings