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The Center for Sales Strategy Blog

The 5 P's of Selling (Don't Skip #3!)

5 p's of sellingProper preparation prevents poor performance! 

Take these five P's for a test drive, and your sale performance will improve. 

Topics: Proposal sales performance sales process prospecting

5 New Year’s Resolutions for Struggling Sellers

new year's resolutions for salespeopleA New Year's resolution is a tradition in which a person resolves to change an undesired trait or behavior, to accomplish a personal goal or otherwise improve their life.

Perhaps you, or a salesperson on your team, had a lousy 2018 and are ready to make some changes in 2019. A resolution might help reset the compass — here’s a list of options to help kick off the New Year and improve your (or your sales team's) sales performance: 

Topics: sales strategy sales process

Top Articles of 2018: Sales Process

best blog posts sales processToday, we are bringing you a recap of the most popular sales process posts we've published in 2018. 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 2018, 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 2018, and let them kickstart your 2019 sales strategy.

Topics: sales process

A 4-Step Needs Analysis Process that Really Works

4 step needs analysisIf you are struggling to uncover desired business results that lead to cash, perhaps it is time to modify your needs analysis process. Here’s a new model that is getting rave reviews — feel free to take it for a test drive during your next discovery meeting with a new prospect.

Topics: Needs Analysis sales strategy sales process prospecting

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: setting expectations sales performance sales process sales pipeline sales playbook branding

Twenty Years of Sales Experience or One Year of Experience Twenty Times?

is your sales strategy set up for success in 2019?As we approach the end of another year, many people are planning for 2019. Today, I'm challenging you to consider how you are going to change the way you are doing business to improve your sales performance.

Topics: using technology sales strategy sales performance sales management sales process

"Earn my attention. Don’t steal it." 7 Best Practices Using Video to Breakthrough Your Prospects' Email Clutter

prospecting with videoIf you try and engage me with a serious conversation via email, you will almost always find me walking to your office or calling you on the phone. Verbal communication is usually the best form of communication for people who meet other people for a living. To people like us, we only prefer written text when confirming dates or answering 'yes' or 'no' questions. Surely, most salespeople are more effective when they have a face-to-face opportunity than when they depend on their writing abilities.

Nevertheless, we need email to help us breakthrough to people that we don’t know in order to get a face-to-face call. While I was at INBOUND18 in Boston this year, I made a point to attend presentations on how video can help me stand out with email prospecting and capabilities.

Video has become so prevalent that it is now practical to use on a daily basis and reps that use video in prospecting, relationship-building, and sales emails see 5x higher open rates and 8x higher open-to-reply rates. It works because it has a higher attention factor and is more personable to your prospect. So, video can also make you a better communicator. 

There are three reasons that now is the time to start practicing your video skills and implementing video into your sales strategy to improve sales results:

Topics: video sales strategy sales process prospecting

A 5-Step Campaign Recap Template to Keep Your Customers Coming Back

campaign recap templateYou sold the campaign. You executed the campaign. Now get the credit you deserve! 

Creating a successful digital campaign designed to deliver desired business results takes time and expertise… not to mention a great deal of work! It makes sense to present a recap during the campaign—to make sure it is on track—and after the campaign, to get credit for a job well done.

The best way to do this is to create a campaign recap and present this to the customer. This process allows sellers to get the credit they deserve for a job well done as well as open the door to the next sales opportunity with a satisfied customer!

Topics: sales strategy sales process sales accelerator

Don’t Be Scared! Our Experts Share Their Top Tips to Perfecting the Sales Proposal

tips to perfect the sales proposal - no surprise proposalWe know what it takes. It takes a lot of work to get to the BIG day. It's time for the sales proposal. 

Prospecting was spot on. The needs analysis meetings uncovered a clear desired business result for the prospect. And now it's time to shine... proposal time! 

Don't be scared. Ensure your hard work (or your team's hard work) doesn't go wasted by following these tips gathered from our  sales experts when creating and presenting your proposal! 

Topics: Proposal sales performance sales process

How to Build a Proposal that Will Close

best sales proposal templateProposals come in all shapes and sizes. Some are highly-technical and data-focused, while others are more detail-driven. Some are filled with fluff, while others are pretty worthless. The best proposals are a combination of data, solutions, and detail.

Topics: Proposal sales performance sales process sales accelerator