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The Center for Sales Strategy Blog

The Comeback Kid: 20 Weeks to Change Your 2020 Story

The Comeback Kid 20 Weeks to Change Your 2020 Story

We all have a choice to make. That choice is what we’re going to do for the next 20 weeks of the year. We can continue to worry, fret, blame, and sit on the couch (if you're not doing any of those things - hurrah for you!). But we can also take the opportunity to be the Comeback Kid

Twenty weeks is a long time. That's 100 working days, with a few holidays thrown in. We encourage you to continue the activity that got you where you were before this pandemic struck. And, while we always encourage you to visualize the win, it's the plays in between that are really important. How can you win each day? What activities should you do to get you to the finish line? And, are you doing those activities to the best of your ability?

Topics: sales performance sales process COVID19 Resources

Are Your Sellers Prepared for the Economy to Reopen?

Are Your Sellers Prepared for the Economy to Reopen

Perhaps the most anticipated grand opening of all times is occurring at various levels across our land right nowand it is joyous to see. But to say things are not quite returning to normal yet would be a great understatement. 

Most businesses are still adapting to the environment. Many are operating without key segments that were profitable just a few months ago or inventing new offerings in response to the changes we’ve all experienced.  Just as our clients are rethinking how they approach the market, so should your sales team.

Topics: sales performance COVID19 Resources

5 Ways to Stay Connected While Working Remotely

5 Ways to Stay Connected While Working Remotely

Telecommuting, flexible work environments—both fancier terms for working remotely—is the new normal for many of us. By now, you’ve gotten a taste for what working from home entails. And whether you choose to admit it or not, some of you have decided that remote work isn’t as great as it sounded just a few weeks ago.

At first, working quietly in your pajamas seemed enticing—even productive—then the silence set in, and you missed all the chaos. Most people do! Knowing how important socializing is, how do you keep that feeling intact with your team in a time of social distancing?

Topics: company culture COVID19 Resources

How To Drive New Business In Today’s Environment

How To Drive New Business In Today’s Environment

Everyone is looking for creative ways to drive new business—and we could easily provide a list of five hacks that would be helpful. But those five tips would not have the same impact that changing just one thing would have—your perspective.

There is a legendary story about a large American shoe company that sent two sales representatives to different regions of the Australian outback to scope out the business potential for the company.  The first reported, “No business here. The natives don’t wear shoes.”  The other wired back, “Huge opportunity! The natives don’t wear shoes.”

Same data, different conclusion. Which message would you have sent back?

Topics: COVID19 Resources

How to Increase Productivity and Promote Teamwork with a Remote Workforce

How to Increase Productivity and Promote Teamwork with a Remote Workforce

Remote work statistics have consistently increased over the years. A special analysis conducted by FlexJobs and Global Workplace Analytics found that from 2005 to 2017, there was a 159% increase in remote work. Based on the growing numbers, Upwork’s Future Workforce Report predicts that 73% of all teams will have remote workers by 2028.

COVID-19 forced many teams into a remote workforce, and nearly 43% of full-time American employees say they want to work remotely more often even after the economy has reopened. The same survey reports that of the more than 1,200 employees surveyed, nearly 20% said their employer is actively discussing how they can make remote work more of an option in the future.

Topics: culture COVID19 Resources

New Normal Tweaks on a Proven Sales Process

New Normal Tweaks on a Proven Sales Process

Sales managers and salespeople have discovered new ways of conducting face-to-face sales activity as a result of recent social distancing restrictions. Being creative and using video technology to stay connected with customers as well as propose and close business with new prospects has become the new normal.

World-class sellers know it’s time to move from playing defense to playing offense because customers and prospects need help. They need solutions. They need the problem-solving expertise that a quality salesperson brings to the table. Simply put, customers are more open to ideas and solutions than ever before because their level of pain is high.

Topics: sales process COVID19 Resources

20 Motivational Videos for Your Sales Team

20 Motivational Videos for Your Sales Team

Stressed? Anxious? Unmotivated?

Everyone requires motivation. And, your sales team is no exception as they strive to keep up performance, reach goals, and deliver results. The constant pressure (combined with adversity and uncertainty) is physically and mentally draining.

Motivation is crucial for performance. The real purpose of a motivational speech is to get the recipient, to do something differently, because the speaker has got you to think differently. Browse through our list of 20 motivational videos, watch a few, and share the list with your team.

Topics: sales performance COVID19 Resources

Never Waste a Good Crisis

Never Waste a Good Crisis

Given the sudden health and economic crisis created by the COVID-19 pandemic, the phrase, “Never waste a good crisis,” has surfaced quite a few times. Noted public figures ranging from Machiavelli and Winston Churchill to Barack Obama have all invoked the phrase in times of trouble.

It’s often viewed as an opportunist looking to advance an agenda during an unfortunate circumstance. The reality is the phrase is more accurately a challenge to commit to doing things differently and better as a result of what we experience. And that’s the challenge we have for you.

Topics: leadership COVID19 Resources

Email Tone: It Can Be Louder Than Words

Email Tone  It Can Be Louder Than Words

The remote workforce offers opportunities and challenges that we may not have considered when working in a common location. We take for granted proximity to our coworkers and the ease with which we communicate and convey our emotions and intentions. Communication that we had in person tends to shift to digital and allows us to stay connected no matter where we are co-located.

However, we still need to be aware of the tone we are using, which in writing can be more complicated than spoken words (because our brain fills in the gaps when we lack information).

Topics: email sales process COVID19 Resources

Earn My Attention. Don’t Steal It. 7 Best Practices Using Video to Breakthrough Your Prospects' Email Clutter

prospecting with videoWhen you try to engage in a serious conversation via email, you will generally find the recipient calling you on the phone to have the conversation. If you meet other people for a livingaka work in sales—verbal communication is usually the best form of communication.

To people like us, we only prefer written text when confirming dates or answering 'yes' or 'no' questions. Most salespeople are more effective when they have a face-to-face opportunity than when they depend on their writing abilities. With those face-to-face meetings now temporarily on-hold, we need email to help us reach people we don’t know. You need to stand out from all the other emails, and here's how.

Topics: Video sales process prospecting COVID19 Resources