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The Center for Sales Strategy Blog

5 Ways to Heat Up a Cold Start to the New Year

heat up your sales revenueJanuary is history, and some sellers are already singing the blues because their year is off to a cold start. That’s the bad news… here’s the good news; it is not too late to make some changes to accelerate revenue and improve sales performance.

Here’s a list of five things to get 2019 back on track and heat up sales revenue!

Topics: key account growth account list management

One Hot Tip to Connect with Target Accounts (VIDEO)

Trey-Hunterio

 

Need some help connecting with target accounts when prospecting? Do you know the decision maker you need to connect with at a company, but don't have their email address? Have no fear. Trey is here... to share a hot tip that he uses regularly to connect with target accounts. 

Topics: sales strategy sales process prospecting account list management

Understanding What Your Customers Value Most

focus for highest ROIWhich of the following will generate the highest return?

  • More customers
  • Keeping customers longer
  • More revenue per customer

Any one of these can grow revenue. But one has been shown to consistently bring in a higher return on your investment. Most businesses say they are focused on these in the order of the list: adding more customers, than keeping them longer, and finally getting more revenue per customer.

The problem is that the research shows that a focus on more customers is the wrong path to maximize your return. And that it leads you to build the wrong solutions.

Topics: key account growth sales performance prospecting account list management sales accelerator

Ever Feel Like Your Salespeople Are Bad at Picking Prospects?

are your salespeople bad at picking prospectsWell, you wouldn’t be alone  I hear this from sales managers all the time. Here are the reasons I see that salespeople too often select the wrong companies to pursue:

  • They are opportunistic and therefore look for low-hanging fruit where getting access to decision makers is relatively easy. Sometimes that works out, but too often it translates into prospects that do not have the resources to be a key customer in your organization.

  • They let their own preferences dictate who they pursue. There might be particular categories they are comfortable with, or types of individuals they like to deal with that prejudice their thinking about who they should pursue as a prospect.
Topics: key account growth sales performance target personas sales pipeline account list management sales accelerator

A Sales Manager's Most Costly Mistake

target account brainstormPicture this. You are seven weeks into the quarter and pacing behind last year, and significantly behind your budget. Your manager and your manager’s manager are nosing around to find out what is going on and peppering you with questions about your plan to fix this. Your sales team is growing increasingly frustrated as orders get canceled and prospects fall through. This scenario is hypothetical, of course, but perhaps you have been there. So, how does a sales manager deal with this?

Topics: key account growth sales strategy sales performance sales management coaching account list management

Why Avoiding Disruption is Stalling Your Sales Career

building your account list Salespeople work hard to build an account list. Most clients on your list have been researched, painstakingly approached, and developed over time. Maybe a few just fell into your lap. But you value them all. Sure, some may be easier to work with than others, but you have no reason to change anything. Why would you?

Because the path that leads to a larger account list is not just more clients, but better clients.

I want to share some interesting lessons I heard at the recent INBOUND18 Conference. It was one of the last sessions on the last day. The one you debate about attending, because out the window the shuttle buses are already filling up with attendees leaving for the airport. I’m glad I stayed, and want to share some of what I heard in relation to building your account list.

Topics: key account growth sales performance sales process sales pipeline account list management

Are You Giving Key Accounts the Finger?

don't give your key accounts the fingerMany years ago, I talked with the owner of a specialty grocery store in Columbus, Ohio called The Hills Market. During this conversation, I learned about the term “giving customers the finger.”

This unfortunate situation occurs when a customer asks for help locating a product and an employee points in the direction of the product and sends the customer on their way. From a customer service perspective, this is a no-no! The best way to help a customer is to listen to their request (problem) and take them to the product (solution). 

Topics: key account growth sales strategy sales performance account list management

Prospecting - You Can’t Step in the Same River Twice

prospecting Early in my sales career, I got a call from a veteran Account Executive across the hall. He worked for one of our other properties and saw that I was working with a prospect he was calling on. He wanted to set up a joint sales call. I was skeptical, since I'd recently met with that prospect, and the manager made it abundantly clear that he had already placed his budget for the year, and he was not open to new ideas.

Topics: new business development prospecting account list management sales accelerator

Busy Doing What? 4 Steps to Implement If You're Working Hard and Not Seeing Sales Results

busy salesperson not seeing sales resultsSome sellers wonder why they miss sales goals on a regular basis even though they are busy as a bee. Making “plenty” of face-to-face calls. Presenting and closing “plenty” of proposals. Conducting “plenty” of post-sale follow-up tasks. All of these activities usually equal another month short of exceeding their sales goals. 

Topics: key account growth sales strategy sales process account list analytics account list management

Busting the New Business Myth

account list analyticsI get it. I know it is important, but I’m sick and tired of hearing about new business. Truth be known, most sellers are sick and tired of hearing about new business… and their managers are sick and tired of talking about it!

Facts Behind the Myth

The majority of sales organizations are obsessed with new business because of one reason: they do a terrible job of keeping and growing existing business (AKA: customers).

Not all customers are created equal. World-class sales organizations segment them like this:

Topics: key account growth sales strategy sales performance sales management salespeople account list analytics account list management