Matt Sunshine, on February 27, 2020
We can all agree that it's easier to fill a bucket when it’s not leaking from the bottom. Seems like a pretty good rule of thumb.
In the context of managing sales revenue and keeping that bucket completely full, things can become pretty difficult when you spring a leak! We need to spend more and more time dumping new business in just to keep a minimum level inside—and that is exhausting.
Alysa Hinshaw, on February 25, 2020
As sales professionals, one of the biggest challenges we face is trying to connect with a new prospect. With so many different touchpoints, it’s easy for a prospect to avoid or ignore your voicemails, emails, texts, or LinkedIn request.
If you want your message to stand out, it’s critical that you have a solid valid business reason (VBR) that establishes you as trusted and valued. However, it’s equally important to ensure you have a strong email subject line. You can have the best valid business reason on the planet, but if the email is never opened by the intended recipient, what good is it?
Kurt Sima, on February 24, 2020
Take this five-question quiz to set the foundation for this blog post—simply answer agree or disagree.
1. I interview sales candidates every week, even if I don’t have openings on my staff. 
2. I find my best sales candidates when I’m under the gun and have openings on my staff.
3. I move out underperforming sellers often because I keep a talent bank of qualified prospects.
4. I am a proactive recruiter, always looking for, and evaluating talent.
5. I often tell candidates that I’m interviewing even though I don’t have a position open.
If answered disagree to the majority of these questions; continue reading this post.
Amanda Meade, on February 21, 2020
-Bill Gates
This report focuses on B2B Sales Enablement market forecasts, future prospects, growth opportunities and key and key contacts. The purpose of this study is to present market developments in the US, Europe and other countries. The research analyze industry trends and marketing channels. By improving the economy, population growth in many areas of the region is a key driver of growth in the market. Increased demand for artificial intelligence in developed countries supports sales in the region. Overall, the popularity of B2B Sales Enablement is increasing with the above factors.>>> READ MORE
Matt Sunshine, on February 20, 2020
Twitter has 330 million monthly active users and 145 million daily users. 65.8% of US companies with 100+ employees use Twitter for marketing, and 80% of Twitter users have mentioned a brand in a tweet. There are a lot of interesting statistics floating around about Twitter and it's influence on brands and consumers. In this digital age, you are what you tweet.
Whether you're a sales manager or a business leader—we bet one of these quotes below speaks to you. Read through them, and feel free to share with your Twitter followers!
The Center for Sales Strategy, on February 19, 2020
The 2019 Media Sales Report studies the landscape over the past year, including the expectations for sales managers and the strategies employed by media sales professionals to assess their impact across five key topics:
You can see some of the highlights for the survey in the infographic below. If you'd like to read the full report, download it here.
Amanda Meade, on February 18, 2020
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Your sales team has goals. In order to evaluate the activities that are being performed in pursuit of those goals, you need measurable indicators known as Key Performance Indicators (KPIs).
Aligning your team with the right KPIs increases productivity and enhances performance, but it also allows you to monitor the overall health of your organization and team. With KPIs, you can:
The hard part is choosing the KPIs that are most relevant to both your industry and goals. Here are some tips on how to select sales KPIs that align with your business goals.
Trey Morris, on February 17, 2020
If you fail two out of every three at-bats in the Major League, you'll end up in the Hall of Fame. If you fail 90% of the time as a venture capitalist, you'll end up being a multi-millionaire—possibly a billionaire.
So, why are salespeople afraid to fail? And why do sales managers often berate a salesperson when they fail? If you’re never failing, then you’re probably never winning either. We tell our team to take risks and explore new opportunities, but are we reiterating that embracing failure is actually good for business?
Amanda Meade, on February 14, 2020
-Simon Sinek
2020 is officially underway. If you want your team to succeed this year, you can’t expect the same old tactics to work.
Prospects are now more informed than ever. They also are more risk-averse. It is challenging to differentiate yourself on factors other than price. The ability to grow existing accounts has even become more difficult. To avoid rejection, you have to keep up with the latest trends and continue to hone your abilities.
Here are the sales skills to prioritize in 2020 to stay ahead of the curve.>>> READ MORE
Amanda Meade, on February 12, 2020
The majority of participants that attend a “typical” training program or workshop will forget 70% of what they were taught within two weeks. Our goal for the Talent Focused Management (TFM) workshop is to provide clients with strategies and tactics that they can actually put into practice immediately.
Here are some takeaways from sales managers that will enlighten The Center for Sales Strategy (CSS) clients, as well as others, as to why —and how—not all workshops are created equally.
