The Center for Sales Strategy Blog

- MOTIVATION -

"EITHER RUN THE DAY OR THE DAY RUNS YOU."

-JIM ROHN

- AROUND THE WEB -

<< If you only read one thing >>

Plugging Leaks in the B2B Sales Funnel — LinkedIn Sales Blog

Recently, I spoke to a sales management group on four things that they can do to improve sales performance, and this is what I shared with them.

1. Recruitment

Always be recruiting. 24/7. 365. The battle for top sales talent these days has never been harder. You always have to be recruiting. Not just when you have an opening.

The best managers know spending time in the field coaching sellers is an important part of developing salespeople (and improving sales performance). Here’s a step-by-step guide to use the next day you are in coaching mode.

- MOTIVATION -

"OUR GREATEST WEAKNESS LIES IN GIVING UP. THE MOST CERTAIN WAY

TO SUCCEED IS TO TRY JUST ONE MORE TIME."

-THOMAS EDISON

- AROUND THE WEB -

<< If you only read one thing >>

75 Key Sales Statistics That'll Help You Sell Smarter in 2019 — Hubspot

We all know how difficult it can be to set an appointment with a prospect these days, and the last thing we would want to do is let that appointment slip away after making multiple contacts in order to secure it.

The question always seems to come up about whether a salesperson should confirm that appointment before making the call or not. I have sales professionals who argue on both sides of the question.

So, let’s compare the reasons for confirming or not confirming.

In the past media sales organizations employed a tried and true approach to solving dips in revenue. Here’s a summary of the approach: 

When revenue is down, develop a product, service, or tactic, and sell more!

Unfortunately, these days this approach is more tired and untrue than tried and true.

Selling more is not the solution to the current challenges faced by media organizations because it’s a new day, and it is not filled with rainbows and unicorns. The declines faced by media sales organizations today are consistent enough to be called the new reality!

- MOTIVATION -

"THE MOST UNPROFITABLE ITEM EVER MANUFACTURED IS AN EXCUSE"

-JOHN MASON

- AROUND THE WEB -

<< If you only read one thing >>

Disqualifying Prospects: 50+ Sales Leaders Share Their Best Methods — Sales Hacker

• Identify
• Select
• Discover
• Advise
• Close

… just to hear "NO!"

What Happens When a Client or Prospect says NO? What’s Next?

This is the last video of the three-part series on time management. In the first video, I touched on how to identify and eliminate distractions that are getting in the way of your productivity. In the second video, I talked about ways you can prioritize and organize all of the various tasks and goals that you need to accomplish—both at work and at home—to create that work-life balance. 

Today, I'm going to talk more about what Hubspot says takes up 13 hours of our week on average: EMAIL. 

We need email. It's not like we can do without it altogether. It's essential in our business communication, and many of us rely on it for our personal communications as well. So, what can you do to help minimize distractions by email alone to help you with time management?