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The Center for Sales Strategy Blog

Weekly Roundup: Expert Advice From B2B Sales Leaders, Optimize LinkedIn Profiles + More

Experts Advice From B2B Sales Leaders, Optimize LinkedIn Profiles + More

- MOTIVATION -

"Without hustle, talent will only carry you so far."

-Gary Vaynerchuk

 

- AROUND THE WEB -

<< If you only read one thing >>

Here's Where Sales Leaders Should Focus in 2020, According to Experts– LinkedIn

Being a leader is exciting but exhausting. Teams constantly look to their leaders for direction, motivation, and inspiration. It all comes with the territory, and most wouldn’t have it any other way, but at times, leaders themselves could use a cue to follow.

Luckily, no one is going it alone. As a sales leader, you can tap into the advice and insight of top thinkers in the field, especially your peers who are facing similar challenges, hurdles, and opportunities. Here's the perspective of five B2B sales leaders on a number of focal points, from coaching to productivity to data and beyond. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Bring a Dead Deal Back to Life, 10 Signs You Have a Great Team + More

Bring a Dead Deal Back to Life, 10 Signs You Have a Great Team

- MOTIVATION -

"To sell well is to convince someone else to part with resource — not to deprive that person, but to leave him better off in the end."

-Daniel Pink

 

- AROUND THE WEB -

<< If you only read one thing >>

How to Bring a 'Dead Deal' Back to Life for Your Sales Team– HubSpot

When a deal stalls, it's tempting for the salesperson to unknowingly put themselves first. We've all been guilty of it at one time or another. You might repeat the close, not-so-subtly threaten the prospect with an expiring discount, or roll several asks into one conversation.

These tactics are a surefire way to turn stalled deals into cold ones. Before we dive into how to revive a dead sales deal, let's get clear on what dead deals are, and why they happen.>>> READ MORE

Topics: Wrap-up

Weekly Roundup: Handling Objections, Automation in B2B Sales, + More

Handling Objections, Automation in B2B Sales,  More

- MOTIVATION -

"Become the person who would attract the results you seek."

-Jim Cathcart

 

- AROUND THE WEB -

<< If you only read one thing >>

The Ultimate Guide to Objection Handling: 40 Common Sales Objections and How to Respond – HubSpot

Every prospect you speak to has sales objections, or reasons they're hesitant to buy your product. Why are sales objections unavoidable?

Because if the buyer didn't have reservations about your solution's price, value, relevance to their situation, or their purchasing ability, they would have already bought it.

To be successful, reps must learn how to both discover and resolve these objections. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Create a Webinar That Converts, Make a Good Sales Pitch + More

Create a Webinar to Increase Conversion Rates, Make a Good Sales Pitch

- MOTIVATION -

"A journey of a thousand miles begins with a single step."

-Laozi

 

- AROUND THE WEB -

<< If you only read one thing >>

Creating a Webinar That Increases Your Conversion Rate – SalesPOP

The online world is filled with an endless variety of businesses all trying to sell their products or services on their websites. The way to be successful is to find a way to stand out from the crowd. You can do this by figuring out what other companies are not offering their customers and offering it to yours.

One of the best ways to make a direct connection to your audience is through a webinar. Whether you are demonstrating a new product, giving instructions or sharing new ideas, a webinar is a great way to get one-on-one with your customers. Your goal is to increase your conversion rate, thereby boosting your sales. The way to do that is to create a sales funnel system that brings interest back to your site. You can garner a lot of interest and market share with a purposely designed marketing webinar. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Things Sales Managers Should Stop Doing, 2020 Sales Trends + More

Weekly Roundup Things Sales Managers Should Stop Doing, 2020 Sales Trends

- MOTIVATION -

"Become the person who would attract the results you seek."

-Jim Cathcart

 

- AROUND THE WEB -

<< If you only read one thing >>

8 Things Sales Managers Should Stop Doing – CloserIQ

As a sales manager, your job is to empower your team members to succeed. You are responsible for overseeing your sales process, providing regular coaching, and monitoring the KPIs of your sales reps. Everything you do has one goal: to help your team achieve its maximum potential.

However, many sales managers focus their energy on things that aren’t productive. If you want to be an effective manager, these are the things that you should stop doing. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: 51 Inspiring Quotes, New Strategies to Achieve Sales Quota + More

51 Entrepreneur Quotes, New Strategies to Achieve Sales Quota + More

- MOTIVATION -

"You have to see failure as the beginning and the middle, but never entertain it as an end."

-Jessica Herrin

 

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<< If you only read one thing >>

51 Entrepreneur Quotes That'll Get You Out of Bed in the Morning – HubSpot

Starting a business, or any career, is like planting a sapling. First, you have to invest your time and money. Then, you must take care of it while expecting nothing in return. But when your startup blossoms, it makes all the patience and hard work worthwhile.

However, like saplings, many startups fail to grow -- and many die one-to-three years after launch. While there are many factors leading to the failure of a startup, one of the main reasons is the lack of expert startup advice founders receive. Here are 51 pieces of startup advice from seasoned entrepreneurs to help you propel your businesses in the right direction and stay motivated when you need it the most. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Hit Your 2020 Sales Goals, Find the Decision Maker + More

Hit Your 2020 Sales Goals, Find the Decision Maker + More

- MOTIVATION -

"Always do your best. What you plant now, will harvest later."

-Og Mandino

 

- AROUND THE WEB -

<< If you only read one thing >>

4 Keys to Hitting Your Sales Goals in 2020 – LinkedIn

With 2020 around the corner, it’s time to begin thinking about and planning for your sales success in the year ahead. Buying is changing.

With technology, buyers have a wealth of information and an endless number of options at their fingertips. They are well-educated and know more about you, your company and solutions, and your competitors. They’re also more distracted than ever.

While some sellers are struggling with these changing buyer dynamics, others are consistently beating their sales goals and experiencing tremendous success. Here are four keys you can follow to join their ranks. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Ways Your Sales Team Can Give Back, Closing Phrases for 2020, + More

Ways Your Sales Team Can Give Back, Closing Phrases for 2020, + More

- MOTIVATION -

"Act as if what you do makes a difference. It does."

-William Jones

 

- AROUND THE WEB -

<< If you only read one thing >>

8 Ways Your Sales Team Can Give Back To The Community – CloserIQ

Sales is an unpredictable profession. But even with all the stress, you and your team still have much to be thankful for this season. 

As you move towards the end of the year, giving back to the community can be a great way to remind your team about what you value most. Try one (or more!) of these activities to give back to the community this holiday season. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Unblock Your Holiday Sales Funnel, Best Time(s) to Make 2020 Calls, + More

Unblock Holiday Sales Funnel

- MOTIVATION -

"You were born to win, but to be a winner, you must plan to win, prepare to win, and expect to win."

-Zig Ziglar

 

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<< If you only read one thing >>

5 Sales Prospecting Tips to Unblock Your Holiday Sales Funnel – Sales Hacker

The period from Thanksgiving to New Year’s can be a tough time in B2B sales. You still have goals and quotas, but instead of workplaces abuzz with activity, you encounter tapped-out annual budgets, vacationing decision-makers, and an overall atmosphere of wanting to take time off.

The holiday season is huge for retailers, representing up to 30 percent of annual sales, but sales departments in B2B tend not to expect much from this time of year. It can be a self-fulfilling prophecy — some teams find that their close rates in December plummet by 10–20%.

It doesn’t have to be this way. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Do You Need a CRM? Sales Enablement Trends for 2020 + More

Do you need a CRM, Sales Enablement, More

- MOTIVATION -

"Leadership belongs to those who take it."

-Sheryl Sandberg

 

- AROUND THE WEB -

<< If you only read one thing >>

10 Reasons Why You Don't Need a CRM – HubSpot 

You’ve seen article after article telling you why you should implement a CRM, but the last thing you need right now is another piece of software to learn.

CRM — or customer relationship management — refers to software that tracks interactions with prospects and customers. But do you actually need to be using a CRM, if you’ve been getting by without one? Ultimately, the choice is yours. If you’re on the fence, here are the reasons why you don’t need a CRM. >>> READ MORE

Topics: Wrap-up