The Center for Sales Strategy, on February 24, 2022
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.
The Center for Sales Strategy, on February 15, 2022
Richard Branson, Mark Zuckerberg, Jack Dorsey, Mark Cuban — all agree that one habit is a key ingredient to success.
Practicing good health habits by eating right and exercising each day is what these billionaires, and 21 others, agree helped create the foundation for their businesses and financial success. Your habits and routines determine your success and your future. In order to see the true benefits of any effort, you must be disciplined and consistent.
The same holds true when developing new business. It takes that same effort and discipline to consistently create a healthy sales pipeline.
Trey Morris, on January 18, 2022
BBQ and business acumen.
Traditionally, those two items don't go together, but for this story, one is the key to the other.
I started in sales in 1993, straight out of college. I didn't have a lot of work or life experiences that I could draw from as I worked with business owners helping them to improve their businesses' performance.
I did my best reading the Wall Street Journal, the business section of the local paper, and reading the latest business books to help grow my knowledge of business.
Trey Morris, on September 16, 2020
From a management perspective, a properly deployed Customer Relationship Management (CRM) allows you to assign and reassign sales goals to your sales team, transfer responsibilities, and enhance the client and sales rep experience.
However, many organizations and sales teams are quick to dismiss CRM software’s effectiveness, and many stop using it for several reasons. Merely investing in a CRM solution will not help your business grow until your sales team effectively uses its functionalities.
Below is an example of a 10-minute strategy that will help put into perspective the effectiveness and value of the right CRM system.
Matt Sunshine, on April 15, 2020
Many clients at The Center for Sales Strategy are essentially in the business of helping companies grow their business.
In order to do that effectively, we teach salespeople how to think like a business owner. Thinking like a business owner takes the focus off what you sell (your products) and puts your focus on how to help your client or prospect achieve their desired business results.
The better a salesperson becomes at thinking like a business owner, the better they will be at asking questions, establishing credibility, and ultimately becoming trusted and valued.
There are endless amounts of podcasts out there on business development and new ones being released daily. This article isn’t about all the great business podcasts hitting the market, but rather a handful of the best podcasts that we feel will help salespeople improve their business acumen and encourage salespeople to help their clients and prospects grow their business.
Trey Morris, on November 13, 2019
All great sales managers will tell you that training and development are the cornerstones for building an exceptional sales team. The sales industry constantly changes and evolves as prospects learn and alter tactics to deal with enthusiastic salespeople. And, every salesperson needs to learn how to adapt to these changes and continue to grow in their field of knowledge.
This is why sales managers and salespeople share common ground when it comes to learning and developing new skills, but as the 2019 Media Sales Report found, there’s still room for improvement when it comes to performance.
Matt Sunshine, on August 25, 2016
The need for quality case studies has never been greater than it is right now. B2B salespeople are encountering more competition than ever before, and they are working harder to earn the business and attention from both their prospects and their current clients. There’s a lot of information out there online, and businesses are increasingly conducting their own research and independently garnering information that allows them to evaluate your products and services.
Anyone who’s ever participated in sports, coached sports, or watched sports knows the object of the game is to win! We keep score throughout the game, because when the game is over we want to know who played the best and who deserves to be crowned the winner! Salespeople in B2B sales are pretty much the same. They keep score by evaluating their new business conversion rates, by regularly analyzing their budget vs. goal numbers, by measuring renewals, and by consistently making sure they’re meeting their customer’s goals and ROI. When all of these things are positive… they consider that a win.
During the American Revolution, July 4, 1776, the Declaration of Independence was approved and signed by the Second Continental Congress setting the 13 colonies on the road to freedom with the resolution of independence from Great Britain. Two days prior, John Adams wrote these words to his wife Abigail:
The Center for Sales Strategy, on July 3, 2013
How’s your “Surprise/Enterprise” ratio these days? When you get right down to it, there are only two types of new business you can write as a b2b salesperson:
