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The Center for Sales Strategy Blog

Weekly Roundup: Sales Coaching, Target Markets, Sales Enablement + More

go-get-em-motivation-coffee

- MOTIVATION -

"BECOME THE PERSON WHO WOULD ATTRACT THE RESULTS YOU SEEK."

-JIM CATHCART

 

- AROUND THE WEB -

<< If you only read one thing >>

How to Get the Most Out of Time Spent Coaching Your Sales Team  LinkedIn

Sales managers are master jugglers. In a single day, one might find herself doing everything from facilitating connections and participating in prospect meetings, to interviewing new hires and evaluating new tools, to analyzing sales strategies and helping drive deals to completion.

No wonder so many sales leaders find themselves short on time when it comes to meeting with their reps and providing personal guidance. In fact, 73% of managers spend less than 5% of their time coaching according to Altify. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Strengthen Your Sales Management Techniques for 2019 + More

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- MOTIVATION -

"WELL DONE IS BETTER THAN WELL SAID."

-BENJAMIN FRANKLIN

 

- AROUND THE WEB -

<< If you only read one thing >>

Strengthen Your Sales Management Techniques for 2019  LinkedIn

As a sales manager, two of the best words you can hear are “thank you.” While it’s of course great to hear them from a customer who feels you went above-and-beyond, it’s even better to hear them from a sales rep for whom you’ve made a real difference. When your advice and input resonate, making a positive impact on another person’s career and livelihood, it’s a big deal, and helping your reps succeed can be an equally vital aspect of sales team management. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Close More Sales with Empathy + More

close more sales with empathy

- MOTIVATION -

"DON'T WATCH THE CLOCK; DO WHAT IT DOES. KEEP GOING."

-SAM LEVENSON

 

- AROUND THE WEB -

<< If you only read one thing >>

How to Develop Empathy with Your Prospects and Close More Sales  Hubspot

The robots are coming, and salespeople are afraid they're here to take their sales jobs. It might be true that technology can be integrated into many steps of the sales process. But, thankfully, it can't do everything. For now, there are a number of skills computers can't learn, and one of those is our human ability to create empathetic connections with prospects and customers. This is a key ability for the modern seller. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Video, Video + More Video

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- WHAT'S MOTIVATING US THIS WEEK -

"IT'S NOT YOUR CUSTOMER'S JOB TO REMEMBER YOU. IT'S YOUR OBLIGATION AND RESPONSIBILITY TO MAKE SURE THEY DON'T HAVE A CHANCE TO FORGET YOU."

-PATRICIA FRIPP

 

- WHAT WE'VE BEEN READING THIS WEEK -

Today, we're changing things up to bring you content only focused on video and how it relates to the sales process and sales performance. Enjoy!

<< If you only read one thing >>

Can I Embed a Video in an Email?  LeadG2

Video is an important part of any marketing and sales strategies, and utilizing video in your prospecting efforts is effective and can be achieved with a few steps. This post shares how you can send video via email for sales or marketing efforts. 

If you're a Hubspot Sales user and want to learn how you can embed video directly into your sales emails to contacts in your database, check out this post that shares how to embed personalized video into your Hubspot Sales emails.

Topics: Wrap-up

Weekly Roundup: Sell to C-Suite Execs + More

sell to c-suite executives

- WHAT'S MOTIVATING US THIS WEEK -

"THE ONLY LIMIT TO OUR REALIZATION OF TOMORROW WILL BE OUR DOUBTS OF TODAY."

-FRANLIN D. ROOSEVELT

 

- WHAT WE'VE BEEN READING THIS WEEK -

<< If you only read one thing >>

The Sobering Truth: Why You Can’t Sell to C-Suite Executives  Hubspot

Senior decision makers in general are becoming fatigued by salespeople’s questions. This post shares data that supports strategies to help you sell to C-Suite executives.

Topics: Wrap-up

Weekly Roundup: Inbound Marketing Data: An Often-Overlooked Intellectual Asset of a Business + More

inbound marketing sales data

- WHAT'S MOTIVATING US THIS WEEK -

"THE HARDER THE CONFLICT, THE MORE GLORIOUS  THE TRIUMPH" 

-THOMAS PAINE

 

- WHAT WE'VE BEEN READING THIS WEEK -

<< If you only read one thing >>

Inbound Marketing Data: An Often-Overlooked Intellectual Asset of a Business  LeadG2

You can’t think of your database as just a list of names and contact information. It’s so much more than that. This data represents what’s possible for your business. It’s your future customers and referral sources. It’s next month’s closed deals and next year’s revenue. A company’s database can be the lifeblood of its revenue growth strategy.

Topics: Wrap-up

Weekly Roundup: Is Cold Calling Dead? + More

is cold calling dead

- WHAT'S MOTIVATING US THIS WEEK -

"OPPORTUNITIES DON'T HAPPEN. YOU CREATE THEM." 

-CHRIS GROSSER

 

- WHAT WE'VE BEEN READING THIS WEEK -

<< If you only read one thing >>

Is Cold Calling Dead? 17 New Prospecting Strategies Salespeople Should Use  Hubspot

Is cold calling dead? Let's be honest. That answer is "No." Cold calling used to be one of the best -- and only -- prospecting strategies salespeople could use. But in the past 40 years, a variety of more effective alternatives have emerged.

Topics: Wrap-up

Weekly Roundup: Sales Stats to Help you Sell Smarter + More

sales stats to help you sell smarter

- WHAT'S MOTIVATING US THIS WEEK -

"YOUR ATTITUDE, NOT YOUR APTITUDE, WILL DETERMINE YOUR ALTITUDE." 

-ZIG ZIGLAR

 

- WHAT WE'VE BEEN READING THIS WEEK -

<< If you only read one thing >>

73 Mind-Blowing Sales Statistics That Will Help You Sell Smarter in 2019  Hubspot

Like just 17% of salespeople think they're pushy -- compared to 50% of prospects.
And along similar lines, only 3% of buyers trust reps. The only professions with less credibility include car sales, politics, and lobbying.

Ouch. Luckily, not all sales-related data will bum you out. This list of sales statistics has invaluable nuggets of wisdom on everything from which words to avoid in your email subject line to the optimal number of questions to ask during a discovery call.

Topics: Wrap-up

Weekly Roundup: Reduce Friction in the Sales Process + More

reduce friction sales process

- WHAT'S MOTIVATING US THIS WEEK -

"SETTING GOALS IS THE FIRST STEP IN TURNING THE INVISIBLE INTO THE VISIBLE." 

-TONY ROBBINS

 

- WHAT WE'VE BEEN READING THIS WEEK -

<< If you only read one thing >>

6 Ways Inbound Marketing Tactics Can Reduce Friction in the Sales Process  LeadG2

Reducing friction in the early stages of engaging the market will increase conversion rates and accelerate deals through the sales process. Implementing these ideas on a consistent basis will help cement your brand as “easy to work with.”

Topics: Wrap-up

Weekly Roundup: 8 Habits of a Great Sales Manager + More

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- WHAT'S MOTIVATING US THIS WEEK -

"MOST PEOPLE THINK 'SELLING' IS THE SAME AS 'TALKING.' BUT THE MOST EFFECTIVE SALESPEOPLE KNOW THAT LISTENING IS THE MOST IMPORTANT PART OF THE JOB." 

-ROY BARTELL

 

- WHAT WE'VE BEEN READING THIS WEEK -

<< If you only read one thing >>

8 Habits of a Great Sales Manager  LinkedIn

Like many sales managers, perhaps you landed in your leadership role based on your ability to sell. You were a fantastic salesperson who constantly hit (and shattered) goals and quickly rose to the top. You probably didn’t get your sales manager job by being a great manager. Many don’t know the first thing about how to manage a team. If this is you, you’re not alone.

Topics: Wrap-up