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The Center for Sales Strategy Blog

How to Constantly Evaluate Your Team - What Their Strengths Are And Where to Invest Support?

How to Constantly Evaluate Your Team

Almost 60% of all businesses lack strong leadership, causing a ripple effect that leads to 37% of workers leaving their jobs. Those who stay are less likely to be motivated or productive.

For these reasons, your employees need effective business leaders who encourage continuous and stable growth in the workplace. Leaders can accomplish this by constantly evaluating their team, acknowledging their strengths, and investing in ongoing development and support.

Topics: business development sales productivity

Growth Mindset: Why Sales Managers Should Prioritize Business Development

Why Sales Managers Should Prioritize Business Development

As a sales manager, you are faced with competing priorities and objectives that you would like to emphasize with your team.

Successful sales managers are aware that business development is a key ingredient to account and organizational growth and should prioritize it with their account executives. There are some key factors on why you should make business development front and center, and then there is the how. Let’s take a look at both.

Topics: business development growth mindset

Business Development Tactics for Sales Teams

Business Development Tactics for Sales Teams

Business development (BD) is the process of identifying, qualifying, and developing potential new customers.

It is a critical part of any sales team's strategy, as it helps to ensure that there is a steady pipeline of leads to nurture and convert into paying customers.

There are a number of different business development tactics that sales teams can use, depending on their industry, target market, and sales process. Here are some of the most common and effective tactics.

Topics: business development increasing new business

Driving Revenue Growth: The Role of Business Development in Sales Departments

The Role of Business Development in Sales Departments

LinkedIn defines business development as "the process of identifying and pursuing new opportunities to grow a business."

Business development is essential for sales teams, as it helps to generate new leads, build relationships with potential customers, and close more deals.

Topics: business development

In A New Business Slump? Try Getting the Rats Out of Your Head!

new business sales slump

In this fast-paced environment. distractions are inevitable. Emails pile up, urgent issues arise, and salespeople often find themselves pulled in multiple directions at once. It's easy to let these distractions derail us from our most important sales activities - developing new high-potential accounts.

Many refer to these distractions "the rats in our heads." They gnaw at us constantly, invading our mental space and eating up valuable time we should spend on productive business development. The "rats" can be loud and frenzied, making it hard to stay focused.

But we can regain control. Here are some strategies to share with your sales teams to keep the rats at bay.

Topics: business development sales performance

One Solution to the Biggest Problem in Sales: Setting Quality Appointments

One Solution to the Biggest Problem in Sales Setting Quality Appointments

Research with our client base, practical experience, and many years of consulting sales organizations of all sizes makes one thing abundantly clear: the biggest single problem salespeople experience in securing high-value appointments with key decision-makers. If you agree, keep reading.

Over the years, I have written nearly 100 sales meeting kits for managers, and more than 20 of them deal with some aspect of securing a quality appointment.

Today's technology not only allows prospects to delete your voicemail messages and zap your emails, but Internet access is also allowing customers to gather most of the information they need about your product, how it works, and how your clients feel about it.

Topics: business development

Does Your Sales Strategy Include Surprising Your Prospects?

Does Your Sales Strategy Include Surprising Your Prospects

Imagine this.

You go to make a big purchase or do a major renovation such as a kitchen remodel. It's something you've been saving for now for quite some time. You've conducted exhaustive research on the colors you want, the styles you like, and the decorations you want to include. You've even made a visual board for ideas.

The time comes to get estimates and timelines from contractors. You go with the rule of 3’s for estimates, and after meeting with them, you finally make the decision. You understand that there will be a payment due upfront, and you agree to those terms.

The work finally starts, and surprise, there are costs that should have been included in the estimate that wasn’t. You feel trapped and frustrated.

Topics: business development Needs Analysis sales strategy

What's Stopping Us From Growing?

Whats Stopping Us From Growing

Every organization wants to grow on some level – whether it’s more clients/customers, higher revenue, more locations, more product lines, etc.

There’s no one way to grow a business, but there are plenty of reasons it stops growing or slows down.

Here are some of the reasons companies stop growing.

Topics: business development

Best Business Growth Podcasts of 2022

Best Business Growth Podcasts of 2022

Each week, more Americans listen to podcasts than have Netflix accounts.

Since it began in the early 2000s, podcasting has grown drastically and steadily. Just from 2018 to 2021, podcast listeners have increased by 29.5%.

Thus far in 2022, 51% of the population has listened to a podcast, with over one-third of Americans listening to podcasts regularly.

With a variety of business-related podcasts available, how do you choose which to listen to first?

Topics: business development

Retain and Grow Top Performers with a Development Plan

Retain and Grow Top Performers with a Development Plan

The top organizations in any marketplace place a high value on their people because they are the foundation on which success is built.

They place an even higher value on managers who can develop top performers. Yet, all too often, business leaders hire people they believe in and sit back to see what they can do.

Topics: business development sales training recruitment sales talent