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 November 8, 2022
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.
The Center for Sales Strategy, on October 18, 2022
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.
The Center for Sales Strategy, on September 15, 2022
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.
Matt Sunshine, on September 1, 2022
This post was originally published on Startups.co
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.
The Center for Sales Strategy, on August 10, 2022
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.
