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The Center for Sales Strategy Blog

How Sales Technology Can Strengthen the Human Touch in Selling

How Sales Technology Can Strengthen the Human Touch in Selling

From being quarantined in our homes to keeping six feet apart and avoiding handshakes, the way we interact with other humans has drastically changed. In the business environment, the normal behaviors and tactics that salespeople have relied on to drive their success are no longer available. We can no longer drop by to see a client, meet a prospect for lunch, or fly to another city for a face-to-face meeting. More and more selling is now being conducted over the phone and via email.

And this isn’t a short-term trend. The U.S. Chamber of Commerce reports that “a new normal has developed for businesses of all sizes across nearly all industries, with changes likely to endure even after COVID-19 is a thing of the past.” We may have lost a few tools from our sales toolbox, but we’re going to replace them with new ones that we can use to build relationships and advance the sale.

Topics: sales process sales enablement

Finding Sales Talent to Fill Your Talent Bank

Finding Sales Talent to Fill Your Talent Bank

With the recent layoffs and furloughs, social distancing, and working from home, there’s more talent available on the market than ever before. “As a result of the pandemic, it’s become an employer’s job market,” states a recent Forbes article. “Candidates will have to get more assertive and creative in finding ways to help them stand out or get lost in the crowd.” 

While there has always been a need for a strong talent bank, now is the time to really start building one that will set you up for future success. Due to the current economic situation, you have a unique opportunity to find new talent that would have otherwise been unapproachable. 

How do you find top sales talent? Where do you look for sales talent? Who should you add to your talent bank? Keep reading for the answers!

Topics: talent bank sales talent

Weekly Roundup: As Work From Home Continues, Here's Some Advice

As Work From Home Continues, Heres Some Advice

- MOTIVATION -

"Change can be scary, but you know what's scarier? Allowing fear to stop you from growing, evolving, and progressing."

-Mandy Hale

- AROUND THE WEB -

<< If you only read one thing >>

How to Protect Your Mental Health When Working Remotely–HubSpot

2020 has brought with it unexpected levels of stress, anxiety, and fear for people across the globe. As we can all probably attest, the boundary between "work" and "home" life is quickly shrinking.Of course, many of our remote life challenges are insignificant compared to the pandemic sweeping the globe — but the risks posed to mental health aren't minor at all.

For instance, 19% of fully-remote employees say loneliness is their biggest struggle when working remotely – and if that doesn't seem like a big deal, consider that loneliness has been proven as dangerous as smoking 15 cigarettes a day. Here's some helpful advice on avoiding burnout from too many virtual meetings, and finding gratitude even in difficult circumstances. >>>READ MORE

Topics: Wrap-up

A Solid Sales Structure is Built on These Four Things

A Solid Sales Structure is Built on These Four Things

To establish the foundation for sustainable business growth, a solid sales structure must be built layer by layer. People, resources, and processes must align and work together to produce the best results for your organization.

In an earlier post, we identified the top challenges media sales departments face and a solution that addresses them all changing your sales structure. Restructuring is easier said than done, but if you’re going to manage a successful team, the need for change eventually hits home. When thinking about restructuring, below are four important things to know about the modern-day sales structure.

Topics: sales management IMPACT

Sales Enablement in Real Life [VIDEO]

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Sales enablement. Is it a buzzword or just a misunderstood word?

DEFINITION OF SALES ENABLEMENT: Sales Enablement encompasses the technology, strategy, processes, and content that empower sales teams to sell smarter and faster. It’s about providing salespeople with what they need in order to successfully and strategically engage the buyer throughout the buying process. Why wouldn't you want it?

Topics: sales performance sales process sales enablement

Elevate Employee Engagement— Engagement Elevator: Earned Trust

Elevate Employee Engagement— Engagement Elevator Earned Trust

Highly engaged employees describe their company as authentic because they are who they say they are. They live their core values, rewarding those who demonstrate them and not tolerating those who don’t.  

It’s no secret that when your employees are engaged, they are emotionally committed and willing to give their best at work. That’s because engaged employees feel as though they have a stake in the game and a sense of purpose which makes them willing to give it everything they’ve got to achieve success. Employee engagement has a major impact on business success, proving to reduce turnover, increase performance, and retain key customers. 

Topics: leadership company culture employee engagement

Why Sales Training is Even More Vital During Times of Change

Why Sales Training is Even More Vital During Times of Change

When dealing with severe levels of change, it’s natural to reign in and hyper-focus on the activity we feel is most essential to surviving and thriving in that environment. In sales, that core activity would include things like the need to continue identifying quality prospects, connecting with decision makers, and discovering their needs and desired business results.

Activity is important, but a knee jerk reaction to keep approaching those activities the way you always have will not be effective when business cycles are at their most volatile.

Topics: Needs Analysis sales process sales training

Weekly Roundup: When Business Is Slow, It's Time to Work on These Things + More

winning-success-great-salesperson-manager

- MOTIVATION -

"Either run the day or the day runs you."

-Jim Rohn

- AROUND THE WEB -

<< If you only read one thing >>

When Business Is Slow, It's Time to Work on These 13 Things–HubSpot

Perhaps you're not hitting your revenue predictions or you're having difficulty with cash flow. Secretly, you're concerned that business is slowing. However, these things alone may not be enough to indicate that your organization is not humming along as usual.

After all, other factors could be at play, such as increased expenses or inaccurate forecasting, and it's important to make business decisions based on more than just a feeling.
>>>READ MORE

Topics: Wrap-up

5 Ways to Nail the Needs Analysis Conversation

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Once you have an appointment with a strong prospect, it’s time to prepare for a successful needs analysis so all the effort you spent getting the appointment isn’t wasted. You want to make sure that you have a strong and thorough needs analysis—because understanding your prospect's desired business results, challenges, and expectations is essential for developing a solution that will achieve results.

Topics: Needs Analysis successful sales meetings Sales

You’re Not Alone: Top Challenges Media Sales Departments Face

challenge roadblock

If your media sales department is facing difficulties, you’re not alone. Despite recent innovations, media sales departments are still missing budgets, not developing new business, and not retaining key accounts.

Many media sales managers are stuck in a vicious circle of recognizing challenges that hinder growth, but they tend to ignore them for various reasons. Failing to tackle these challenges continue to result in lost revenue and lost opportunities.

Below are five of the top challenges media sales departments face and a solution that addresses them all.

Topics: sales management IMPACT