Recently, Borrell and Associates, a leading media research firm, conducted their annual survey among those people who buy advertising for their businesses and asked them what traits they seek from media salespeople.
Here are the top four results.
Jim Hopes, on September 1, 2021
Recently, Borrell and Associates, a leading media research firm, conducted their annual survey among those people who buy advertising for their businesses and asked them what traits they seek from media salespeople.
Here are the top four results.
Amanda Meade, on August 31, 2021
You know those pesky phone calls you sometimes get from people trying to sell you something you absolutely don't need? You don't want that to be your strategy.
Luckily, there are other options. Sales outreach has come a long way from pure cold calling. And as the field continues developing, you need to keep up with it. With the help of modern technology and new tactics, you can improve your sales outreach strategy and make it more effective.
A rise in engagement, conversion rates, and profits is likely to follow. So don't hesitate because better outreach gives better results.
The Center for Sales Strategy, on August 30, 2021
Improving your staff's productivity and efficiency is difficult when there are so few of you. That doesn’t mean it isn’t impossible to delegate work in a way that compensates for being short-staffed, but sooner or later, you’ll need to find the right sales structure for balance or hire more employees, or you risk burnout.
Hiring employees may be the best option if you’re experiencing a sudden influx of work. There's also the option for leased employees, who can be placed as temporary workers and don’t require you to handle their HR or payroll employment duties.
First, let’s take a look at how your company can stay productive without hiring more employees. Then, we’ll show you the telltale signs of when it’s time to take the outsourcing plunge.
The Center for Sales Strategy, on August 26, 2021
If you think cold emailing is dead, you're wrong.
59% of B2B companies say email is the most effective channel for generating revenue. It's one of the most cost-effective forms of outreach that there is.
At the same time, you need to realize that you're not the only one sending emails. HBR reports that on average, professionals have more than 200 emails in their inbox and receive 120 new ones each day but respond to only 25% of them.
If you want to get a response to your emails, you'll need to employ the magic of etiquette, one of the best ways to create a human connection with the reader.
In this post, we talk about a few common mistakes people make writing cold emails, and some advice on how to improve these areas.
Amanda Meade, on August 25, 2021
Building trust virtually, finding qualified leads, getting in front of the decision-makers — these are all challenges that salespeople face. And as a sales manager, you’re finding innovative ways to address these issues.
However, to become more effective in your role and provide a better overall direction for the entire team, it’s important to know the current challenges that sales managers face as well.
To help narrow down the current sales challenges facing sales managers, we asked our experts to weigh in. Here's what they said.
Kurt Sima, on August 24, 2021
The prospecting challenge is real.
Sellers face it every day when making the choice to go after prospects that appear to be low-hanging fruit or quick sales — or pursue prospects with greater spending potential that will take longer to close.
The Center for Sales Strategy, on August 23, 2021
You've met with a prospect several times — and this person also happens to be the CEO of the business. Score!
You've built a great rapport, they've shared challenges with you, and you've developed the perfect solution. You're really getting excited about the opportunities that are unfolding!
It's all going perfect, until you hear...
Amanda Meade, on August 20, 2021
- Larry Page
Employee retention and turnover continue to be a struggle for many companies. We often talk about epiphany moments on the blog, and in our opinion, there’s no larger epiphany than living through a global pandemic.
“As pandemic life recedes in the U.S., people are leaving their jobs in search of more money, more flexibility and more happiness. Many are rethinking what work means to them, how they are valued, and how they spend their time,” says Andrea Hsu in an article for NPR. “It's leading to a dramatic increase in resignations—a record 4 million people quit their jobs in April [2021] alone, according to the Labor Department.”
It’s a turning point for many employees—but it can be a turning point for your company, too. >>> READ MORE
The Center for Sales Strategy, on August 19, 2021
Customers aren't going to want to do business with a company that doesn't offer a great buying experience.
No matter the type of business you run, you need to treat your clients right if you want them to remain in business with you and spread the word about your good reputation.
Below are a few ways that you can improve the way your company interacts with prospects and clients.
Amanda Meade, on August 18, 2021
For years, we've heard the phrase — make lemonade out of lemons. How do you make lemonade out of lemons?
In this episode of the Sales Leadership Series, Tom Morris, Author of over 30 books, including his latest, "Plato’s Lemonade Stand," joins the show to talk about challenge, change, difficulty and delight. This discussion took concepts from his books and applied them to sales leadership and tips for sales leaders.
Tune in now or keep reading for a brief overview.
