The Center for Sales Strategy - Sales Strategy Blog (90)

Weekly Roundup: Video Sales Letters, Win in Uncertain Markets + More

by Amanda Meade, on October 16, 2020

- MOTIVATION -

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

-Peter Drucker

- AROUND THE WEB -

<< If you only read one thing >>

You Should be Using Video Sales Letters Instead of Emails–Sales Fuel

Which would you rather do: Read a letter or watch a short video?

You probably agree with most people and would choose the video, right? It’s just easier that way. A video is visually stimulating, easier to digest, and takes all the work out of receiving a message. So, why are you still sending sales emails instead of video sales letters? >>> READ MORE

0 Comments

Topics: Wrap-up

5 Ways to Work Your Marketing Content Into Sales Plays

by Dean Moothart, on October 15, 2020

5 Ways to Work Your Marketing Content Into Sales Plays

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.

0 Comments

Topics: sales enablement sales playbook

6 Tips to Help You Secure a B2B Sales Appointment

by The Center for Sales Strategy, on October 14, 2020

Just securing an appointment is one of the most difficult steps in the entire sales process. Having a referral or industry success story makes this task a little easier (so, use them if you have them).

But, what do you use if you don’t have either at your disposal? What if you just can't get the appointment?

1 Comment

Topics: valid business reason Needs Analysis sales process

5 Biggest Interview Pitfalls — And How to Avoid Them

by Beth Sunshine, on October 13, 2020

5 Biggest Interview Pitfalls—and How to Avoid Them

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.

1 Comment

Topics: hiring salespeople

Turn Stale Leads into New Business and Re-Engage Old Leads

by Emily Estey, on October 12, 2020

Turn Stale Leads into New Business and Re-Engage Old Leads

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.

0 Comments

Topics: sales process prospecting

Weekly Roundup: How to be Authentic as an Executive, Sales Performance Reviews + More

by Amanda Meade, on October 9, 2020

- 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 >>

The Trap of Authenticity: For Executives, Keeping It Real Can Be Really Hard To Do–Forbes

Authenticity is having a moment, and that’s a good thing, right? Depending on how you define it, authenticity champions transparency, being genuine, keeping it real. It asks us to be vulnerable, to bring our whole selves to work. It also encourages us to speak up, to challenge authority for a purpose, and to behave and act in ways that support an inclusive, diverse environment.

The problem comes down to this. The gap between the concept of authenticity and practicing it is wide and confusing. It’s why so many C-level clients ask: How do you actually do this? As one leader put it: “It feels like a trap. Show too much authenticity, you’re unprofessional or oversharing. Not enough authenticity, you’re seen as hard to read or lacking transparency.” No wonder many leaders feel they are navigating a tricky high wire act when it comes to showing up authentically.

So, how do you actually practice authenticity? For senior leaders, here are a few tips. >>> READ MORE

0 Comments

Topics: Wrap-up

Curiosity Killed the Cat, but Saved the Sales Rep

by Matt Sunshine, on October 8, 2020

Ask-Questions-in-Sales-Meetings

Have you ever noticed how many questions little kids ask? Every parent has a story to tell about the funny or embarrassing questions their kids have asked at the most inopportune times: “Why is Grandma so wrinkly?" or "Why do I have to eat those gross green things?”

If you don’t take control of the conversation, the third degree can go on indefinitely—because the curiosity in children is limitless!

Somewhere on the journey from childhood to adult professional, much of that unfettered curiosity gets left behind. We've become a society of head-nodders where people are often afraid they’ll look dense if they ask a question. You’ve seen it—people nodding in agreement, as if they completely understand, when you're certain they don’t. Their fear of losing the respect of others actually keeps them from learning.

3 Comments

Topics: Needs Analysis Sales

Expert Tips for Successful Sales Enablement Strategies

by The Center for Sales Strategy, on October 7, 2020

Expert Tips for Successful Sales Enablement Strategies

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.

0 Comments

Topics: sales enablement IMPACT

Critical Sales Trends That Should Get Your Attention

by Jim Hopes, on October 6, 2020

Critical Sales Trends That Should Get Your Attention

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.

1 Comment

Topics: valid business reason sales process sales trends

Weekly Roundup: Leveraging Social Media, Continuing Human Connection + More

by Amanda Meade, on October 2, 2020

- MOTIVATION -

"Winning isn't everything, but wanting to win is."

-Vince Lombardi

- AROUND THE WEB -

<< If you only read one thing >>

5 Ways B2B Brands Can Leverage Social Media to Connect With Customers–PandaDoc

Most B2B brands have a presence on at least one social network. But far too many B2B companies don’t tap into the full power of social media. The reason? They may assume social media caters to B2C companies and are less of a priority for B2B.

According to recent statistics, an estimated 3.6 billion people use social media, with that number likely to grow to 4.4 billion by 2025. That means nearly half of the world’s population uses social media. By following five best practices, you can use social media to reach new audiences, tell their brand stories, and build relationships with prospects and customers. >>> READ MORE

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Topics: Wrap-up

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The Center for Sales Strategy Blog

Weekly Roundup: Video Sales Letters, Win in Uncertain Markets + More

- MOTIVATION -

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

- AROUND THE WEB -

<< If you only read one thing >>

You Should be Using Video Sales Letters Instead of Emails–Sales Fuel

5 Ways to Work Your Marketing Content Into Sales Plays

6 Tips to Help You Secure a B2B Sales Appointment

5 Biggest Interview Pitfalls — And How to Avoid Them

Turn Stale Leads into New Business and Re-Engage Old Leads

Weekly Roundup: How to be Authentic as an Executive, Sales Performance Reviews + More

- MOTIVATION -

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

- AROUND THE WEB -

<< If you only read one thing >>

The Trap of Authenticity: For Executives, Keeping It Real Can Be Really Hard To Do–Forbes

Curiosity Killed the Cat, but Saved the Sales Rep

Expert Tips for Successful Sales Enablement Strategies

Critical Sales Trends That Should Get Your Attention

Weekly Roundup: Leveraging Social Media, Continuing Human Connection + More

- MOTIVATION -

"Winning isn't everything, but wanting to win is."

- AROUND THE WEB -

<< If you only read one thing >>

5 Ways B2B Brands Can Leverage Social Media to Connect With Customers–PandaDoc

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