Susan McCullin, on November 13, 2023
Strategic planning is a crucial aspect of any organization's success. However, creating your strategic plan is just the beginning!
To ensure success, it's essential to review progress regularly. Organizations that establish a plan to review progress reap the benefits. Set it and forget it seldom, or should I say, never have I seen it work.
Stephanie Stoll, on August 29, 2023
In the fast-paced world of sales, where the name of the game is, well, selling, which involves sealing the deal, it seriously makes me cringe when I catch salespeople dropping their in-house lingo in front of clients.
Let's talk about three power-packed words that could seriously put a wrench in your plans when you're in front of potential clients. So, do yourself a favor and ditch these words when you're chatting up a client or a promising lead.
Amanda Meade, on June 27, 2023
Being a decision-maker in today’s business world makes them a target for every over-enthusiastic salesperson with their landline number.
Can you imagine how exhausting that must be?
To avoid this trap and maximize every opportunity in today's challenging sales environment, you'll need a workable sales strategy and viable methods of researching prospects.
You know that you can make a real difference to this prospect if you can just get in front of them and show them your magical product.
Here's how to achieve exactly this without getting shot down by your prospect.
When a colleague conducted a "time spent selling audit" for one of her clients, the data showed the organization's best sellers spent slightly over 20% of their time actually selling. Keep in mind the audit included the best sellers in the organization!
Here are five reasons why this happens.
The Center for Sales Strategy, on April 17, 2023
If you're like most sales managers, driving revenue consistently and efficiently can be a daunting task. But there are ways to maximize the success of your sales efforts through managing each stage of the funnel properly - from top to bottom.
In this blog post, we'll discuss how proper management at each stage of the funnel is an essential part of developing a consistent pipeline with reliable and successful returns. You'll learn how incorporating targeted activities related to each step in the process can help ensure more satisfying results for everyone involved.
Matt Sunshine, on September 26, 2019
It's not just what you say; it's how you say it. In fact, what you say matters a lot less than how you're perceived, especially in sales.
You have to exude confidence and calmness when calling on prospects. Because, if you don't, they'll pick up on it, and you won't be seen as trusted and valued.
If you can master eye contact (including eyebrow gestures), facial expressions, torso and arms behavior, and leg activity, you'll be on your way to a successful appointment.
Steve Marx, on July 19, 2018
The following blog post was first published in 2015 by the late Steve Marx, founder of The Center for Sales Strategy, and has been one of the most popular posts in the blog’s history. Even though the text is updated, the message has never been more relevant. To learn more about Steve Marx, click here.
Most of us don’t head to the supermarket without a list in hand, and without knowing exactly what we intend to come home with. I needn’t explain why.
Likewise, most of us wouldn’t start driving to an unfamiliar destination without first finding it on our GPS and clicking for directions. Doing so gets us to our goal with the least hassle and the most efficiency.
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