The Center for Sales Strategy, on June 28, 2022
The things you do are often more powerful than the things you say.
New business prospects are more likely to increase their engagement level when they know a seller truly cares about them and their business. Think about your own buying habits—are you more likely to do business with someone who cares about you compared to a slick talking salesperson who only cares about making a sale?
Matt Sunshine, on June 27, 2022
Sales structure organization can bring new skills to light and help put tired and outdated concepts to bed. Just because a strategy worked for your team five years ago doesn't mean it will still bring out the best in each team member so that your team will flourish now.
Consider revising sales goals and implementing a new sales structure with new possibilities in mind.
The Center for Sales Strategy, on June 24, 2022
World-class managers understand this essential element of hiring salespeople: talent is meaningless without FIT!
As a hiring manager, considering fit as carefully as talent is critical to a successful hire. Unfortunately, some managers discover fit problems after they hire a seller. Avoid this problem by evaluating these eight fit factors during the hiring process.
Elissa Blankenship, on June 21, 2022
Keeping a clean pipeline for your sales team provides incredible insight into several areas of your sales department. It takes a particular discipline to stay on top of the pipeline, and it is well worth the effort.
To start, you need a tool that will allow you to access your pipeline at any time. At The Center for Sales Strategy (CSS), we use HubSpot. The deal stages provide tremendous insight into seller activity and success and show signs of potential derailments to a deal.
Beth Sunshine, on June 20, 2022
The best time to plant a tree was 20 years ago. The second best time is now.
You’ve probably heard that wise Chinese proverb before. In the business world, the best time to start recruiting was before you had a job opening, but the second-best time is now.
If you're a hiring manager, recruiter, or HR professional tasked with recruitment and selection for a sales team, your number one priority involves making sure you have the most talented people in the right places on your team. There is no doubt that matching talent to a task in this way will determine the success, or failure, of your sales organization.
Amanda Meade, on June 17, 2022
Although we’re finally moving out of the pandemic, remote work is here to stay. Global Analytics reports that 25 – 30% of employees will continue to work from home even after the last reminders of the Coronavirus pandemic are long behind us.
That means that those in the remote management role need to find ways to make their role productive, sustainable, and valuable to their organizations.
In this article, we’ll go over everything you need to know about remote management, including the pros and cons of the role, traits of successful managers, and 15 best practices to help remote managers be the best they can be. >>> READ MORE
Matt Sunshine, on June 16, 2022
You found someone's email address online. Someone you've been looking to get in touch with for a long time. Now, it's up to you to write an email that'll get opened.
A cold email can be effective depending on your target audience's communication preferences. Follow these four approaches and you'll increase your chances for success — and your open rate.
Dean Moothart, on June 15, 2022
Having a robust sales pipeline may help the sales team, sales managers, and the C-suite sleep better at night. But if there’s little or slow movement of those deals through the pipeline, everyone will spend more time counting sheep than counting money.
After all, opportunities in the pipeline don’t pay the bills. Only closed/won deals produce revenue.
So generating leads is only part of the equation for successful sales and marketing organizations. Keeping those leads moving through the pipeline and shorting the sales cycle is equally important.
Tirzah Thornburg, on June 13, 2022
Productivity refers to moving the sales cycle forward, improving application numbers, and increasing booked volume. Productivity measures how well you're able to meet the goals and objectives of your company, regardless of whether these are short-term or long-term goals.
On a day-to-day basis, if you write out a to-do list at the start of the day and are able to cross off most or all of the items by the end of the day, then you can consider it productive.
On a bigger scale, if you're able to meet the goals and objectives you have established for your company, then you're seeing productivity. Increasing productivity means that you will come closer to your goals. Remember, some people are more natural at this than others based on their talents.
Amanda Meade, on June 10, 2022
We obsess over deal velocity. How quickly can I find deals, close them, and move on to the next one? It infects the rest of our work: BDRs batch and blast outreach to book more meetings. Reps fill out their calendars only half-prepared for the meetings. Managers ask weekly, “When’s this deal coming in?” >>> READ MORE
