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The Center for Sales Strategy Blog

The Secret Weapon of Persistence: Key Insight from the Media Sales Report

The Secret Weapon of Persistence

Let's face it, sales isn't for the faint of heart. It's a battlefield of "no's," rejection emails, and voicemails that mysteriously transform into black holes, swallowing your carefully crafted messages whole.

But before you drown your sorrows in a pint of Blue Bell Homemade Vanilla (hey, emotional eating is a valid sales strategy, right?), hear me out: persistence is the secret weapon in your sales arsenal.

Topics: sales process

5 Quality Sales Activities Other Than Pitching and Closing

5 Quality Sales Activities Other Than Pitching and Closing

Spending time observing salespeople is something all leaders should do occasionally. You can learn so much more by observing first-hand how your salespeople interact with clients and customers.

This can work by physically accompanying a salesperson in the field or translating to online sales by listening to sales calls or observing emails and chats.  

Topics: sales process

Negotiating: Use Your Power for Good, Not Evil

Use Your Power for Good, Not Evil

Negotiation is an art, often perceived with a mix of hesitation and intrigue. It's a dance that occurs in various aspects of life, from buying a car to brokering major business deals.

Especially in sales, negotiation is not just a skill; it's a necessity. But the essence of effective negotiation lies in the approach: it's about collaboration, not confrontation.

Topics: sales process

Consistent Steps That Lead to Consistently Winning: A Strategic Sales Process

Consistent Steps That Lead to Consistently Winning A Strategic Sales Process

Salespeople fill a fundamental role in society, so why do they get a bad rep?

In a HubSpot’s Research study, Buyers Speak Out: How Sales Needs to Evolve, respondents were asked to submit the word they most associated with salespeople.

The number one response was “pushy."

Persistence is part of being a salesperson, but there’s a difference between consistently adding value with each check-in and rambling about the benefits of what you’re selling. It’s decades and decades of the “pushy” kind of sales tactic that has made the average salesperson somewhat unpopular. We’re here to help change that with an updated look at the customer-focused sales process.

Topics: sales process sales accelerator

5 Ways a CRM Can Improve Your Sales Process

5 Ways a CRM Can Improve Your Sales Process

A Customer Relationship Manager, also known as a CRM, can be a powerful tool. It can help to streamline your sales process and provide benefits to complete sales teams.

Here are five ways using a CRM efficiently can help improve your sales process.

Topics: sales process CRM

Mastering the Art of the Discover Meeting

Mastering the Art of the Discover Meeting

In the dynamic world of B2B sales, the pivotal moment of any successful sales journey is, without a doubt, the discovery meeting.

This initial encounter with a potential client is your golden ticket to unlocking a world of opportunities. However, to truly capitalize on this crucial interaction, a strategic approach is imperative.

Let's dive into the essential strategies that transform a discover meeting from a mere conversation into a powerful tool for driving sales success.

Topics: sales process discovery meetings

Aligning Your Sales Process to the Buyer's Journey

Aligning Your Sales Process to the Buyers Journey

Are you tired of struggling to close deals and wondering why your sales process is not bringing in the results you desire?

It's time to align your sales process to the buyer's journey. By understanding the stages your customers or clients go through before making a purchase, you can effectively tailor your sales approach to meet their needs and expectations.

Topics: sales process Buyer's Journey

Navigating Buying Committees and Identifying True Decision Makers: A Salesperson's Guide

Navigating Buying Committees and Identifying True Decision Makers (1)

B2B (business-to-business) sales often involve multiple decision-makers within a buying committee. This can make it challenging for salespeople to identify the true decision-makers and effectively navigate the sales process.

This blog post provides insights and strategies for sales professionals to successfully navigate buying committees and identify the key decision-makers who hold the power to approve or reject their deals.

Topics: sales process

Seven Seconds to Make a First Impression — Make it Count!

Seven Seconds to Make a First Impression — Make it Count!

We’ve all heard, “You’ll never get a second chance to make a great first impression.” This applies to so many facets of life, and when it comes to sales, that first 7-10 seconds can make or break you.

Our brains make a thousand computations during the first seven seconds we see someone. That means within seven seconds, the person across from you is assessing whether you’re likable, trustworthy, and competent.

Is the impression you create a blend of your personality, body language, and communication skills? If not, it should be!

Topics: Lead Nurturing sales process

Navigating the Sales Landscape: Striking the Balance Between Professionalism and Applying Pressure

Navigating the Sales Landscape

In the dynamic world of sales, striking a balance between professionalism and pressure is a delicate art. While closing deals is the goal, maintaining professionalism is crucial for building lasting relationships and fostering trust with potential customers.

Here are some best practices to help you move sales forward without crossing the line into pushiness.

Topics: sales process