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The Center for Sales Strategy Blog

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 management sales accelerator

Have a Bloated Sales Pipeline? Here’s the Remedy.

iStock-1086352612Editor's Note: This post was originally published on Liveplan.com.

The longer a sales proposal sits, the less likely it is to convert to an actual sale.

The trouble with these stalled proposals is that you could have 100 potential sales stuck in limbo, but you can’t use those possible sales to pay your real bills. A bloated sales pipeline can start to have a real impact on your company’s cash flow if you’re not careful.

Topics: sales pipeline sales process prospecting sales performance

The 5 P's of Selling (Don't Skip #3!)

5 p's of sellingProper preparation prevents poor performance! 

Take these five P's for a test drive, and your sale performance will improve. 

Topics: sales process sales performance Proposal prospecting

Top Articles of 2018: Sales Management

best blog posts sales managementAs we get closer to the New Year, we are taking some time to reflect on 2018 and the success we've seen our clients achieve. While many are enjoying this special holiday with family and friends, we are bringing you a recap of the most popular posts we've published in 2018. 

Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success. We've searched for the most popular blogs of 2018, and we've curated these lists that will publish each day this week to bring you some of the most informative content from the year. Check out these top blogs on sales management from 2018, and let them kickstart your 2019 sales strategy.

Topics: sales management coaching sales performance sales strategy

A 10-Step Guide to Building an Account List Management Strategy

build an account list management strategyA new year is around the corner, and it is time to perform some routine maintenance. A great place to start is cleaning up your account list. Follow these ten steps to get your sales organization’s account list cleaned up and ready to go for a successful 2019! 

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

7 Sales Coaching Statistics All Sales Leaders Need to See

sales coaching statisticsSales coaching is not about telling your sales team what to do. There's so much more to it. Sales coaching helps sales leaders equip their teams to reach their maximum potential, and gives them the tools and knowledge to make better decisions in their sales process, which leads to overall improved sales performance for themselves, the team, and you.

A good sales coaching program helps improve results, while no coaching (or bad coaching), can have negative effects on your overall performance. Here are some eye-opening sales coaching stats to support a good sales coaching program:

Topics: coaching sales management Talent sales performance

Every Touchpoint Counts: Developing Authenticity and Setting Expectations

sales acceleration with authenticity in account-based marketingI recently attended a session at a conference that centered around incorporating authenticity into account-based marketing, also known as ABM. If you are not familiar with ABM, it’s simply a strategic approach to focus an organization's B2B sales and marketing efforts on a defined group of high-potential targets instead of everyone, in an effort to create more personalized messaging and content to increase engagement. 

Topics: sales playbook branding setting expectations sales process sales pipeline sales performance

Twenty Years of Sales Experience or One Year of Experience Twenty Times?

is your sales strategy set up for success in 2019?As we approach the end of another year, many people are planning for 2019. Today, I'm challenging you to consider how you are going to change the way you are doing business to improve your sales performance.

Topics: sales strategy sales process sales management sales performance using technology

5 Tactics to Activate Talent and Improve Sales Performance

activate sales talent improve sales perfomanceOver the years I’ve written posts about my favorite NFL team, the Cleveland Browns. Most of my previous posts reflected on their losing ways and focused on “what not to do” as a manager.

This post is different. This post sheds a positive light on the Browns related to activating talent and tells a nice story about how a new leader transformed the same players from losers to winners by changing five things. 

Imagine that: The same players being coached (managed) differently producing significantly different results!

Topics: Talent sales performance sales management coaching sales training

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