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The Center for Sales Strategy Blog

Three Simple Steps to Start Social Selling

Three Simple Steps to Start Social Selling

Social media gives salespeople opportunities they just didn't have several years ago — even three years ago!

It's much easier to connect with prospects now, and as long as you do it right, you can see significant results (i.e. landing more appointments with target prospects).

Here are three simple steps to get started with social selling.

Topics: Social Media social selling

Motivating Sales Strategies for the Under 30 Crowd

Motivating Sales Strategies for the Under 30 Crowd

There is a lot of talk about the multi-generational workforce, and as history would have it, each generation will lament about “young people these days.”

They don’t want to work!
They lack discipline!
The attitudes!
The workplace demands!

Each generation rolls in with its own unique defining qualities, yearning to be different than those before them. Couple that with younger generations classified as digital natives who entered the workforce during a global pandemic, and you may be shaking your head on how best to coach them.

Topics: sales talent sales coaching

Three Sales Tactics You Should Retire Today

Three Sales Tactics You Should Retire Today

Recently, there have been a lot of salespeople soliciting me.

Maybe, they think I could be a decision-maker for my company.  For the most part, they are mistaken. Most of the approaches are the same the email reads like it was sent to 1,000 emails, and they hope one sticks. 

However, every once in a while, one really stands out. The ones that stand out are short and to the point of why I would want to reply to them. What’s in it for me catches my attention.

Topics: sales process prospecting

Improving Digital Conversations and Sales

Improving Digital Conversations and Sales

Imagination. It’s a wonderful thing as a child, but as an adult, it can often keep you from engaging in specific scenarios.

I see it often from media sellers when it comes to being asked to sell new digital solutions… “if I engage in this conversation, what if they ask me…fill in the blank.”

Topics: selling digital advertising

6 Weeks to Impact 2023

6 Weeks to Impact 2023

This is the glorious time of year when most leaders are engulfed in budgets, planning, meetings, and deadlines. 

With less than six weeks until 2023, let’s dive into a few things to check off or add to your list.

Topics: sales and marketing alignment leading indicators

5 Things to Consider When Building a Digital Team

5 Things to Consider When Building a Digital Team

Digital sales teams today have to know more than how to sell. They need to understand how to develop integrated solutions that produce the business results the accounts they work with want. And they need to have the talent to be successful.

If you are in the process of building a digital sales team or upgrading your current team, here are five things you should consider.

Topics: hiring salespeople Digital

Round Peg, Square Hole: How to Know If You Have the Right People in the Right Places

How to Know If You Have the Right People in the Right Places

We have all heard the expression, “As impossible as trying to fit a round peg into a square hole.” A simple statement yet one that perfectly captures the challenge of making a match where there isn’t one.

Ask the leader of any organization about what keeps them up at night, and one answer is certain to be, “How can I make sure I have the right people in the right roles for the success of our business?”

Topics: recruitment sales talent

I Have Open Sales Territories And Recruiting is Challenging. What Are My Options?

I Have Open Sales Territories And Recruiting is Challenging. What Are My Options

Most people in hiring roles are having the conversation: How am I going to find someone to fill my vacant roles?

The problem is real, and for some, it’s overwhelming.

Here are four options to consider.

Topics: recruitment

Pay Attention to Your Best Customers

Pay Attention to Your Best Customers

Your best customers are your competitors’ best prospects. At The Center for Sales Strategy, we have long said that it’s much easier to fill the bucket if it’s not leaking from the bottom. Many companies have an incredibly large need to go out and get new business every month—mainly because they're losing 33% or more of their current business.

It's true, and while new business is certainly one of the solutions for curing the problem of not retaining existing business, it’s really only a bandage. The problem of account attrition needs to be addressed and quickly solved.

Churning through clients quickly and not getting any sort of renewal will fatigue your sales team. Over time, they will lose confidence in what they are selling. Just imagine the revenue growth you'll experience without attrition and keeping the same amount of new business coming in.

Topics: sales strategy Sales COVID19 Resources

A Quick Guide to Acquiring Top Sales Talent to Build an Effective Organization

A Quick Guide to Acquiring Top Sales Talent to Build an Effective Organization

NBA Coach Phil Jackson once said, “The strength of the team is each individual member.” His thought holds true within your sales teams.

Each person on your team needs to have the right combination of talent and fit to be successful. But in this competitive job market, how can you attract top talent to your organization?

Topics: sales talent