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The Center for Sales Strategy Blog

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

Sales Language

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

Email Etiquette Mistakes to Avoid When Sending Cold Emails

Email Etiquette Mistakes to Avoid When Sending Cold Emails

If you think cold emailing is dead, you're wrong.

59% of B2B companies say email is the most effective channel for generating revenue. It's one of the most cost-effective forms of outreach that there is.

At the same time, you need to realize that you're not the only one sending emails. HBR reports that on average, professionals have more than 200 emails in their inbox and receive 120 new ones each day but respond to only 25% of them.

If you want to get a response to your emails, you'll need to employ the magic of etiquette, one of the best ways to create a human connection with the reader.

In this post, we talk about a few common mistakes people make writing cold emails, and some advice on how to improve these areas.

Topics: email Sales

Top-Tier Service: 6 Ways to Improve Your Clients Experience

Improve Client experience

Customers aren't going to want to do business with a company that doesn't offer a great buying experience.

No matter the type of business you run, you need to treat your clients right if you want them to remain in business with you and spread the word about your good reputation.

Below are a few ways that you can improve the way your company interacts with prospects and clients.

Topics: customer satisfaction Sales

The Five Common Misconceptions of Sales Talent

The Five Common Misconceptions of Sales Talent

You know the feeling of an ah-ha moment…

When you're talking about something you passionately believe in and thenBAMyou can practically see the light bulb go off for the other person.

It's a highlight for anyone who passionately loves what they do.

Topics: Sales

The Ultimate Bucket List for Sales Managers

 

Bucket List

A bucket list is an ultimate list of things you would love to have happen, or be able to do, at least once in your lifetime.

While many of us use bucket lists for personal achievements, we couldn't help but wonder what's the ultimate bucket list for a sales manager look like? Improving sales performance in your organization is critical. But how will you get there?

We invited several of our team members to help compile this list, which is certainly not a complete list, so we invite you to add to it in the comment box below.

Topics: sales performance Sales

Why Post-Sale Service Matters to a B2B Salesperson's Success

Why Post-Sale Service Matters to a B2B Salespersons Success

As an effective sales professional, you can’t just close the book on clients after they’ve signed the deal, even if the bulk of the work then shifts to other departments.

How your team executes the post-sale experience has important implications for the company as a whole, as well as your relationship with the customer.

What occurs during this phase can result in the customer being even more satisfied than before (including with their experience during the sales process), or it can derail what was otherwise a well-executed marketing and sales strategy.

Topics: customer satisfaction sales strategy Sales

How to Use a Sales Diagnostic to Improve Performance

How to Use a Sales Diagnostic to Improve Performance

Have you ever thought about how the 10,000 foot view from an airplane is often more interesting and illuminating than the proverbial 30,000 foot view?

This is true when looking at a sales organization as well. The 30,000-ft. view that you tend to take with something like a SWOT analysis or other strategic exercises is good, but the 10,000-ft. view might be more appropriate

We use a process called the Sales Diagnostic to take the 10,000 foot view.

Topics: Sales sales diagnostic

How to Craft a Proposal that Won’t Get Rejected

How to Craft a Proposal that Won’t Get Rejected

"The end depends on the beginning (and everything in between)."

Yes, we have heard this a thousand times, but no truer words have been said when it comes to developing proposals.

I had an epiphany pretty early in my sales career. I had been on a sales call to a restaurant, and they asked for a proposal. I rushed back to my desk so excited with the opportunity to get to present, only to stare at my computer for what seemed like an eternity. Crafting that proposal took a lot longer than it should have.

Later, when looking back, I realized it was because I didn’t have enough information. I had missed the mark on a number of things. Here's a little advice on how not to make the same mistake.

Topics: Proposal Sales sales process

5 Things Every Great Sales Manager Should Do to Turn Talented Salespeople into Performers

 5 Things Every Great Sales Manager Should Do to Turn Talented Salespeople into Performers

“Get the right people on your bus and get the right people in the right seat on your bus.”

Jim Collins, leadership guru and author of the best-seller Good to Great

If you have the right people on your bus, how well do they fit into the role you have them in?

Even if you hired the right talent onto your bus, reports show that less than 20% of employees feel they get to use their talent and strengths each day at work which means adjustments are needed. How can you help?

Topics: hiring salespeople Sales

How Online Courses Help Ease the Transition for New Sales Hires

Online_Sales_Courses

When you start a new sales job, there’s always a transition that includes many different learning curves. You learn how to embrace a new culture, learn to meet the expectations of new leadership, take on new functions within a sales job, and then there's the social pressure.

One of the best ways to ease the pain of transition is to offer new sales hires training—training in areas that help introduce skills needed or training for existing salespeople to enhance skills they may have already developed but can always improve. 

Topics: Sales sales training