The Center for Sales Strategy Blog

Recruiting and hiring top talent is a tall order!  But it is critical for success in a sales organization.

THE BOTTOM LINE: There is only one reason why a prospect fails to respond to your calls or emails.  She or he is not convinced you will bring any value to them, and thus, your request for a piece of their precious time gets ignored. If they only knew what you have been able to do to help your clients! The problem is they don’t know.

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.

I work with a lot of B2B sales organizations.
Some perform well.  Some perform not-so-well.

Symptoms and Suggestions to move beyond the stall!

Too often sellers fail to convert new business target accounts because they stall at various points of the sales process. Here are some symptoms and suggestions designed to help sellers move beyond the stall to convert a new business target to a new business customer.

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.

I’m sitting in a hotel lobby enjoying my dinner. But I’m only steps away from the front desk. I can easily hear people checking in. What surprises me is the number of arriving hotel guests being greeted by their first name—before they hardly get in the door. There are warm hellos, how is Jane (the wife of a guest), how is your mom doing, and this goes on and on the entire time I am eating (and working!).

I can’t help but wonder—are most salespeople this engaged with their customers? Have they built the kind of relationships this front-desk staff developed? These hotel guests don’t arrive with luggage every evening. Some may check in once a week, others probably once a month or less often, but wow, this hotel has it mastered. It’s amazing to watch. I can say that I don’t recall this level of service at most establishments, much less a hotel.

Social selling. It’s not just an industry buzzword. It’s a legitimate technique that salespeople should use to build and maintain relationships within a social network that a salesperson and their customers already trust.

I’ve heard many people say that selling is more of an art rather than a science, but what if science could increase the effectiveness and efficiency of that art? Today, we have access to a mass amount of technology and tools that not only enable us to get more done in a shorter amount of time, but that also allow us to be more competitive and just all around better at the tasks we have to tackle daily.

There are many different sales technology, software, and gadgets available to us, but here are a few tools we consider ‘must-haves’ for the top salespeople.

Sales managers in the media space are faced with the challenge of hiring sellers who sell integrated solutions. No longer is hiring a one trick pony—a master negotiator who secures large shares of available opportunities—the recruitment and selection gold standard. Hiring great negotiators who can also develop business by selling integrated solutions is now standard operating procedure.