The Center for Sales Strategy Blog

- MOTIVATION -

"MOST PEOPLE THINK 'SELLING' IS THE SAME AS 'TALKING.' BUT THE MOST EFFECTIVE SALESPEOPLE KNOW THAT LISTENING IS THE MOST IMPORTANT PART OF THEIR JOB"

-ROY BARTELL

- AROUND THE WEB -

<< If you only read one thing >>

22 Questions to Ask Yourself if You Aren't Seeing Inbound Marketing Results — LeadG2

No one does marketing for marketing’s sake. We want to establish our brand, build an audience, convert leads, grow a pipeline, accelerate deals through the funnel, and ultimately grow revenue. Unfortunately, that doesn’t always happen. Success or failure needs to be based on more than just a gut feel. Data doesn’t lie. What do the numbers tell you? Here are several questions that can jump-start a discussion and help you determine your best next steps toward getting your desired results and increasing your revenue from your inbound marketing efforts. >>> READ MORE

In this video, Kim Alexandre, VP/Senior Consultant at The Center for Sales Strategy, shares tips to get more engagement and attract great candidates from your job postings on social media. 

Early on in my sales career, there was a prospect that I was determined to close. Everyone on my sales team had tried to gain access to this decision maker, and some had gotten as far a conversation, but it never evolved from there. When my manager suggested I try to approach this target prospect, I eagerly accepted the challenge. In my head, I confidently thought, “I can make this happen.” Ha!

I spent months calling, dropping by, leaving voicemails, and sending emails. I never managed to get through to anyone, but I remained persistent and didn’t give up until one day I was told not so politely to go away.

Often during my career, I have reflected on that cringe-worthy experience. I had been persistent (outright annoying), and at the time, I had truly thought that persistence alone should get me in the door. As I began to develop and grow as a salesperson, I began to see the power of not just being persistent, but being persistent with a purpose. I learned the importance of earning trust and offering value to the prospect. Unfortunately, I had to experience some tough lessons before I got to this point.

- MOTIVATION -

"NEVER PUT OFF TILL TOMORROW WHAT YOU CAN DO TODAY"

-THOMAS JEFFERSON

- AROUND THE WEB -

<< If you only read one thing >>

Mastering Buyer Enablement in B2B Sales — LinkedIn

When buyers win, you win. That’s the fundamental mindset behind buyer enablement and it’s one that will separate the best B2B sellers going forward. >>> READ MORE

Talking about price with a new business prospect can be tricky. If you do it too soon, you might scare away a prospect. If you wait too long, the sticker shock might blow your proposal out of the water because it exceeds reality. 

Here’s a list of recommendations and things to consider about the topic of price along with three effective ways to prompt the conversation (including some easy to use ROI formulas).

- MOTIVATION -

"SETTING THE GOALS IS THE FIRST STEP IN TURNING THE INVISIBLE INTO THE VISIBLE"

-TONY ROBBINS

- AROUND THE WEB -

<< If you only read one thing >>

Lessons in Sales Leadership from John C. Maxwell — LinkedIn

We all know that strong sales leadership is important, and that it can dramatically improve a team’s results. But what makes a great sales leader? Which attributes can we hone to improve our positive impact? How do we go about prioritizing these efforts? A new book from John C. Maxwell may offer helpful guidance. This book, Leadershift: The 11 Essential Changes Every Leader Must Embrace, calls out three chapters (and corresponding “shifts”) that are especially pertinent for today’s sales leaders and managers. >>> READ MORE

Music can help you push through a difficult workout, it can calm your nerves, and it can even get you pumped up and geared towards success. Music can have a powerful impact on your mindset, and using music and the right rhythm to support positive thoughts could definitely get your sales performance headed in the right direction.

Abba — Money, Money, Money

Listen to it here.

“Money, money, money. Must be funny. In the rich man’s world.” What do we all work for? Money, right? To some extent, for sure! The key to this song is honing in on your motivation. “All the things I could do if I had a little money.” What are those things? What do you want to use and spend your money on? Home improvements? A new car? A family vacation? Define those things and create a visual target or vision board that you will see every day. Know exactly what you want to make, and sometimes more importantly WHY.

Where's your motivation? What lights your fire?

Pet Shop Boys — Opportunities

Listen to it here.

“I’ve got the brains, you’ve got the looks. Let’s make lots of money.” To me this song really speaks to using your resources. Who and what do you have around you to help make your ideas bigger and stronger? What could you tap into to make you feel more informed? What areas do you need to improve in or what areas do you find you are lacking skills or knowledge? How can you close that gap? Using your resources helps to ensure you are maximizing each opportunity to the fullest extent. “Oh there’s a lot of opportunities if you know when to take them.”

Are you using your resources?

As a department project, our group read the book Radical Candor by Kim Scott. Everyone had a different primary takeaway, but the one that stuck with me was the difference between Superstars and Rock Stars.

What's the Difference between a Superstar and a Rock Star?

Most managers know the definition of a Superstar. They are usually your one or two top performers, who are hardworking, ambitious, great at what they do, expect to be paid that way, and love the accolades.

But what about your Rock Stars? Rock Stars were defined as your steady performers. Not flashy, not necessarily your top performers, but the ones you can count on. Steady as a rock. Both groups are vital to a sales team. In fact, most companies would fall apart without Rock Stars, but usually, only the Superstars get the attention. Why? And why should you care?