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The Center for Sales Strategy Blog

Weekly Roundup: Sales Weaknesses That Cripple a Sales Rep's Ability to Qualify + More

weak salespeople ability to qualify when sales prospectingWe 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.

Topics: Lead Generation Inbound Marketing Sales Wrap-up prospecting

Weekly Roundup: 3 Reasons Why Your Sales Team Isn't Generating More Leads (And How to Fix It) + More

sales team isn't generating leadsWe 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.

Topics: Lead Generation Inbound Marketing Sales Wrap-up

A Sales Strategy to Double Time Spent Selling

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When a colleague conducted a "time spent selling audit" for one of her clients, the data showed the organization's best sellers spent slightly over 20% of their time actually selling. Keep in mind, the audit included the best sellers in the organization! Here are five reasons why this happens:

Topics: Lead Generation Sales

Use Marketing to Generate Leads So Your Salespeople Can Focus on Revenue

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There is an old saying that goes like this: When is the best time to plant a tree? 20 years ago, of course. When is the next best time to plant a tree? TODAY! 

That saying is the perfect way to describe what is going on with sales and marketing these days. So many organizations are tasking their salespeople with 100% of the lead generation as well as having them figure out on their own the very best way to pull prospects through the sales process. 

Topics: Lead Generation Sales

3 Huge Objection Handling Mistakes Costing Salespeople Deals + More

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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 Huge Objection Handling Mistakes Costing Salespeople Deals — HubSpot
For many sales people, objection handling can be a difficult thing to navigate. But if you see it in a new light, it may be an opportunity for a longterm relationship. 
Topics: Social Media Lead Generation Sales sales process sales training

One Small Change on a Contact Page, 294 New Leads

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The contact page is one of the most important pages on a company's website. But it's also one of the pages that receives the least attention from the company's marketing team. Several months ago, I wrote a post about how to optimize a website’s contact page to increase the number of leads it creates and to improve upon tracking contacts. Little did I know that the client that I had specifically recommended this approach to would have almost three-hundred new leads over a five month period from this new contact page.  

Topics: Lead Generation websites

Step Out of that Comfort Zone: Embrace Technology that Speeds Up the Sales Process

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For many of you, the thought of relying on technology to grow your customer base may seem awkward and  uncomfortable. I get it! But I also want to remind you… not that many years ago, using a mobile phone and email for business communications seemed awkward and uncomfortable too. Imagine if you didn't jump on that bandwagon!

Often the things that make us uncomfortable are also the things that grow us.

It's a fact. Using technology to assist in acquiring new customers is effective. But even more importantly, if you are going to survive, it’s essential! 

Topics: Lead Generation marketing automation sales enablement

Matt Sunshine to Speak at INBOUND 2016 on How to Find and Keep the Best Sales Reps

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In just a couple of weeks, the LeadG2 team will be heading to Boston for INBOUND 2016—the yearly marketing conference hosted by HubSpot. As a Platinum Partner of Hubspot, we appreciate how HubSpot continues to lead the industry in research studies, thought leadership, and educating marketers. We learn so much each year at the conference.

Over four days, five keynotes, and hundreds of workshop sessions, we’ll be increasing our knowledge so we can better help our clients, and we’re looking forward to that! 

Topics: Lead Nurturing Lead Generation Inbound Marketing

5 Things You Can Do to Get More Leads

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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 lead intelligence

Finding Qualified Prospects for Your Sales Team is Tough

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Water, water everywhere, and not a drop to drink. There are more businesses operating in America today than at any time in the past. Competition is sharper and the stakes are higher than ever, ensuring that marketing and sales challenges loom large for a great many of them. So why do both sales managers and their salespeople rate this the second-highest ranking item on their lists? Prospects shouldn’t be hard to find—there should be prospects everywhere they turn.

Topics: Lead Generation Sales