The Center for Sales Strategy Blog

1. Surprise Business! – This is new business that comes your way because of your company’s great reputation, your connections in the community, or simply “being in the right place at the right time.”
2. Enterprise Business! – This is new business that you developed from scratch, business that would not have existed anywhere but for your efforts. These are prospects you specifically selected and then worked hard to get in front of. Once in front of these prospects, you nailed an important assignment during your needs analysis meeting, which led to the development of a tailored solution.

We all work hard and deserve a few surprises over the year, but if we don't have some enterprise accomplishments too, are we really selling?

At The Center for Sales Strategy, our reason for being is to Turn Talent into Performance.  But some of what we do, you can do for yourself. Just take the time to study what people appreciate about the services and sales efforts you provide. 

Here's the most popular articles written this year about Sales Management. Don't miss reading these! Good luck with your planning for next week.

How many times have you heard someone say, “I love my boss or I love my sales manager?” I would venture to guess you could probably count on one hand the number of times you’ve heard this proclamation. 

Some of the most important steps in your sales strategy should include asking the right questions and uncovering a client or prospect's true needs. Only then can you provide customized solutions.

I think it's a stretch to say that people buy mostly on emotion as opposed to logic. There may be some truth to it, but I think there's a better way to think about the buying process.

We are all in search of the ultimate sales strategy weapon we can employ to deal with the challenges of price and product competition. And, at last, we may have actually uncovered it.