The Center for Sales Strategy Blog

Good salespeople know that you can’t close a deal without the prospect feeling good about it.

What is not as obvious is that what they feel has more to do with what they say than with what you tell them.

Why? Because what they really need is to feel understood, listened to, and reassured. And to do that, you have to actually listen to them.

How much is too much talking versus too much listening? After analyzing over 25k sales conversations, studies found that top-performing sales professionals speak an average of 43% of the time, while their clients speak for 57% of the conversation.

This is called the 43:57 ratio, the "golden talk-listen ratio," and Gong.io found that sales reps who achieve it see an improvement in their sales performance.

Sales teams are the backbone of any successful business, and their performance can make or break a company's bottom line.

But with so much competition in today's marketplace, it's becoming increasingly difficult for sales reps to stand out from the crowd and close deals. That's why it's important to revamp your sales strategy and implement unique prospecting methods and tools to give your team a competitive edge.

We're going to explore five innovative prospecting methods and tools to help your sales team boost their performance and close more deals. From using AI-powered chatbots to leveraging social media platforms, we'll cover practical tips and strategies to help you stay ahead of the curve and achieve your sales goals.

Scenario: A team member comes to you, excited because a former coworker, a Top Performer, has just let them know that they are looking for a new position.

They are perfect for an opening on your team! You become excited because that opening has been hard to fill. Finding quality candidates has been hard and the competitive job market brutal.

So you can’t wait to hire this person. But before you meet with them, you have them take the Sales Talent Assessment, confident that their talents will match the glowing description by your AE.

Then comes that email. Not recommended to move forward in your process.

What?! How can this happen? And what do you do next?

The future of sales forecasting with AI is set to transform how businesses approach sales strategies. The power of AI will help businesses achieve more accurate, personalized, and timely insights into customer behavior and market trends.

As we continue to navigate 2023, it becomes crucial for sales professionals and organizations to stay ahead of the curve by embracing emerging trends that can enhance their sales strategies and drive sustainable growth.

In this article, we explore five key trends that are revolutionizing the B2B sales landscape, providing valuable insights and practical tips to help you navigate and thrive in this competitive environment.

From implementing personalisation to remote selling and account-based selling, get ready to discover the game-changing trends that are shaping the future of B2B sales.

A great coach can impact the outcome of a game more than any player. This is why we revere great coaches like Belichek, Walsh, and Landry. Their greatness stems from their ability to transfer knowledge beyond themselves by inspiring their players to become more than the sum of their parts! 

As the sales leader in your organization, you are the coach of a high-performance sports team. Your job is not writing up plays, sitting back in the coach's box, and watching the game. Your job is to be on the field observing and helping your players be the best that they can be. Coaching is the cornerstone to achieving this.

As a sales team in the business-to-business (B2B) space, finding new leads is a never-ending challenge.

In a highly competitive market, it's essential to be creative and use unique approaches to stand out from the crowd. In this blog, we will explore some unconventional ways to find sales leads that will help you get ahead of the competition.

Salespeople who have been around long enough have seen sales training in multiple forms. They are exposed to it when they begin their career and usually, anytime they switch companies or industries.

While these training programs are always important, you cannot simply set it and forget it or try to make your offerings one size fits all. For your people (especially your best people) to grow, you need to be sure that your sales training is nurturing your Superstars.

While development is important across the board, sales superstars' training is important to maximize their potential, retain top talent, and help them adapt to changes in the market.

Have you ever tried to make chili by throwing all the ingredients together in a giant pot, stirring, and then slowly cooking all day?

If you had, you’d know that is NOT the best way to cook chili! First, you brown the meat. And if you were an onion lover, then you’d add onions during this stage to get the most flavor. 

After the meat is browned and fully cooked, drain the fat (if healthy eating is important to you), and add the chili seasoning, followed by the rest of the ingredients, which could vary depending on where you’re from and personal preferences. If you were to rush through the process and skip browning the meat first, you’d find the results are remarkably different. 

When you change the process, you change the results.

Sales leadership plays a crucial role in the success of any organization's sales efforts. As the driving force behind a sales team, sales leaders are responsible for setting targets, providing guidance, and motivating their team members to achieve their goals.

However, even the most skilled sales leaders can face challenges when it comes to improving performance and driving results.