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The Center for Sales Strategy Blog

It’s OK to Say You Are Sorry

In fact, it’s better than OK. The reality is, in the course of any business relationship, something is going to go wrong at some time and it’s smart to get out front of it and to be very transparent.

Here’s a recent example of a problem we encountered in our own company we had to deal with, and an email we sent to the affected clients shortly following the incident as an apology: 

Topics: business relationships Management sales management marketing strategy company culture

Are Your Best Salespeople Leaving Money on the Table?

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Top salespeople are often the veterans. They have deep relationships, and when there is an RFP (request for proposal) or a big contract up for bid, they know just how to zero in on that transaction and bring home the biggest share of the business.

The prospect has already decided they are going to spend that money for your product or industry. It's the "money on the table" or the low hanging fruit, and the issue was always about beating the competition.

Transactional business is critical to secure, and the big wins take hard work. But those successes can blind even the best sales reps from rocking the boat enough to look for more opportunities.

Topics: business relationships sales culture Sales

How to Use Tension to Advance the Sale

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Salespeople often slow down a sale or lose it altogether because they are not willing to create tension. I am not talking about relationship tension. I am talking about task tension.  

You want to get to task tension as quickly as you can. This is what sales acceleration is all about. However, smart salespeople know you need to create a foundation of relationship—essentially reducing relationship tension so you can create task tension. You can’t rush to task tension until you remove relationship tension. You remove relationship tension by helping the prospect see that you are someone who can be trusted and could bring value.

Topics: business relationships Sales sales process

Three Steps to Generating Quality Case Studies

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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. 

Topics: business development case studies business relationships new business development Sales

Sales is Like Dating: How to Build a Lasting Business Relationship

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It seems that every year, a friend of mine has what she thinks is a "happy relationship.” Then Valentine’s Day arrives, and the wheels start to come off. It's sad, and heartbreaking, to watch my sweet friend go through yet another breakup.  

Dating is a similar process to sales. At The Center for Sales Strategy, we've often drawn parallels between the two. Here are a few pitfalls to watch for, as you strive to build a lasting business relationship. 

Topics: business relationships Sales

How Modern Family Can Teach Us Sales Techniques for Prospecting

Sales Techniques Research Your Prospects
Topics: business relationships Buying Process Sales

6 Horrible Words Customer Focused Salespeople NEVER Say!

6 Horrible Words Customer Focused Salespeople NEVER Say!Recently, I was talking with a salesperson about his initial approach to prospective customers. He couldn’t seem to get folks interested in having a conversation with him. He was hearing the immediate brush off of “no thanks, not interested” soon into every cold call. While this is common, there are specific tactics that can warm up cold calls enough to get prospects to take your call, and even set aside time by scheduling an initial call.  My call with this particular rep was to share some of those tactics and best practices to help him experience more success during his initial approach.

Topics: business development business relationships Management Sales

The Immense Power of Appreciation

The Immense Power of AppreciationYou should be jealous of me this week. I received an amazing thank you card from a client for whom I had created a custom sales meeting to help launch an important project. 

Topics: customer satisfaction customer focus business development business relationships Management Sales

How Firing a Client Could Increase Your Sales Performance

Sales PerformanceIf you’ve come to realize that the amount of time you’re spending to “manage” an incessantly needy client far outweighs the amount of revenue they represent for your company… it's time to think about firing them. 

Topics: key account growth business relationships sales performance Sales

The Ultimate Business Compliment to Improve Your Sales Performance

Sales PerformanceThink of the people on your personal list of active accounts. Among those business owners, managers, or stakeholders, do you have a professional favorite? 

Topics: key account growth business relationships Sales