The Center for Sales Strategy Blog

I get it. I know it is important, but I’m sick and tired of hearing about new business. Truth be known, most sellers are sick and tired of hearing about new business… and their managers are sick and tired of talking about it!

Facts Behind the Myth

The majority of sales organizations are obsessed with new business because of one reason: they do a terrible job of keeping and growing existing business (AKA: customers).

Not all customers are created equal. World-class sales organizations segment them like this:

- WHAT'S MOTIVATING US THIS WEEK -

"Many of life's failures are people who did not realize

how close they were to success when they gave up."

-THOMAS EDISON

- DON'T MISS THIS -

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How Inbound Can Turbo Charge Your Outbound Sales Efforts — LEADG2

- WHAT WE'VE BEEN READING THIS WEEK -

<< If you only read one thing >>

How ABM Helps Sales and Marketing Work Together — LinkedIn

 "My sellers do not go on enough sales calls."

- Every Sales Manager

I hear this all the time from sales managers. I also hear a similar version from sellers: 

“I could sell more if I had more quality appointments.”

 - Almost Every Seller

Imagine if every seller had one additional call per week, every week of the year. That’s roughly 50 additional appointments per year.

- WHAT'S MOTIVATING US THIS WEEK -

"Successful people do what unsuccessful people are not willing to do.

Don't wish it were easier; wish you were better."

-JIM ROHN

- WHAT WE'VE BEEN READING THIS WEEK -

<< If you only read one thing >>

4 Sales Experts Share The Skills You Need to Raise Your Salary — TalentDesk

B2B Companies: Super-Serve Your Clients To Success— LeadG2

Not all clients are the same, and the best B2B companies know this and super-serve their clients however they can. By super-serving your clients with excellent communication, defined expectations, and focused efforts on their goals, you will assist your clients on their way to success, in turn setting the relationship up for future success and growth for your company.

No one likes to wait!

We don't like to wait in lines, on hold, or for Christmas morning. We want things now! As a society, we've become accustomed to instant downloads, on-demand programs, and same-day Amazon Prime deliveries.

Which is why sales organizations want to accelerate the sales process. For years, B2B sales were often seen as a long, complicated process where the salesperson could do very little to speed up the sale, but today you can speed up the process by simply slowing down!

Wouldn’t it be nice if you had a list of ten surefire questions you could ask during a needs analysis meeting that would lead directly to cash? That would be sweet… show up, ask the questions, and leave with an order!

Too bad that list does not exist. There is a list of guidelines to follow that will elevate your questions and your method of questioning to a higher level… perhaps to Rembrandt level. Salespeople can reach this level by perfecting the art of asking questions! 

- WHAT'S MOTIVATING US THIS WEEK -

"Don't let the fear of losing be greater than the excitement of winning."

-ROBERT KIYOSAKI

- WHAT WE'VE BEEN READING THIS WEEK -

<< If you only read one thing >>

The Straight-Forward Guide to Target Markets — Hubspot

When we ask salespeople about how their manager can get the most out of them, we often hear something like, "I work best if they tell me what I need to accomplish, and then they give me the freedom to get it done. I don't like to be micromanaged!" 

During the sales process, it’s important to have open and upfront conversations about how advertisers measures success. Clients will make their decisions to buy again based on the success, or failure, of the campaigns and solutions you sell them. 

Questions about success and client expectations should take place throughout the steps of the sales cycle, and your questions will differ based on where you are in the sales process.

- WHAT'S MOTIVATING US THIS WEEK -

"Someone is sitting in the shade today because someone planted a tree a long time ago."

-WARREN BUFFETT

- WHAT WE'VE BEEN READING THIS WEEK -

<< If you only read one thing >>

Is Cold Calling Dead? 17 New Prospecting Strategies Salespeople Should Use — Hubspot