The Center for Sales Strategy, on October 14, 2021
Once you present a solution to a prospective buyer or client, two things happen.
It becomes either Close Won or Close Lost. Close Won is obviously the ideal or desired scenario, but what happens when your pending deal is Close Lost? Is ALL lost? Maybe not.
Ask yourself these three questions to determine if you can change a Close Lost scenario into a Close Won.
The Center for Sales Strategy, on September 15, 2021
There are two poisonous mistakes that will kill a presentation: using jargon and using stock phrases.
Making either of these mistakes will drastically reduce the chance of getting a second meeting with a prospect.
Let's start with HOW NOT to start a presentation and finish with the HOW TO of communicating an engaging proposal.
Amanda Meade, on August 31, 2021
You know those pesky phone calls you sometimes get from people trying to sell you something you absolutely don't need? You don't want that to be your strategy.
Luckily, there are other options. Sales outreach has come a long way from pure cold calling. And as the field continues developing, you need to keep up with it. With the help of modern technology and new tactics, you can improve your sales outreach strategy and make it more effective.
A rise in engagement, conversion rates, and profits is likely to follow. So don't hesitate because better outreach gives better results.
Matt Sunshine, on July 6, 2021
It's obvious why sales performance is a crucial part of any organization. Good sales performance leads to increased sales and greater profits. These results become a motivating factor for your sales force.
A motivated sales team will perform well. This creates a cycle of continued success. However, it's often hard to achieve.
Poor sales performance results in lost time and increased costs. Sales managers end up spending 90% of their time trying to manage poor sales performance. Your organization can avoid this by implementing an effective sales performance strategy.
This will facilitate the productive use of your sales managers' time and a motivated sales force that helps improve your company's bottom line. Read on to learn more about sales performance and how you can improve it with a comprehensive strategy.
Shaye Smith, on June 29, 2021
Recently, I sat on a panel about sales and marketing, and during the presentation, another fellow panelist said, 'Email is dead! Social media is where to reach your people!' Well... I laughed (internally, of course)... but was he right?
Surely not.
The Center for Sales Strategy, on June 24, 2021
As an effective sales professional, you can’t just close the book on clients after they’ve signed the deal, even if the bulk of the work then shifts to other departments.
How your team executes the post-sale experience has important implications for the company as a whole, as well as your relationship with the customer.
What occurs during this phase can result in the customer being even more satisfied than before (including with their experience during the sales process), or it can derail what was otherwise a well-executed marketing and sales strategy.
The Center for Sales Strategy, on June 2, 2021
When you're starting your own company, you want to start out with the strongest foundation possible. 20% of new businesses fail in the first two years that they're open. The reasons why they fail can vary, but starting your business with the right planning will give you a better chance of success.
If you're in the business of selling products or services to your customers, you need an effective sales strategy. A sales strategy will help you scale and grow your business and learn how to improve your sales. Each strategy devised by a business is unique to them and their customer base, but they all should include the same basic details.
This guide will go over what a sales strategy is, how your company can benefit from it, and different examples you can pull from.
Matt Sunshine, on March 4, 2021
You called. Left a message. "Maybe they're busy," you think. Or, "maybe they just don't return calls." Perhaps it's neither of these. Maybe it's on you.
Maybe you just haven't given them a compelling enough reason to call you back.
If you want prospects to call you back, you need to give them a reason. If the reason you're providing is something along the lines of, "I have a really great idea to share with you," then you sound just like the other 25 calls they've received.
Your prospect doesn't want your ideas. They want solutions to their problems.
Matt Sunshine, on December 2, 2020
Let's start by agreeing that simply hoping that things will go back to the way they used to be is not a strategy you can count on.
Revenue growth is still obtainable even in the most uncertain and challenging of times. However, achieving your growth targets for 2021 and beyond requires a solid revenue plan.
Jim Hopes, on November 12, 2020
We hear sales managers and execs talk all the time about the importance of sales strategy. “Strategy” is one of the words that gets used a lot. In fact, Webster’s Dictionary says it's in the top 1% of most popular words. After all, who gets heat for talking strategy?
The problem is that most sales “strategies” are not really strategies at all. If you look at that definition of strategy, you see, “a careful plan or method for achieving a particular goal, usually over a long period of time.” That means a strategy doesn’t change (or if it does, it's not very often), is long-term, and describes a set of consistent behaviors.
Many sales strategies are more like tactics — making more calls in a defined period of time, approaching a new group of prospects, or introducing new offers to move the market forward. These things are not bad, but they're tactics, not strategies. Tactics are helpful IF they support a strategy.
