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The Center for Sales Strategy Blog

Weekly Roundup: Remote Sales Teams, Virtual Selling, and More

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- MOTIVATION -

"The pessimist complains about the wind. The optimist expects it to change. The leader adjusts the sails.”

-John C. Maxwell

- AROUND THE WEB -

<< If you only read one thing >>

Should Your Sales Team Go Forever-Remote?– CloserIQ

As the state of the pandemic is improving and more and more people are getting the vaccine, companies face the decision to remain remote or open up their offices again.

Despite changing circumstances, ensuring high sales performance remains a key goal for most companies. If your company took a hit due to coronavirus, boosting sales might be imperative.

A major part of making sales happen, and happen often, is setting up the right environment for remote sales teams. So, as full-time remote work transitions from the exception to a necessity to possibly an option again, is going forever-remote something that your sales team should consider?
>>> READ MORE

Topics: Wrap-up

Weekly Roundup: Sales Video Examples, LinkedIn Message Automation + More

Sales Video Examples, LinkedIn Message Automation

- MOTIVATION -

"The pessimist complains about the wind. The optimist expects it to change. The leader adjusts the sails.”

-John C. Maxwell

- AROUND THE WEB -

<< If you only read one thing >>

10 Sales Video Examples to Crush Quota from Call to Close Sales Hacker

A hundred percent of the people we sell to are human.

And people like to laugh and smile. They enjoy interacting with people they trust and who seem authentic, and there is no better way to convey that than with video.

This post isn’t just a list of personalized video tips—it’s a strategy for using video throughout the sales process. Let’s let those humans on the other end know that your patient persistence is due to your winning personality – and not some software – like everyone else in their inbox. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Fix Post-Pandemic Sales Turnover, Zoom-to-Face + More

Modern gadgets in interior of coworking office during COVID-19 epidemic

- MOTIVATION -

"Quality performance starts with a positive attitude.”

-Jeffery Gitomer

- AROUND THE WEB -

<< If you only read one thing >>

Take Action to Fix Your Post-Pandemic Sales Turnover Problem Top Line Leadership

Suppose for a moment that 25% of your sales team quit before the end of 2021. Recent polling suggests this is possible.

This article explains the research behind the prediction that voluntary turnover will increase as we exit the pandemic and prescribes specific things managers can do right now to prevent good salespeople from saying “I quit” to you and your company. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Sales Challenges Facing Salespeople, Voicemail Script Examples + More

Sales Challenges Facing Salespeople, Voicemail Script Examples

- MOTIVATION -

"Your job as a leader is to stay as close in touch as possible with those closest to the action.”

-Kat Cole

- AROUND THE WEB -

<< If you only read one thing >>

6 Sales Challenges Facing Salespeople in 2021 [Expert Tips + Research] HubSpot

It's not exactly mind-blowing to point out that the sales landscape has shifted radically in these past two or so years. A shift to remote interactions, the trend away from physical workspaces, and a host of other changes have left sales reps, managers, and leaders in a bind.

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. And that kind of adjustment comes with its share of challenges.

So in the interest of helping salespeople identify and meet those issues, we reached out to some sales experts and conducted some research to show you six of the main challenges facing salespeople in 2021 and offer some perspective on how to address them. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Why Are Salespeople Afraid Of Change, Different Views on the Future of Remote Work + More

Why Are Salespeople Afraid Of Change, Different Views on the Future of Remote Work

- MOTIVATION -

"Don't sit down and wait for the opportunities to come. Get up and make them.”

-Madam C J. Walker

- AROUND THE WEB -

<< If you only read one thing >>

Why Are Salespeople So Afraid Of Change? OpenView

It breaks my heart when salespeople are resistant to change.

We’ve seen it happen again and again: A new trend emerges. LinkedIn lights up with hot takes from thought leaders. Every vendor within a 100-mile radius tries to put their spin on it and turn it into a reason you need their product. We beat it to death and then you tune it out.

Remember when an entire industry of salespeople disregarded the account-based movement? We failed to think through the changes our marketing teams were going to make, how that would impact our pipeline, and then what behavioral change we should make as a result. We didn’t invest the time to help build our territories, we didn’t participate in writing the nurture drips, we didn’t react to the new lead intel, and so on. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: How to Climb the Ladder, The Best Question is the One You Never Ask + More

How to Climb the Ladder

- MOTIVATION -

"Always treat your employees exactly as you want them to treat your best customers.”

-Stephen Covey

- AROUND THE WEB -

<< If you only read one thing >>

How to Climb the Ladder, Even When the Ground is Shaky Medium

As we approach what is typically “performance review season” many high performers are faced with two seemingly competing inner voices:

  • I should be grateful I even have a job
  • I still want to climb the ladder

It’s not a false dichotomy. You should be grateful. And you should also continue to build your career, even if seemingly nothing this year went “according to plan.” Here are five tips for climbing the ladder, even if your ladder seems to be resting on quicksand. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Hybrid Work Now & Next, Signs Your Pipeline Reviews Are Failing + More

Hybrid Work Now and Next

- MOTIVATION -

"If people believe in themselves, it's amazing what they can accomplish.”

-Sam Walton

- AROUND THE WEB -

<< If you only read one thing >>

Hybrid Work Now & Next: 5 Point Roadmap For Moving From Scrappy To Sustainable Growth Institute

According to a recent UpWork survey (2021) 1 in 4 Americans will be working entirely remotely in 2021 and by 2025, 36.2 million Americans will be working remotely - an 87% increase from pre-pandemic levels, the study revealed.

We predict the majority of companies will move to hybrid work environments, where there is a blend of remote-work and in-person work.

The location of our work is not the only thing that will be shifting.

It’s time to challenge our thinking and our habits to move from scrappy to sustainable. Our structures, our processes, our people practices, our tools.

Where to start? We’ve got you covered with a 5-point roadmap to help you and your companies evolve and own your culture.
 >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Reinvent the Office Watercooler, What's Shaking Up Sales + More

Reinvent the Office Watercooler, Whats Shaking Up Sales

- MOTIVATION -

"Leadership is doing what is right when no one is watching.”

-George Van Valkenburg

- AROUND THE WEB -

<< If you only read one thing >>

How to Reinvent the Office Watercooler in a Hybrid Workplace Medium

It turns out that there’s more to miss about going into the office than some of us may have thought. Research indicates that when we transition to hybrid work, what we miss most is the relationship-building that happens spontaneously in our workplaces — “watercooler moments.”

Studies have shown that learning how to succeed at an organization doesn’t happen in an employee handbook, but instead as a result of those watercooler moments. Walking by a colleague’s desk to say hello, converging in the breakroom to discuss a Netflix show, catching up with a co-worker over lunch; these moments are in fact essential to building camaraderie, morale, and trust in our work lives.

Just eight months ago, these exchanges may have seemed like just a tedious and obligatory part of our work lives. But these face-to-face moments — and the relationships we cultivate from them — mean more than we knew. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Virtual Selling Myths, Call Scripts That Don't Suck + More

Call Scripts That Dont Suck

- MOTIVATION -

"What you focus on is what you get."

-Bob Burg

- AROUND THE WEB -

<< If you only read one thing >>

Debunking Myths About Selling Virtually Selling Power

Historically, change can be difficult, especially after people devised and developed systems that work. That's why many sales professionals were skeptical of selling virtually.

As one of the oldest professions, selling has always been about meeting people, locking eyes, and shaking hands. It’s how buyers and sellers create trust, form relationships, and build partnerships.

No doubt, you’ve heard the naysayers. “You can’t trust over the internet!” they say. “Virtual is impersonal.” Well, as change brings challenge, it also welcomes its troublemaking cousins, rumor and misinformation. Let’s examine and debunk several myths and misconceptions about selling virtually. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Good Onboarding Leads To Better Employee Retention, Grow Your Local Brand As A Media Company + More

Good Onboarding Leads To Better Employee Retention, Grow Your Local Brand As A Media Company

- MOTIVATION -

"Don't watch the clock; do what it does. Keep going."

-Sam Levenson

- AROUND THE WEB -

<< If you only read one thing >>

Why Good Onboarding Leads To Better Employee Retention TinyPulse

The process of hiring and retaining employees is never easy. Hiring can be a rigorous, time-consuming endeavor that kicks off when a company publicizes its various job openings, and then ceases after a suitable candidate has been selected, vetted, and hired.

Naturally a newly-hired employee may feel out of place during the first few weeks of employment. It’s not uncommon to hear someone has submitted their resignation letter just months into the job.

Companies can put special structures in place to acclimate their new employees and help them feel more involved and part of a caring team. Employee onboarding is a crucial process that all organizations should implement to ensure that newly-hired talents not only feel comfortable, but also become content and productive in their roles. >>> READ MORE

Topics: Wrap-up