This is the glorious time of year when most leaders are engulfed in budgets, planning, meetings, and deadlines.
With less than six weeks until 2023, let’s dive into a few things to check off or add to your list.
Elissa Blankenship, on November 17, 2022
This is the glorious time of year when most leaders are engulfed in budgets, planning, meetings, and deadlines.
With less than six weeks until 2023, let’s dive into a few things to check off or add to your list.
Alina McComas, on November 15, 2022
Digital sales teams today have to know more than how to sell. They need to understand how to develop integrated solutions that produce the business results the accounts they work with want. And they need to have the talent to be successful.
If you are in the process of building a digital sales team or upgrading your current team, here are five things you should consider.
Kelly George, on November 14, 2022
We have all heard the expression, “As impossible as trying to fit a round peg into a square hole.” A simple statement yet one that perfectly captures the challenge of making a match where there isn’t one.
Ask the leader of any organization about what keeps them up at night, and one answer is certain to be, “How can I make sure I have the right people in the right roles for the success of our business?”
Susan McCullin, on November 9, 2022
Most people in hiring roles are having the conversation: How am I going to find someone to fill my vacant roles?
The problem is real, and for some, it’s overwhelming.
Here are four options to consider.
Matt Sunshine, on November 8, 2022
Your best customers are your competitors’ best prospects. At The Center for Sales Strategy, we have long said that it’s much easier to fill the bucket if it’s not leaking from the bottom. Many companies have an incredibly large need to go out and get new business every month—mainly because they're losing 33% or more of their current business.
It's true, and while new business is certainly one of the solutions for curing the problem of not retaining existing business, it’s really only a bandage. The problem of account attrition needs to be addressed and quickly solved.
Churning through clients quickly and not getting any sort of renewal will fatigue your sales team. Over time, they will lose confidence in what they are selling. Just imagine the revenue growth you'll experience without attrition and keeping the same amount of new business coming in.
Kate Rehling, on November 7, 2022
NBA Coach Phil Jackson once said, “The strength of the team is each individual member.” His thought holds true within your sales teams.
Each person on your team needs to have the right combination of talent and fit to be successful. But in this competitive job market, how can you attract top talent to your organization?
The Center for Sales Strategy, on November 3, 2022
Today’s consumers are distracted with numerous options and bombarded with loads of information. As a result, they often struggle to find the products or services that best meet their needs.
In a rapidly changing industry, tools, and tactics that enabled sales and closed deals just a few years ago don’t stand a fighting chance today. Innovation and agility are keys to staying ahead of altering consumer demands.
Elissa Blankenship, on November 2, 2022
Setting meaningful as well as realistic goals is a skill that all sales leaders know is crucial. When looking at sales goals, let us clarify that they need to be both meaningful, with a focus on hard, not vanity metrics. They also must be realistic to your industry, region, market, team, and organizational capacity.
One of the best ways for sales leaders to set realistic goals is first to look back. History can offer meaningful data and will provide checks and balances when dealing with projections and not actuals.
Alina McComas, on November 1, 2022
I will often hear sales managers confess that their most tenured, and sometimes best traditional sellers, struggle when it comes to selling more or higher value digital solutions.
As consumers spend more time with digital media and digital marketing budgets increase, it is no longer viable to have your best sellers not participating or fully participating when it comes to digital sales.
So, what is the best way to help your most talented sellers who haven’t found their digital groove?
The Center for Sales Strategy, on October 27, 2022
Costumes, Ghosts and Goblins, Spooky Spiders, and Candy are fun Halloween traditions.
Each year, children dress up and go door-to-door, exclaiming “trick or treat” in hopes of getting a handful of candy to add to the stash they’ve already collected. To a child, there is no such thing as too much candy… in fact, the one with the most candy by the end of the night wins.
What’s interesting is while children give the choice… “trick or treat,” we all know that they don’t want to be tricked. All they really want is treats! They want to be delighted with yummy, fun-to-eat candy.
