The Center for Sales Strategy - Sales Strategy Blog (92)

Weekly Roundup: Employees Want Bosses To Do This, What Prevents Virtual Selling Success + More

by Amanda Meade, on September 4, 2020

- MOTIVATION -

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

-Sherly Sandbrg

- AROUND THE WEB -

<< If you only read one thing >>

7 Things Employees Wish Bosses Would Start Doing Immediately–Inc.

Great organizations are built by great bosses. (That's why identifying and attracting talented people is almost as important as developing talented people.)

How do you become a better boss? You could take a page from the Google book and match your skills to what Google determined are the key behaviors of top managers. Or you could check out the following blog where Contributing Editor, Jeff Haden asked one million-plus LinkedIn followers a simple question:

"If you could cause every boss in the world to start doing one thing, what would it be?" >>> READ MORE

0 Comments

Topics: Wrap-up

How to Get Results in Individual Meetings with Your Salespeople

by Matt Sunshine, on September 3, 2020

How to Get Results in Individual Meetings with Your Salespeople

Sales managers often ask us how to make Individual Focus Meetings (IFM) with their salespeople more productive. What's interesting about this, is that salespeople also ask us (on a weekly, if not bi-weekly basis) why they even need an Individual Focus Meeting with their sales manager.

As you can already tell, there seems to be an issue with this weekly meeting — neither side is getting what they want out of it. And we understand why this is happening.

0 Comments

Topics: successful sales meetings sales performance sales coaching

How to Use a Sales Playbook with Your Sales Team

by Alina McComas, on September 2, 2020

How to Use a Sales Playbook with Your Sales Team

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.

0 Comments

Topics: sales enablement sales playbook IMPACT

7 Sales Coaching Statistics All Sales Leaders Need to See

by Shaye Smith, on August 31, 2020

sales coaching statistics

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.

0 Comments

Topics: sales performance sales coaching

Weekly Roundup: Sales Trends COVID-19 Has Accelerated, Adaptability in a Remote Sales World + More

by Amanda Meade, on August 28, 2020

- MOTIVATION -

"Always do your best. What you plant now, you will harvest later."

-Og Mandino

- AROUND THE WEB -

<< If you only read one thing >>

5 Sales Trends COVID-19 Has Accelerated: And Why they're Here to Stay–Sales Hacker

When COVID-19 first hit the United States in March, many sales organizations thought the adjustments they had to make would be temporary. But as the crisis continues, it’s becoming increasingly clear that many of the changes brought on by the pandemic will be permanent.

Here are five significant sales trends that are here to stay and are only being accelerated in their adoption due to the current environment. >>>READ MORE

0 Comments

Topics: Wrap-up

6 Ways Inbound Lead Generation Provides ROI + 6 Key Metrics to Track

by Matt Sunshine, on August 27, 2020

6 Ways Inbound Lead Generation Provides ROI

There’s no doubt — lead generation that is clear-cut, clean, and specific is ideal. When we picture lead generation working at peak performance, most of us envision the salesperson being handed a lead that is pre-qualified and only a small step from closing. Smooth and easy!

But don’t fool yourself into thinking that every lead generated by inbound marketing will be so straightforward. That’s not reality, and if you allow tunnel vision to influence your ability to measure your inbound marketing ROI, you'll miss out on a lot of critical information.

0 Comments

Topics: Lead Generation Inbound Marketing

Coaching Salespeople Who Struggle to Work From Home

by Mindy Murphy, on August 26, 2020

Coaching Salespeople Who Struggle to Work From Home

Are you coaching a salesperson who is struggling to stay focused and deliver results while working from home?

You’re not alone! Several studies provide evidence of increased productivity while working remotely, but earlier this year Forbes also reported more than 75% of employees admit their productivity has plummeted due to distractions related to working from home and the pandemic.

If your salesperson has low discipline and struggles with organization, don’t lose hope — there are several strategies you can use to regain their focus.

0 Comments

Topics: sales performance Remote Team

How to Improve Virtual Selling

by Trey Morris, on August 24, 2020

How to Improve Virtual Selling

It's been nearly six months since the first social distancing orders were issued—six months of working from home, Zoom meetings, and not wearing work clothes. Back in early April, most of us didn't think that this new normal would last more than a few weeks.

Well, we were wrong.

Working remotely, Zoom meetings, casual every day, is here to stay for a while — and maybe forever. We must ensure that we’re not only enhancing our techniques for virtual selling but also becoming as personable on a Zoom call as we are face-to-face. If you’re not comfortable with virtual selling, you’re going to have serious problems moving forward and succeeding in this brave new world.

0 Comments

Topics: Remote Team virtual selling

Weekly Roundup: What Helps Top Companies Grow, Out of Date Sales Tactics + More

by Amanda Meade, on August 21, 2020

- MOTIVATION -

"Make a customer; not a sale."

-Katherine Barchetti

- AROUND THE WEB -

<< If you only read one thing >>

Fueling Sales: What Helps Top Companies Grow–SalesPOP!

For anyone who wants to achieve greatness, looking at how the experts do it is a sure way to achieve success. For example, if you wanted to become a successful investor, you'd want to chat with Warren Buffett.

The same concept applies to companies who want to achieve success. Look at those businesses with high growth trajectories. Take a forward-looking view at the mindset of sales leaders and how they use the resources available to them. When it comes to sales, you should be asking, “How are these companies handling their sales? What are they doing right, and how can we emulate them?” >>>READ MORE

0 Comments

Topics: Wrap-up

What Kind of Sales Dog Are You?

by Greg Giersch, on August 20, 2020

What Kind of Sales Dog Are You

Moving into 100% commissioned sales in my 30’s was one of those “what doesn’t kill you will make you stronger” moments in my life. Truth be told, it wasn’t a moment; it was a journey. I remember trying to learn all I could from the veteran salespeople on my team. But, when I read the book Sales Dogs I began to understand that the answer was not to be found in trying to copy the talents of other salespeople, but to learn how to leverage my own unique mix of talents.

There are core sales talents that people need to be successful in sales. Yet even the most talented salespeople will have a unique mix of those talents, and how they play out in practice is as different as one dog to the next.

1 Comment

Topics: Sales

Previous Page All Posts Next Page

The Center for Sales Strategy Blog

Weekly Roundup: Employees Want Bosses To Do This, What Prevents Virtual Selling Success + More

- MOTIVATION -

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

- AROUND THE WEB -

<< If you only read one thing >>

7 Things Employees Wish Bosses Would Start Doing Immediately–Inc.

How to Get Results in Individual Meetings with Your Salespeople

How to Use a Sales Playbook with Your Sales Team

7 Sales Coaching Statistics All Sales Leaders Need to See

Weekly Roundup: Sales Trends COVID-19 Has Accelerated, Adaptability in a Remote Sales World + More

- MOTIVATION -

"Always do your best. What you plant now, you will harvest later."

- AROUND THE WEB -

<< If you only read one thing >>

5 Sales Trends COVID-19 Has Accelerated: And Why they're Here to Stay–Sales Hacker

6 Ways Inbound Lead Generation Provides ROI + 6 Key Metrics to Track

Coaching Salespeople Who Struggle to Work From Home

How to Improve Virtual Selling

Weekly Roundup: What Helps Top Companies Grow, Out of Date Sales Tactics + More

- MOTIVATION -

"Make a customer; not a sale."

- AROUND THE WEB -

<< If you only read one thing >>

Fueling Sales: What Helps Top Companies Grow–SalesPOP!

What Kind of Sales Dog Are You?

About Our Blog

Subscribe to Email Updates

Recent Posts

Posts by Topic

Blog Archive

Other Menu

Contact

From Our Blog

Follow Us