The Center for Sales Strategy Blog

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. How to Craft Meetings People Love (Really) — strategy + business

At their worst, meetings are like short prison sentences that have you counting the minutes until your release. Yet there are meetings that are useful and productive, and even invigorating and enjoyable. This article looks at three types of meetings that exemplify variations on best practices and are worth emulating.

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. The #1 Way to Respond to Any Question from a Prospect— HubSpot

How do you respond to prospect questions? The most effective type of response isn’t an immediate one. Implement this technique, and you’ll stand out from your selling competition.

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. 5 Tactics Smart Reps Use to Get Stalling Deals Over the Finish Line — HubSpot

It’s the end of the month or quarter, and you’re running out of time to hit quota. A deal you were counting on to close is stalling. What do you do? Pressuring your prospect to buy before they’re ready is never wise, unless you want to lose their trust and potentially their business. But there are several non-manipulative ways to increase the buyer’s urgency, like these five ideas.

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. The Online Ad Industry Is Undergoing Self-Reflection. That’s Good News. — The New York Times

Traditional and digital media haven't always connected, but the future of the ad industry is a combination of both. Making the leap from traditional to digital doesn't have to be a difficult one, but the online ad industry is also going to have to learn how to work with traditional media. The New York Times explains how both industries are going to have to learn that they need each other, and the best way to build those relationships (and skills).

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. 3 Effective Ways Sales Managers Can Optimize Their Time — HubSpot

The typical sales manager arrives at the office at 8 a.m. with a prioritized list of tasks for the day. By 8:05 a.m., she’s checked her email and seen two urgent requests from salespeople, a message from the marketing department asking her to attend a 9 a.m. meeting, a note from the engineering team asking for feedback from customers, and a question from Sales Ops about the new incentive plan. The following three techniques will allow you to redirect your time toward the most productive tasks. 

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. 125 Conversation Starters For Virtually Any Situation — HubSpot

A good conversation starter can transform an awkward, stilted conversation into an interesting, enjoyable discussion. That’s important in sales, as having several conversation starters up your sleeve will help you form connections with prospects, referrals, and potential partners. In other words, the ability to start a conversation translates to real business. What makes a good conversation starter? Here are 125 ideas.

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. How to Regain Your Prospect's Trust After You've Messed Up — HubSpot

It can be a difficult task to build trust and credibility with prospects and customers. It is even harder when attempting to rebuild trust after it has been damaged. There's an elephant in the room that can feel uncomfortable to talk about, but is impossible to ignore. How can you get past the elephant in the room to get back to selling? The following four-step process will help you rebuild trust with your customers and prospects.

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):

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. The Sales Manager’s Guide to Running a Successful Sales Role Play — HubSpot

Adapting the key concepts from a rehearsal-style role play model can help your reps perfect their messaging, reveal how they react under specific circumstances, and give them the opportunity to practice more effective behaviors. Use the following five guidelines to turn sales role playing into a valuable learning tool for internalizing knowledge and adopting new skills and practices.

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. Navigating the New LinkedIn User Interface [Guide]— Social Media Today

Are you feeling overwhelmed with the new LinkedIn user interface? You may be trying to figure out how to do or access some of the things you're used to on LinkedIn. This article outlines the changes to the new UI so you can become accustomed to what’s changed, what’s lost and what’s still available.