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The Center for Sales Strategy Blog

Coaching the Sales Process: Overlooked Points in the CLOSE Step

Coaching the Sales Process Overlooked Points in the CLOSE Step

Having a strategic sales process goes far beyond knowing how to close a deal. If your goal is to drive sales performance and increase revenue, stay true to a repeatable sales process that leads to predictable sales.

The six steps of the Sales Accelerator lead salespeople from identifying a good prospect to developing a business relationship that results from the sale of your solution. Making it to step five—Close—means the finish line is in sight. But we’ve all heard the phrase, “the end depends on the beginning, and everything in between.”

Topics: Proposal sales process sales accelerator

Coaching the Sales Process: Overlooked Points in the ADVISE Step

Coaching the Sales Process Overlooked Points in the ADVISE Step

Based on HubSpot research, only 3% of buyers trust sales representatives. If your sales process follows the cookie-cutter pattern of simply selling a product or service, the chances of you reversing that statistic are slim to none.

If you follow the formulated Sales Accelerator process, you know how important it is to execute the steps in correct order. During Discover, sellers uncovered prospect’s desired business results. The next step is to Advise the prospect on the best solution path, and that starts by determining which solution path is right for the situation.

This is the step where sellers learn how to differentiate themselves and prove to potential clients how they can make their life easier. From determining a solution path to removing surprises and handling objections, there are several points you don’t want your salespeople to overlook.

Topics: Proposal sales process sales accelerator

A 5-Step Campaign Recap Template to Keep Customers Coming Back

campaign recap templateYou sold the campaign. You executed the campaign. Now get the credit you deserve! 

Creating a successful digital campaign designed to deliver desired business results takes time and expertise—not to mention a great deal of work! It makes sense to present a recap during the campaign—to make sure it is on track—and after the campaign, to get credit for a job well done.

The best way to do this is to create a campaign recap and present this to the customer. This process allows sellers to get the credit they deserve for a job well done as well as open the door to the next sales opportunity with a satisfied customer.

Topics: sales strategy sales process sales accelerator

Coaching the Sales Process: Overlooked Points in the DISCOVER Step

Coaching the Sales Process Overlooked Points in the DISCOVER Step

The third step of our sales process is often the most tedious. Discover—also referred to in other sales process steps as “define,” assessment,” or “needs,” all share the same goal of meeting with a prospect or client to uncover their desired business results.  

The key part of this stage is understanding each prospect's challenges and needs and establishing how your product or service can help. We find that sellers rush through this step, but by taking their time in the Discover phase of the sales process, they will actually accelerate the sales cycle and increase their odds of closing the deal.

Topics: Needs Analysis sales process sales accelerator

Coaching the Sales Process: Overlooked Points in the CONNECT Step

Coaching the Sales Process Overlooked Points in the CONNECT Step

While technology and buyer behaviors have caused businesses to modernize their sales process, basic principles such as qualifying prospects, defining needs, and understanding buying patterns haven’t changed that much. Every business is different, but most follow a progression with comparable sales stages.

Recognizing the need to humanize the sales process, our Sales Accelerator series is known for being more in-step with how real selling is done today while applying basic fundamentals.

Each of the six steps in the Sales Accelerator series offers important points you don’t want your salespeople to overlook. However, the second step—Connect—is where we teach sellers how to establish two vital fundamentals: establishing credibility and building trust.

Topics: sales process sales accelerator

Coaching the Sales Process: Overlooked Points in the IDENTIFY Step

Coaching the Sales Process Overlooked Points in the IDENTIFY Step

Routines, schedules, processes—they all make us more efficient, consistent, and accurate in our roles. A strong sales process helps the prospect along their journey but also acts as a roadmap for reps so that they can consistently close deals.

The strategic sales process that we teach at The Center for Sales Strategy is called Sales Accelerator. It's an updated look at the customer-focused sales process, addressing how the sales process has evolved, and more in-step with how real selling is done today.

There are six steps of the Sales Accelerator, each filled with several courses that goes deep enough to build an effective, tailored solution while moving fast enough to achieve acceleration. Sales managers take note; these are the things you don’t want your team to overlook in the first stepIdentify—of the sales process.

Topics: sales process prospecting sales accelerator

Consistent Steps That Lead to Consistently Winning: A Strategic Sales Process

Consistent Steps That Lead to Consistently Winning A Strategic Sales Process

Salespeople fill a fundamental role in society, so why do they get a bad rep? In a HubSpot’s Research study, Buyers Speak Out: How Sales Needs to Evolve, respondents were asked to submit the word they most associated with salespeople.

The number one response was “pushy."

Persistence is part of being a salesperson, but there’s a difference between consistently adding value with each check-in and rambling on about the benefits of what you’re selling. It’s decades and decades of the “pushy” kind of sales tactic that has made the average salesperson somewhat unpopular. We’re here to help change that, with an updated look at the customer-focused sales process.

Topics: sales process sales accelerator

Consensus Decision Making: Trust the Process

Consensus Decision Making - Trust the Process

You’ve secured the appointment with the decision maker. You’re excited and feeling positive about the sales call. You’ve prepared for the meeting and think you have all the right questions. You move in for the close and just when you think it is about to happen, they throw you a curveball, “I need to talk this over with some other people in my company, can I get back to you next month?”

Other people? But aren’t you speaking to the decision-maker with the power to say yes? Of course, but you didn’t conduct the due diligence on the prospect’s decision-making process to uncover any possible decision influencers.

Topics: sales process sales accelerator

Want to Accelerate the Sales Cycle? Slow Down!

Want to Accelerate the Sales Cycle Slow Down

Studies show that reaching out to leads within an hour of them contacting you makes you seven times likelier to have meaningful conversations, and up to 50% of sales go to the vendor who responded first. There’s also a tenfold decrease in your odds of making contact with a lead if you wait more than five minutes to reach out after they submit a web form.

Whether it’s from clients, management, or themselves, salespeople are under a lot of pressure to perform faster when it comes to their sales process. We live and work in a fast-paced, “want it now” culture that can feel overwhelming at times. Sometimes there’s only one solution to closing more deals, and that’s to SLOW DOWN!

Topics: Needs Analysis sales process sales accelerator

Scary Good Advice to Avoid Being Ghosted by Prospects

Scary Good Advice to Avoid Being Ghosted by Prospects

By now, you’ve realized that regurgitated sales techniques and tactics aren’t working – including the approach you take with your sales proposal.

You need something more. What you need is a well-crafted document that hits the right tone and authentically convinces your great lead to close the deal. But sometimes, even with a data-focused, detail-driven proposal, that great lead disappears in the abyss, and before you know it, you realized you’ve been ghosted.

Fear not, we’ve brewed up three tactics that will help your sales proposals convert more prospects at a high rate!

Topics: Proposal sales process sales accelerator