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The Center for Sales Strategy Blog

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

SPOOKY Things Sales Managers (and Their Team) Should Avoid

spooky things sales teams should avoidIt's easy for sales teams to get busy, get into a rhythm, or get on a roll and just do things the way you've been doing them. Sales managers wear a lot of hats, and it's easy when things are working just to keep them going the way they are going.

Hey... nothing's wrong, right? Wrong. 

Ensure you and your team avoid these SPOOKY things to ensure everyone is effectively utilizing their time and efficiently managing their prospects and accounts. 

Topics: sales strategy sales performance

7 Sales Strategy Tips from Horror Films

7 Sales Strategy Tips from Horror Films

Horror movies are predictable and filled with clichés. Although we know a monster lurks around every corner, we squirm in anticipation of a sudden sound or blood-curdling scream that will make us fly out of our seats at any moment.

It turns out horror films are filled with sales strategy lessons.

Topics: sales strategy

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.

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

5 Ways to Improve Your Sales Process

arrow-process-378765-editedThis post was originally published on Startups.co

Ditch the "why" of your sales conversation and focus on the "how" to show prospects that you hear and understand their needs and can solve their unique problems.
 

Buyers want things to be easy. So easy, in fact, that 89% of buyers say that they choose vendors that made a return on investment easier to prove or that could be easily justified with a business case. They also preferred speed over price — with 80% of buyers citing deployment and ease of use as “very important.”

Your customers want to understand how to use your product — not sit through a pitch and wonder if it’ll actually fit their needs. Selling is less about explaining why buyers should buy and more about showing how an easy-to-use product or service will help them.

Topics: sales strategy sales performance sales process

Cold Email Outreach: The Ultimate Guide

CSS Cold email

Sales professionals know that cold email outreach is one of the most effective ways to land new clients. But, despite its effectiveness, many people are hesitant to try it because they don't know how to do it properly.

If you're one of those people, don't worry. This guide will teach you everything you need to know about cold emailing.

We'll cover the basics of creating a great cold email campaign, as well as some tips and tricks for increasing your chances of success.

Topics: email sales strategy

3 Major Problems in Your Sales Process and 1 Quick Thinking Solution

3 Major Problems in Your Sales Process and 1 Quick Thinking Solution

You scheduled a meeting with a strong Target account. You're excited about the meeting as this has the potential to be a big prospect, but when you arrive, the first thing you hear is “You have 10 minutes. What are you pitching me today?”

If you're in sales, this is something you have likely heard before… and it's frustrating to hear. Basically, the decision maker is saying “I’m busy and I don’t believe you will benefit me or my business in any way. So, I will give you 10 minutes to pitch me whatever package or product it is you are pushing… so you will go away.”

Topics: sales strategy sales process

5 Ways to Show a New Business Prospect You Care

show a new prospect you careThe things you do are often more powerful than the things you say. 

New business prospects are more likely to increase their engagement level when they know a seller truly cares about them and their business. Think about your own buying habits—are you more likely to do business with someone who cares about you compared to a slick talking salesperson who only cares about making a sale? 

Topics: Needs Analysis sales strategy prospecting

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

Does Your Sales Strategy Include Surprising Your Prospects?

Does Your Sales Strategy Include Surprising Your Prospects

Imagine this.

You go to make a big purchase or do a major renovation such as a kitchen remodel. It's something you've been saving for now for quite some time. You've conducted exhaustive research on the colors you want, the styles you like, and the decorations you want to include. You've even made a visual board for ideas.

The time comes to get estimates and timelines from contractors. You go with the rule of 3’s for estimates, and after meeting with them, you finally make the decision. You understand that there will be a payment due upfront, and you agree to those terms.

The work finally starts, and surprise, there are costs that should have been included in the estimate that wasn’t. You feel trapped and frustrated.

Topics: business development Needs Analysis sales strategy