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The Center for Sales Strategy Blog

Silence is Golden: 3 Ways to Improve Your Listening Skills

improve listening skills"Silence is golden"—usually this is said right after your children leave the room and you finally have a moment of peace.

As much as that is a "funny" joke for parents, the concept of silence is a rare one in today's world. Are we ever "silent?" And when I say "silent," I don't mean staring at our phones for hours at a time.
 
In the context of sales, silence has another meaning. Silence is an opportunity to stop talking, be quiet, focus, and listen. Yes, I know this is a radical concept for those us that are gregarious, loud-mouth, salespeople.
Topics: Needs Analysis sales performance prospecting

Top Articles of 2020: Sales Culture + Company Culture

2020 Sales Culture Blogs

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 blog posts of 2020, and we've curated these lists to bring you some of the most informative content from the year. Check out these top blogs on the sales culture and company culture from 2020, and let them kickstart your 2021 sales strategy.

Topics: sales performance company culture

Top Articles of 2020: Sales Management

2020 Best Sales Management

As we get closer to the New Year, we're taking some time to reflect on 2020 and the success we've seen our clients achieve. While many are enjoying this special holiday with family and friends, we're bringing you a recap of the most popular posts we've published in 2020. 

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 2020, 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 2020.

Topics: sales performance sales management

Welcome to My Home. Please Come In.

pandemic trends

So many things have changed this year in response to the pandemic we may not fully appreciate how different our lives really are. Most of the changes have not been positive, but certain outcomes have proven to be beneficial now and are likely to continue into future.

For example, if pre-pandemic shutdown I would have advised you not to bother meeting with a prospect in their office, but rather simply visit them at their home you might have thought I had lost my mind. 

But, that's what many of you are doing right now because most of our clients are working from home in the new Zoom video world. We’ve all been “inside” someone’s home, at their kitchen table, den, basement office, or spare bedroom via live video connection, and if you think about it, it’s startling. We could never have accomplished this pre-pandemic!

Topics: sales performance work from home

Improving Sales Performance: Consultant Roundtable

Improving Sales Performance Consultant Roundtable

These days you can never get enough information on work from home best practices, how to use video to help manage and sell, and how to manage a remote sales team.

In episode 7 of the Improving Sales Performance series, Matt Sunshine hosts a roundtable discussion with Jim Hopes, Stephanie Downs, and Kurt Sima all consultants at The Center for Sales Strategy (CSS). This is a rare opportunity for listeners to see what an internal meeting is like at CSS and to truly learn from a team of sales experts that offer different points of view.

Topics: sales performance

What Lessons Have We Learned in 2020?

lessons learned in 2020-1

None of us fathomed that a year ago we could do business without traveling. No one imagined that we would exclusively have online events, online trainings, online meetings, online calls, and so on. Lessons learned in 2020 boil down to three words — Accept, Adapt, Accelerate.

  • We’ve accepted that there’s a new reality for the way we do business
  • We’ve adapted to the way we sell and talk to clients based on our new reality
  • We’ve accelerated the sales process (and more) in order to improve

Although conducting business during a pandemic has been challenging, are all the changes we’ve made really that bad? Here are some lessons learned in 2020, straight from the mouths of experts at The Center of Sales Strategy (CSS), LeadG2, and Up Your Culture.

Topics: sales performance Inbound Marketing company culture

Technology Sales Teams Need to Work From Home

Technology Sales Team Need to Work From Home

With most of the workforce now working from home, sales managers are figuring out what the new normal is when it comes to their team’s workflow. 

While there are numerous benefits to an at-home, flexible work schedule (like lower stress and a higher employee retention rate), sales teams still need all the help they can get for constant communication, effective project management, goal setting, and team building. 

Thankfully, there is an arsenal of apps, integrations, and platforms that will not only help teams to stay motivated and productive, but will also help to crush quotas as well. Keep reading to find out which tech is right for your team.

Topics: sales performance Remote Team

Improving Sales Performance: Exploring the IMPACT Sales Leadership System

Improving Sales Performance: A Simplified Framework to Driving Winning Performance

The IMPACT sales leadership system is both a training curriculum and an ongoing guidebook for sales leaders of all organizations and levels of experience. This system ensures sales leaders make the right People decisions, follow the best Processes, and engage in effective Planning to deliver top Performance.

In episode 6 of the Improving Sales Performance series, Managing Partner at The Center for Sales Strategy (CSS) John Henley uncovers details about the new IMPACT leadership system and how sales leaders can use all four stages in various ways.

Topics: sales performance IMPACT

Improving Sales Performance: From Team Engagement to Overall Performance

Improving Sales Performance: From Team Engagement to Overall Performance

Is it possible to drive sales performance and keep an amazing company culture during these challenging times? Yes! And Taja Graham, Vice President of Sales for Emmis Communications Indianapolis, provides the proof in her interview with Matt Sunshine.

Episode 5 of the Improving Sales Performance series deep dives into things Graham is doing in her market to drive performance, as well as what she’s doing to keep her team engaged. Plus, she touches on how they’ve modified planning for next year to drive performance.

Topics: sales performance employee engagement

7 Ways to Develop a Successful 2021 Revenue Plan

7 Ways to Develop a Successful 2021 Revenue Plan

Let's start by agreeing that simply hoping that things will go back to the way they used to be is not a strategy you can count on.

Revenue growth is still obtainable even in the most uncertain and challenging of times. However, achieving your growth targets for 2021 and beyond requires a solid revenue plan.

Topics: sales strategy sales performance