<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=585972928235617&amp;ev=PageView&amp;noscript=1">

The Center for Sales Strategy Blog

Trey Morris

Trey Morris

Recent Posts by Trey Morris:

Slow Down the Sales Process So You Can Speed Up the Sale

Slow Down the Sales Process So You Can Speed Up the Sale

Everybody wants to sell faster! No matter your industry or product, every organization is in a hurry to close more business. And on the surface, that sounds like a good idea but it's not.

Too often, we're in such a hurry to close the sale that we rush and make mistakes in the sales process that actually slows down the act of closing.

In our haste, we tend to overlook certain obstacles in our path in an effort to sell quickly. These obstacles often come up as a surprise to the client, which can derail the conversation and cause us to back-track and overcome the objection, which takes more time than if we had discussed it from the beginning.

Topics: Proposal sales process

Get More New Meetings — Developing a Valid Business Reason

Get that first meeting

"4 out of 5 Sales Managers admit appointments, whether in-person or virtual, are more challenging to secure than five years ago."

This nugget of information came from The Center for Sales Strategy 2020 Media Report.  

My initial response to this new data was...DUH!

I'd like to speak with the one manager who thinks getting a first time appointment is "easier" than 5-years ago. They must know something that I don't know!

I don't care who you're or what you're selling, but getting a first-time meeting is tough! Now, I realize there are a ton of legitimate reasons why that is true, but NO ONE CARES! Excuses won't help you get to your sales goals, get you a promotion, or pay your rent.  

What you need is a solution to help you get that all-important first-time business appointment. What you need is a Valid Business Reason.

Topics: valid business reason sales process getting appointments

Why Would Businesses Want To Do A Sales Diagnostic?

Why Would Businesses Want To Do A Sales Diagnostic

First, it was a phone call.

Then an email.

Finally, a text message.

Was my wife trying to get a hold of me? No, it was my doctor's office.  

It was that time of the year — time for my annual check-up. Ugh! Does anyone get excited to have a physical done by your doctor? It's uncomfortable, a bit invasive, and he's going to tell me all of the things that I've done wrong in the last year that I already know, but I don't want to admit to myself.

Topics: sales diagnostic

Don't Identify Problems, Solve Them!

Dont Identify Problems, Solve them

Excuse me, while I pull out my "soapbox", I'm about to go on a rant!

Nothing irritates me more than when people confuse activity with productivity. We have created an environment where checking off our to-do list every day, attending meetings, and responding to emails means that you were productive.

That's just wrong. 

You were not productive. You were busy. Busy does not equal productivity.

Topics: sales process sales leadership

Sales Calendar: 3 Reasons You Need One

Why you need a sales calendar

You mean well. You want to do it better this year. But, somehow every year, it gets away from you. 

We all have good intentions each year to do a better job planning, selling, and tracking all of the major sales opportunities for our organization. This is why you really need to start planning using a sales calendar.

Topics: IMPACT sales calendars

The 3 Ds of Time Management

Trey - VLOG - 3 D

 

It’s no secret time management is one of the highest requirements for succeeding in sales. Consistent questions heard within the industry are, “What are some ways I can improve my time management?” and “How can I be more efficient?”

There are a multitude of strategies to help us be more productive, but they can be difficult to adopt because they force us to go against routines we’ve had for years. If you struggle with habit-changing productivity tips, such as going to bed with an empty inbox, check out this system that works for many.

Topics: email sales performance time managemet

Hunter vs Farmer Personality, Characteristics, and More

Hunter vs Farmer Personality

You hear the terms "hunters" and "farmers" thrown around a lot in the sales world. Sales leaders are always looking for "hunters" as they should. New business is the lifeblood of any sales organization. Without salespeople that know how to "hunt" for new clients, a company can and will be in trouble.

Of course, companies must also have salespeople who are "farmers." Reps need to be able to cultivate clients by building relationships and growing accounts. Organizations must ensure that their key accounts renew and develop.

Topics: sales performance sales accelerator sales talent

Silence is Golden: 3 Ways to Improve Your Listening Skills

improve listening skills"Silence is golden"—usually this is said right after your children leave the room and you finally have a moment of peace.

As much as that is a "funny" joke for parents, the concept of silence is a rare one in today's world. Are we ever "silent?" And when I say "silent," I don't mean staring at our phones for hours at a time.
 
In the context of sales, silence has another meaning. Silence is an opportunity to stop talking, be quiet, focus, and listen. Yes, I know this is a radical concept for those us that are gregarious, loud-mouth, salespeople.
Topics: Needs Analysis sales performance prospecting

Predict the Success of Your Sales Team with Leading Indicators

Predict the Success of Your Sales Team with Leading Indicators

"If you don't know your numbers, you don't know your business." — Marcus Lemonis

"It's a numbers game, but I don't know which numbers" — Average Salesperson

Okay — I made-up the last quote, but it's still true. Too many times, I meet with sales managers and salespeople who firmly believe that sales is a "numbers game", but they have no idea what numbers they need to know or even what numbers they should be tracking.

Most sales leaders focus on KPI's (Key Performance Indicators) and while they are important, they do not help produce sales improvements. KPI's are like your scorecard after a round of golf, fun to see how you played, but they can't help you play better for the round you just finished. 

Rather than focus on KPIs, it’s time to concentrate on Leading Indicators so that we can effect change during the game that will help you and your team win. Think of leading indicators as data that allows you to make "in-game" adjustments, so that your team can keep scoring.

Topics: sales performance sales process

3 Ways to Improve Your IFM's

3 Ways to Improve Your IFMs

Your IFM's should be the most productive and most important time spent with your sales reps every week.

For those unfamiliar with the acronym IFM, it stands for Individual Focus Meeting. What is an IFM? It's what our team at The Center for Sales Strategy (CSS) calls your weekly one-on-one meetings with your salespeople (CSS loves to create an acronym for more common sales terms to keep you on your toes.)

Numerous studies support the fact that one-on-one meetings have a large impact on your team’s performance. So, if you’re struggling with IFM’s, it’s time to prioritize and improve with these three tips.

Topics: successful sales meetings IMPACT Individual Focus Meeting