Jim Hopes, on November 6, 2018
How many decisions does a sales manager make in day? 10? 25? 50? That number probably varies, but most people would agree sales managers make a lot of decisions each day as they navigate changing conditions, corporate demands, and plenty of persuasion from their salespeople about doing what they want them to do. Better sales managers make good decisions more often than mediocre sales managers. So, how do they do that?
Alina McComas, on November 5, 2018
Campaign recaps have become an expectation of doing business in the digital marketing era, but they often become a delivery report instead of reporting on the performance of a campaign. The goal of any recap should be to sell the results of that campaign in an effort to retain and grow the business. Over the years, I’ve seen some really good recaps, and I’ve seen some bad ones.
Shaye Smith, on November 2, 2018
-THOMAS PAINE
You can’t think of your database as just a list of names and contact information. It’s so much more than that. This data represents what’s possible for your business. It’s your future customers and referral sources. It’s next month’s closed deals and next year’s revenue. A company’s database can be the lifeblood of its revenue growth strategy.
Beth Sunshine, on November 1, 2018
Do Millennials simply have less sales talent than prior generations?
After conducting tens of thousands of sales talent assessments, we here at The Center for Sales Strategy can assure you that’s not the case.
In part one of this two-part series, I shared four key differences in how the Millennial generation was raised, insight I gained from Brad Karsh in my never-ending quest to learn more about how to activate Millennials. These differences explain much of the enormous disconnect between many Millennial workers and their managers today.
The Center for Sales Strategy, on October 31, 2018
It's easy for sales teams to get busy, get into a rhythm, or to get on a roll, and just do things the way you've been doing them. Sales managers can wear a lot of hats, and it can be easy when things are working to just keep them going the way they are going. Hey... nothing's wrong, right? Wrong.
Ensure you and your team avoid these SPOOKY things to ensure everyone is effectively utilizing their time and efficiently managing their prospects and accounts.
The Center for Sales Strategy, on October 30, 2018
We know what it takes. It takes a lot of work to get to the BIG day. It's time for the sales proposal.
Prospecting was spot on. The needs analysis meetings uncovered a clear desired business result for the prospect. And now it's time to shine... proposal time!
Don't be scared. Ensure your hard work (or your team's hard work) doesn't go wasted by following these tips gathered from our sales experts when creating and presenting your proposal!
Greg Giersch, on October 29, 2018
Deepak Chopra was an interesting pick as Keynote speaker to open the Inbound 2018 conference. Deepak brings to mind meditation and alternative medicine more than cutting edge marketing techniques. But he had a few insights that we can apply to business within his message of consciousness and healing.
Shaye Smith, on October 26, 2018
-CHRIS GROSSER
Is cold calling dead? Let's be honest. That answer is "No." Cold calling used to be one of the best -- and only -- prospecting strategies salespeople could use. But in the past 40 years, a variety of more effective alternatives have emerged.
Beth Sunshine, on October 25, 2018
If you have hired a salesperson that is younger than 36 years old, you hired a millennial. And you may sometimes feel like many of the other sales managers I talk to every day…
As a Talent Analyst, I spend a lot of time identifying people’s innate sales talents and helping managers make smart selection decisions. Once each hire is made, I work with the sales manager to turn talent into ever-increasing performance by maximizing each seller’s strengths and working around their weaknesses.
So my attention is sharply focused on two things: Talent and Fit.
Jim Hopes, on October 24, 2018
Picture this. You are seven weeks into the quarter and pacing behind last year, and significantly behind your budget. Your manager and your manager’s manager are nosing around to find out what is going on and peppering you with questions about your plan to fix this. Your sales team is growing increasingly frustrated as orders get canceled and prospects fall through. This scenario is hypothetical, of course, but perhaps you have been there. So, how does a sales manager deal with this?
