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The Center for Sales Strategy Blog

Pay Attention to Your Best Customers

Pay Attention to Your Best Customers

Your best customers are your competitors’ best prospects. At The Center for Sales Strategy, we have long said that it’s much easier to fill the bucket if it’s not leaking from the bottom. Many companies have an incredibly large need to go out and get new business every month—mainly because they're losing 33% or more of their current business.

It's true, and while new business is certainly one of the solutions for curing the problem of not retaining existing business, it’s really only a bandage. The problem of account attrition needs to be addressed and quickly solved.

Churning through clients quickly and not getting any sort of renewal will fatigue your sales team. Over time, they will lose confidence in what they are selling. Just imagine the revenue growth you'll experience without attrition and keeping the same amount of new business coming in.

Topics: sales strategy Sales COVID19 Resources

Email Tone: It Can Be Louder Than Words

Email Tone  It Can Be Louder Than Words

The remote and hybrid workforce offers opportunities and challenges that we may not have considered when working in a common location.

We take for granted the 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

4 Ted Talks To Show in a Sales Meeting

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If your sales meetings are typically focused on reviewing the budget pacing numbers and other housekeeping notes, then WOW are you missing a great opportunity. Sales meetings are a great place to do sales training or sales warm ups.

While most sales managers agree with this, they often share that one of the reasons they don’t do that sort of activity is because they don’t have time to prepare. Clients of The Center for Sales Strategy (CSS) often use one of the “sales meeting kits, ” but not everyone has that available to them. So, if you're looking for some content to enliven your next sales meeting, here are four TED talks that we recommend.

Topics: successful sales meetings 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 motivation

Improving Sales Performance | Media Sales Report | Effects of COVID-19 on the Media Sales Industry

Improving Sales Performance Media Sales Report 2

Season 2 of the Improving Sales Performance Series focuses on the data and analysis of the newly released Media Sales Report. Trey Morris, VP Senior Consultant at The Center for Sales Strategy, joined Matt Sunshine on the second episode of the season to analyze the data around the effects of COVID-19 and its impact on the media sales industry.

You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published. Or keep reading for a brief overview.

Topics: sales performance COVID19 Resources

Movies and Series to Stream While Social Distancing

Movies and Series to Stream While Social Distancing

What do American crime dramas, musical fantasies, and a Canadian sitcom have in common? They can all help you practice social distancing and make you a better person. It’s true! Research provided by Psychology of Aesthetics, Creativity and the Arts found that watching high-quality TV dramas can actually increase our emotional intelligence and make us more empathetic people.

Our team at The Center for Sales Strategy (CSS) and LeadG2 survived 2020, but not without the help of streaming services like Netflix, Hulu, and Disney+. Here are some of the binge-worthy movies and shows that all of us have been watching while staying home and social distancing.

Topics: Sales COVID19 Resources

Is Your Organization Ready to Work from Home Permanently?

Is Your Organization Ready to Work from Home Permanently

It’s been quite a year of change for many salespeople and managers. What at first seemed like a temporary situation has slowly evolved into the potential for a new reality — working from home.

There are many benefits to working from home, such as no commute, which leads to greater productivity, better work/life blend, and looking professional from the waist up... just to name a few! Gartner's recent study shows that 74% of companies plan to shift some of their employees to working from home permanently.

In the past, many deals were built from the foundation of in-person relationships. The pandemic has shifted the sales cycle, and many salespeople have been forced to adjust. Mastering the art of both in-person selling and virtual selling is now a skill seller's must obtain.

As a sales leader, it’s important to ensure your sales team shifts their mindset and has the tools needed to perform at their best no matter what the situation holds.

Topics: COVID19 Resources Remote Team virtual selling

Best Practices to Improve Your Telephone and Video Conferencing Etiquette

Best Practices to Improve Your Telephone Etiquette

Clients calls, webinars, team meetings, staff meetings, one-on-one's with a coworker, prospect meetings we're spending a lot more time online.

Video conferencing etiquette and attire are certainly not a new topic for many professionals, but it's a new reality for millions.

How you portray yourself, whether over the phone or on shared-screen calls, represents both you and your company. It’s important that we present ourselves just as well virtually as we do in-person. In an effort to improve your phone and video etiquette, and ensure the person on the other end receives an excellent experience, implement the best practices outlined below.

Topics: sales strategy COVID19 Resources Remote Team

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