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The Center for Sales Strategy Blog

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

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

Ever Feel Like Your Salespeople Are Bad at Picking Prospects?

are your salespeople bad at picking prospectsWell, you wouldn’t be alone  I hear this from sales managers all the time. Here are the reasons I see that salespeople too often select the wrong companies to pursue:

  • They are opportunistic and therefore look for low-hanging fruit where getting access to decision makers is relatively easy. Sometimes that works out, but too often it translates into prospects that do not have the resources to be a key customer in your organization.

  • They let their own preferences dictate who they pursue. There might be particular categories they are comfortable with, or types of individuals they like to deal with that prejudice their thinking about who they should pursue as a prospect.
Topics: sales performance sales pipeline account list management key account growth target personas sales accelerator

Why Avoiding Disruption is Stalling Your Sales Career

building your account list Salespeople work hard to build an account list. Most clients on your list have been researched, painstakingly approached, and developed over time. Maybe a few just fell into your lap. But you value them all. Sure, some may be easier to work with than others, but you have no reason to change anything. Why would you?

Because the path that leads to a larger account list is not just more clients, but better clients.

I want to share some interesting lessons I heard at the recent INBOUND18 Conference. It was one of the last sessions on the last day. The one you debate about attending, because out the window the shuttle buses are already filling up with attendees leaving for the airport. I’m glad I stayed, and want to share some of what I heard in relation to building your account list.

Topics: account list management key account growth sales performance sales process sales pipeline

10 Eye-Opening Email Statistics To Help Guide Your Sales Email Strategy

email statistics to guide sales email strategyRecently, I sat on a panel about sales and marketing, and during the presentation, another fellow panelist said, 'Email is dead! Social media is where to reach your people!' Well... I laughed (internally, of course)... but was he right? Surely not. 

Topics: email sales strategy sales playbook prospecting sales leads sales pipeline

Measuring Success: Your Renewal Depends on It

measure sales successDuring the sales process, it’s important to have open and upfront conversations about how advertisers measures success. Clients will make their decisions to buy again based on the success, or failure, of the campaigns and solutions you sell them. 

Questions about success and client expectations should take place throughout the steps of the sales cycle, and your questions will differ based on where you are in the sales process.

Topics: Needs Analysis measurement sales pipeline sales process sales cycle

"We're Ignoring You." (Don't Give Up!)

don't give up strategy for salespeopleWe're ignoring you. 

You know it's true. You've always thought it to be the case, but now you have confirmation. Prospects are ignoring you! And how I do know this? 

I'm a reformed client. 

Topics: Needs Analysis prospecting sales strategy salespeople sales leads sales pipeline

Technology Has Changed the Way Your Prospects Buy

technology-change-the-way-prospects-buyTechnology continues to advance at lightning speed. It’s these advancements that change the way we live our lives. It seems that new technology impacts just about every aspect of our life.

The way we communicate – from phone calls and letters to texts and social media.
The way we consume entertainment – from going to a theater to streaming content on multiple devices.
The way we travel – from hotels and taxis to Airbnb and Uber.

Our work life is not immune to these advancements.

Topics: prospecting using technology sales pipeline sales process sales strategy sales performance

The Sales Pipeline is More Important Than Sales Activity

status of the sales pipelineIt seems like every sales manager I have talked to lately wants to talk about activity and how to enforce minimum activity expectations. It took a few of these conversations before a simple truth became obvious to me: Pipeline is way more important than activity.

Topics: sales performance sales process sales pipeline sales management salespeople

5 Reasons to Give the HubSpot CRM a Try

CRM-2.jpg

We talk to businesses all the time who don’t have CRMs, but know they need one. I’ve written about this exact topic in the past (read 5 Reasons Salespeople Aren't Using CRMs Effectively here). While there are many obstacles to overcome when choosing any kind of new technology, the CRM seems to be an exceptionally tough one. This is due to a huge variety of options in the marketplace, a lot of previous bad experiences, fear of new technology, costs, and the potential risks involved like lack of adoption, technological barriers, training, and so on.

I get it. These are all great reasons to take this decision very seriously, but that shouldn’t get in the way of taking action.

There are just far too many benefits to having and using a CRM that can’t be ignored. Luckily, our partner, HubSpot, has made the decision a heck of a lot easier. And to help you even further, I’ve put together these five reasons why you should consider giving the HubSpot CRM a try right now:

Topics: crm sales pipeline HubSpot