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The Center for Sales Strategy Blog

Every Touchpoint Counts: Developing Authenticity and Setting Expectations

sales acceleration with authenticity in account-based marketingI recently attended a session at a conference that centered around incorporating authenticity into account-based marketing, also known as ABM. If you are not familiar with ABM, it’s simply a strategic approach to focus an organization's B2B sales and marketing efforts on a defined group of high-potential targets instead of everyone, in an effort to create more personalized messaging and content to increase engagement. 

Topics: setting expectations sales performance sales process sales playbook branding

How Do You Stand Out?

salespeople stand out with personal brandingAs a sales coach, I work with many salespeople at all different stages in their career. When we first start working together, we spend time talking about who they are, why they love what they do, and how their current and past experiences bring value to what they do today.    

I remember getting a very excited call from a salesperson that I had worked with. A big prospect in the market had reached out to her. They had searched her company via LinkedIn and discovered many of her sales colleagues. But it was her profile that caught their eye. Why?

Topics: Social Media sales strategy Sales personal brand branding

Three Ways to Test Your B2B Brand’s North Star

North_Star

When you look up in the night sky, there are millions of stars. So many that it’s sometimes hard to find even the easiest constellations. But one star everyone knows is the North Star. Why is that? It's different in a few signficant ways.

Topics: Sales personal brand branding

Have You Chosen Your Professional New Year’s Resolutions?

fireworks-5.jpg

In this first week of 2017, most ofus are thinking about our New Year’s Resolutions and what we can change in the new year to make ourselves better. The usual list of suspects includes a promise to get into the gym more, quitting smoking, losing weight, spending more time with family and friends, getting out of debt, and getting organized. But what about your professional resolutions? Have you determined what commitments you plan to make to achieve your professional aspirations for 2017? 

Topics: selling digital advertising Sales branding

Three Myths About Building Your Personal Brand

Myths_About_Building_Your_Personal_Brand

The mantra that "you need a personal, professional brand" is no longer new. If you're like most sales professionals, you're open to the idea, but it can seem like such a major project. Let's look at three myths you need to move past to get started building a brand for yourself. 

Topics: Sales personal brand branding

How to Position Yourself—Not Just Your Company or Cause

How_to_Position_Yourself

Defining what position your own professional brand should take is hard work. Which is why most salespeople and development officers are still talking mostly about their company, their products, and their causes on their LinkedIn profile.

It’s important to be proud of your company. If you are, you might even say you’re blessed, or damn lucky, depending on your point of view. But when someone is deciding whether or not they want to take time to meet with you, it’s about you.

Topics: personal brand branding

What Makes You Valuable in B2B Sales?

Why Would Someone Want To See You Some say that salespeople are a dime a dozen. Basically, they have very little value.  On the contrary! In b2b sales, great salespeople can literally be worth millions of dollars to their clients’ business.

Topics: customer satisfaction valid business reason Sales branding

Improving Sales Performance: Become a Personal Positioning Machine

Sales PerformanceThe best B2B salespeople use a sales strategy that includes personal positioning. Here’s how you can get into this game and attract new business prospects:

Topics: sales performance Sales branding

Don't be Bigfoot: 4 Steps to Increase Your Online Visibility

Improve Digital Sales StrategyHave you seen the cartoon of Bigfoot, sitting on a log in the forest with a laptop open? The caption reads, "I wonder if anyone is looking for me?"

Topics: Digital Sales branding

The art of asking for sales testimonials

getting referralsMost professional sellers can claim to have many happy customers, but relatively few can prove it. Oh, sure… a renewal is evidence of a customer's contentment. Lots of people know you when you show up at meetings or industry functions. But that kind of evidence will do little good when the subject comes up in the course of a sales call.

Topics: referrals sales strategy Sales branding