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The Center for Sales Strategy Blog

Friction Between Buyers and Sellers Persists

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The perspective from which we look at our world dictates our expectations and our behavior. As our points of view change, so too will our attitudes and our actions. As the great philosopher (and comedian) George Carlin once said, “Some people see the glass half full. Others see it half empty. I see a glass that's twice as big as it needs to be.”

Buyers and Sellers See Things Differently

Buyers and sellers obviously have different perspectives, and they see the buying/selling process very differently. In fact, according to HubSpot’s Q1 2016 Sales Perspective Survey (see chart below), there is a significant gap between how each group views salespeople. Salespeople like to think we’re not pushy, we listen to our prospects, we provide value, and we help our prospects succeed. Unfortunately, our buyers don’t always agree.     

Topics: Sales Buyer's Journey

6 Unexpected Questions That Reveal What Your Prospect Is Really Thinking + More

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We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. 6 Unexpected Questions That Reveal What Your Prospect Is Really Thinking — HubSpot

Most prospects get the same questions from salespeople over and over again. Using any of these cliché, routine questions harms your credibility. Rather than seeing you as a trusted advisor, the buyer associates you with all the other reps they’ve ever spoken to. In addition, your prospect will go on autopilot and recite the same answer they’ve given on previous sales calls. You’ll lose the chance to get information your competition doesn’t have. To maintain authority, keep the buyer’s attention, and find out what they’re really thinking, ask questions they’re not expecting. 

Topics: Inbound Marketing Sales Wrap-up

How to Ensure You Have Several Great Candidates to Choose From When You're Ready to Hire

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Topics: sales strategy Sales

5 Strategies For Salespeople To Excel At Storytelling

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Storytelling is a vital part of the fabric of human interaction, and it has been since long before written language. Whether in the form of cave paintings or blockbuster films, stories transport the audience to constructed worlds and deliver powerful messages with startling accuracy.

Topics: Sales

How Marketing Must Evolve: 19 Leaders Peer Into Content’s Future + More

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We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1How Marketing Must Evolve: 19 Leaders Peer Into Content’s Future — Content Marketing Institute

What do you envision for the future of content from a marketing perspective, and how do marketing teams need to evolve to prepare? The CMI editorial team recently put this question to the pros who will present at the Intelligent Content Conference March 28–30 in Las Vegas. Here's what they said.

Topics: Inbound Marketing Sales Wrap-up

A Silver Bullet Needs Analysis Question

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A few months ago I was working with our client in Los Angeles and the managers were telling me they had a feeling their salespeople were not unearthing all the needs they should in their client needs analysis process. They cited a number of instances where the Account Executive did go deep enough and huge opportunities emerged for both the prospect and my client. They wanted to see that happening more often. After exploring the problem in more detail, I made several recommendations. One of those turned out to be particularly impactful.

Topics: Needs Analysis Sales

How to Know Exactly What Content to Deliver to Convert More Prospects + More

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We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1How to Know Exactly What Content to Deliver to Convert More Prospects Copyblogger

How do you know what content to send to prospects when? Whether it's top-of-the-funnel marketing content, sales collateral, or something in between, it's critical to get content delivery right. This article provides a content mapping framework from the perspective of the hero's journey.

Topics: Inbound Marketing Sales Wrap-up

6 Sales Practices to Boost Your Effectiveness in 2017

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You've worked hard in 2016, built up your sales funnel, but 2017 is really going to be your year to shine. Perhaps you would like to get more high-quality appointments or try new prospecting strategies. The comfort zone is certainly a relaxing space, but nothing grows there. It's time to step outside and achieve your sales targets. Here's how.

Topics: Sales prospecting

How to Take Advantage of LinkedIn's Updated Search System + More

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We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1How to Take Advantage of LinkedIn's Updated Search System Social Media Today

LinkedIn recently announced that its updated desktop design will hit profiles worldwide within the next few weeks. And while the new look and updated functionality is interesting, the biggest takeaway is an improved ability for you to leverage any original content you publish on the platform as a gateway to new business. Learn more.

Topics: Inbound Marketing Sales Wrap-up

Webinar: 8 Ways to Increase Your Sales Team's Productivity

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LeadG2 is hosting a complimentary webinar for sales managers that will teach practical tips to arm your sales team with the tools, resources, and information they need to strengthen and shorten the sales cycle, ultimately closing more business.

Topics: premium content Sales