The Center for Sales Strategy - Sales Strategy Blog (93)

3 Reasons Why Organizations are Not Using Sales Enablement

by Amanda Meade, on August 19, 2020

3 Reasons Why Organizations are Not Using Sales Enablement

More than 60% of organizations today are using sales enablement, meaning — if you’re not on board, there’s a strong chance your competitors are. If you’re competing against organizations with sales enablement tools, you’re already at a disadvantage.

Despite the proven benefits, many sales departments haven’t deployed sales enablement resources. They expect to do business the same way it’s always been done. The results are a slowed sales process and repeatedly missing quota. What’s holding them back from implementing a sales enablement strategy?

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Topics: sales enablement IMPACT

5 Sales Podcasts That Motivate Sales Teams

by Amanda Meade, on August 18, 2020

5 Sales Podcasts That Motivate Sales Teams

A recent CSO Insights report states that “sales reps are often drowning in content. Yet it’s often not the right content, nor is it easily accessible.” Getting busy reps to open and read material that will help motivate them through the sales process is challenging.

Podcasts, also known as “learning on the go,” allows listeners to consume powerful stories that motivate and educate. Although routines have changed significantly, innovative sales leaders are using podcasts to reach their sales reps on another level to improve sales performance.

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Topics: sales performance

Weekly Roundup: Virtual Selling, Inbound Sales, New Zoom Features + More

by Amanda Meade, on August 14, 2020

- MOTIVATION -

"We have a normal. As you move outside your comfort zone, what was once the unknown and frightening becomes your new normal."

-Robin Sharma

- AROUND THE WEB -

<< If you only read one thing >>

Virtual Selling is Here to Stay–Sales Gravy

Unless you’re floating in a sea of delusion hoping for the winds of change to blow you to safety, you’ve at least started blending virtual selling into your current sales strategies.

Some of you might still be holding on to the idea of things “returning back to normal” as a justification for not converting to virtual selling techniques. >>>READ MORE

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Topics: Wrap-up

Why Thought Leadership Works in Sales + How to Get Started

by Shaye Smith, on August 13, 2020

why thought leadership works in sales

In uncertain times, prospects and clients conduct even more online research before working with a vendor or purchasing a product. Thought leadership is vital to brand differentiation, but when done right, it greatly improves sales performance.

The thought leadership position is certainly an advantageous position to have, as it helps with generating sales, lead generation, recruitment and retention, and new business opportunities. Sometimes this thought leadership position comes completely organically, but many times it's part of an overall sales strategy.

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Topics: Social Media thought leadership sales strategy

Answers to Common Sales Enablement Questions

by Alina McComas, on August 12, 2020

Answers to Common Sales Enablement Questions

Google search data shows that in 2019 searches for “sales enablement” increased by 61.1% year over year, up from 51.2% in 2018.

What’s the reason behind the steady increase in interest around sales enablement? When implemented correctly, sales enablement moves the sales process faster and more efficently. It's the long-term solution that addresses each of the key priorities for sales productivity — to shorten the sales cycle, decrease onboarding time, and streamline the opportunity management process. Simply put, sales enablement provides a big impact on the bottom line.

Still, there are several questions sales managers and salespeople want answered before investing in sales enablement. Let us help answer some of those questions.

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Topics: sales process sales enablement

The Comeback Kid: 20 Weeks to Change Your 2020 Story

by Emily Estey, on August 11, 2020

The Comeback Kid 20 Weeks to Change Your 2020 Story

We all have a choice to make. That choice is what we’re going to do for the next 20 weeks of the year. We can continue to worry, fret, blame, and sit on the couch (if you're not doing any of those things - hurrah for you!). But we can also take the opportunity to be the Comeback Kid.

Twenty weeks is a long time. That's 100 working days, with a few holidays thrown in. We encourage you to continue the activity that got you where you were before this pandemic struck. And, while we always encourage you to visualize the win, it's the plays in between that are really important. How can you win each day? What activities should you do to get you to the finish line? And, are you doing those activities to the best of your ability?

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Topics: sales performance sales process COVID19 Resources

Job Perks That Retain Top Talent

by Tirzah Thornburg, on August 10, 2020

Job Perks That Retain Top Talent

Just as you’re adjusting to the new normal, it’s time to readjust to something else. However, if you want to maintain a successful business reputation and make a difference in your bottom line during this era of uncertainty, it’s vital to readjust and re-evaluate your company culture.

Beth Sunshine, VP of Talent Services at The Center for Sales Strategy (CSS) advises management, “Don’t let these unusual times drive your culture! Take this opportunity to be highly intentional.” Are you offering your employees the job perks that will keep them happy, motivated, and engaged?

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Topics: company culture sales talent

Weekly Roundup: Boost Income From Existing Clients, Win Big Deals + More

by Amanda Meade, on August 7, 2020

- MOTIVATION -

"The questions you ask are more important than the things you could ever say."

-Thomas Freese

- AROUND THE WEB -

<< If you only read one thing >>

15 Creative Ways To Boost Income From Existing Clients–Forbes

Numerous stats show that customer retention is a key component of a business's growth strategy. Companies spend a lot on keeping customers coming back for more. However, a lot of companies don't see their existing customers as a form of regular income. They spend more money on trying to enter new markets and may end up losing their existing customers as a result.

Boosting revenue from existing clients means showing them that the business appreciates them and offering them benefits for their loyalty. In addition to these methods, there are other creative ways of engaging your existing clientele. Here, 15 associates of Forbes Coaches Council discuss the innovative ways they've seen used to boost income from existing clients. >>>READ MORE

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Topics: Wrap-up

Realign Your Priorities With an Account List Management Strategy

by Matt Sunshine, on August 5, 2020

Realign Your Priorities With an Account List Management Strategy

The Pareto Principle suggests that 80% of sales come from 20% of clients. Alternatively, 20% of what you do represents 80% of that activity’s outcome.

Most of us know this rule, and we’re familiar with the labels – Key Accounts, Target Accounts, and Secondary Accounts – what we often fail to realize is the impact of what it’s like to lose a Key Account.

Understanding that most of your sales come from a relatively small number of clients, and having an Account List Management Strategy (ALMS) in place, realigns your organization's priorities, leading to an increase in revenue and sales performance.

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Topics: account list management IMPACT

The Future of Work

by Jim Hopes, on August 4, 2020

The Future of Work in Sales

While no one has enjoyed dealing with the fallout of the Covid-19 pandemic, it has certainly provided many of us with impetus to change how and where our associates do their work.

Technology has saved many businesses from crushing productivity loss and caused many executives and managers to re-think how work gets done in their organizations, and especially how productivity is affected by working from home (or, any remote location).

But this is only the beginning. There are other changes on the horizon in the next 5-10 years that will demand that we change how we define work and how we measure productivity.

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Topics: sales performance Remote Team

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The Center for Sales Strategy Blog

3 Reasons Why Organizations are Not Using Sales Enablement

5 Sales Podcasts That Motivate Sales Teams

Weekly Roundup: Virtual Selling, Inbound Sales, New Zoom Features + More

- MOTIVATION -

"We have a normal. As you move outside your comfort zone, what was once the unknown and frightening becomes your new normal."

- AROUND THE WEB -

<< If you only read one thing >>

Virtual Selling is Here to Stay–Sales Gravy

Why Thought Leadership Works in Sales + How to Get Started

Answers to Common Sales Enablement Questions

The Comeback Kid: 20 Weeks to Change Your 2020 Story

Job Perks That Retain Top Talent

Weekly Roundup: Boost Income From Existing Clients, Win Big Deals + More

- MOTIVATION -

"The questions you ask are more important than the things you could ever say."

- AROUND THE WEB -

<< If you only read one thing >>

15 Creative Ways To Boost Income From Existing Clients–Forbes

Realign Your Priorities With an Account List Management Strategy

The Future of Work

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