The Center for Sales Strategy Blog

We run a division of our company called the Appointment Lab, where our team takes ideal prospects that our clients identify and we do the hard work to set appointments with those accounts. Anyone in sales knows this is one of the toughest parts of the sales process—if not the toughest.  

Driving to the airport recently, it occurred to me just how sloppy some people have become in the age of distracted driving. I was nearly involved in three different accidents, but was able to swerve away from harm.

Have you seen the new Ford ad campaign?  It is what they call the "AND not OR" campaign. They are using this campaign to build the perception that when you buy a Ford you don't have to compromise. One ad asks if you want a "Bed or Breakfast?"  No one wants that. We want both.

At The Center for Sales Strategy, our reason for being is to Turn Talent into Performance.  But some of what we do, you can do for yourself. Just take the time to study what people appreciate about the services and sales efforts you provide. 

Here's the most popular articles written this year about Sales Management. Don't miss reading these! Good luck with your planning for next week.

Truth be told, I’m not very good at most things. Neither are you. 

I recently had the chance to observe a seller in the process of a needs analysis meeting with a client.  She had clearly prepared exhaustively for the event… with page after page of well thought-out questions.   

Here are the 5 most visited blog postings we published this month.  Have a great Friday and good luck with your planning for next week.

I wasn't expecting an epiphany.  It was just a late night stop to fill up my gas tank. As I drove away I had a certain feeling of satisfaction as I looked at the gas gauge. Maybe it's because I know if you let your car run out of gas, you'll be walking a lonely road. 

Recently, I was talking with a salesperson about his initial approach to prospective customers. He couldn’t seem to get folks interested in having a conversation with him. He was hearing the immediate brush off of “no thanks, not interested” soon into every cold call. While this is common, there are specific tactics that can warm up cold calls enough to get prospects to take your call, and even set aside time by scheduling an initial call.  My call with this particular rep was to share some of those tactics and best practices to help him experience more success during his initial approach.