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The Center for Sales Strategy Blog

Minimizing Internal Roadblocks – Let Your Sellers Sell!

minimize the roadblocks

Have you ever heard a seller complain that there just isn’t enough paperwork to be completed?

How about that they wish your CRM was more complex?

Or that there aren’t enough departments involved in their sales?

As a manager, it's likely that you have heard the exact opposite from most of your salespeople. Hunters like to hunt, but many don’t really like to cook or clean up after their kill. What are ways that you can let your sellers sell and minimize the roadblocks they deal with?

Topics: sales performance internal roadblocks

BBQ and Business Acumen

BBQ and business acumen

BBQ and business acumen.

Traditionally, those two items don't go together, but for this story, one is the key to the other.

I started in sales in 1993, straight out of college. I didn't have a lot of work or life experiences that I could draw from as I worked with business owners helping them to improve their businesses' performance.

I did my best reading the Wall Street Journal, the business section of the local paper, and reading the latest business books to help grow my knowledge of business.

Topics: business development business acumen

Finding the Right Mentor

Steps to Finding the Right Mentor

We're used to hearing “it takes a village” when we're talking about family, but what if that “village” theory is true in business as well.

Well, it sure helps!

Finding the right mentor can help you navigate your career and give you a village of knowledge instead of going at it on your own.

Topics: sales leadership

Weekly Roundup: Increase Employee Engagement, Walking Away from Prospects + More

Walking Away from Prospects

- MOTIVATION -

"Don't find fault, find a remedy."

 

- AROUND THE WEB -

<< If you only read one thing >>

Increasing Employee Engagement to Achieve a Successful, Sustainable OrganizationThe Great Game of Business

Markets shift, economies surge and ebb, leadership changes, but the constant in every organization is the intrinsic motivation of staff.

They are propelled by the same basic wants and needs as pre-industrial revolution workers. What are these motivators? Why do they matter? What is the result on the short and long term success of an organization?

The following are some thought provoking ideas and methods to increase employee engagement. >>> READ MORE

Topics: Wrap-up

Write Prospecting Emails That Actually Get Replies

sales prospecting emailGOOD NEWS: 80% of professionals prefer to use email for business communication. 


BAD NEWS: With over 269 Billion emails sent every day, there's a lot of fierce competition flooding your prospects' inboxes.

So how can you, the stealthy salesperson, craft a genius prospecting email that warrants a response? 

Topics: email sales strategy sales performance sales process prospecting

Talking Leadership with Maryann Balbo and Fran Mallace, Cox Media

ISP_Ep.44__ Cover Graphic-1

We hear this question more than ever, "What makes a good leader?"

In the first 2022 episode of Improving Sales Performance, Stephanie Downs joins Matt Sunshine and guests Maryann Balbo and Fran Mallace of Cox Media.

Maryann and Fran are both Group Vice Presidents at Cox Media, and throughout the show, they discuss qualities of a good leader, leading in a 'people-first' company, and offer advice for sales leaders on company culture, sales management in 2022, and looking forward.

Tune in now or keep reading for a brief overview.

Topics: sales performance company culture

Investing in Employee Development is No Longer Optional

Investing in Employee Development is No Longer Optional

It’s often said that an organization’s most valuable resource is its people.

An increasing number of leaders are turning these words into action by investing in training and skill development for their workforce.

In fact, employee development is quickly becoming one of the biggest trends in the workplace for 2022. Companies who make it a cornerstone of their culture will be well positioned to hire and retain top talent in a competitive job market.

Topics: sales talent professional development

Learning and Development Lessons from the Pandemic

Learning and Development

The pandemic has brought about numerous changes in the way we work and interact within our organizations, and it has also affected the way we develop, deliver, and assess employee training.

There has long been a push to incorporate more technology into training programs and the last two years have acted as the accelerant needed to push learning and development to new levels. Coupled with the new technologies is a shift away from more formal learning delivery and methods.

While many of these ideas were already in play, they have emerged as best practices in the virtual and work-from-home environment.

Topics: learning development

Weekly Roundup: Sales Quotes, Signs Your Sales Demo is Boring Buyers + More

Sales Quotes, Signs Your Sales Demo is Boring Buyers

- MOTIVATION -

"Real listening is a willingness to let the other person change you."

 

- AROUND THE WEB -

<< If you only read one thing >>

22 Sales Quotes to Inspire You to Make 2022 Your Best Year Yet LinkedIn

A new year. The ultimate clean slate, a fresh piece of white paper, awaiting your pen.

The question is – what story will you write on that paper this year? Will 2022 be just another year in your career? Or, will it be one you remember forever, where you learn new skills, build new relationships, and crush every quota thrown your way? >>> READ MORE

Topics: Wrap-up

So You’ve Hired Some “Green” Salespeople. Now What?

So You’ve Hired Some Green Salespeople

All sales managers know that it’s important to have a full staff of salespeople in order to hit your goals. But you know how risky and ineffective it is simply to hire anyone who can fog a mirror. It’s essential to hire only the right people. 

When searching for the right talents, skills, and experience, strong sales managers recognize that talent is primary.

Topics: Sales sales training