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The Center for Sales Strategy Blog

A 5-Step Campaign Recap Template to Keep 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

How to Maintain Relationships with Clients When Business is Slow

How to Maintain Relationships with Clients When Business is Slow

Often the terms “tough times,” “slow times,” and “uncertain times” create a pessimistic feeling, but they can easily be seen as an opportunity. Yes, times are changing, and business models are shifting, but the relationship you establish right now with your clients and prospects will define your organization in the future.

With no meetings or sales conferences taking place, how can you genuinely maintain relationships with clients and prospects? Whether it’s being proactive or adjusting your marketing strategy, all it takes is innovation, effort, and willingness to do so.

Topics: business relationships sales strategy COVID19 Resources

Video for Sales and Thought Leadership: An Extensive Guide to Getting Comfortable on Camera

Video for Sales and Thought Leadership An Extensive Guide to Getting Comfortable on Camera

If you could start one new thing this month that increased the open rate of your sales emails by 5Xs and improved your open-to-reply rate by 8Xs, would you do it? The obvious answer is yes, but sadly, once most of you realize what it is, you’ll come up with at least one of these excuses as to why you won’t do it and still avoid it.  

Video. Yes, video! Video has the power to not only get your emails opened but replied to! Across platforms (not just email) it’s proven to help get higher response rates, inspire more action, and help sellers reach the C-Suite (source).

Topics: video thought leadership sales strategy

3 Reasons to Update Your Marketing Strategy

3 Reasons to Update Your Marketing Strategy

Amidst the worldwide pandemic and historic economic shift, sales managers and business leaders everywhere are busy trying to adjust business models. A majority of business owners are re-inventing their business operations in a time where most people are "sheltering-in-place" and can no longer physically visit their place of business.

Once you figure out what this new world order entails for your organization, it’s time to re-examine your marketing strategy—not just your advertising and commercial messaging. COVID-19 is shifting consumer behavior and media habits, and we all need to make sure our strategy changes with them.

Topics: sales strategy sales and marketing COVID19 Resources

Best Practices to Improve Your Shared-Screen Calls and Telephone Etiquette

Best Practices to Improve Your Telephone Etiquette

Clients calls, webinars, team meetings, staff meetings, one-on-one's with a coworker, prospect meetings - we're spending a lot more time on the phone and using shared screens!

How you portray yourself over the phone and on shared-screen calls represents both you and your company. It’s important that we present ourselves just as well virtually as we do in-person. In an effort to improve your phone etiquette and ensure the person on the other end receives an excellent experience, implement the best practices outlined below.

Topics: sales strategy work from home COVID19 Resources

Pay Attention to Your Best Customers

Pay Attention to Your Best Customers

Your best customers are your competitors’ best prospects. At The Center for Sales Strategy, we have long said that it’s much easier to fill the bucket if it’s not leaking from the bottom. Many companies have an incredibly large need to go out and get new business every month—mainly because they're losing 33% or more of their current business.

It's true, and while new business is certainly one of the solutions for curing the problem of not retaining existing business, it’s really only a bandage. The problem of account attrition needs to be addressed and quickly solved. Churning through clients quickly and not getting any sort of renewal will fatigue your sales team. Over time, they will lose confidence in what they are selling. Just imagine the revenue growth you'll experience without attrition and keeping the same amount of new business coming in.

Topics: customer focus sales strategy Sales COVID19 Resources

6 Ways Sellers Can Improve Engagement When Utilizing LinkedIn for Social Selling

CSS_Shaye-Tips to Improve LinkedIn Engagement

LinkedIn is the most popular professional social networking site out there, which means if you have a B2B business or cater to other professionals in a specific industry, it could be the ideal platform for growing your business.

By now, you’ve updated your LinkedIn profile using the Ultimate LinkedIn Profile Checklist. Now you want more engagement, you want your LinkedIn posts to attract more viewers and increase shares—but where do you even start?

Topics: Social Media LinkedIn sales strategy prospecting social selling

Social Selling Tips: Using Social Media to Connect with Prospects

Social Selling Tips Using Social Media to Connect with Prospects

There’s no longer a debate on whether social media is an effective way to remain relevant in today’s busy and modern online world. Social media has come a long way since the mid-2000s, where users simply used it to share photographs and “check-in.”  

Today, smart sellers incorporate social media into their sales strategy as an additional way to connect with prospects. This allows you to:

  • Build rapport
  • Pinpoint specific prospects
  • Establish yourself as a thought leader

Through likes, comments, shares, and posts, you provide your insights to both prospects and current customers and allow for more engagement. Social media is a valuable tool for driving sales, but first, you must identify the most-used platforms for your ideal customer.

Topics: sales strategy personal brand social selling

6 Steps to Stop Your Leaking Sales Bucket

6 Steps to Stop Your Leaking Sales Bucket

We can all agree that it's easier to fill a bucket when it’s not leaking from the bottom. Seems like a pretty good rule of thumb.

In the context of managing sales revenue and keeping that bucket completely full, things can become pretty difficult when you spring a leak! We need to spend more and more time dumping new business in just to keep a minimum level insideand that is exhausting.

Topics: sales strategy sales performance sales management Sales

Tired of Being Ghosted by Top Prospects? Try These Tips!

Tired of Being Ghosted by Top Prospects Try These Tips

As sales professionals, one of the biggest challenges we face is trying to connect with a new prospect. With so many different touchpoints, it’s easy for a prospect to avoid or ignore your voicemails, emails, texts, or LinkedIn request.

If you want your message to stand out, it’s critical that you have a solid valid business reason (VBR) that establishes you as trusted and valued. However, it’s equally important to ensure you have a strong email subject line. You can have the best valid business reason on the planet, but if the email is never opened by the intended recipient, what good is it?

Topics: email sales strategy sales leads prospecting sales playbook