<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=585972928235617&amp;ev=PageView&amp;noscript=1">

The Center for Sales Strategy Blog

How to Stop Cold Calling and Get Your Salespeople Out Selling


research study by McKinsey Global Institute reported that salespeople on average spend less than 13 hours a week actually selling.

Considering that going out and selling solutions is what salespeople actually are best at, and what is most profitable for them and the company they work for, it’s a little disheartening that so much time is spent doing other things like office tasks, answering emails, researching leads, and internal communication (I’m guessing this includes one too many meetings a week).

However, I’m not so sure we can eliminate those other tasks and give salespeople back another 20 hours a week. And even if they had that extra time, I’m not sure they’d be spending it in the most effective way. It’s not about how much time we have to actually sell. It’s about how much time we waste on trying to get to that point of the selling process.

Topics: inbound marketing Sales danibuckley sales and marketing alignment inbound sales

Is Inbound Marketing the Uber of Media Advertising Sales?


These days, everyone wants to be the “Uber/Amazon/AirBnB of {insert industry}” and even if they aren’t, they certainly like to say they are. While I don’t want to be like those other guys… I kind of can’t help myself here. So bear with me on this one.

It started the other day, while I was riding in a Lyft (the other Uber, in case you aren’t familiar) to a meeting here in Seattle where I live. I noticed how my driver asked me if I had a preferred route; “Do you want me to take I-5 or the viaduct? Do you have a preference?” he asked. I didn't. 

He then offered me a bottled water and asked if I had a favorite music genre to listen to, which he could turn on for the ride. The car was really clean and smelled like a pina colada, and I could tell the driver was reading my energy and mood to determine how chatty to be with me that day. 

I flashbacked to 10 minutes prior when I was wrapping up something in my home, running a few minutes behind schedule, and with a couple clicks on my phone I had a driver on the way. I could track how close they were and head out the front door to meet him almost exactly when he was pulling into my driveway. I didn't have to worry about being late because I knew exactly where my driver was and the app even provided an ETA. Plus, when the ride was over I didn't have to exchange a dollar or fumble for my credit card. I said goodbye and was walking into my meeting in seconds. 

Immediately after exiting the vehicle, my mind started to wander about how the needs that cab drivers filled 10+ years ago have drastically changed, which is obviously why companies like Uber and Lyft are so incredibly successful today. Like this (just to name a few):

Topics: digital marketing integrated media solution inbound marketing danibuckley

5 Things You Can Do to Get More Leads


If you’re a B2B company, then it’s probably safe to guess that you are looking to generate more leads. Not just more leads of course, but better leads. The type of leads that you are excited to send to your salespeople, that your salespeople are thanking you for, and that are consistently converting into new customers.

However, sometimes your efforts can get a little stale. You're doing everything you're supposed to be doing: blogging two to four times a week, sharing on social media, and nurturing the leads you do have. But it’s not enough. While traffic might seem to increase, your leads aren’t.

Here are five things you can do today that will help you get more leads tomorrow!

Topics: lead generation danibuckley lead intelligence

Why “No” is One of the Best Words to Have in Your Business Vocabulary

no-is-the-best-wordI recently reached out to a friend of a friend. I wanted to pick his brain on some business ideas that I thought were very related to what he does. I was hoping for a new connection, some thoughtful conversation, and a little free advice.

When I finally reached out, he very politely said “no.” Of course, he said more than just “no,” but the bottom line was that he was strapped for time working on a new online course that was about to launch and that his wife was about to have a baby. He said he would love to help in the future—like six months down the road—but that right now, he just had to say “no” to some things.

At first, I was a little put off, even shocked. I hadn’t expected him to say no. But the more I thought about it, the more I realized there was a lot I could learn from this experience. His “no” wasn’t personal at all, and I do believe he meant it when he said he’d have that conversation in six months. But he had to choose. He had to be picky with his time, and I respect that. That’s something I try to be hyper-aware of in my life, as we all know that time is our most precious commodity.

So, I ask you: Are you saying “no” often enough?

Think about these four kinds of people in your life:.

1. Your Customers

Sometimes we over-serve. Shoot, I probably over-serve my clients every day, and they probably don’t even realize it (shame on me). But this can be a big problem and one that we all need to work on. It’s okay to get paid for what you do and to acknowledge when something is outside the scope of your contract or your capabilities. Don’t feel like every request has to be met or you’ll lose their business. Don’t leave that client hanging; suggest alternatives. Quality partners will appreciate and respect you more when you are honest about boundaries.

See also: "How" Selling Solves Your Business Problems

Topics: Sales danibuckley