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The Center for Sales Strategy Blog

Improving Sales Performance: Become a Personal Positioning Machine

Sales PerformanceThe best B2B salespeople use a sales strategy that includes personal positioning. Here’s how you can get into this game and attract new business prospects:

Topics: sales performance Sales branding

Improve Your Sales Performance With Active Listening

Sales PerformanceDuring a recent workshop, I played the part of the prospect as one seller after another approached me with their list of needs analysis questions. And almost without exception, the sellers' priority seemed to be getting through the list of questions they and their team had prepared, rather than harvesting the information I was hoping to offer.

Topics: Needs Analysis sales strategy sales performance Sales

Sales Strategy and Sales Management: What's Important to You?

sales strategy and sales managementAs we head into mid-February, it makes sense to take a look back and review some of the top blog postings of 2012.

Topics: sales performance Sales blog strategy

Sales Strategy: Ask for a Referral…You Deserve It!

Ask for a referralReferrals are like gold, it takes hard work to acquire them and they are extremely valuable! Most salespeople aspire to get them however, it seems as if this is the one area most would say they could greatly improve on…even high performing b2b sales reps.   

Topics: sales strategy sales performance Sales

Sales Coaching: Were We On the Same Call?

sales coachingAs a sales manager, you have no doubt had this experience. You just returned from making a sales call with one of your people and they begin to describe to someone else how the call went, who said what, and what got accomplished. As you listen, you are wondering if you were even on the same call, because what you saw and what you experienced was quite different.  So, what’s going on here?  Is your salesperson just obtuse, or perhaps trying to spin the story to make himself look good? Chances are, neither.

Topics: sales performance Sales

B2B Sales: Hey Salespeople! What Do YOU Recommend?

b2b salesI was recently talking with a sales rep for a heavy equipment company. He sells agriculture and construction equipment, you know tractors, front loaders, bull dozers, excavators, forklifts…big machines most men (and all little boys) wish they had a reason to buy. He was telling me about a particular situation he was working through with a potential customer.

Topics: developing strengths sales performance Sales

Sales Strategy: Give Yourself Time to Prepare for Negotiation

Give yourself time to prepare for negotiationBeware!  Danger to your sales strategy is lurking as close as your telephone receiver. How so?

Topics: sales strategy sales performance Sales

Improve Sales Performance! Breakthrough Using the NERO Formula

Improve Your Sales Performace!Sometimes, despite all our efforts to break the ice and establish credibility in advance of that first call to a prospect, and despite having well-crafted and articulated valid business reasons, the prospect is still reluctant to see us.

Topics: sales performance Sales

Dale Carnegie can help Improve Your Sales Performance

How to make friends and influence your bottom line

Topics: Needs Analysis sales performance Sales

The New Year's Resolution You Forgot to Make

Improve Your Sales Performance!As we move into a new year, great sales leaders in every industry and every country will develop a new or somewhat revised strategy for the challenges and opportunities they see before them.

Topics: sales performance Sales