John Henley, on June 14, 2021
Have you ever thought about how the 10,000 foot view from an airplane is often more interesting and illuminating than the proverbial 30,000 foot view?
This is true when looking at a sales organization as well. The 30,000-ft. view that you tend to take with something like a SWOT analysis or other strategic exercises is good, but the 10,000-ft. view might be more appropriate
We use a process called the Sales Diagnostic to take the 10,000 foot view.
Stephanie Downs, on June 10, 2021
"The end depends on the beginning (and everything in between)."
Yes, we have heard this a thousand times, but no truer words have been said when it comes to developing proposals.
I had an epiphany pretty early in my sales career. I had been on a sales call to a restaurant, and they asked for a proposal. I rushed back to my desk so excited with the opportunity to get to present, only to stare at my computer for what seemed like an eternity. Crafting that proposal took a lot longer than it should have.
Later, when looking back, I realized it was because I didn’t have enough information. I had missed the mark on a number of things. Here's a little advice on how not to make the same mistake.
The Center for Sales Strategy, on June 9, 2021
Season 3 of the Improving Sales Performance Series is focused on helping sales leaders make an impact on their sales performance through insight on 4 key areas: people, process, planning, and performance.
In this episode, Beth Sunshine, Partner and VP of Talent Services at The Center for Sales Strategy, discusses how sales leaders can make an impact on their people and teams through employee engagement.
Tune in now to hear the Live broadcast or keep reading for a brief overview.
Alina McComas, on June 8, 2021
Improving the performance of a sales team, or a specific seller on the team, is a top focus for any sales leader.
Often, we hear sales managers say they just need more activity or need to add more into pending, but the answer is rarely that simple. To know what is needed to improve performance, you need start by diagnosing where the problem is and what is causing the problem.
Simply said, you need to identify the bottlenecks in your sales process because adding more into pending doesn’t do you any good if your sellers aren’t closing what they propose.
The Center for Sales Strategy, on June 7, 2021
2020 was one for the history books. From the outbreak of COVID-19 to heightened tensions during an election year, the sanest approach seemed to be simply taking one day at a time. However, sales professionals are forever optimists, always looking ahead, and ready to take on the next challenge.
The 2020 Media Sales Report studies the landscape over the past year, including the expectations for sales managers and the strategies deployed by media salespeople to assess their effectiveness across six key topics:
You can see some of the highlights for the survey in the infographic below. If you'd like to read the full report, download it here.
Amanda Meade, on June 4, 2021
-John C. Maxwell
A hundred percent of the people we sell to are human.
And people like to laugh and smile. They enjoy interacting with people they trust and who seem authentic, and there is no better way to convey that than with video.
This post isn’t just a list of personalized video tips—it’s a strategy for using video throughout the sales process. Let’s let those humans on the other end know that your patient persistence is due to your winning personality – and not some software – like everyone else in their inbox. >>> READ MORE
The Center for Sales Strategy, on June 3, 2021
Season 3 of the Improving Sales Performance Series is focused on helping sales leaders make an impact on their sales performance through insight on 4 key areas: people, process, planning, and performance.
In this episode, Greg Giersch, Partner and VP of Client Experience at The Center for Sales Strategy gives viewers an overview and behind-the-scenes look at the creation of the Impact Leadership System, digs into the user experience side of the system to include what went into creating this system, the structure of the training, how long it took to build it, and more.
Tune in now to hear the Live broadcast or keep reading for a brief overview.
The Center for Sales Strategy, on June 2, 2021
When you're starting your own company, you want to start out with the strongest foundation possible. 20% of new businesses fail in the first two years that they're open. The reasons why they fail can vary, but starting your business with the right planning will give you a better chance of success.
If you're in the business of selling products or services to your customers, you need an effective sales strategy. A sales strategy will help you scale and grow your business and learn how to improve your sales. Each strategy devised by a business is unique to them and their customer base, but they all should include the same basic details.
This guide will go over what a sales strategy is, how your company can benefit from it, and different examples you can pull from.
Shaye Smith, on June 1, 2021
The Center for Sales Strategy, on May 31, 2021
When a successful salesperson is questioned on what makes them stand out above the rest, most don’t have specific answers.
The reason seems to be because these high performers are doing what comes naturally to them. These are not skills that can be taught or learned. It’s about behaviors that “fire naturally” in client-facing sales situations.
Specific traits are sales accelerators.
