<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=585972928235617&amp;ev=PageView&amp;noscript=1">

The Center for Sales Strategy Blog

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

The Problem is Not in the Proposal or the Sales Funnel

golbsales-process-funnel-analytics-review-

Frustration sets in when you look at all the pending business you have sitting in your sales funnel and realize that a good portion of it has been there for weeks! Those prospects you were sure were going to sign off on your proposal right away are instead sharing reasons why they’re not ready or telling you they need more time to think it over. You know that with every week that passes, the chances that any of them will turn into a sale diminishes greatly and you’re kicking yourself because you are now reduced to emailing your prospect with the subject line "Checking in" since you really have no other options left.

Are you experiencing this uncomfortable, bloated feeling right now?

That bloated pipeline isn’t just uncomfortable . . . it’s frustrating and, ultimately, very expensive. Yes, it can sometimes feel rewarding to say you have “a lot out there,” but we all know that pending business is only good if it ends up closing. 

Spoiler alert: This is not an article on how to close your pending deals. It’s way more valuable than that. 

The problem is not in the proposal or the funnel, but rather with the process.
Topics: Sales sales process sales accelerator

My 5 Coolest Performance Improvement Discoveries of 2018

sales performance improvementI’m a sales performance improvement geek, and I admit it!

I enjoy discovering, and sometimes creating, things that help sales organizations improve revenue performance. I encountered some really cool things in 2018 — here’s a list of my top 5.

Topics: sales performance sales accelerator

Understanding What Your Customers Value Most

focus for highest ROIWhich of the following will generate the highest return?

  • More customers
  • Keeping customers longer
  • More revenue per customer

Any one of these can grow revenue. But one has been shown to consistently bring in a higher return on your investment. Most businesses say they are focused on these in the order of the list: adding more customers, than keeping them longer, and finally getting more revenue per customer.

The problem is that the research shows that a focus on more customers is the wrong path to maximize your return. And that it leads you to build the wrong solutions.

Topics: key account growth sales performance prospecting account list management sales accelerator

Ever Feel Like Your Salespeople Are Bad at Picking Prospects?

are your salespeople bad at picking prospectsWell, you wouldn’t be alone  I hear this from sales managers all the time. Here are the reasons I see that salespeople too often select the wrong companies to pursue:

  • They are opportunistic and therefore look for low-hanging fruit where getting access to decision makers is relatively easy. Sometimes that works out, but too often it translates into prospects that do not have the resources to be a key customer in your organization.

  • They let their own preferences dictate who they pursue. There might be particular categories they are comfortable with, or types of individuals they like to deal with that prejudice their thinking about who they should pursue as a prospect.
Topics: key account growth sales performance target persona account list management sales accelerator

Advertising Sales is Changing — 5 Tactics to Stay Ahead and Win

sales revolutionThe advertising game for traditional media is changing and evolving. In this case, change is not a good thing. It’s time for a revolution on your sales team. Are you ready? 

This sounds kind of dramatic, perhaps over-dramatic, but it is true. Some type of revolution needs to take place on your sales team in order for traditional media companies to stay in the game. 

Need proof? Here are some samples of reality:

Topics: sales strategy sales performance sales accelerator

How to Build a Proposal that Will Close

best sales proposal templateProposals come in all shapes and sizes. Some are highly-technical and data-focused, while others are more detail-driven. Some are filled with fluff, while others are pretty worthless. The best proposals are a combination of data, solutions, and detail.

Topics: Proposal sales performance sales process sales accelerator

A Guide to Turning NO into YES!

prospecting no into yes"No. No, no, no. No!" Have you ever had someone tell you "No" before? Whether you're a sales manager coaching your sales team to success, or a salesperson eager to reach your goals, you've more than likely been told "No." BUT... that doesn't mean it's over. It just became a challenge. Are you ready to take on that challenge?

The next time you present a proposal and hear “No,” try some of these tactics designed to change the outcome. 

Topics: Proposal prospecting sales accelerator

Prospecting - You Can’t Step in the Same River Twice

prospecting Early in my sales career, I got a call from a veteran Account Executive across the hall. He worked for one of our other properties and saw that I was working with a prospect he was calling on. He wanted to set up a joint sales call. I was skeptical, since I'd recently met with that prospect, and the manager made it abundantly clear that he had already placed his budget for the year, and he was not open to new ideas.

Topics: prospecting account list management sales accelerator