The Center for Sales Strategy Blog

Congratulations! After all of your creative efforts to stand out, establish credibility, and demonstrate expertise, your prospect has finally agreed to meet with you. Considering how many other salespeople likely call on them in your market, this is a huge win! However, what you do next could make it all worthwhile… or simply a waste of time.

Learning how to dig deeper and gain a better understanding of each of your client and prospect's needs is a very popular topic on our blog. We've taken a look at some of our popular articles that will help you to conduct an effective needs analysis meeting so you can focus on developing customized solutions for your clients.  

I was in a department store looking at big screen TVs and the sales representative approached me and asked if he could help me with something. I told him I was just browsing (but I was really interested in buying).

You just had what seems like a great meeting with a b2b sales prospect. You're excited because early on in the conversation you came across a need that was clearly actionable by you and your company. Cool.

“Back to School” is a highly anticipated event for both students and parents alike, albeit for different reasons… but highly anticipated nonetheless! As a kid I remember feeling a sense of nervous excitement the night before the first day of school. I couldn’t wait to see all my friends, share summer stories, wear my new clothes, find out if my best friends were in my classes, meet my new teachers, and since I grew up in the 80’s… show off my fabulous “big hair.” 

Okay, so we’re all moving very quickly.  I get that.  You get busy, decide to cut a couple corners, and maybe skip a piece of paperwork here and there.

Here at The Center for Sales Strategy we know how busy life can get. We know you can't read every single interesting b2b sales article you come across online, so we like to help our readers out every now and then by pulling together some of our most popular blog posts — just in case you missed them!

Are you curious about what has “never killed a salesperson?”  Are you curious, period?  I hope so.  It's one of the best traits a salesperson can carry into the field.  Perhaps curiosity killed the cat, but it’s as healthy as a 60-minute workout for those of us who sell.

If you’re a client of The Center for Sales Strategy, this message could be akin to “singing to the choir.” But even the greatest practitioners of customer-focused selling can benefit from a reminder, from time to time.