The Center for Sales Strategy Blog

This was another great week in terms of engaging content. We found a lot that made us think.

Here are the five articles that piqued our interest:

1. Why arguing at work is okay, and the right way to to it {Inc.}

Don’t just inform. Organize. 

When was the last time you arrived at a sales appointment, and the decision maker said, “Glad you’re here! I know our appointment was scheduled for only 15 minutes, but as it turns out, I have an extra hour and a half today!” 

Doesn’t happen.

More likely is the meeting where you encounter this rushed greeting: “I know our appointment was for an hour, but something has come up so I only have about ten minutes.”

Happens all the time.

That’s why I want you to think of the daunting task of the Google mission statement: “To organize the world’s information and make it universally accessible and useful.” Of course, Google has more than one singular focus, and serves more than just a user who wants to do a quick search to find a quick answer or fascinating fact. They serve consumers who are shopping, companies who are being shopped, and marketers who are into metrics. I get all that. But focus on that beautiful, simple idea: 

“To organize the world’s information… and make it useful.” 

Part of my job has me visiting different websites every day. I am always impressed with those organizations that have an active company blog and use it regularly to influence, educate, and build their brand and their thought leadership position. But so often I notice there are no comments left on any of the blog posts I read, or if there is a comment it’s usually just one—and then there is almost never a response from the writer to engage the person who took the trouble to comment.

Why would a blogger go through the entire writing, editing, designing, linking process to publish something they thought would provide value and then ignore the people who took time to visit the site, click through to the blog, read a post, and comment? I hope you’re not that someone.

The most successful sales and marketing organizations are ones that set their sales teams up for success. They give them the tools and resources they need to get the job done as efficiently and profitably as possible. The best ones actually solicit input from their salespeople, asking what they need in order to be more successful. 

If you’re a part of such an organization (and even if you’re not), you should insist that your company design and deploy an inbound marketing strategy. If they ask why, no problem! Here are a dozen reasons you can share:

This was another great week in terms of content. We found a lot to love.

Here are the five articles that piqued our interest:

1. The Healthiest Typeface {The Atlantic}

I grew up as the only girl with three brothers in the house—and a lot of laundry! That machine ran non-stop and I was always enlisted to help.

It was simple enough: Load the clothes, add some soap, turn and pull the big knob, and presto!—the clothes are getting washed. Sure, once in a while I put something red in with the whites and had a problem, but, for the most part, is was simple enough.

Well, I recently bought a new washer and dryer… and oh, how times have changed! That big knob you turn and pull? Gone. These new appliances look like space machines loaded with the latest technology. Aquajet! Sensors! Steam! A bedding setting! There’s even a function called “waterproof.” Whoa. It’s complicated.

This was another great week in terms of content. We found a lot to love.

Here are the five articles that piqued our interest:

1. Should Journalism Worry About Content Marketing? {CJR}

We've talked a lot about thought leadership, and what it means for you and your business. Positioning yourself as a thought leader will not only bring more people to your website, but it'll present you with new business opportunities, invitations to speak at conferences, and more.

Can you have too much emphasis on new business?

I submit that’s not a crazy question. There’s a scenario, more common than you think, where an excessive emphasis on finding new clients can mask a significant problem growing inside your organization. Ask yourself: What role is that new business playing? Is it fueling your sharp growth curve? If so, congratulations.

Too often, the answer is that new business is playing a very different role—that new clients are coming in the front door just fast enough to replace those who are leaving by the back door. The emphasis on new business development in your organization might be coming at a high cost—not placing sufficient emphasis on satisfying, retaining, and growing your existing accounts.

Or you might not even be breaking even: You could be working harder than ever to find new revenue that is failing even to cover the losses you’re experiencing due to attrition. It reminds me of the classic line from Alice in Wonderland by Lewis Carroll, “The hurrier I go, the behinder I get.”