Dean Moothart, on July 11, 2022
Before you can close the deal you first have to schedule the first meeting with the prospect’s decision-maker. Often, that’s the most challenging element of the sales process. Many sellers express the same frustration. “We have a great story to tell, but we’re simply not getting enough at-bats.”
Here are five ideas to help your sellers get off the bench and into the game.
Greg Giersch, on July 6, 2022
What is the best way is to start a conversation? Ask the other person a question.
We learn by asking questions.
Smart business people never stop asking questions. Your prospect probably forms their opinion about you based more on what you ask them, than on what you tell them.
“Judge a man by his questions rather than his answers” - Voltaire
Trey Morris, on July 5, 2022
Trigger Warning... If you get easily offended by brutally honest feedback that might seem harsh and mean, you might want to skip today's blog post.
Ok, now; that we've gotten that out of the way, here's that brutally honest and possibly mean content:
You should NOT invest resources into poor-performing salespeople!
Alina McComas, on June 30, 2022
I often hear from salespeople that getting an appointment with a quality prospect is one of the hardest parts of the sales process and getting them to give your 30-45 minutes is almost impossible.
It is certainly true that decision makers have more requests for their time today than ever before, which makes breaking through the clutter harder. It is easy to get lost in the sea of salespeople who are contacting them and asking for their time if you simply communicate why you want to meet with them because that is what everyone else is doing too.
Kelly George, on June 29, 2022
Every successful organization depends on the productivity of various departments and teams to achieve its overall mission and goals. But being a part of a team doesn’t mean teamwork happens naturally.
For departments and teams to be efficient everyone needs to work together to execute and finish projects and goals. And yet the reality is that, more often than not, employees find it challenging to collaborate and work together with ease and balance.
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.
