The Center for Sales Strategy Blog

Pilots learn that the best way to land a plane is to look long toward the horizon, not directly beneath them. Great sales leaders do the same thing. They focus on the horizon, not just what's right in front of them.

Pilots learn that when landing, you are better off looking down the runway at the horizon than the ground rushing up underneath you. You need to balance keeping your eyes focused on the horizon, while peripherally watching your height above the runway to achieve a smooth landing. We have all felt the runway slam when a pilot gets this wrong.

If salespeople are generally optimistic (I think we can all agree they are), then the words “sales manager” may as well be Greek for God of Optimism. We have to believe to achieve! In sales, the glass is always half full. But these three optimistic phrases will actually hold you back, so be careful not to let your optimism trip you up.

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.

1. The 17 Worst Sales Email Writing Mistakes — HubSpot

If the core of your email is an insight or resource, think of your writing as the packaging. Even if you’re an expert, it’ll be hard to build credibility if your online communication is riddled with spelling and formatting errors. Here are the worst errors that'll cause salespeople to embarrass themselves over email. 

Here at the Center for Sales Strategy, we are constantly asked to look at sales, sales management, and sales marketing trends, and to make predictions about what the landscape might look like in the future. At the end of each year, we make what we consider to be our bold predictions for the following year. This year, several people from our team participated. Special thanks to Dean Mootheart, Alan Vitberg, Shannon Delmarle, Trey Morris, John Henley, Kim Alexandre, Matt Sunshine, Dani Buckley, Brad Ramsey, Greg Giersch, and Beth Sunshine for contributing.

Just like an athlete, you can go it alone and get some occasional wins. To win a gold medal requires a clear plan, consistent discipline and constant improvement.

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.

1. 7 Ways to Add Personality to the Sales Process — HubSpot

Part of talking to real humans (and earning the right to sell to them) is proving that you yourself are human — by communicating in authentic ways and sending the kinds of emails even you might actually want to read. Tap into some basic human empathy, and borrow these tactics.

Almost everywhere I go I hear managers and salespeople say, “Yeah, case studies are very valuable.  We need to get more case studies.” So why don’t more sales operations have more case studies? What’s holding them back? I can tell you what prevents most sales teams from having enough case studies:

• Case studies require some level of client participation. While your client may indeed be pleased with what you have done, they are busy, and taking time out their busy day to write or even provide information to someone in your organization is not an “A” priority for them.
• Your sales team probably doesn’t know who to nominate. Too often we are focused on making the next sale and not focused on what we did well in the last sale.  
• While most people agree taking time to gather information for case studies is important, it’s not urgent. So it never gets done.

So, how do you address these problems?  Here are some ideas:

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.

1. 5 CTAs Secretly Sabotaging Your Sales Emails (& What to Use Instead) — HubSpot

Every call-to-action matters. Ask for the right things in the right way, and your relationships with prospects will grow stronger over time. Ask for the wrongs things in the wrong way, and they’ll stall — or even go nowhere at all. To make sure you’re not sabotaging your emails, take a look at the CTAs you should never use (and which ones to try instead).