The Center for Sales Strategy Blog

Take a moment and think about what motivates you to perform more effectively and more efficiently? What makes you WANT to work harder and smarter? What makes you want to give it your all?

What if every time your prospect or customer felt like you were pushing your products, rather than focusing on his business, he transformed into a Hollywood Director and screamed, “Cut. Boring! Let’s talk about MY business!” Assessing your approach to sales, how many times do you think you’d hear that? 

I recently visited my daughter’s kindergarten class as a volunteer. There were many routines the children followed including putting book bags away, sitting crisscross applesauce in circle time, and reciting the Pledge of Allegiance. But one part of the daily morning routine really hit home. It was called “The Daily Itinerary.”

Come over to my house sometime and meet my kids. You will learn everything you need to know about managing a sales team. How is that possible? Because people don’t change.

At a recent routine doctors’ visit, I was told my blood pressure was normal. It’s always re-assuring to hear this, but as I thought about this a little more, I started wondering... what is blood pressure, and what happens when it’s not normal. Blood pressure is the amount of force that the blood puts on the walls of the blood vessels as it passes through them.

Happy Halloween! We hope you are having a spook-tacular day! Since we can't visit all your offices for Tricks and Treats, we thought we'd share a few Halloween-themed blog posts we love.

Things have fundamentally changed in the media industry, and I’m excited to have the privilege on November 8^th to discuss why inbound marketing will be critical to the next evolutionary phase for media companies.

Currently, a majority of the media companies (TV, Radio, Print etc.) are not using inbound marketing (blogging, thought leadership, lead generation, email marketing and social media) as part of their strategy to increase the number of leads their salespeople are getting—or leveraging it as a way to drive a more retainable revenue stream via their service and advertising offerings.  

Our grandson wanted desperately to go outside and play at the splash table. Of course, at one year old, he’s not allowed to do that without supervision. 

B2B sellers fall into one of three categories. Take a look at the description of each category or level to see where you reside:

So you drank the inbound marketing Kool Aid and it’s the sweetest you’ve ever tasted. Your team is churning out blog content, and your landing pages are generating leads at a rate you’ve never seen before. Give yourself a pat on the back—you’ve made it further than many other companies (including your competitors). Now that you’re generating leads like a pro, it’s time to look closely at that often misunderstood, nebulous area known as the middle of the funnel.