The Center for Sales Strategy Blog

Sometimes we’ll get an influx of emails from different inbound marketing clients all at the same time questioning why their website or blog traffic is down (this happens internally for us too!). Recently this happened all at once, and ended up being a mix of #1 and #2 below, but it had our clients wondering what they could or should be doing differently.

Will the moment of truth be looming in the next meeting with your prospect—the meeting at which you look her in the eye, fingers crossed, and go for the close? 

Or, will this be the meeting where all you have to do is confirm the details to implement your solution—because your prospect already has a pretty good idea of what you’re bringing to the table?

Thought leadership has been one of the newest buzzwords in the C-Suite over the past years. With companies focusing more on blogging and social media it’s now easier than ever for C-Suite Executives to engage and discuss the company’s and industry’s direction. 

However, not all C-Suite Executives have been forthcoming about providing insight or perspective on what’s taking place in the marketplace.  Some C-Suite Executives haven’t bought into the benefits that thought leadership offers and are hesitant to make the investment of time and resources to get started. 

If you have had the pleasure of visiting an ocean this summer, you were likely reminded of the difference between high and low tide. I was on the Washington coast and saw some incredible sea logs that drifted up on shore. As I was marveling at the size of the logs, I was thinking that I am glad I wasn’t hanging around on shore when high tide brought one of those logs crashing in.  It seems to me, they are more fun to look at when they are not coming at you!

It has become almost cliché among professionals who are no longer content with their level of success or income:  “I’m ready to take things to the next level.” 

The Center for Sales Strategy turns 30 years old later this week , and for about 29 of those 30 years we’ve been proselytizing against cold calls. So it should be no surprise that I read with delight author Jeffrey Gitomer’s recent rant about cold calls.  (Oh, and maybe Gitomer’s enthusiastic endorsement of my book Close Like the Pros gives me another reason to appreciate his good judgment!)