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The Center for Sales Strategy Blog

Twenty Years of Sales Experience or One Year of Experience Twenty Times?

is your sales strategy set up for success in 2019?As we approach the end of another year, many people are planning for 2019. Today, I'm challenging you to consider how you are going to change the way you are doing business to improve your sales performance.

Topics: sales strategy sales process sales management sales performance using technology

Technology Has Changed the Way Your Prospects Buy

technology-change-the-way-prospects-buyTechnology continues to advance at lightning speed. It’s these advancements that change the way we live our lives. It seems that new technology impacts just about every aspect of our life.

The way we communicate – from phone calls and letters to texts and social media.
The way we consume entertainment – from going to a theater to streaming content on multiple devices.
The way we travel – from hotels and taxis to Airbnb and Uber.

Our work life is not immune to these advancements.

Topics: prospecting using technology sales pipeline sales process sales strategy sales performance

Is the New Amazon Checkout the Death of a Salesman?

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The job of a salesperson is one of the oldest job titles in modern business. It’s also a position that’s constantly changing due to technological innovations such as the Internet and e-commerce. While most changes happen slowly, such as the move away from printed catalogs to e-commerce, it’s only in retrospect that you notice the signs that were missed along the way.  

The most recent threat to a salesperson’s job is automation and the bypassing of salespeople entirely to purchase directly from a company. This trend started some time ago when companies started to put their products online and discontinued sending salespeople door to door or mailing catalogs each year. I can still remember the excitement that my brother and I had the day the Sears and J.C. Penney catalogs were delivered in the mail. We would bookmark pages, circle what we wanted with markers, and talk about it for hours. Things sure have changed, and one of the companies that’s at the leading edge of the innovations is Amazon.

Topics: sales strategy using technology

3 Ways Technology Can Increase a Salesperson's Productivity

A few months ago, I wrote a blog about how sales managers could help their salespeople increase their productivity. It received some great feedback, and I wanted to follow up on a few of the comments it received and specifically address the role that technology plays in making sales teams more productive.

By embracing new technology such as lead intelligence, marketing automation, and effective use of a CRM, salespeople can waste less time doing data entry, understand more about their leads, and document all of this information to be shared across the organization. 

In this post, we'll review each one of these productivity-enhancing technologies, enabling you to be one of the companies that are gaining a substantial advantage over competitors and developing more productive sales teams.

Topics: using technology Sales sales cycle

Digital Marketing: Five Top YouTube Video Ads You May Have Missed

Five Top YouTube Video Ads You May Have MissedOnline video shows no signs of slowing down anytime soon, in fact YouTube gets more than one billion unique visitors each month who watch over four billion hours of video each month.   With those kinds of numbers,

Topics: Digital content marketing content strategy using technology digital marketing

How Digital Marketing Has Affected Today's Mad Men

Digital MarketingMad Men Season 6 debuts this Sunday on AMC and over the past several seasons the show has done a great job of showing a society in change and how the advertising world has evolved to adjust to these shifts in society’s norms.  

Topics: using technology Social Media digital marketing Digital Sales

Digital Marketing: Content Curation for Thought Leadership

Digital MarketingAre you on Facebook, LinkedIn or Twitter? Do you post articles or links with your comments or insights to share with your friends, business network or colleagues? If so, did you know you are a “Content Curator?”

It’s true. The term “Content Curation” has recently gained popularity in blogging and content marketing communities, and there are several mainstream websites that are receiving millions of visits per month by visitors looking for a single place to get information that’s organized in an easy-to-use format on specific topics. 

Topics: using technology content marketing digital marketing inbound marketing

Sales Strategies: What Marketers Can Expect in 2013

digital sales strategyThe New Year has recently come and gone and we are moving fast into 2013 and trying to put 2012 behind us. If you were like many marketers and business owners, 2012 was full of uncertainty as the economy continued its slow growth rate, the fiscal cliff was looming and we were in an election year. This uncertainty impacted consumer confidence negatively and many businesses held off on capital investments and hiring. What does 2013 hold for us? What can we learn from this to help our sales and marketing strategies?

Topics: using technology content marketing content strategy Digital

Three Free Resources to Sharpen your Digital Sales Strategy

Sharpen your digital sales strategyOne comment heard often is there is so much to know in digital and it changes all the time… how to keep up with everything? That got me thinking about some of the free resources available to aide in the quest to know more about digital and improve your digital sales strategy.

Topics: Digital internet marketing using technology

Don't be Bigfoot: 4 Steps to Increase Your Online Visibility

Improve Digital Sales StrategyHave you seen the cartoon of Bigfoot, sitting on a log in the forest with a laptop open? The caption reads, "I wonder if anyone is looking for me?"

Topics: using technology professional branding Digital Sales