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The Center for Sales Strategy Blog

Weekly Roundup: How To Get Your Employees Performing Better, Sales Opportunities + More

How To Get Your Employees Performing Better, Sales Opportunities

- MOTIVATION -

"What you do has far greater impact than what you say."

-Stephen Covey

- AROUND THE WEB -

<< If you only read one thing >>

How To Get Your Employees Engaged, Motivated, and Performing BetterGrowth Institute

When your team is full of engaged and performing employees, everything just works.

The job gets a little more fun. Your meetings become more healthy and productive. Issues on the team are brought up, discussed, and promptly dealt with.

Even more, this level of productive energy spreads throughout the entire organization to drive even more value and impact for everyone with a stake in your vision.

If this is what it’s like to work on your team, then congratulations! Only 15% of the world’s employees are actively engaged employees - and it looks like many of them are on your team.
>>> READ MORE

Topics: Wrap-up

Weekly Roundup: How Sales Pros Are Adapting to Remote Work, Mastering Virtual Communication + More

Adapt to Work From Home

- MOTIVATION -

"The secret to getting ahead is getting started."

-Mark Twain

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<< If you only read one thing >>

How Sales Pros are Adapting to Remote WorkSales Hacker

Nearly a year in and we’re still not ready to call it a new normal just yet.

With the shift to work from home, remote selling has become a cornerstone of successful sales strategies in 2020. And with a new year just around the corner, many sales leaders are wondering how to navigate the uncertainty of 2021.

Life is still very much in flux, so we decided to ask the sales community how they’re doing: what’s working, what’s not, and how WFH frontline reps and sales leaders are adjusting to moving into 2021.

Here’s a look at what they had to say. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Pandemic Proof Your Sales Organization, Increasing SQL's + More

Pandemic Proof Your Sales Org

- MOTIVATION -

"I never lose. I either win or learn."

-Nelson Mandela

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<< If you only read one thing >>

Pandemic Proof Your Sales Organization for 2021Forbes

Many businesses are more than happy to see the year 2020 come to an end after facing the enormous challenges of pandemic, quarantine, recession, supply chain issues, and the list goes on.

Restoring growth in revenue and net income during the year ahead will require company leaders to fundamentally change the way they think about their Sales Organization. It's clear that the world isn’t just going to return to business as usual.

That doesn’t have to be a negative, as there are opportunities the pandemic has revealed that you can capitalize on if you are paying attention. If your business relies on a direct sales organization to drive revenue, consider these strategies to Pandemic Proof your Sales Organization. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Remote Work is Lonely, Overcome Team Burnout + More

Remote Work is lonely

- MOTIVATION -

"Happiness can be found, even in the darkest of times, if only one remembers to turn on the light."

-Albus Dumbledore

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<< If you only read one thing >>

Remote Work is Lonely. Here's What Companies Can Do To Foster a CommunityOpenView

Some organizations have transitioned to hybrid models since the pandemic began, but many teams are still completely virtual.

A lot of people have adapted to the “new normal,” and many love the flexibility it affords. Others struggle with imperfect at-home working conditions and keeping themselves motivated and on task without the structure of a normal day or office environment.

One challenge that’s universal—especially for teams new to working remotely—is how hard it can be to form strong relationships with colleagues when you’re not inhabiting the same real-world space. The organic connections and conversations that happen around water coolers and lunchrooms aren’t as easy to come by when the only available modes of communication are email, Zoom and Slack. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Sales Follow-Up, Using Psychology to Close Deals + More

Sales Follow-Up, Using Psychology to Close Deals

- MOTIVATION -

"People are influenced to change by people they trust."

-Mike Bosworth

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<< If you only read one thing >>

The Art of the Sales Follow-Up: 7 Ways to Keep the Conversation GoingHubSpot

Most of your business’s prospective customers will not buy from you instantly. You cannot simply introduce someone to your products or services once and expect that they will go the rest of the way by themselves. Unfortunately, this simply isn’t true.

The first point of contact is important, of course. You never get a second chance to make a first impression. But many salespeople and marketers make the mistake of crafting a perfect sales email, holding a great meeting, or running a fantastic product demo, and then sitting back and doing nothing. If you’re guilty of this, you might need to perfect your sales follow-ups. Read on to learn how to do this, and why it matters. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Sales Skills You Aren't Practicing, Fun Sales Meetings + More

Sales Skills You Arent Practicing, Fun Sales Meetings More

- MOTIVATION -

"Leadership and learning are indispensable to each other."

-John F. Kennedy

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<< If you only read one thing >>

The Top 3 Sales Skills You Aren't PracticingMailshake

Every sales rep is constantly looking for ways to up their game.
 
And while it’s often about employing some awesome new tech tool or learning the latest closing technique, you can get a lot more out of your prospects and clients simply by getting a ton more out of the basics.
 

With this in mind, Sujan Patel sat down with Joseph Fung, CEO of sales bootcamp Uvaro. He’s a repeat founder who has been building and selling software for decades, and he shared the three top sales skills reps should be constantly practicing and building on. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Sales Leadership Stats, Virtual Recruitment + More

Sales Leadership Stats, Virtual Recruitment

- MOTIVATION -

"Gratitude makes sense of our past, brings peace for today, and creates a vision for tomorrow."

-Melody Beattie

- AROUND THE WEB -

<< If you only read one thing >>

37 Sales Leadership Stats to Know in 2020HubSpot

Sales leaders, be honest — you're curious about what your peers are up to.

This year has been unconventional (to put it lightly) and leaders have been faced with challenges that they likely haven’t seen at other points in their careers. The ability to share information with other leaders, or to ask "how are you managing?" is invaluable.

However, that’s far easier said than done when you’ve got work to do. If you don’t have the time or resources to commission your own data, you’re in luck because we’ve compiled a list of important data points sales leaders need to know. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Organizational Change, Conquer the Chaos + More

Organizational Change, Conquer the Chaos

- MOTIVATION -

"Your failures make your successes so much more meanginful."

-Guy Raz

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<< If you only read one thing >>

Organizational Change Can Successfully Transform Your BusinessOutreach

Organizational change has, historically, required meticulous planning across teams. As executives, we like to have all the moving parts in place before a major shift.

Leaders who oversee go-to-market teams understand better than anyone. You have transitioned from working with an in-house team of reps to managing people remotely. The events and in-person meetings your teams relied on for leads or relationship-building were canceled. Instead, your reps have to rely on technology to make those connections. Everyone now belongs to the “inside sales” team. The learning curve for leaders has been steep. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: How Sales Jobs Will Change, Take Risks Now + More

How Sales Job Will Change, Take Risks Now

- MOTIVATION -

"Leadership is unlocking people's potential to become better."

-Bill Bradley

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<< If you only read one thing >>

How Sales Jobs Could Change in the Next DecadeHubSpot

Whether we're talking about the pre-internet days or the distant future, one thing is clear: There is a gap between businesses and their customers, and sales reps function to bridge that gap. This has been true since the pre-internet days, and it will remain true as long as that gap exists.

Chatbots, AI, machine learning -- sales, like other industries, is changing rapidly thanks to technology. But, at the end of the day, you still need to nurture prospects, close deals, and hit your quota.

So, what does that look like in 5 years, and where has it already changed the most? We asked a few of the industry’s most innovative minds what they think is in store for sellers. Here are their answers. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Selfless Curiosity, Why Sales Training Fails + More

Selfless Curiosity, Why Sales Training Fails

- MOTIVATION -

"Great leaders don't set out to be a leader. They set out to make a difference. It's never about the role - always about the goal."

-Lisa Haisha

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<< If you only read one thing >>

Selfless Curiosity–The Revenue GeneratorGAN

In many situations, our intentions are probably pure—we may believe that what we are selling is good and that our product will help make lives easier and better.

Yet, something is missing. In Daniel Pink’s book To Sell Is Human, he shared a study from the INSEAD business school in France showing that empathizers—those who take the time to truly understand what’s going on with the person they’re talking to— typically strike a deal 76% of the time. Just by authentically caring for the person you’re talking to and understanding what they’re going through, you’ll strike a deal 76% of the time.

So, how do we reorient our sales tactics around the customer? >>> READ MORE

Topics: Wrap-up