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The Center for Sales Strategy Blog

Weekly Roundup: Returning To The Office, Culture + More

Returning To The Office Not So Fast

- MOTIVATION -

"Innovation distinguishes between a leader and a follower."

 

- AROUND THE WEB -

<< If you only read one thing >>

Returning To The Office? Not So Fast. The Case For Remote Sales– Gong

Your team has been working remotely for 2+ years, and you are ready to bring them back to the office.

But are they ready? Do you have a plan? Do you know what your staff is really thinking? Do they want to come back in person? And if so, every day or more of a flex/hybrid? >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Upcoming Leaders, Sales Prospecting Tips + More

Upcoming leaders

- MOTIVATION -

"If you are not willing to learn, then no one can help you. If you are determined to learn, no one can stop you."

 

- AROUND THE WEB -

<< If you only read one thing >>

Who Are The Upcoming Leaders In Your Company?– The Great Game of Business

Most companies spend countless hours working on strategy, sales and growth plans, financial plans, and 5-year forecasts, also known as HIP (High-Involvement Planning™). They have numerous spreadsheets, presentations, and market data to support their plan. They bring in macro and micro-financial gurus to validate their information. The board approves the plan, and everything is ready to go.  

Wait a minute. The company forgot to answer the most important question. Who will be responsible/accountable for making sure this gets accomplished? Do we have enough capable and available leaders to grow the top and bottom line 10%? Who is going to open and manage the new locations or the acquisition? Who is going to lead the new product launch?

Good question/s. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: 2030s Great Depression, Sales Lessons + More

2030s Great Depression

- MOTIVATION -

"80% of success is showing up."

 

- AROUND THE WEB -

<< If you only read one thing >>

The 2030s Great Depression: You Can Prosper in the Age of Decline– The Great Game of Business

Have you found yourself talking about inflation or labor issues lately?

They were discussing these issues long before you or I started having dinner conversations about them.

However, ITR Economics' perspective isn’t the doom and gloom one might expect. The firm is adamantly teaching its clients how to prosper in what it has coined “the Age of Decline.”

But before we jump into a few of ITR's recommendations on what to do now to prepare for the future, let’s address the elephant in the room. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Considerations During Inflation, Sales Myths + More

Considerations During Inflation, Sales Myths

- MOTIVATION -

"Don't find fault. Find a remedy."

 

- AROUND THE WEB -

<< If you only read one thing >>

3 Things to Consider During Times of Inflation– The Great Game of Business

Prices are going up. We've all noticed it, and it's maybe even got us a little panicked. So, when can we expect to see inflation start slowing down?

Well, expert economists are expecting to enter a period of disinflation and slowed growth in 2022 and 2023. In this article, we have listed ways economists are saying inflation will impact spending and business growth — something all business leaders should take a look at. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Should Business Owners Be Raising Prices, Hiring Crisis + More

Should Business Owners Be Raising Prices

- MOTIVATION -

"I walk slowly, but I never walk backward."

 

- AROUND THE WEB -

<< If you only read one thing >>

Should Business Owners Be Raising Their Prices Right Now?– The Great Game of Business

We asked the President of The Great Game of Business, Darin Bridges if he thinks business owners should be raising their prices right now. His response was, "hell, yes."  

Protecting Margins Now, So You Can Fund Growth Tomorrow We've always had a saying at SRC. When the economy goes down — it's not the time to be asking for price increases. You've got to do it while the economy is going up. Everybody knows costs are going up right now — they're creeping up everywhere.

You've got to be able to protect your margins to continue to fund growth, fund your people, fund the retention, and all the things necessary to see success for your business. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Create a Goal Driven Sales Environment, Protecting Margins + More

Create a Goal Driven Sales Environment

- MOTIVATION -

"Quality performance starts with a positive attitude."

 

- AROUND THE WEB -

<< If you only read one thing >>

How to Create a Healthy and Effective Goal-Driven Sales Environment, According to Sales Leaders – HubSpot

The goal of any sales organization is, ultimately, to increase revenue.

Which means the goal of any effective sales leader is to inspire and motivate their sales team to hit, or exceed, their revenue targets.

However, a results-obsessed environment can quickly become unhealthy, particularly if your team feels the pressure to hit a certain number by any means possible.

Creating a healthy, effective goal-driven sales environment is vital for long-term success and employee satisfaction. Here, I spoke with four sales leaders to learn the five components for creating and maintaining a goal-driven sales environment.

But first — what is a goal-driven sales environment? >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Obstacles to Opportunities, Churn Reduction + More

Obstacles to Opportunities, Churn Reduction

- MOTIVATION -

"Refuse to make excuses or blame others. The leader always says, if it's to be, it's up to me."

 

- AROUND THE WEB -

<< If you only read one thing >>

6 Ways to Transform RFPs from Obstacles to Opportunities in 2022 – Sales Hacker

Requests for proposals (RFPs) generate a whopping average of 35% of annual sales revenue, according to Loopio’s RFP Response Benchmarks and Trends Report.

The research, which surveyed 650+ teams, found that despite economic uncertainty over the past year, RFPs will continue to be an integral part of sales growth. However, keeping up with RFPs can be a challenge at the best of times. Busy technical experts, tight deadlines, and tricky approval processes can all throw a wrench in the sales cycle. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Strategic Planning, Meaningful Sales Moments + More

Strategic Planning

- MOTIVATION -

"A person always going hir or her best becomes a natural leader, just by example."

 

- AROUND THE WEB -

<< If you only read one thing >>

How To Create An Exciting Portrait of Hope Through Strategic Planning – The Great Game of Business 

When many business owners and executives hear the words "Strategic Planning," their minds jump to another topic.

Any other subject will do.

In their hearts, they know that planning is important to the organization. But knowing where to start is the issue. They have heard the stories from their peers who created a plan, and it sat on the shelf for a year or forever. As a result, planning happened once and then stopped. It amounted to a waste of time and money. The question then becomes: why bother planning at all? >>> READ MORE

Topics: Wrap-up

Weekly Roundup: 8 Classic Books for Sales, Talent Acquisition in 2022 + More

8 Classic Books for Sales

- MOTIVATION -

"Anyone, anywhere, can make a positive difference."

 

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<< If you only read one thing >>

8 Classic Books (That Secretly Have Great Sales Lessons)– LinkedIn

One of the great things about a career in sales is that you can find inspiration and guidance almost anywhere. The fundamentals of the job – understanding people, building relationships, solving problems – are so universal that sales lessons are all around us. 

Yes, you can learn a lot about the craft by reading sales books. But that’s only scratching the surface. Many classic books that seemingly have nothing to do with selling actually offer a great deal of insight about it, when you take a closer look.

To show you what we mean, here we’re highlighting eight books that taught us tons about sales… whether they meant to or not. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Sales Challenges, Humble Leaders + More

Humble Leader

- MOTIVATION -

"True leaders always practice the 3 R's: Respect for self, Respect for others, Responsibility for all their actions."

 

- AROUND THE WEB -

<< If you only read one thing >>

8 Sales Challenges and Priorities for 2022– HubSpot

Even as we move toward some semblance of normalcy, sales, as a field, is still fundamentally different than it was just a few years ago. There are a host of new and emerging sales challenges that salespeople have to account for.

In the interest of helping you identify and overcome those issues, we reached out to sales experts and conducted some research. Here are eight of the main concerns facing salespeople in 2022 — as well as perspectives on how to address them. >>> READ MORE

Topics: Wrap-up