Kathleen O. Celmins, on December 30, 2014
As 2014 comes to a close, we like to take a minute and reflect on the posts that resonated the most this year. Here's a year in review of our most popular posts regarding the sales process.
When trying to uncover really important client needs, shouldn’t we at least spend a few minutes writing more creative, specific, meaningful questions that have not been used a ka-billion times?
Kathleen O. Celmins, on December 29, 2014
As 2014 comes to a close, we like to take a minute and reflect on the posts that resonated the most this year. Here's a year in review of our most popular posts regarding salespeople.
We fielded questionnaires in mid-2013 to approximately 2,600 salespeople and over 900 sales managers asking them "What Keeps Media Salespeople and Their Managers Awake at Night?". Download the report.
Kathleen O. Celmins, on December 26, 2014
As 2014 comes to a close, we like to take a minute and reflect on the posts that resonated the most this year. Here's a year in review of our most popular posts regarding needs analysis.
Having a solid needs analysis that uncovers your clients needs is important. Don't forget to ask the question - What else should we be talking about?
Kathleen O. Celmins, on December 25, 2014
As 2014 comes to a close, we like to take a minute and reflect on the posts that resonated the most this year. Here's a year in review of our most popular posts regarding inbound marketing.
Your first year of inbound marketing is strange. How can you know what to expect?
Kathleen O. Celmins, on December 24, 2014
As 2014 comes to a close, we like to take a minute and reflect on the posts that resonated the most this year. Here's a year in review of our most popular posts regarding talent and working with colleagues.
Ask yourself these five questions to determine the kind of salesperson you are.
Kathleen O. Celmins, on December 23, 2014
As 2014 comes to a close, we like to take a minute and reflect on the posts that resonated the most this year. Here's a year in review of our most popular posts regarding the interview process. How to find prospects, how to interview them, and how to structure their compensation so they’ll stick around.
Kathleen O. Celmins, on December 22, 2014
As 2014 comes to a close, we like to take a minute and reflect on the posts that resonated the most this year. Here's a year in review of our most popular posts regarding emails, social media, and personal branding:
Following up with the people who give you their email addresses is key in the marketing process. But there's a good way to do it, and a bad way. Read one of the worst follow-up emails we've ever received.
Kathleen O. Celmins, on December 19, 2014
What a great week! There are some great gems from our writers here, and wonderful news from around the web. Read on!
The Center for Sales Strategy Weekly Wrap-Up
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Greg Giersch, on December 17, 2014
Sales is about selling someone a solution. You make the sale when you identify needs your client is motivated to solve, and rally your company to apply their resources and capabilites to solve that problem. As eager salespeople, we may try to solve the first problems we identify. But let's look at why that may often be the wrong problem to solve.
Kathleen O. Celmins, on December 16, 2014
My friend Nancy mentioned recently that she was finding it difficult to source good candidates for a particular position she had open in her company. So she decided to ask her social network if they knew anyone who might be a good fit. (Here at The Center for Sales Strategy, we think asking your social network is a smart idea in most cases.)
