The Center for Sales Strategy Blog

Have you ever felt like you're shouting into a void, your messages disappearing into thin air? Welcome to the non-communication abyss—a place where sales strategies go to die. 

Let us help pull you out of this chasm and revolutionize your sales approach.

The ability of a sales team to consistently achieve goals and exceed expectations hinges not only on the team's talent and determination but also on the quality of coaching they receive.

Identifying where your people need coaching is key. Without this insight, your coaching efforts might be well-intentioned but ultimately ineffective. By identifying specific problems or struggles, you can tailor your coaching to address these areas directly, leading to more meaningful improvements in performance.

In this Quick Take episode, we're exploring one of the most crucial aspects of success as a business: the ability to keep your sales pipeline full. 
 
By the end of this short episode, you'll have 10 effective tactics at your disposal to ensure that your sales pipeline is never empty. 

You want to hire great people, but it’s harder than it sounds. I get it! How are you supposed to know whether your candidate is right for the job?”

Let’s start with how you are screening your candidates. What are you looking at to determine whether they may be right for the job? Even if you don’t have a formal screener, you are currently using something to screen candidates.

Most likely you gather intel from a few different sources, but I bet you lean pretty heavily on their resume. Great start, but be careful. Resumes are notoriously biased, only showing the candidate’s assets.

It won’t help you understand their limitations or weaknesses at all. Also, today’s resumes are built using AI, graphic templates, and professional services, all of which can make even a bad candidate look like a superstar.

Every year, a major Greek Festival attracts around 20,000 food and culture enthusiasts. The festival team diligently works with nearly 100 vendors to ensure the event runs smoothly. While all vendors are eager for business, many fail to fully understand the event's needs or follow up on the results.

Post-festival, the organizing team conducts a thorough review of all purchases to determine which investments were worthwhile and which could be eliminated. This evaluation process largely determines vendor renewals for the following year.

Vendors who demonstrated a clear understanding of the festival's requirements and offered suggestions for improvement are not only likely to be renewed but may also see increased business.

As sales leaders, we've all noticed a shift in buyer behavior over the past few years. At The Center for Sales Strategy, we've been tracking this trend closely, and it's clear that the landscape has changed dramatically.

Recent studies, including one from HubSpot, suggest it takes anywhere from 12 to 15 touches before a prospect is ready to meet with sales.

This might sound alarming, but it's our new reality. The question is: how do we adapt our strategies to meet this challenge head-on?

Teams that intentionally track performance measures and leading indicators also tend to reach their goals faster and more consistently, especially those who study the data and communicate expectations to their teams.

While I have seen teams track this data in many ways, a CRM is a critical component to effectively tracking sales performance. Without it, sales leaders often make educated guesses about how their sales team is performing.

If that’s you, you owe it to yourself and your organization to use one of the dozens of good CRMs that work best for your organization.

Ever feel like you're giving a killer sales pitch, but your prospect just keeps staring at the wall?

The truth is a one-size-fits-all sales approach rarely works. Prospects have unique personalities, and understanding these differences can be the key to unlocking sales success.

But how can you possibly tailor your approach to every single person?

The answer is to adapt your sales style to match your prospect's personality type. By doing so, you'll build stronger rapport, improve communication, and ultimately close more deals.

Underperforming sales teams can significantly hinder a company's growth and success. If you're grappling with poor sales performance, now is the time to identify the root causes and implement effective solutions.

The media sales industry faces a significant challenge: securing quality appointments with prospects ready to do business.

Media salespeople excel when engaging with prospects, identifying needs, and selling solutions, but the current system forces them to spend excessive time cold calling. This inefficiency leads to only one or two quality appointments a week, hindering even the most talented sellers from achieving better results.

The process needs a fundamental change to improve outcomes.