Amanda Meade, on March 23, 2022
Being a great manager is tougher than being a great salesperson.
Think back to when you were a new manager, what was one piece of advice you wish you knew back then, that you now know?
Here’s what a few of our experts at The Center for Sales Strategy said.
Susan McCullin, on March 22, 2022
Every organization wants to grow on some level – whether it’s more clients/customers, higher revenue, more locations, more product lines, etc.
There’s no one way to grow a business, but there are plenty of reasons it stops growing or slows down.
Here are some of the reasons companies stop growing.
Amanda Meade, on March 21, 2022
Making a first impression with your potential clients is vital to getting ahead.
When you make that cold contact, you want to ensure that they'll want to buy from you. A part of this is using the right method to reach out to your contacts. Which is better, cold calls or sales emails?
Amanda Meade, on March 18, 2022
When many business owners and executives hear the words "Strategic Planning," their minds jump to another topic.
Any other subject will do.
In their hearts, they know that planning is important to the organization. But knowing where to start is the issue. They have heard the stories from their peers who created a plan, and it sat on the shelf for a year or forever. As a result, planning happened once and then stopped. It amounted to a waste of time and money. The question then becomes: why bother planning at all? >>> READ MORE
Matt Sunshine, on March 17, 2022
Nobody likes to feel used.
This is probably not a news flash, but salespeople don’t like to feel as though they're being used by their sales manager to hit their budget or bonus.
During an industry conference, I happened to be sitting next to two sales managers discussing their second-quarter budgets and how difficult it was going to be to hit them.
The manager doing most of the talking said to the other, “I just don’t know what I am going to do. Maybe I just need to get more bodies in here and get them out selling and hitting the streets. The folks I have in here right now just aren’t getting it done for me, and I don’t want to miss hitting my bonus in Q2.”
Amanda Meade, on March 16, 2022
Each week, more Americans listen to podcasts than have Netflix accounts.
Since it began in the early 2000s, podcasting has grown drastically and steadily. Just from 2018 to 2021, podcast listeners have increased by 29.5%.
Thus far in 2022, 51% of the population has listened to a podcast, with over one-third of Americans listening to podcasts regularly.
With a variety of business-related podcasts available, how do you choose which to listen to first?
Amanda Meade, on March 15, 2022
Successful social selling can lead to significant growth for your business. In fact, the right tactics can do more than sell products, but provide a foundation of credibility and confidence that will bolster your brand as a whole.
This all sounds very appealing, but how can you actually go about enhancing your own social selling efforts?
Let’s look at a few methods that separate the pros from the rest of the pack.
Jim Hopes, on March 14, 2022
Perhaps as a sales manager or sales executive, you have pondered the question, "Is it time to restructure my sales operation?"
When you're not getting the results you need from your sales team, it's certainly tempting to consider restructuring how you're going to market.
Amanda Meade, on March 11, 2022
One of the great things about a career in sales is that you can find inspiration and guidance almost anywhere. The fundamentals of the job – understanding people, building relationships, solving problems – are so universal that sales lessons are all around us.
Yes, you can learn a lot about the craft by reading sales books. But that’s only scratching the surface. Many classic books that seemingly have nothing to do with selling actually offer a great deal of insight about it, when you take a closer look.
To show you what we mean, here we’re highlighting eight books that taught us tons about sales… whether they meant to or not. >>> READ MORE
The Center for Sales Strategy, on March 9, 2022
What do the best managers do to get their salespeople to pick the right prospects? They become the gatekeeper. No prospect should ever get on a salesperson’s Target list until it has been fully qualified against a set of objective criteria, a target business profile.
When helping a salesperson determine a high priority prospect, ask them the following questions using the following criteria: Dollar Potential, Access, and Fit.
