The Center for Sales Strategy Blog

Success in any field is not only a matter of skills or talents but also of mindset. How we think about ourselves, our abilities, and our potential can profoundly impact our success in life.

Psychologist Carol Dweck identified two types of attitudes: the fixed mindset and the growth mindset.

Those with a fixed mindset believe that their abilities are fixed and cannot be changed, while those with a growth mindset believe that their abilities can be developed through hard work and dedication.

This blog will explore the power of a growth mindset versus a fixed mindset and how it can impact your success in life, work, and beyond.

As a former sales manager and c-suite executive leader, and now working alongside sales managers to help them grow their teams, I know that a sales management career can really make an impact.

Sales managers are your frontline leaders. They work with their teams to focus on goals and objectives for the organization. Sales managers direct expectations, show people and instruct people in ways to achieve the company goals. Being a sales manager is extremely trackable and measurable. Their job is more about administering the work and ensuring the day-to-day activities are getting done as they should.

If you're like most sales managers, driving revenue consistently and efficiently can be a daunting task. But there are ways to maximize the success of your sales efforts through managing each stage of the funnel properly - from top to bottom.

In this blog post, we'll discuss how proper management at each stage of the funnel is an essential part of developing a consistent pipeline with reliable and successful returns. You'll learn how incorporating targeted activities related to each step in the process can help ensure more satisfying results for everyone involved.

Accountability falls under two categories: the things we do and the things we do not do. We often discuss accountability related to what’s accomplished, but do you truly take the time to hold yourself accountable for what doesn’t get done?

As a leader, accountability begins with you. You set the example. So, do you hold yourself accountable as often as you hold your team accountable?

Here are three quick tips to “up” your internal accountability game.

Are you looking to stay on top of the latest trends and strategies within the sales industry?

It’s no secret that successful businesses need a strong sales department in order to be competitive. To give your team members an edge, it pays off to follow leaders in the field who have proven themselves as thought leaders: those individuals who can share insights and advice with inspiring stories, passion, and expertise.

In this article, we’ve rounded up some of the most influential sales gurus out there today – so if you want to know how to get ahead of your competition, join us as we explore our list of must-follow sales thought leaders!

As a sales manager, you understand the benefits of sales coaching. Not only does it help your sales reps close more deals, but it also improves communication, builds confidence, and enhances teamwork.

With so many different coaching styles and techniques, how do you know what's effective in today's fast-paced, ever-evolving sales environment? Here's what effective sales coaching looks like today and how to implement it in your sales organization.

Email is a critical part of a prospecting strategy, as long as it’s used in the ways in which it’s intended for. HubSpot defines a prospecting email as an outreach email a salesperson sends to a potential customer to introduce themselves, their business, and how they can help their prospect.

Email prospecting is not for building relationships, communicating a strategy, sharing an idea, or conversation in general. Create your prospecting email the right way, integrate it into a sound prospecting plan, and then you can dramatically enhance the cold calling process by getting your first close—the appointment.

So, what is the line between persistent and pest when it comes to securing appointments? Two calls? Three calls? Six?

A national study published in the Harvard Business Review recommends at least six approaches. After six approaches are when 90% of appointments are set. So, how many salespeople make six approaches?

About 4%. Yes, 4%. The majority of salespeople give up after two. To put that into perspective, making six contacts will give you a 70% increase in new appointments.

If you're looking to grow your business, prospecting is a crucial part of the process, as it allows companies to identify potential customers and clients and generate new business opportunities. However, many companies make mistakes when prospecting that can hurt their chances of success.

Let's talk about some of the most common mistakes companies make when it comes to prospecting and how to avoid them.