The Center for Sales Strategy Blog

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

We're ignoring you. 

You know it's true. You've always thought it to be the case, but now you have confirmation. Prospects are ignoring you! And how I do know this? 

I'm a reformed client. 

Technology continues to advance at lightning speed. It’s these advancements that change the way we live our lives. It seems that new technology impacts just about every aspect of our life.

The way we communicate – from phone calls and letters to texts and social media.
The way we consume entertainment – from going to a theater to streaming content on multiple devices.
The way we travel – from hotels and taxis to Airbnb and Uber.

Our work life is not immune to these advancements.

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

This post was originally published on SalesHacker.com.

The weekly sales meeting — you know the one. The whole crew gets together for what amounts to an hour-long discussion around menial housekeeping items or which sales rep got a little closer to nailing a sale.

Certainly it’s important information in its own right. But, it’s not worthy of eating up an hour that could be better used securing leads. The substance of the old-school sales meeting, in essence, belongs in a weekly email.

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

It is not an easy task to set a needs analysis meeting with a new business prospect. Think about all the things you must do to earn the meeting...

Here’s a typical scenario:

• Identify prospects.
• Qualify and select the best prospects.
• Develop a valid business reason.
• Professionally and persistently pursue the prospect.
• Connect and set the meeting.

Some prospects take even more time and energy than the scenario listed above. The last thing you want to do is show up to the meeting unprepared! 

I read a recent study that shared many interesting things about music and how much it does for humans. Some things noted in the study are that music:

• Enhances intelligence, learning and IQ
• Improves memory performance
• Improves concentration and attention
• Helps work productivity
• Helps fight fatigue
• Improves mood

Whether you're motivating yourself or your sales team, I think anyone in sales would like a little bit of all of those. So with that said, I've collected a list of songs from our team and compiled a list of motivational songs to help you boost your sales productivity! 

It seems like every sales manager I have talked to lately wants to talk about activity and how to enforce minimum activity expectations. It took a few of these conversations before a simple truth became obvious to me: Pipeline is way more important than activity.