The Center for Sales Strategy Blog

“More than ever, future hires will come from within the company. In an increasingly tight talent market, organizations will rediscover the benefits of internal hiring and work to better understand how their employees want to learn and grow.” — 2020 Talent Magazine

Recruitment is all about finding and attracting the right employee to your company. But sometimes, the individual you need to fill a vacant position already works within your existing business structure.

At The Center for Sales Strategy, we’re firm believers in always searching for talent. However, we’re also advocates for using empathy to better understand how people want to learn and grow. This is why one of the top recruitment trends in the 2020 Talent Magazine is internal recruitment.

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"Whether you think you can, or you think you can't, you're right."

-Henry Ford

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Your clients and prospects are on a predictable journey to making a purchase. You have a much better chance at success if you understand their buyer’s journey. The model we present to clients expands on the traditional Awareness-Consideration-Decision stages. This helps us look at things from the mind of your client or prospect.

B2B sales professionals must understand the buyer’s journey. It’s an important framework for strategy, but a common question is, how do I know where my prospect is on the buyer’s journey, and how do I get them from step one to closing?

Employee engagement, collaboration, talent retention, and client satisfaction are all essential elements of company culture. And studies show that each has a significant impact on revenue growth.

When performance numbers aren’t where expected, where do you default your thinking? Most sales managers agree that when sales performance suffers, they think more activity is needed, the right people aren’t on the team, or the processes are broken. Rarely does company culture come to mind.

What happens to revenue when your team lacks clarity and engagement?

Remote selling, virtual selling, more communication via emails, and phone calls — it’s all the new normal. And these new normal tactics require a significant shift in skills to create a more engaging buyer experience.

Conducting business over Zoom is tricky. Rather than shaking hands and reading body language, salespeople must learn how to limit distractions, make virtual sales demos more like traditional presentations, and learn to communicate as effectively online as they do when they’re physically with prospects and clients.

Being a sales professional in 2020 is very different than it was just last year. Buyers, who used to prefer meeting face-to-face prior to making a purchasing decision, have changed too.

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"We cannot change what we are not aware of, and once we are are, we cannot help but change."

-Sherly Sandbrg

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Before we get into the how to use a Sales Playbook, let’s make sure we’re all on the same page when it comes to answering what is a Sales Playbook.

In its simplest terms, a Sales Playbook is a key piece to a winning sales enablement strategy that outlines your sales process and aligns it with the buyer’s journey. It provides salespeople with a collection of resources like best practices, insights into their buyers, how to approach specific sales scenarios, talk tracks, email templates, ways to handle objections, competitive intel, and more.

Sales coaching is not about telling your sales team what to do. There's so much more to it.

Sales coaching helps sales leaders equip their teams to reach their maximum potential, and gives them the tools and knowledge to make better decisions in their sales process, which leads to overall improved sales performance for themselves, the team, and you.