The Center for Sales Strategy Blog

Here at The Center for Sales Strategy we know how busy life can get. We know you can't read every single interesting b2b sales article you come across online, so we like to help our readers out every now and then by pulling together some of our most popular blog posts — just in case you missed them!

Are you curious about what has “never killed a salesperson?”  Are you curious, period?  I hope so.  It's one of the best traits a salesperson can carry into the field.  Perhaps curiosity killed the cat, but it’s as healthy as a 60-minute workout for those of us who sell.

Probably not! It’s only a slight exaggeration. After 21 years of consulting sales organizations of all sizes, both here in North America and overseas, I can tell you there is one thing that executives and sales managers keep getting wrong.

Anyone who’s ever participated in sports, coached sports, or watched sports knows the object of the game is to win! We keep score throughout the game, because when the game is over we want to know who played the best and who deserves to be crowned the winner!  Salespeople in B2B sales are pretty much the same. They keep score by evaluating their new business conversion rates, by regularly analyzing their budget vs. goal numbers, by measuring renewals, and by consistently making sure they’re meeting their customer’s goals and ROI. When all of these things are positive… they consider that a win.  

We run a division of our company called the Appointment Lab, where our team takes ideal prospects that our clients identify and we do the hard work to set appointments with those accounts. Anyone in sales knows this is one of the toughest parts of the sales process—if not the toughest.  

Driving to the airport recently, it occurred to me just how sloppy some people have become in the age of distracted driving. I was nearly involved in three different accidents, but was able to swerve away from harm.