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The Center for Sales Strategy Blog

5 Greatest Needs Analysis Questions You Can Ask Any Prospect. Not.

needs analysis questionsPerhaps you got excited when you read the first part of the headline.

I got excited too, wishing there was a list of “magical” questions that could be asked of any prospect with a great result. The problem is, such a list does not exist.

Sorry to burst your bubble.  

Topics: Needs Analysis Sales sales process prospecting

Write Prospecting Emails That Actually Get Replies

sales prospecting emailGOOD 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? 

Topics: email sales strategy sales performance sales process prospecting

How to Update Your Sales Process for 2022

How to Update Your Sales Process for 2022

In his book The Goal—author and business management guru Eli Goldratt—focuses on a concept called the theory of constraints.

This theory states organizations have constraints (or bottlenecks) that negatively impact performance. The process of identifying the most significant constraint and utilizing resources to eliminate the constraint is part of the process to improve performance.

Topics: sales process

The Importance of Pitching the Perfect Sales Presentation

sales pitch

Sometimes, showing, more than telling, is a better way to pitch ideas and new products to potential customers and investors. This way, you can give them graphic images and pictorial representations of your pitch, which is a more engaging way to sell yourself.

One of the ways to do this is through a sales presentation. It presents your product or service to clients professionally, informing, educating, inspiring, and motivating the customer or investor to take action in favor of your product. 

However, poorly-delivered sales presentations can defeat the purpose, sometimes even turning the client off from doing business with you. A sales presentation is carefully prepared by taking time, energy, dedication to create the perfect pitch. 

If you’ve ever wondered what makes pitching the perfect sales presentation to customers and investors so important, this article will tell you. We’ll also share tips to help you deliver the perfect sales pitch and wow your clients.

Topics: sales process sales pitch

How to Identify the Needs of Your Sales Team

How to Identify the Needs of Your Sales Team

With the new year here,  many sales managers and executives are planning to make certain they have a plan in place to equip and prepare their sales teams for a good year.  

Certainly the changes in the selling environment we have all experienced in the last 20 months or so have exposed some areas for improvement as well added new expectations for how business is done. 

So, how can we best identify the needs of the sales team?  Here are two methods to consider.

Topics: sales process

Top Articles of 2021: Sales Process

Best-2021_Sales Process-1

It's hard to keep up with every article we publish throughout the year! So, today, we're making it easy by recapping the most popular sales process 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 to bring you some of the most informative content from the year. Check out these top blogs on the sales process from 2021, and let them kickstart your 2022 sales strategy.

Topics: sales process

We Lost the Business... Now What?

what happens when a prospect says noEven the best salespeople hear the word “no” from time to time.

You know how it goes; you did everything right. You built up some serious rapport, had that million-dollar idea, and presented a top-notch proposal. In the end, though, it just didn’t happen.

The prospect said “no.” NO! It’s never fun to lose, but how you handle these losses can make or break you.

Topics: sales strategy sales process prospecting

Media Sales: Where to Spend Your Time and Energy in 2022

Media Sales - Where to Spend Your Time and Energy in 2022

2022 is poised to be one of the most disruptive years for media sellers. 

Organizations faced with staffing challenges and companies struggling to recover from losses —  businesses in every category feel the impact. And often, there are stark differences based on category and region. 

Generally, businesses are looking to grow new business and revenue. Bolstering sales, disruption in the workplace, supply chain challenges, and a host of other opportunities means a laser focus on how to sell in 2022 will be vital to success. 

Sellers and managers can win more deals by focusing on several cornerstone principles and repeating them daily.  

Topics: sales process media sales

5 Steps to a Precise Internal Sales Diagnostic

internal sales diagnosticThis article was originally published on Sales & Marketing Management.

Sales leaders are responsible for more than closing deals. Teams depend on them to see the big picture, measure current strategies, and evaluate new opportunities. Sales diagnostics help leaders see their operations from all sides so they can identify bottlenecks and keep revenue climbing.

Topics: sales performance Sales sales process sales diagnostic

Sales Development: 5 Ways to Grow Revenue Without Selling New Customers

5 Ways to Grow Revenue Without Selling New Customers

Most sales leaders talk too much about new business development.

The truth is: they would be better off yapping less about selling new customers and yapping more about growing existing customers.

Topics: sales performance sales process