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The Center for Sales Strategy Blog

Stop Spinning Your Wheels: Selling Techniques for Fast Closes

speed up sale

 

Stop spinning your wheels on lousy prospects!

Slow kills deals.   

Every seller knows (and loves) the feeling of a textbook sales process that goes from identify to closed-won, quickly.  The benefits of moving prospects to customers quickly through the pipeline expose several key leading indicators of the health of your sales team and sales process.

Topics: Sales

Fatal Sales Leadership Practices That Will Ruin You

Watch Out For These Fatal Sales Leadership Practices That Will Ruin You

Did you know that there are 397,900 sales managers in the United States?

It's expected that this number will jump by 7% each year, which is the average amount of growth in the U.S. for a profession.

As a manager, you need to ensure that your team is successful and happy. Keep reading, and we'll guide you through the fatal sales leadership practices you should avoid.

Topics: sales leadership

Weekly Roundup: 2030s Great Depression, Sales Lessons + More

2030s Great Depression

- MOTIVATION -

"80% of success is showing up."

 

- AROUND THE WEB -

<< If you only read one thing >>

The 2030s Great Depression: You Can Prosper in the Age of Decline– The Great Game of Business

Have you found yourself talking about inflation or labor issues lately?

They were discussing these issues long before you or I started having dinner conversations about them.

However, ITR Economics' perspective isn’t the doom and gloom one might expect. The firm is adamantly teaching its clients how to prosper in what it has coined “the Age of Decline.”

But before we jump into a few of ITR's recommendations on what to do now to prepare for the future, let’s address the elephant in the room. >>> READ MORE

Topics: Wrap-up

International Super Spy: Selling Techniques from a Veteran Salesperson

International Super Spy

If you have kids or watch a lot of Tik-Tok, you're familiar with the Backyardigans song 'International Super Spy'.

It's a catchy little tune that will not get out of your head. As silly as the song is, it reminds us that part of your job as a salesperson is to be a spy. No, not a real spy, but one that targets prospects and does some sleuthing to uncover inside information before your first Discover meeting.

The Discover meeting is the most important meeting you will ever have with any client, ever! If improving sales performance is important, read on!

Topics: Needs Analysis sales strategy Sales

Improving Employee Productivity In a Hybrid Workplace

Improving Employee Productivity In a Hybrid Workplace

One global pandemic, multiple lockdowns, and never-ending strains have reshaped the world the way we live, the way we socialize, and the way business is done. COVID-19 was indeed the biggest disruption to work as well as life in decades.

Productivity prior to the pandemic was a well-defined metric across companies. Some measured productivity by time, some by deliverables, some by revenue, and most by a combination of the three.

Topics: hybrid work sales productivity

Timely Questions That Will Improve Closing Ratios

Timely Questions That Will Improve Closing Ratios

The higher the close ratio of your sales team, the more sales you are making.

It can benefit your team and your company if you know what your close ratio is and how to increase it. Knowing where you stand and what your obstacles are is helpful when it comes to having a goal in mind.

Below are some questions that could help your team members (and you as manager) on the road to higher sales.

Topics: closing ratio closed deals

9 Killer Sales Recruitment Tactics

Recruitment Strategy

It looks like it’s shaping up to be another great year for job seekers and a tough year for employers struggling to find and keep their employees. The “war for talent” rages on.

Don’t let those negative headlines get you down, though. With a good recruitment process and retention plan in place, you will be able to build a thriving team.

Today we are going to focus on the 9-steps of strong recruitment and look at how you can consistently dedicate attention in a highly structured way to achieve big results.  

It starts with setting the stage for success.

Topics: hiring salespeople

Weekly Roundup: Considerations During Inflation, Sales Myths + More

Considerations During Inflation, Sales Myths

- MOTIVATION -

"Don't find fault. Find a remedy."

 

- AROUND THE WEB -

<< If you only read one thing >>

3 Things to Consider During Times of Inflation– The Great Game of Business

Prices are going up. We've all noticed it, and it's maybe even got us a little panicked. So, when can we expect to see inflation start slowing down?

Well, expert economists are expecting to enter a period of disinflation and slowed growth in 2022 and 2023. In this article, we have listed ways economists are saying inflation will impact spending and business growth — something all business leaders should take a look at. >>> READ MORE

Topics: Wrap-up

High-Performing Sales Teams Are Cultivated, Not Hired

cultivate a high-performing sales teamThis post was originally published on Business.com.

Top sales managers don't just look for candidates when they need them they keep in contact with potential team members to build an internal pipeline of interested and engaged salespeople.

The best products and services in the world don't hold up a company if no one buys them.

Most companies depend on salespeople to bridge the gap between production and purchase. When high-performing sellers leave, sales managers scramble to fill their roles. In the ensuing chaos, they usually hire the first competent person to walk through the door.

Topics: sales performance talent dashboard sales training

4 Reasons Accountability Is Missing in a Sales Team

Accountability

Every relationship has ups and downs, and that includes relationships between coworkers.

The members of your sales team might be going through problems at home that can cause problems at work.

There might be conflicts with other members of the sales team.

When problems exist in other areas of life, it can affect the accountability of the whole sales team or individual team members. Either way, it's possible to remedy the situation and make accountability a priority for your team.

Topics: sales performance