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The Center for Sales Strategy Blog

Are You Using Your Sales Superpowers?

talent sales superhero

Sales superpowers? Yes, really. To understand what I mean, please take a step back from the world of selling and focus instead on the process of buying.

The easiest way to wrap your mind around this is to consider a few common business-to-consumer (B2C) purchasing processes like buying a car, remodeling a kitchen, or selecting a college. Looking through that lens, it is easy to see how different the process of buying is today than it was only 10 years ago. I’m sure you would agree that the most notable difference is the amount of time the consumer spends researching in advance.

This sort of pre-purchase work is just as prevalent in the B2B world! Whether an individual is shopping for office space or office supplies, or selecting a bank, an accountant, a lawyer, or an insurance agent, chances are they will do a lot of pre-work before they ever engage in a significant conversation with a representative from any company. And when they do finally begin that conversation, they will come loaded with information and expectations.

Topics: Buying Process sales management Talent Sales

24 Ways to Effectively Coach Millennial Salespeople

effectively coach millennial salespeopleDo Millennials simply have less sales talent than prior generations?

After conducting tens of thousands of sales talent assessments, we here at The Center for Sales Strategy can assure you that’s not the case.

In part one of this two-part series, I shared four key differences in how the Millennial generation was raised, insight I gained from Brad Karsh in my never-ending quest to learn more about how to activate Millennials. These differences explain much of the enormous disconnect between many Millennial workers and their managers today.

Topics: sales management Talent Sales coaching company culture

Five Ways to Create a Sales Culture

sales team cultureWhat is your sales culture? Do you even have one? I frequently hear from sales managers the need for a “sales culture,” but often they don’t really know what their own sales culture is or how to build one.

Topics: Management sales performance sales management sales culture Sales coaching

How the Consumer Journey Can Help You Sell More Integrated Solutions

integrated solutionsMedia sellers today have more capabilities than ever to drive results for their clients. With all of the potential options, you would think that it has gotten easier to build a solution that will drive results, right? Nothing could be further from the truth! If anything, the sheer number of solutions has made it more challenging to determine when to use what when. And with all of those capabilities, their presentations have also become longer – many filled with a multitude of product one-sheets and then a laundry list of recommended products in the recommended solution.

That is a struggle that I hear from salespeople that I work with all over the country. It’s not just determining what should be in the solution, but how to present it in a truly integrated format where it is clear why all of the components are critical to a successful result.

Topics: selling digital advertising integrated media solution sales performance Sales sales process

What Sales Language Do You Speak? Avoid These Two Poisonous Sales Presentation Mistakes

sales appointment

There are two poisonous mistakes that will kill a presentation: using jargon and using stock phrases. Making either of these mistakes will drastically reduce the chance of getting a second meeting with a prospect.

Let's start with HOW NOT to start a presentation and finish with the HOW TO of communicating an engaging proposal.

Topics: sales strategy Sales

5 Ways to Improve Your Sales Process

arrow-process-378765-editedThis post was originally published on Startups.co

Ditch the "why" of your sales conversation and focus on the "how" to show prospects that you hear and understand their needs and can solve their unique problems.
 

If you’re looking to improve your sales process — look no further than the “2017 B2B Buyer’s Survey Report.“ Buyers want things to be easy. So easy, in fact, that 89 percent of survey respondents said that they chose vendors that made a return on investment easier to prove or that could be easily justified with a business case. They also preferred speed over price — with 80 percent of buyers citing deployment and ease of use as “very important.”

Your customers want to understand how to use your product — not sit through a pitch and wonder if it’ll actually fit their needs. Selling is less about explaining why buyers should buy and more about showing how an easy-to-use product or service will help them.

Topics: sales strategy sales performance sales management Sales sales process

5 Tips to Help You Close Sales Faster Than Ever Before

close sale faster
Everyone knows that sales is a numbers game, right? Of course! The more you have out there, the better off you are, so I’ll agree that sales is a numbers game. But, today I am going to argue that you may be looking at the wrong numbers.  

I’ll start by asking you, how many times have you heard or said, "Don't worry! I've got a lot out there pending!” C’mon—be honest! If you are like most people, you’re thinking that’s not so uncommon. 

I have to ask you, does anyone actually get paid on pending? Not anyone that I know. That’s the catch. And that is also what tells me that you may be looking at the wrong numbers.  

Topics: discussing price Proposal sales strategy Sales

6 Steps to Stop that Leaking Sales Bucket

Leaky_bucket.jpg

We probably all agree that it is 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 inside, and that is exhausting.

Although a certain amount of attrition in sales is to be expected, when it becomes problematic, even the best new business program in the world won't fix the problem. So, step one involves fixing the attrition problem that is causing you to miss your monthly, quarterly, and yearly budgets. Only after we have properly patched that leak in the bucket, will we have the opportunity to shift our attention to developing new business and filling that bucket up. 

Topics: Management sales strategy sales performance Sales

Get Out Of Your Own Way: Asking For Referrals

Ask-for-Referrals

When was the last time you asked for a referral? Go ahead and fill in the date here ______________.  If the answer is yesterday, congratulations. If you can’t remember any time recently, you should stop and figure out why you are not doing this.

Think about it. When you are looking to hire a professional what do you do? Of course, you ask people you know and trust who they would recommend, right? Well, a referral is an implied recommendation. Clients who give you the name of someone to contact feel comfortable about the expertise you bring to the table and its potential to help the business or person they are referring. So, again, how often do you ask satisfied customers for a referral? I bet you are thinking, “Not often enough.”

Topics: referrals sales strategy Sales

Weekly Roundup: The Balancing Act Of Sales Management + More

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- WHAT'S MOTIVATING US THIS WEEK -

"When we tell people to do their jobs, we get workers.
When we trust people to do their jobs, we get leaders."

-SIMON SINEK

- DON'T MISS THIS -

<< FREE LIVE WEBINAR AUGUST 29TH>>

How Inbound Can Turbo Charge Your Outbound Sales Efforts — LEADG2

Outbound sales tactics are alive and well. The key is that your sales organization can't survive relying solely on this alone. That's where inbound comes in... In this webinar, we'll explore how inbound and outbound efforts work together to help your salespeople improve sales performance and reach revenue goals. We'll also explore tactical inbound sales strategies that you can start implementing right away. REGISTER HERE.

- WHAT WE'VE BEEN READING THIS WEEK -

<< If you only read one thing >>

The Balancing Act Of Sales Management: Person Vs Process  LinkedIn

Sales management is the most important role in revenue generation for any business but how do you balance 'managing the person' with 'managing the process'? How do you love and encourage your people, yet hold them to account for doing what's necessary in creating sales and customer success?

Topics: motivation inbound marketing Sales Wrap-up