The Center for Sales Strategy Blog

In today’s competitive job market, organizations are constantly looking for ways to find and secure top talent. Building a strong talent pool is the foundation of any successful company, and doubling that pool can be a game-changer for your organization.

With employers finding it difficult to fill positions, it’s even more important to have a talent bench to turn to when you have an open position. According to a Monster global report, 9 out of 10 employers are struggling to fill jobs.

When you adapt and expand your recruitment efforts, you will be ready for future openings and make smarter selection decisions.

Asking questions is one of our most important, yet overlooked, skills for effective communication, whether at work or in life. The best leaders are often not the ones who have the answers - they are the ones who ask the right questions and actively listen to what others have to say.

There is an art to asking questions that bring others to the table, encourage their opinions and perspectives, and help them see their value to your team and company.

Famous leaders throughout history have often used questions to inspire, lead, and drive change. As Oprah Winfrey herself said, "When you ask the right questions, you get the right answers."

Have you ever hired someone who seemed perfect on paper, but ended up being a terrible fit for your team? What about someone who blew you away during the interview process, but then turned out to be a totally different person once you brought them on board?

If we each had a crystal ball to gaze into, the hiring process would be so much easier. Instead, hiring the wrong person is oftentimes a tough learning experience.

Here are five important lessons every hiring manager needs to learn. Keep reading to avoid learning them the hard way!

By now, you’ve realized that regurgitated sales techniques and tactics aren’t working – including the approach you take with your sales proposal.

You need something more. What you need is a well-crafted document that hits the right tone and authentically convinces your great lead to close the deal. But sometimes, even with a data-focused, detail-driven proposal, that great lead disappears in the abyss, and before you know it, you realize you’ve been ghosted.

Fear not; we’ve brewed up three tactics that will help your sales proposals convert more prospects at a high rate!

Getting through to a potential customer or prospect is more challenging than ever. The email inbox, once a haven for personal messages, has become a battleground for attention. With the average person receiving dozens, if not hundreds, of emails daily, standing out is essential. 

For businesses, the goal is not just to be noticed but to initiate meaningful conversations and, ultimately, set up that all-important initial meeting.

Let's dive into effective ways to seize a prospect's attention with your emails.

Discovery meetings are a vital tool for uncovering new business opportunities. In these conversations, sales managers and sellers have a unique chance to learn about potential clients, understand their challenges, and present solutions tailored to their needs. The key to an effective discovery meeting lies in the ability to ask thoughtful questions, actively listen, and establish genuine rapport.

This article explores best practices for conducting productive discovery meetings. For sales managers, it provides insights into sharpening your skills in this area. For business owners, it illuminates the significance of discovery meetings in locating new opportunities. Whether you want to enhance your capabilities or gain a better grasp of these influential conversations, this piece highlights strategies to make discovery meetings a competitive advantage.

We’re so proud to be celebrating Women in Sales Month once again.

For each week in October, we have an amazing slate of women sales leaders who will be sharing their unique insights. Today, our guest is Stephanie Slagle, Vice President and Chief Innovation Officer at Graham Media Group. Stephanie has so many amazing insights to offer, like:

• Why customer results should always be your North star
• How even the Michael Jordan’s (or Lebron’s) on your team crave coaching
• And, finally, why the mark of a great sales leader lies in the ability to articulate the path forward

When was the last time you purchased anything without researching online?

We bet it's been a while!

According to studies, 81% of shoppers conduct online research before buying. They search content on products and services that best suit their needs, read reviews, browse pictures, look at the best deals, and more.

People go online to research at every stage of the consumer journey. Countless digital micro-moments rule the buying process.

You know the feeling… a position on your team suddenly comes open and catches you off guard without any promising candidates in sight. You stir up a tornado of job postings, resume reviews, and hopeful prayers that the perfect candidate will miraculously appear… and you feel completely overwhelmed.

Here’s the good news. You can change this!

We’re so proud to be celebrating Women in Sales Month once again.

For each week in October, we have an amazing slate of women sales leaders who will be sharing their unique insights. Today, our guest is Laura Coristine, General Sales Manager at Cox Media

Laura makes so many awesome points. Such as:

• Why, instead of asking for feedback, you should ask for “feedforward."
• How emotional intelligence really can boost the overall morale of your sales teams.
• And, finally, why, if you’ve got a happy, engaged team of people, success is only a matter of time.