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The Center for Sales Strategy Blog

5 Tips on How to Close a Sale Faster Than Ever Before

close sale faster
Everyone knows that sales is a numbers game. The more you have out there, the better off you are, which is why we all typically agree that sales is a numbers game,right?

What are the numbers everyone is talking about? As sales managers, are you looking at the wrong numbers?

How many times have you heard or said, "Don't worry! I've got a lot out there pending!”  That's great! But, does anyone actually get paid on pending? That’s the catch, and that's also why you need to be aware of the numbers you're actually looking at.

Topics: Proposal sales strategy

Why Thought Leadership Works in Sales + How to Get Started

why thought leadership works in sales

In uncertain times, prospects and clients conduct even more online research before working with a vendor or purchasing a product. Thought leadership is vital to brand differentiation, but when done right, it greatly improves sales performance.

The thought leadership position is certainly an advantageous position to have, as it helps with generating sales, lead generation, recruitment and retention, and new business opportunities. Sometimes this thought leadership position comes completely organically, but many times it's part of an overall sales strategy.

Topics: Social Media thought leadership sales strategy

Corporate Culture Starts at the Top. But Who’s at the Top?

Corporate Culture Starts at the Top- But Who’s at the Top

Much is written every year about corporate culture. And yes, every corporation has a culture—they may not have built it purposefully, they may not be proud of it, it may hold the organization back rather than propel it to success—but there’s always a culture and it always impacts performance.

Don’t look to a mission or vision statement hanging on the wall to discern the culture of a given organization. Just watch what the people do. Despite what the pretty prose might say, the actual culture is revealed in how the company’s people interact with each other and with the outside world, minute to minute, hour to hour, day to day.

Say it either way: The culture—values, attitudes, beliefs, priorities, expectations, attitudes, taboos, unwritten rules—is demonstrated by the aggregate behaviors of its people. Or the people define the culture by how they act.

Topics: sales strategy

Are You a Thought Leader? 6 Ways to Tell

Are You a Thought Leader? In every industry, there are people or businesses we think of as being thought leaders. These people and organizations are the ones that you check on regularly with regard to innovation, market challenges, and new initiatives.

Being considered a thought leader in your industry is certainly an advantageous position to have, as it helps with lead generation, sales, recruitment and retention, new business opportunities, and more.

Topics: content strategy thought leadership sales strategy Inbound Marketing

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: 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 alignment 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 COVID19 Resources Remote Team

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: sales strategy Sales COVID19 Resources