Trey Morris, on August 28, 2023
Sales meetings are more than just a routine; they have the potential to inspire, motivate, and educate your sales team.
A productive sales meeting introduces your team to new information, solutions, and opportunities, ultimately driving revenue. But a poorly executed one? It can demoralize and waste precious time and resources.
Alina McComas, on August 24, 2023
Have you ever met with a prospect for the first time and felt like the entire conversation was like pulling teeth?
Maybe they took a couple of calls or answered some urgent emails while you were waiting to ask your next question. Maybe you couldn’t meet in person, and you could sense they were distracted and not focused during the little time you had.
In these situations, it's common to leave the appointment with little to no valuable information, no follow-up direction, and when you look at your notes it feels like a waste of your valuable time.
Not all first meetings go well, but you can prevent the train wreck first appointment with better pre-planning.
Stephanie Stoll, on August 23, 2023
Leaders today are facing an ever-increasing number of complex scenarios that demand their attention. In the fast-paced world of business, the conveyor belt of challenges never stops moving, and no two situations are ever the same.
But for effective leaders, this is just another day at the office. They possess the ability to quickly assess the situation and give themselves the right instructions for success. They are skilled at thinking on their feet and making split-second decisions that can make all the difference. These instructions that they give themselves are the Mindset, and combined with their Talents, or natural abilities, they have become superheroes of the business world.
As a leader, when you grasp and harness your Top Talents, coupled with the appropriate Mindset - which can change through continuous learning and growth - you are empowered to steer the situation towards success with ease.
Kate Rehling, on August 22, 2023
Think back to the last time you were truly moved by a story you heard. Maybe it was a heartwarming tale that tugged on your emotions. It could have been a story about overcoming impossible adversity. Maybe it was even a tragic tale of loss and redemption. Whatever the case may be, stories have a unique power to evoke emotion and connect us with others.
Most ideas are presented using data. While data has the potential to persuade people, stories have the power to move people.
Storytelling isn’t just limited to books and movies. It is a powerful and underutilized tool that can help you achieve your business goals. Whether you're trying to motivate your team, connect with prospects and customers, or win the close, try tapping into the power of storytelling.
Beth Sunshine, on August 21, 2023
Strong selection is about identifying an individual whose talents, skills, and experiences best align with what leads to excellence in your job role.
Much like looking for a round peg to go in a round hole, great hiring begins by examining the open position and considering which candidate is the best match for the company, the team, and the open position.
Hiring is one of the most important decisions you’ll make in a leadership position because, with the right people, you can do almost anything! And with the wrong people… well, you know. The fact is when you put the right people in the right roles, they thrive, and the organization grows.
As Peter Ducker said, "If I have put a person in a job and he or she does not perform, I have made a mistake. I have no business blaming that person, no business complaining. I have made a mistake."
Trey Morris, on August 17, 2023
Are you tired of traditional recruiting methods that don't seem to work for finding top-performing salespeople?
It's time to shake things up and think outside of the box. With Millennials and Gen Z not as interested in traditional sales roles, relying on hiring retreads from your competition is no longer a viable option.
It's time to get a little crazy in your search for your next sales superstar.
Matt Sunshine, on August 16, 2023
Few things in business these days are more important than finding, and retaining, the right talent.
Without talent, companies can quickly lose their competitive edge. But while most companies are focusing heavily on the recruitment side of the equation, many are ignoring the equally important job of retention. All the while the job market continues to become more competitive, and employees have increasingly specific preferences and expectations around how they want to work.
One of the easiest and best recruitment strategies might just be retention.
Brent Tripp, on August 15, 2023
In this episode, we’re wrapping up our season-long coverage of The Center for Sales Strategy’s latest Talent Magazine.
Today, we’re taking some time to discuss a group of people who too often get the short end of the “development stick.” That’s right; we’re talking about leaders.
Joining Matt to uncover the ways in which leaders can most effectively tap into their innate strengths is Beth Sunshine.
Beth makes so many awesome points, like:
Tirzah Thornburg, on August 14, 2023
A few years ago, the idea of hiring a candidate without an in-person meeting seemed ridiculous. Since hiring the right person is vital to a team's success, the idea of not being in the same room, shaking hands, and making an in-person connection was, at best, a last resort and, at worst, unthinkable.
But whether you embraced video conferencing or were dragged into it kicking and screaming, over the last three years we have developed the technology, know-how, and experience to conduct most interactions online. Here are some ways to get the most out of your recruitment.
Alina McComas, on August 10, 2023
As a sales manager, imagine how much better your life would be if you were consistently able to:
These elements are important, and delivering one or the other is not an option. When you have a healthy sales pipeline that is regularly monitored, both can be easy to achieve.
