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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: customer focus sales strategy Sales 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 has survived the first week of self-quarantine, 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 social distancing.

Topics: motivation sales management Sales COVID19 Resources

6 Steps to Stop Your Leaking Sales Bucket

6 Steps to Stop Your Leaking Sales Bucket

We can all agree that it's easier to fill a bucket when it’s not leaking from the bottom. Seems like a pretty good rule of thumb.

In the context of managing sales revenue and keeping that bucket completely full, things can become pretty difficult when you spring a leak! We need to spend more and more time dumping new business in just to keep a minimum level insideand that is exhausting.

Topics: sales strategy sales performance sales management Sales

10 Tweet-Worthy Business Quotes For You to Share and Use

10 Tweet-Worthy Business Quotes For You to Share and Use

Twitter has 330 million monthly active users and 145 million daily users. 65.8% of US companies with 100+ employees use Twitter for marketing, and 80% of Twitter users have mentioned a brand in a tweet. There are a lot of interesting statistics floating around about Twitter and it's influence on brands and consumers.  In this digital age, you are what you tweet.

Whether you're a sales manager or a business leader—we bet one of these quotes below speaks to you. Read through them, and feel free to share with your Twitter followers!

Topics: sales strategy sales performance Sales

Inputs vs. Output: Do You Know What’s Really Driving Your Sales?

Inputs vs. Output: Do You Know What’s Really Driving Your Sales?

One of the most common debates in sales is how to best measure performance and other sales indicators. While some organizations prefer process-oriented KPIs, others have an outcome-oriented bias. Both ends of the spectrum are invaluable for powering your sales, but when it comes to prioritizing inputs vs. output, the “i’s” have it.

Topics: Sales metrics

[INFOGRAPHIC] CSS By The Numbers 2019

[INFOGRAPHIC] CSS By The Numbers 2019

At The Center for Sales Strategy (CSS), we take delivering results seriously. Our proven strategies help clients improve their company’s sales performance and increase their sales revenue by providing strategic plans and tailored solutions for their needs.

We've taken some time to dig into last year's numbers so we can analyze and improve in the coming year. Here's what 2019 looked like.

Topics: Sales coaching

20 Bold Sales Predictions for the 2020s

20 Bold Sales Predictions for the 2020s

The world of sales has rapidly changed as new technology evolved and became more accessible to businesses and sales teams. Over the last decade, the major trends in sales have included ideas like inbound marketing, social selling, and implementing sales enablement tools.

From companies becoming more intentional about building a culture of engagement to sellers mastering the art of shared-screen conversations, predictions in sales trends for the next decade take a slightly different approach. Improving sales productivity and the overall sales process are still top priority — but there’s more! Here are our predictions for the next ten years in sales, sales management, and sales marketing trends.

Topics: sales management Sales

Sales Training: The Illusion of a Quick Fix

Sales Training: The Illusion of a Quick Fix

These days, there's a quick fix for everything. From a 21-day diet to a 3-step skin care plan and a 24-hour credit repair, it's our natural instinct as humans to look for quick solutions to our problems. We’re impatient by nature, and we want the kind of solution that turns everything around now.

While some of these quick fixes may work in the short-run, most are not sustainable and they leave you in worse shape than you were before. Ironically, the quick fix delayed the real solution.

In our world of quick fixes for everything, we also expect a quick fix to be applied to sales. However, the best sales performance solutions combine a jump-start plan to deliver immediate results together with a long-term plan to assure sustainability. And, the long-term plan must include three fundamentals.

Topics: sales management Sales sales training

Stop Working So Hard And Sharpen Your Axe!

 

Stop Working so Hard! And Sharpen your Axe.

If I had eight hours to chop down a tree, I’d spend six hours sharpening my axe.

-Abraham Lincoln

Abraham Lincoln's productivity secret was to work smarter rather than work harder by simply using sharper tools to get the job done more efficiently. Inefficient tools waste your time and energy, and simply knowing what to do is never enough. It’s the matter of actually doing it that makes all the difference.

Great leaders grow themselves and their organizations by deliberately managing the present, letting go of old beliefs and behaviors, and purposefully creating a future by adopting new practices.

So, how does Honest Abe's philosophy apply to sales management today? 

Topics: new business development Management Talent Sales

How to be Successful Your First Year as a Media Salesperson

How to be Successful Your First Year as a Media Salesperson

How can I be successful in media sales? 

How long will it take for me to make a lot of money?

How quickly can I expect to be promoted?

Whether fresh out of college or a seasoned professional seeking a career change, anyone pursuing a career in media sales (or any sales position) asks these same three questions. Everyone wants to know how they can be successful, make good money, and advance their careers. All smart things to think about!  

As a sales performance consulting company, we've helped hundreds of B2B sales organizations attract, retain, and develop the highest performing salespeople and sales managers. We've learned a thing a two about success! Here are our tips on how to be successful in your first year as a media salesperson. And, this advice is valid for all sales positions, not just media!

Topics: Sales salespeople