The Center for Sales Strategy Blog

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.