Amanda Meade, on February 23, 2022
In this revamped corporate world, organizations are increasingly investing in employee experiences.
The emphasis is on employee reskilling and upskilling with the view to build competitive advantages
that will help organizations navigate the future. This explains why businesses are aligning their
growth strategies with employee development.
Employee learning and development are now at the core of key priorities that any organization has.
Greg Giersch, on February 22, 2022
Your biggest competition in B2B sales can be what might be described as the comfort of the blue pill, as made famous in the Matrix series.
In the movie, Morpheus, describes the blue pill as waking up in your bed and believing whatever you want to believe.
There's a natural desire for prospects to want to believe things are good and have a preference for doing nothing. At least nothing in relation to your product or service.
The blue pill and red pill choice that Morpheus gives Neo in the Matrix comes into play in sales when you have insights. The red pill is one that may prompt the prospect to make changes in their status quo. It’s a choice the client must make for themselves, but your approach will have a great influence on that choice.
Amanda Meade, on February 21, 2022
Are you tired of getting nowhere with cold calls and emails? Your business needs new customers, but cold traffic takes a long time to convert. Some people won't bother responding to you.
Social selling can help. This sales method focuses on relationship building through social media.
Social selling doesn't involve spamming your way in front of people. Instead, you get to know people before making an offer.
You may know a connection for several months before they become a client. Social selling ensures they remember you fondly and become warm leads.
We'll dive into everything you need to know about social selling. Let's get started with strategies and resources to help you succeed.
Amanda Meade, on February 18, 2022
How’s this for a sales technique – proactively bringing up your competition in a prospecting call.
I know, I know; it sounds counter-intuitive, presumably self-defeating. But, according to LinkedIn Vice President of Global Sales Solutions Alyssa Merwin Henderson, it “can be really helpful in differentiating you from every other person your prospect is talking to.”
Why? >>> READ MORE
The Center for Sales Strategy, on February 17, 2022
SCENARIO: For the first time in a long time, you have sales positions open, but the most talented salespeople likely are already employed elsewhere.
Even the most successful sales managers can find themselves in this situation if they aren't intentional with their management practices and focused on retention.
Recruiting and filling your talent bank is important. Even so, don't lose focus on the effort it takes to retain top talent. There’s always a strain on your resources when you try to scramble to fill a vacant sales position, but it’s a double-whammy when the vacancy is left by your superstar performer.
The Center for Sales Strategy, on February 15, 2022
Richard Branson, Mark Zuckerberg, Jack Dorsey, Mark Cuban — all agree that one habit is a key ingredient to success.
Practicing good health habits by eating right and exercising each day is what these billionaires, and 21 others, agree helped create the foundation for their businesses and financial success. Your habits and routines determine your success and your future. In order to see the true benefits of any effort, you must be disciplined and consistent.
The same holds true when developing new business. It takes that same effort and discipline to consistently create a healthy sales pipeline.
Amanda Meade, on February 11, 2022
With Super Bowl LVI almost here, I think many people would agree it’s not the matchup they expected.
But isn’t that what we’re all trying to do: win when we need to? Whether it’s finding strong talent, hitting that revenue target that seems out of reach, or hiring our enormous quota as it grows month over month, it’s what talent professionals are tasked with achieving every day.
With winning in mind, here are four recruiting tips to help you channel your own Super Bowl swagger this week (and beyond) and, in turn, elevate your talent acquisition game. >>> READ MORE
The Center for Sales Strategy, on February 10, 2022
Inquiry is a powerful motivator. We use it to fuel conversations, problem-solve, and, ultimately, improve sales performance.
High-value questions are a driving force to much-needed mental shifts — especially in today’s environment. When your mindset changes, so does your behavior. As sales leaders, we can’t control market conditions, but we can influence a few things — like choices.
Below are five questions we challenge sales leaders to ask their salespeople every week if they want to improve sales performance, fill their funnel full of new prospects, and increase customer loyalty.
Amanda Meade, on February 9, 2022
Sales managers are responsible for overseeing the success of a company’s sales department. However, unless sales managers can cooperate with the production/service delivery teams, it will be difficult for sales to back up their promises and/or fulfill the customer’s needs.
Most sales teams know that a successful delivery strategy is essential in the modern era, even if accomplishing this goal is easier said than done. But, by leveraging our tips, your own customer research, and back-and-forth team communication, several delivery-related issues are solvable.
The Center for Sales Strategy, on February 8, 2022
Have you ever stopped and wondered how many other salespeople are trying to get a meeting with the same prospect as you?
It’s a pretty overwhelming number when you think about it. Day-in and day-out, decision makers are being bombarded with voicemails, emails, drop-ins, and various other methods your competition is using to gain access.
In today’s competitive marketplace, it’s tough to cut through the clutter. Leading with a compelling insight that you can turn into a valid business reason (VBR) is essential for your prospect to want to connect with you.
