The Center for Sales Strategy Blog

I’m in the midst of touring colleges with my son. There are so many choices and great things about all the schools. There are the big SEC football schools, schools in college towns and big cities, large campuses and small. So how will he choose? Finding the right fit when you are a senior in high school seems like such a concrete and monstrous decision.

The same can be true when graduating from college and looking for a job. What do millennials look for when searching for their “perfect” job? Many articles have been written about what they are searching for—collaborative work environments, recognition, opportunities for growth, flexible hours and a purpose to name a few. How does your company stand out to this group?

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. Back to Basics: Why It’s Time to Kill the Generic Sales Presentation — HubSpot

As a salesperson, it's your job to serve as a translator between the generic messaging found on your company’s website and the unique needs of your buyer. Modern salespeople tailor presentations to their buyers' context, leveraging the information they've already gathered in the exploratory phase to explain why they are uniquely positioned to help. This article explains how.

The candidate is standing in front of you—sharply dressed, trying to impress you with how perfect she is for the job. This individual seems perfect. She looks the part, has the right answers, and a great personality. How do you get past the “shine”?

Sales leaders, like teachers and other influencers, have the power to develop or destroy, to mentor or marginalize, to coach or to crush.

That’s a significant impact on a business and the drivers of that business's success, its people. That power can be used to foster positivity or negativity.

Sales Leaders Can Make Or Break Their Organizations

Many sales leaders who have direct reports, such as a sales department, may be in their positions not based on their talents for coaching or developing and contributing to the bottom line, but rather because of relationships and quid pro quos. Or the hiring manager may have succumbed to the “Halo Effect” during the interview. The Neilson Norman Group describes this in this way: The Halo Effect is when one trait of a person or thing is used make an overall judgment of that person or thing. It supports rapid decisions. It’s based on subjectivity vs. objectivity. It’s a decision that can wreak havoc once that hire enters the building. If you have regrets over hiring the wrong person for a sales leader role please read on.

Today we have a guest post from Allison Delagrange. Allison is is a General Sales Manager for Federated Media in Fort Wayne, Indiana. She’s a 2005 Taylor University graduate, coach to a team of top-notch sellers on 97.3 WMEE, mom to a little princess and twin boys, and wife to one handsome dude. Allison loves to help others succeed and share insights she’s learned over the course of her 10-year career in sales.

Sometimes great insights come from the most unlikely places. Just in time for Halloween, I’d like to share with you what a little green monster taught me about sales talent.

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 5 Biggest Ways Technology Has Transformed Sales — HubSpot

Modern salespeople have new tools, new techniques, and new resources at their disposal. And of course, they face new challenges. These changes require salespeople to adapt if they want to survive. This article explores the five biggest ways technology has transformed sales.

Today we have a guest post from Sherrie Roberts. Sherrie has been crushing sales goals and breaking records for over 20 years from local broadcast to national networks and rep firms. Serving in roles as salesperson, sales manager, General Manager and Founder.

It’s tempting to approach all prospects with the same strategies and tactics—it’s much easier and quicker to use a “one-size-fits-all” approach. But no two prospects are the same, especially the big ones. 

I’ve had several opportunities to earn the business of “whales.” Two of those were company record breakers, and a few were against all odds. These experiences had three common traits that stood apart from the rest. 

In just a couple of weeks, the LeadG2 team will be heading to Boston for INBOUND 2016—the yearly marketing conference hosted by HubSpot. As a Platinum Partner of Hubspot, we appreciate how HubSpot continues to lead the industry in research studies, thought leadership, and educating marketers. We learn so much each year at the conference.

Over four days, five keynotes, and hundreds of workshop sessions, we’ll be increasing our knowledge so we can better help our clients, and we’re looking forward to that! 

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 Salespeople Can Improve Their Business Acumen— HubSpot

Many salespeople fail to create or win new opportunities because they don’t know enough about business. They mistakenly believe it’s enough to know their product or service and how to overcome objections. But successful salespeople understand business and offer valued insight to their clients. This article shows you how to improve your business acumen.