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The Center for Sales Strategy Blog

10 Strategies for Breaking Through to Unresponsive Decision-Makers

10 Strategies for Breaking Through to Unresponsive Decision-Makers

  • You’ve worked with your marketing team to develop your Ideal Customer Profile (ICP).
  • You’ve built a database of target companies that match your ICP characteristics.
  • You’ve researched to identify the key decision-makers of your target prospects.
  • You have a great solution that has helped other similar companies.

You have a great story to tell.

Now you have one last problem. You need a chance to tell your story.

You can’t sell anything until you first talk to a decision-maker. But you can’t get a decision-maker to pick up the phone or even open your emails.

How do you break through to seemingly unresponsive decision-makers?

Topics: sales process prospecting

Overcoming Challenges in Converting Prospects

Overcoming Challenges in Converting Prospects

Salespeople, even great salespeople, sometimes have trouble closing the deal. Getting to yes is often the hardest part of the sales process.

How hard?

As many as 57% of salespeople reported difficulty converting prospects into customers. If your team is having trouble with conversions, the first thing to do is figure out why.

Topics: prospecting sales challenges

Building Authentic Relationships for New Business Growth

Building Authentic Relationships for New Business Growth

While marketing strategies and sales tactics are crucial, the power of building strong relationships should never be underestimated. Genuine connections forged through authentic interactions and a deep understanding of your client's needs can pave the way for sustainable business growth.

By focusing on creating valuable and meaningful bonds, you can establish a loyal customer base, foster trust, and ultimately drive long-term success for your business. Discover how to leverage the power of genuine connections to stand out in a crowded market and unlock new opportunities for growth.

Topics: prospecting increasing new business

Engaging a Decision Influencer to Pave the Way to a Decision Maker

Engaging a Decision Influencer to Pave the Way to a Decision Maker

When selling a product or service, not all outreach efforts should be directed directly at the decision maker, who has the final word on what will be bought.

Instead, it's more effective to engage with the people around them—influencers from whom they seek advice, people nearby who can speak favorably about your company, and sources of information they trust.

This is an even more vital strategy in B2B sales efforts. After all, the decision maker may not be the one using your product, adjusting workflows to accommodate it, or even engaging with the product directly at all. Instead, your sales teams need to develop a comprehensive approach for identifying and engaging with influencers who will ultimately lead you to decision makers (or lead the decision makers to you).

Start by clearly understanding the role of decision influencers in today's sales and buying experiences, how to reach out to these decision influencers, and, ultimately, how to leverage that connection to get in front of decision makers more effectively.

Topics: sales process prospecting

Efficiency in Appointment Setting: Tools, Technologies & Resources for Success

Efficiency in Appointment Setting

Getting the first appointment with a qualified decision-maker of a target prospect can be one of the most challenging aspects of B2B selling.

The ability to set appointments efficiently can make or break a business's success. The good news is that today, sales professionals have access to a plethora of tools and resources designed to streamline the appointment-setting process.

Topics: prospecting getting appointments

7 Simple Steps to Boost a Prospect's Mood and Improve Sales

7 Simple Steps to Boost a Prospects Mood and Improve Sales

A good salesperson knows that success starts with making connections, building rapport, and creating a positive space.

Short and irritable prospects make it difficult to have any meaningful conversation and make your job much harder than it needs to be. 

Building rapport and making connections doesn't have to take long, and it's well worth the investment. Let's look at some simple techniques that you can use to improve a prospect's mindset so they're more comfortable and open to hearing what you have to offer.

Topics: prospecting getting appointments

The Proper Way to Start a Business Conversation

The Proper Way to Start a Business Conversation

The best way to fall flat on your face in a business conversation is to start the conversation talking about business.

Cultivate the art of small talk, and chances are good that once you do get around to bantering about business, the conversation will be meaningful.

Topics: Needs Analysis prospecting

B2B Sales Teams Number One Complaint (And What To Do About It)

B2B Sales Teams Number One Complaint

"I spend all day making cold calls, and I'm getting very little to show for my efforts. Getting the first appointment is harder than ever. If I could just get my foot in the door..."

It's a common complaint from B2B sales reps nowadays. Traditional prospecting approaches like cold calling have become less and less effective over the years. Decision makers simply don't answer unsolicited sales calls like they used to.

What can you do about it?

Topics: Inbound Marketing prospecting

Supercharge Your Sales Game: How AI is Fueling Effective Prospecting

How AI is Fueling Effective Prospecting

Prospecting. It's the cornerstone of a thriving sales pipeline, yet it can feel like sifting gold from sand.

But what if a powerful ally could streamline your efforts and uncover hidden gems you'd never see alone? Enter Artificial Intelligence (AI), the technological revolution transforming the sales landscape.

Topics: prospecting AI

Revamp Your Sales Strategy: Unique Prospecting Methods and Tools to Boost Your Team's Performance

Unique Prospecting Methods and Tools to Boost Your Teams Performance

Sales teams are the backbone of any successful business, and their performance can make or break a company's bottom line.

But with so much competition in today's marketplace, it's becoming increasingly difficult for sales reps to stand out from the crowd and close deals. That's why it's important to revamp your sales strategy and implement unique prospecting methods and tools to give your team a competitive edge.

We're going to explore five innovative prospecting methods and tools to help your sales team boost their performance and close more deals. From using AI-powered chatbots to leveraging social media platforms, we'll cover practical tips and strategies to help you stay ahead of the curve and achieve your sales goals.

Topics: prospecting