The Center for Sales Strategy Blog

When you think about the sales meetings you attend, are you delighted or disappointed? Are you engaged or enraged? Is your time spent in the meetings worthwhile or wasted?

Sales meetings are a staple in most every sales department. Time is money to every salesperson and sales leader. It’s up to the sales leader to make sure each meeting is positive, motivating, and worthwhile. Treat your sales team like customers who want to feel like their needs have been met and that they leave the meeting enlightened and energized.

- MOTIVATION -

"Management is doing things right; leadership is doing the right things."

-Peter Drucker

- AROUND THE WEB -

<< If you only read one thing >>

Marketing content isn’t just for branding and lead generation anymore. Today’s buyers aren’t interested in being sold. Instead, they want to be educated and informed.

Consequently, it’s more important than ever that sales teams have access to content relevant to their prospect’s business problems and positions the seller and the organization as thought leaders and subject matter experts. The content that Marketing creates to support the go-to-market objectives (blog articles, eBooks, whitepapers, case studies, etc.) is often repurposed to support the buying journey  and sales process as well.

To better support the sales team, marketers are not only creating and repurposing content, they’re also building specific sales plays (that include items like customizable email templates, voice mail scripts, and corresponding cadence schedule) that prescribe how and when the content should be leveraged to support the sales process.

Interviewing salespeople is tough!

Screening, uncovering, and selecting top talent takes a lot of practice and a reliable process. In order to better take advantage of every golden interview opportunity that comes your way, you need to know the common pitfalls — and then avoid them.

Are you one of the 63% of businesses that have problems getting traffic and leads? Or are your salespeople part of the 44% that give up after one rejection?

It happens to everyone in sales. You connect with a prospect, conduct a needs analysis, maybe even give a stellar presentation, but something happens along the way, and the prospect stalls. Do you know it takes six to eight follow-ups for sales leads to convert to paying customers?

Before moving forward after a stalled account, evaluate where you went wrong. How do you re-engage stalled accounts? Well, it all depends on where you’re at in the sales process.

- MOTIVATION -

"Be miserable or motivate yourself. Whatever has to be done, it's always your choice."

-Wayne Dyer

- AROUND THE WEB -

<< If you only read one thing >>

One of the largest inhibitors to sales enablement in organizations is taking a random approach to it.

According to Salesforce, 58% of pipelines stall because sales reps are unable to add value. Is your current sales enablement content addressing the issues your clients and prospects are facing? Research says for many companies the answer is no, and it’s due to the lack of a sales enablement strategy.

As you look to grow your sales enablement efforts, our experts want to offer their tips on successful sales enablement strategies that they know are proven to work.

The “old days” when we just showed up on someone’s doorstep or dropped into their inbox or voicemail weren’t really all that long ago, were they? 

The reality is these time-tested cold calling methods were already losing their effectiveness before the pandemic shutdown sent everyone home from the office. Still, changes in prospect behavior have accelerated, given the trials of the last six months.  And, those trends are likely to result in permanent changes in how B2B sales are conducted.