<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=585972928235617&amp;ev=PageView&amp;noscript=1">

The Center for Sales Strategy Blog

Weekly Roundup: Re-energizing Sales Efforts, Guide to Performance Reviews + More

Re-energizing Sales Efforts, Guide to Performance Reviews

- MOTIVATION -

"Perfection is not attainable, but if we chase perfection, we can catch excellence."

-Vince Lombardi

- AROUND THE WEB -

<< If you only read one thing >>

Re-energizing Sales Efforts in a Virtual World–Sales & Marketing Management

Is your sales team disengaged? This year, it’s hard not to be.
 
According to Gallup, the U.S. work force experienced the most significant drop in employee engagement in 2020. Notably, the largest decline in employee engagement was among those working in managerial or leadership positions. While not all sales teams may be struggling with demand, disen­gage­ment seems to be prevalent across all organizations and industries regardless of financial success.

Disengagement among your teams is costly and the change must come from the top. You have the power to reengage your teams. How? By recognizing team members’ achievements and rewarding them for a job well done. >>> READ MORE
Topics: Wrap-up

Weekly Roundup: Video Sales Letters, Win in Uncertain Markets + More

Video Sales Letters, Win in Uncertain Markets

- MOTIVATION -

"Management is doing things right; leadership is doing the right things."

-Peter Drucker

- AROUND THE WEB -

<< If you only read one thing >>

You Should be Using Video Sales Letters Instead of Emails–Sales Fuel

Which would you rather do: Read a letter or watch a short video?
 
You probably agree with most people and would choose the video, right? It’s just easier that way. A video is visually stimulating, easier to digest, and takes all the work out of receiving a message. So, why are you still sending sales emails instead of video sales letters? >>> READ MORE
Topics: Wrap-up

Weekly Roundup: How to be Authentic as an Executive, Sales Performance Reviews + More

How to be Authentic as an Executive, Sales Performance Reviews

- MOTIVATION -

"Be miserable or motivate yourself. Whatever has to be done, it's always your choice."

-Wayne Dyer

- AROUND THE WEB -

<< If you only read one thing >>

The Trap of Authenticity: For Executives, Keeping It Real Can Be Really Hard To Do–Forbes

Authenticity is having a moment, and that’s a good thing, right? Depending on how you define it, authenticity champions transparency, being genuine, keeping it real. It asks us to be vulnerable, to bring our whole selves to work. It also encourages us to speak up, to challenge authority for a purpose, and to behave and act in ways that support an inclusive, diverse environment.

The problem comes down to this. The gap between the concept of authenticity and practicing it is wide and confusing. It’s why so many C-level clients ask: How do you actually do this? As one leader put it: “It feels like a trap. Show too much authenticity, you’re unprofessional or oversharing. Not enough authenticity, you’re seen as hard to read or lacking transparency.” No wonder many leaders feel they are navigating a tricky high wire act when it comes to showing up authentically.

So, how do you actually practice authenticity? For senior leaders, here are a few tips. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Leveraging Social Media, Continuing Human Connection + More

Leveraging Social Media, Continuing Human Connection

- MOTIVATION -

"Winning isn't everything, but wanting to win is."

-Vince Lombardi

- AROUND THE WEB -

<< If you only read one thing >>

5 Ways B2B Brands Can Leverage Social Media to Connect With Customers–PandaDoc

Most B2B brands have a presence on at least one social network. But far too many B2B companies don’t tap into the full power of social media. The reason? They may assume social media caters to B2C companies and are less of a priority for B2B.

According to recent statistics, an estimated 3.6 billion people use social media, with that number likely to grow to  4.4 billion by 2025. That means nearly half of the world’s population uses social media. By following five best practices, you can use social media to reach new audiences, tell their brand stories, and build relationships with prospects and customers. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Sales Software, AI Revolution, Cheat Sheets + More

Sales Software, AI Revolution, Sales Manager Cheat Sheets

- MOTIVATION -

"The most powerful leadership tool you have is your own personal example."

-John Wooden

- AROUND THE WEB -

<< If you only read one thing >>

The Software Standing Between You and a Winning Sales Team–HubSpot

Do me a favor, complete this sentence: my sales software is so _____.

Correct me if I'm wrong, but I'm guessing that phrases like 'helpful, 'fast,' and 'easy to use' didn't immediately come to mind. Most likely, your reaction was a little less positive than that.

After all, it only takes a quick look at Google's predictive search feature to get a sense of how sales people really feel about their software. And it isn't a pretty sight. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: SMART Sales Goal Examples, Annoying Myths About Salespeople + More

Smart Goals for Sales

- MOTIVATION -

"A goal properly set is halfway reached."

-Zig Ziglar

- AROUND THE WEB -

<< If you only read one thing >>

SMART Sales Goal Examples From 30+ Sales Professionals–Databox

“Goals allow you to control the direction of change in your favor.”

Brian Tracy, a motivational speaker who often speaks on goals as they relate to business success, once said this.

While true, setting meaningful and realistic sales goals can often be a challenge. Not sure where to start? We polled more than 30 sales professionals and asked them to share tips and real sales goal examples that use the SMART framework to help. Let’s dive in. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Get Salespeople to Use the CRM, Sell Anything to Anybody + More

Get Salespeople to Use the CRM, Sell Anything to Anybody

- MOTIVATION -

"Whether you think you can, or you think you can't, you're right."

-Henry Ford

- AROUND THE WEB -

<< If you only read one thing >>

6 Ways to Get Salespeople to Actually Use the CRM–LinkedIn

What’s in it for me?

If sales could be boiled down to a quintessential question, this might be it. Throughout our careers, we’ve been taught to examine “What’s in it for me?” from the perspective of each sales prospect we work with.

According to Aberdeen Group, effective sales organizations are 81% more likely to consistently use a CRM or system of record. But like a state-of-the-art security system that’s rendered useless when turned “off,” every CRM has a critical shortcoming: To do what it’s supposed to do, it requires real people, especially salespeople, to regularly feed it accurate, up-to-date data.

So if your sales team’s reluctance to use your CRM is severely limiting its power, or you want to make sure your team embraces your next CRM, here are a few ideas that might make it easier for your sales team members to see “What’s in it for me?” >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Employees Want Bosses To Do This, What Prevents Virtual Selling Success + More

Employees Want Bosses To Do This, What Prevents Virtual Selling Success

- MOTIVATION -

"We cannot change what we are not aware of, and once we are are, we cannot help but change."

-Sherly Sandbrg

- AROUND THE WEB -

<< If you only read one thing >>

7 Things Employees Wish Bosses Would Start Doing Immediately–Inc.

Great organizations are built by great bosses. (That's why identifying and attracting talented people is almost as important as developing talented people.)

How do you become a better boss? You could take a page from the Google book and match your skills to what Google determined are the key behaviors of top managers. Or you could check out the following blog where Contributing Editor, Jeff Haden asked one million-plus LinkedIn followers a simple question: 

"If you could cause every boss in the world to start doing one thing, what would it be?" >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Sales Trends COVID-19 Has Accelerated, Adaptability in a Remote Sales World + More

Sales Trends COVID-19 Has Accelerated

- MOTIVATION -

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

-Og Mandino

- AROUND THE WEB -

<< If you only read one thing >>

5 Sales Trends COVID-19 Has Accelerated: And Why they're Here to Stay–Sales Hacker

When COVID-19 first hit the United States in March, many sales organizations thought the adjustments they had to make would be temporary. But as the crisis continues, it’s becoming increasingly clear that many of the changes brought on by the pandemic will be permanent.

Here are five significant sales trends that are here to stay and are only being accelerated in their adoption due to the current environment. >>>READ MORE

Topics: Wrap-up

Weekly Roundup: What Helps Top Companies Grow, Out of Date Sales Tactics + More

What Helps Top Companies Grow, Out of Date Sales Tactics

- MOTIVATION -

"Make a customer; not a sale."

-Katherine Barchetti

- AROUND THE WEB -

<< If you only read one thing >>

Fueling Sales: What Helps Top Companies Grow–SalesPOP!

For anyone who wants to achieve greatness, looking at how the experts do it is a sure way to achieve success. For example, if you wanted to become a successful investor, you'd want to chat with Warren Buffett.

The same concept applies to companies who want to achieve success. Look at those businesses with high growth trajectories. Take a forward-looking view at the mindset of sales leaders and how they use the resources available to them. When it comes to sales, you should be asking, “How are these companies handling their sales? What are they doing right, and how can we emulate them?” >>>READ MORE

Topics: Wrap-up