The Center for Sales Strategy - Sales Strategy Blog (95)

How Leaders Can Use Storytelling to Activate Empathy

by Stephanie Stoll, on July 28, 2020

How Leaders Can Use Storytelling to Activate Empathy

“Could a greater miracle take place than for us to look through each other’s eyes for an instant?” — Henry David Thoreau

As children, we’re told many stories, some of which were created and passed down to help teach life lessons. Storytelling has been around for thousands of years, and there are many parables, fables, and legends that we share as a collective society.

Stories bring us together, bond groups emotionally, and connect them to their purpose. The use of stories also has an immense impact in the business world, increasing workplace empathy, strengthening leadership, and as a team-building strategy.

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Rebuilding Your Company Culture

by Beth Sunshine, on July 27, 2020

Rebuilding Your Company Culture

Culture is powerful, and you’re going to have one whether you like it or not.

Your company culture is the personality of your organization. It’s the vibe people feel when they work there and the way they describe your company to others. How is your company culture weathering the COVID-19 storm?

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Topics: company culture

Weekly Roundup: Staff Reduction, Embracing Distributed Sales Teams + More

by Amanda Meade, on July 24, 2020

- MOTIVATION -

"Corporate culture matters. How management chooses to treat its people impacts everything for better or worse."

-Simon Sinek

- AROUND THE WEB -

<< If you only read one thing >>

COVID Caution: Staff Reduction in the Pandemic-era–CEOWORLD Magazine

A glimmer of hope flashed when the U.S. Bureau of Labor Statistics recently reported U.S. job losses in May were in line with the months preceding the COVID-19 pandemic. Now, that hopeful glimmer is flickering. COVID-19 infection rates surged in July, reintroducing restrictions that had been eased in most states. Paycheck Protection Program loans and consumer spending are just two factors are expected to constrain hiring and instead prompt staff cuts.

In these circumstances, it is understandable that CEOs are considering staff reductions either by way of furloughs, layoffs or firings. Sometimes staff adjustments are necessary to manage costs and production to match declines in customer demand. CEOs must weigh many risks to achieve tangible benefits that can result from taking action. As they do, there are four important considerations that do not appear on a balance sheet that can have outsized impacts for long-term success.>>>READ MORE

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Topics: Wrap-up

Is the Needs Analysis Meeting Really the First Step?

by The Center for Sales Strategy, on July 23, 2020

Is the Needs Analysis Meeting Really the First Step

We often think of the needs analysis meeting as the beginning of the sales process, but, is it really? Today's buyers are complex. Their needs are perplex and they're hesitant to share information. When speaking with a prospect for the first time, you must ask the right questions. First, you have to know what questions to ask.

To conduct a great needs analysis meeting— one where the client is anxious to participate and is really open with information—there are two areas you need to work on before the meeting ever begins.

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Topics: setting expectations Needs Analysis Sales

Is Your Organization Suffering Because of a Sales Structure Problem?

by Kurt Sima, on July 22, 2020

Is Your Organization Suffering Because of a Sales Structure Problem

Sales structures look different for all organizations depending on the industry, size of the team, product, and the sales process. As your company and people evolve or as things change in your business sector, your sales structure should change as well in order to maintain a competitive advantage.

Companies that identify the need to change sales structure continue to grow, while those who ignore it find themselves struggling to meet sales goals and stay competitive. According to the recent Media Sales report, 60% of sales managers don’t feel they have the right number of salespeople on their team. This leads to a couple important questions:

Is it the number of people on your team that needs adjustment?
Or is it the sales structure and expectations aren’t in line with sellers’ true talents?

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Topics: sales process sales talent IMPACT

7 Ways to Pull Through a Summer Sales Slump – As Told by GIFs

by Amanda Meade, on July 21, 2020

7 Ways to Pull Through a Summer Sales Slump

Distractions, emails, and meetings are known to be leading factors in loss of productivity, but studies find that as temperatures rise, productivity drops by 4% per degree. In fact, 25% of workers feel less productive during June, July and August than in the rest of the year.

A summer sales slump happens in many industries, but the slowed pace of business doesn’t mean your sales team can’t be productive. Below are seven ways to motivate your sales team this summer – as told by GIFs.

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How to Crush Adversity with a Strong Sales Culture

by Stephanie Stoll, on July 20, 2020

How to Crush Adversity with a Strong Sales Culture

You hear it every day, “these challenging times,” “the new normal,” “the pandemic.” It’s no surprise that we are all facing adversity and uncertainty, but it doesn’t mean all doom and gloom. In fact, you can crush adversity and come out on the other side stronger, successful, and more skilled than ever. What is the secret to weathering the storm? Start with your sales culture as your foundation and proactively instill and foster resilience.

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Topics: company culture communication Remote Team

Weekly Roundup: Sales Trends You Need to See, Jumpstarting Revenue + More

by Amanda Meade, on July 17, 2020

- MOTIVATION -

"Life is 10% what happens to you and 90% how you react to it."

-Charles R. Swindoll

- AROUND THE WEB -

<< If you only read one thing >>

Pay Attention to These Sales Trends–Forbes

Today, sales tactics and consumer behavior have changed. What worked in 1995 would be very inefficient now. Entrepreneurs and business owners should be paying attention to current sales trends so that they can meet the needs of their consumers and turn a profit.

Here are some of the top sales trends you should be paying attention to in 2020.>>>READ MORE

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Topics: Wrap-up

Why 75% of Proposals Will Never Close, and 10 Ways to Improve

by Matt Sunshine, on July 16, 2020

Why 75% of Proposals Will Never Close and 10 Ways to Improve

The market's uncertainty has left many companies with an uncomfortable and frustrating bloated feeling in their sales pipeline.

Even before the pandemic, you could have easily convinced me that compensation plans changed radically and that people in sales were getting paid based on pending business. Every time I asked a salesperson how they were doing, I received the same response: "I’ve got a lot pending!”

Pre-pandemic, I reviewed over 500 proposals from various B2B sales organizations over the course of six months. These were all legitimate proposals, actually presented to a prospect or client. Based on those proposals, and the bloated pipeline many of you are experiencing today, here's some valuable insight on how to close more business.

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Topics: Proposal Sales sales process

Are You Ready to Build a Sales Assembly Line?

by Trey Morris, on July 15, 2020

Are You Ready to Build a Sales Assembly Line

Last week, we discussed why the sales industry needed a Henry Ford assembly line. We determined that while the technology that we use has changed over time, our sales structure’s foundation has not.

Before Ford's assembly line, auto manufacturers built cars one-at-a-time. They hired a skilled artisan who would build the vehicle from the ground up, which meant that Ford had to hire people who knew every aspect of the vehicle. From connecting an engine to a frame, steering to the chassis, installing seats, builders had to know how to do it all.

It’s what we expect salespeople to do with radio and television stations. Don't we still expect salespeople to also do it all?

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Topics: sales structure IMPACT

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The Center for Sales Strategy Blog

How Leaders Can Use Storytelling to Activate Empathy

Rebuilding Your Company Culture

Weekly Roundup: Staff Reduction, Embracing Distributed Sales Teams + More

- MOTIVATION -

"Corporate culture matters. How management chooses to treat its people impacts everything for better or worse."

- AROUND THE WEB -

<< If you only read one thing >>

COVID Caution: Staff Reduction in the Pandemic-era–CEOWORLD Magazine

Is the Needs Analysis Meeting Really the First Step?

Is Your Organization Suffering Because of a Sales Structure Problem?

7 Ways to Pull Through a Summer Sales Slump – As Told by GIFs

How to Crush Adversity with a Strong Sales Culture

Weekly Roundup: Sales Trends You Need to See, Jumpstarting Revenue + More

- MOTIVATION -

"Life is 10% what happens to you and 90% how you react to it."

- AROUND THE WEB -

<< If you only read one thing >>

Pay Attention to These Sales Trends–Forbes

Why 75% of Proposals Will Never Close, and 10 Ways to Improve

Are You Ready to Build a Sales Assembly Line?

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