Trey Morris, on February 13, 2019
We always talk to our salespeople about having better business acumen, and we teach them to speak like a business owner. This gives sellers leverage and credibility when talking with prospects and customers.
Growing up, my dad always told me that if you just read the front page of The Wall Street Journal, you'd be more informed than 95% of the business people out there that you'd be talking to.
Kim Alexandre, on February 12, 2019
I can't get enough of Marie Kondo. Unless you are completely removed from social media or Netflix, you know her to be the spiritual guide to decluttering your living space on her Netlfix original series, "Tidying Up With Marie Kondo." I am a believer and often ask myself, "Does this spark joy?" and after my recent one-on-one coaching calls with salespeople from all over the country, many seem to feel as if their Account Lists are cluttered and could use some of Marie's guidance!
Luckily, The Center For Sales Strategy's Account List Management Strategy can help you declutter and tidy up your account list! There are 4 categories of accounts that are likely to "spark joy" for any salesperson: key accounts, secondary accounts, target accounts, and leads.
Kurt Sima, on February 11, 2019
January is history, and some sellers are already singing the blues because their year is off to a cold start. That’s the bad news… here’s the good news; it is not too late to make some changes to accelerate revenue and improve sales performance.
Here’s a list of five things to get 2019 back on track and heat up sales revenue!
Shaye Smith, on February 8, 2019
-JOHN MASON
Kim Alexandre, on February 5, 2019
Kurt Sima, on February 4, 2019
They don’t know you.
They don’t trust you.
They won’t respond to your emails.
They won’t engage in a conversation with you.
They won’t meet with you!
These are some of the challenges we face from new business prospects when it is early in the sales process. Each is a hurdle we have to overcome to connect and move the sales process to the next step. When you boil it down, the problem is linked to a lack of trust and value. Simply put, you are not valued or trusted in the eyes of new business prospects.
Ouch! How can this be when you have some much going for you?
Shaye Smith, on February 1, 2019
-FRANK TARKENTON
Trey Morris, on January 30, 2019
Need some help connecting with target accounts when prospecting? Do you know the decision maker you need to connect with at a company, but don't have their email address? Have no fear. Trey is here... to share a hot tip that he uses regularly to connect with target accounts.
Kurt Sima, on January 28, 2019
Most sales organizations are dealing with some hidden constraints that negatively impact revenue and cash. Here’s a list of the three most common, plus solutions to eliminate them.
Shaye Smith, on January 25, 2019
-JOHN D. ROCKEFELLER
