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The Center for Sales Strategy Blog

A Sales Process that Matches the Buying Process

sales process to match the buying process

Some say that the holy grail of sales is consistent and predictable revenue. Many are on this seemingly never-ending quest, but find it both elusive and always just out of reach. A strategic sales process is the only thing that will help you reach your goals.

Topics: Buying Process Sales sales process

3 Reasons You Can’t Close The Biz

reasons seller can't close businessOnce you present a solution to a prospective buyer or client, two things happen. It becomes either Close Won or Close Lost. Close Won is obviously the ideal or desired scenario, but what happens when your pending deal is Close Lost? Is ALL lost? Maybe not. 

Ask yourself these three questions to determine if you can change a Close Lost scenario into a Close Won: 

Topics: Proposal sales strategy sales process

To Confirm or Not to Confirm? That is the question.

confirm appointmentsWe all know how difficult it can be to set an appointment with a prospect these days, and the last thing we would want to do is let that appointment slip away after making multiple contacts in order to secure it.

The question always seems to come up about whether a salesperson should confirm that appointment before making the call or not. I have sales professionals who argue on both sides of the question.

So, let’s compare the reasons for confirming or not confirming.

Topics: Setting Appointments sales process

A New Way to Solve the Revenue Challenges Facing Media Sales Organizations

iStock-468438195In the past media sales organizations employed a tried and true approach to solving dips in revenue. Here’s a summary of the approach: 

When revenue is down, develop a product, service, or tactic, and sell more!

Unfortunately, these days this approach is more tired and untrue than tried and true.

Selling more is not the solution to the current challenges faced by media organizations because it’s a new day, and it is not filled with rainbows and unicorns. The declines faced by media sales organizations today are consistent enough to be called the new reality!

Topics: lead generation sales management sales process

What to do After You Hear "No" to a Proposal

after you hear no to a proposalTo sales managers and salespeople, "No" might be the worst word in the dictionary. Not only is it a buzzkill to hear the word, but it represents a terrible return on investment from the seller’s perspective.

Think about all the hours invested into these steps of the sales process:
  • Identify
  • Select
  • Discover
  • Advise
  • Close

… just to hear "NO!"

What Happens When a Client or Prospect says NO? What’s Next?

After a quick trip to the bar for a double bourbon, I recommend a more strategic approach to figure out what happened and what to do about it.
Topics: Proposal sales process

Want to Increase Renewals from Customers? Build This.

campaign-launch-briefSelling a new target account is not an easy task. Many things have to fall in place—here’s a list of some of the obstacles:

  • Selecting a quality prospect.
  • Developing the trust of the prospect.
  • Getting an appointment.
  • Conducting a needs analysis that leads to an opportunity (and cash).
  • Developing a solution robust enough to get results, yet not so large it scares away the prospect.
  • Overcoming objections.
  • Closing the deal! 

Getting a renewal from a new customer starts with getting results on the initial campaign, and using a campaign launch brief will set you up to increase your renewals before your clients’ campaigns even kick off.

Topics: key account growth sales process

The Problem is Not in the Proposal or the Sales Funnel

golbsales-process-funnel-analytics-review-

Frustration sets in when you look at all the pending business you have sitting in your sales funnel and realize that a good portion of it has been there for weeks! Those prospects you were sure were going to sign off on your proposal right away are instead sharing reasons why they’re not ready or telling you they need more time to think it over. You know that with every week that passes, the chances that any of them will turn into a sale diminishes greatly and you’re kicking yourself because you are now reduced to emailing your prospect with the subject line "Checking in" since you really have no other options left.

Are you experiencing this uncomfortable, bloated feeling right now?

That bloated pipeline isn’t just uncomfortable . . . it’s frustrating and, ultimately, very expensive. Yes, it can sometimes feel rewarding to say you have “a lot out there,” but we all know that pending business is only good if it ends up closing. 

Spoiler alert: This is not an article on how to close your pending deals. It’s way more valuable than that. 

The problem is not in the proposal or the funnel, but rather with the process.
Topics: Sales sales process sales accelerator

Using Industry Insights to Get in the Door

using industry insights to get in the doorHave you ever stopped and wondered how many other salespeople are trying to get a meeting with the same prospect as you? It’s a pretty overwhelming number when you think about it. Day-in and day-out, decision makers are being bombarded with voicemails, emails, drop-ins, and various other methods your competition is using to gain access.

In today’s competitive marketplace, it’s tough to cut through the clutter. Leading with a compelling insight that you can turn it into a valid business reason (VBR) is essential for your prospect to want to connect with you.

Topics: valid business reason sales strategy sales process prospecting

How to Develop and Deliver the Best Campaign Recap

campaign recap“Wow, this is the best campaign recap I’ve ever received!”

As a seller, have you ever heard this from a customer? The odds of getting this type of feedback are low. Don’t feel bad because most campaign recaps are mediocre at best. Most are a bunch of data that do not tell a story. Most are forgettable at best.

Topics: selling digital advertising sales performance sales process

6 Tips to Help You Secure a B2B Sales Appointment

secure a B2B sales appointmentJust getting the appointment can be one of the most difficult steps in the entire sales process. Having a referral or industry success story can make this task a little easier (so, use them if you have them). But, what do you use if you don’t have either at your disposal? What if you just can't get the appointment?

Topics: valid business reason Needs Analysis sales process