The Center for Sales Strategy, on March 3, 2022
In 2022, we're challenging you to reconsider the way you're doing business to improve your sales performance.
The sales process is constantly changing and it's changing more rapidly than ever, yet there's a generation of salespeople still selling like it was any year before 2009.
Also in the mix are sales managers not adept to the evolving sales world, and therefore, might struggle to lead their team to good sales results.
Amanda Meade, on February 28, 2022
Approximately 1.2 million employees were laid off or discharged in December 2021. As businesses recover from the chaos of the COVID-19 pandemic, identifying redundancies is essential for growth.
But what is redundancy?
In this article, we explain how overlooking signs of redundancy is affecting your business and how you can start strategizing for redundancy.
The Center for Sales Strategy, on February 17, 2022
SCENARIO: For the first time in a long time, you have sales positions open, but the most talented salespeople likely are already employed elsewhere.
Even the most successful sales managers can find themselves in this situation if they aren't intentional with their management practices and focused on retention.
Recruiting and filling your talent bank is important. Even so, don't lose focus on the effort it takes to retain top talent. There’s always a strain on your resources when you try to scramble to fill a vacant sales position, but it’s a double-whammy when the vacancy is left by your superstar performer.
The Center for Sales Strategy, on February 10, 2022
Inquiry is a powerful motivator. We use it to fuel conversations, problem-solve, and, ultimately, improve sales performance.
High-value questions are a driving force to much-needed mental shifts — especially in today’s environment. When your mindset changes, so does your behavior. As sales leaders, we can’t control market conditions, but we can influence a few things — like choices.
Below are five questions we challenge sales leaders to ask their salespeople every week if they want to improve sales performance, fill their funnel full of new prospects, and increase customer loyalty.
Amanda Meade, on February 2, 2022
This episode of Improving Sales Performance takes an interesting twist where host Matt Sunshine interviews a big competitor of The Center for Sales Strategy. And while we are competitors, there is one thing we absolutely agree on, and that is creating impact for clients.
Tune in as Jim Doyle and Matt Sunshine discuss servant leadership, selling with a servant heart, and lessons to help sales leaders coach, lead, and manage servant heart sellers.
The Center for Sales Strategy, on January 26, 2022
Technology has disrupted the traditional techniques we have used to approach prospects. Today, the most successful developers of new business have a smart and focused prospecting strategy. They concentrate their efforts on a disciplined strategy that provides more appointments and more revenue.
The shotgun approach of yesteryear is dead. Before technology disrupted our approach, we could sit down, call 100 prospects, and get ten appointments. Any mention of not having enough appointments was met by your sales manager with, “This is a numbers game! Sit down with the phone, and don’t quit calling until you get ten appointments.”
Today that strategy is total folly.
Tirzah Thornburg, on January 19, 2022
Have you ever heard a seller complain that there just isn’t enough paperwork to be completed?
How about that they wish your CRM was more complex?
Or that there aren’t enough departments involved in their sales?
As a manager, it's likely that you have heard the exact opposite from most of your salespeople. Hunters like to hunt, but many don’t really like to cook or clean up after their kill. What are ways that you can let your sellers sell and minimize the roadblocks they deal with?
The Center for Sales Strategy, on January 13, 2022
GOOD NEWS: 80% of professionals prefer to use email for business communication.
BAD NEWS: With over 269 Billion emails sent every day, there's a lot of fierce competition flooding your prospects' inboxes.
So how can you, the stealthy salesperson, craft a genius prospecting email that warrants a response?
Amanda Meade, on January 12, 2022
We hear this question more than ever, "What makes a good leader?"
In the first 2022 episode of Improving Sales Performance, Stephanie Downs joins Matt Sunshine and guests Maryann Balbo and Fran Mallace of Cox Media.
Maryann and Fran are both Group Vice Presidents at Cox Media, and throughout the show, they discuss qualities of a good leader, leading in a 'people-first' company, and offer advice for sales leaders on company culture, sales management in 2022, and looking forward.
Tune in now or keep reading for a brief overview.
Amanda Meade, on December 30, 2021
As we get closer to the New Year, we're taking some time to reflect on 2021 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 2021.
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 2021, 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 leadership from 2021.
