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.
The Center for Sales Strategy, on February 11, 2020
Prospecting was spot on. The needs analysis meetings uncovered a clear desired business result for the prospect. And now it's time to shine—sales proposal time!
Kurt Sima, on February 10, 2020
Of all the decisions and executive makes, none is as important as the decisions about people, because they determine the performance capacity of the organization." - Peter Drucker
The new year is 1/12 complete, and January is old news. How is your organization doing so far? Are you on track to exceed your growth goals for 2020? Are you lagging behind?
Growth of a sales organization will not happen unless the people in the sales organization are growing. Here are four important elements to consider that are directly linked to growth of your people and the decisions you make in coaching and developing them.
Amanda Meade, on February 7, 2020
-Jeffery Gitomer
For sales teams, scarcity of information was once a major pain point. Now we have the opposite problem. We are awash in sales data, pertaining to all elements of our operations. The data comes from a host of different sources, and we store it in a dizzying array of databases.
This presents a challenge, especially for those of us who might not consider ourselves avid number-crunchers. SPARXiQ’s VP of Sales Enablement Mike Kunkle asserted that making evidenced decisions, based on concrete information, should be a key strategic priority. In line with that guidance, here's what folks around the web are saying about sales data and analytics.>>> READ MORE
Shaye Smith, on February 6, 2020
From personal branding and thought leadership to prospecting, lead nurturing, and recruiting—there are many benefits to using LinkedIn as a sales professional. The problem is that sales professionals don't have time to set up or update the basics of their LinkedIn accounts to best represent them and their company.
You can't build a great building on a weak foundation, and the LinkedIn profile is just that: the foundation that could affect the success of your social efforts. Use this checklist to ensure your profile is updated and the best representation of your personal brand, the products you sell, and what you have to offer a prospect.
Matt Sunshine, on February 5, 2020
![[INFOGRAPHIC] CSS By The Numbers 2019](https://blog.thecenterforsalesstrategy.com/hs-fs/hubfs/JPEG-1.jpeg?width=3333&name=JPEG-1.jpeg)
At The Center for Sales Strategy (CSS), we take delivering results seriously. Our proven strategies help clients improve their company’s sales performance and increase their sales revenue by providing strategic plans and tailored solutions for their needs.
We've taken some time to dig into last year's numbers so we can analyze and improve in the coming year. Here's what 2019 looked like.
Amanda Meade, on February 4, 2020
The sales pitch is delivered, objections are resolved, and the contract is sent. Now, you patiently wait for the prospect to sign, and you’ve sealed the deal. But then — the email comes through, and suddenly you’re scheduling a sales negotiation.
Even if a salesperson has properly qualified a prospect and correctly managed their expectations through the sales process, they still can find themselves shifting gears from consultant to negotiator. And while negotiations can go in an infinite number of directions, honing-in on these six sales negotiation tactics will help close the deal.
Matt Sunshine, on February 3, 2020
Salespeople seem to always have so much to do, yet never enough time to get it all finished. Recently, I met one-on-one with about 30 different salespeople over the course of a two-week period. During each of these meetings, the salespeople revealed that they could benefit from some priority management or time management lessons.
That got me thinking that this is something I bet many sales managers and sales teams could use. So I asked all of my colleagues at The Center for Sales Strategy (CSS) and LeadG2 for their best time management tips. Here's what we gathered.
Amanda Meade, on January 31, 2020
-Tiffani Bova
How do you know how much effort you should put into pursuing a specific prospect? How can you prioritize one contact over another? Those scenarios aren’t always easy to navigate.
Prospecting is a spectrum. There are going to be sales opportunities worth pursuing to different degrees for different reasons. But, how can you tell what those degrees and reasons actually are? The sales matrix is a tool you can use to make sense of different opportunities. Let’s take some time to establish what a sales matrix is and how you can use one to improve your prospecting efforts. >>> READ MORE
Kurt Sima, on January 30, 2020
With a new year in full swing, it's time to perform some routine maintenance to ensure a strong first quarter (Q1) . A great place to start is taking a second look at your account list. Follow these ten steps to get your sales organization’s account list cleaned up and ready for a successful year!
