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The Center for Sales Strategy Blog

Weekly Roundup: Boost Income From Existing Clients, Win Big Deals + More

Boost Income From Existing Clients, Win Big Deals

- MOTIVATION -

"The questions you ask are more important than the things you could ever say."

-Thomas Freese

- AROUND THE WEB -

<< If you only read one thing >>

15 Creative Ways To Boost Income From Existing Clients–Forbes

Numerous stats show that customer retention is a key component of a business's growth strategy. Companies spend a lot on keeping customers coming back for more. However, a lot of companies don't see their existing customers as a form of regular income. They spend more money on trying to enter new markets and may end up losing their existing customers as a result.

Boosting revenue from existing clients means showing them that the business appreciates them and offering them benefits for their loyalty. In addition to these methods, there are other creative ways of engaging your existing clientele. Here, 15 associates of Forbes Coaches Council discuss the innovative ways they've seen used to boost income from existing clients. >>>READ MORE

Topics: Wrap-up

Weekly Roundup: Using LinkedIn Sales Navigator, Hitting Quota + More

Using LinkedIn Sales Navigator, Hitting Quota + More

- MOTIVATION -

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

-Sam Levenson

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<< If you only read one thing >>

The Ultimate Guide To Using LinkedIn Sales Navigator in 2020–Spotio

LinkedIn positioned itself as a distinct social networking site for recruiting top talents. Over 30 million companies use this platform for business. It consists of around 690 million users, with more and more organizations using LinkedIn marketing to network, connect, and sell every day. 

LinkedIn is playing a revolutionary role in B2B marketing. Studies show that 94% of B2B marketers use LinkedIn to distribute their content. And with the help of LinkedIn’s Sales Navigator, sales representatives are building better pipelines that ultimately lead to higher sales.

But what really is a Sales Navigator? And how do you use it the right way? >>>READ MORE

Topics: Wrap-up

Weekly Roundup: Staff Reduction, Embracing Distributed Sales Teams + More

Staff Reduction, Embracing Distributed Sales Teams

- MOTIVATION -

"Corporate culture matters. How management chooses to treat its people impacts everything for better or worse."

-Simon Sinek

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COVID Caution: Staff Reduction in the Pandemic-era–CEOWORLD Magazine

A glimmer of hope flashed when the U.S. Bureau of Labor Statistics recently reported U.S. job losses in May were in line with the months preceding the COVID-19 pandemic. Now, that hopeful glimmer is flickering. COVID-19 infection rates surged in July, reintroducing restrictions that had been eased in most states. Paycheck Protection Program loans and consumer spending are just two factors are expected to constrain hiring and instead prompt staff cuts.

In these circumstances, it is understandable that CEOs are considering staff reductions either by way of furloughs, layoffs or firings. Sometimes staff adjustments are necessary to manage costs and production to match declines in customer demand. CEOs must weigh many risks to achieve tangible benefits that can result from taking action. As they do, there are four important considerations that do not appear on a balance sheet that can have outsized impacts for long-term success.>>>READ MORE

Topics: Wrap-up

Weekly Roundup: Sales Trends You Need to See, Jumpstarting Revenue + More

Sales Trends You Need to See, Jumpstarting Revenue

- MOTIVATION -

"Life is 10% what happens to you and 90% how you react to it."

-Charles R. Swindoll

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Pay Attention to These Sales Trends–Forbes

Today, sales tactics and consumer behavior have changed. What worked in 1995 would be very inefficient now. Entrepreneurs and business owners should be paying attention to current sales trends so that they can meet the needs of their consumers and turn a profit.

Here are some of the top sales trends you should be paying attention to in 2020.>>>READ MORE

Topics: Wrap-up

Weekly Roundup: COVID-19 Impact on Q2 and How to Move Forward

COVID-19 Impact on Q2 and How to Move Forward

- MOTIVATION -

"A bend in the road is not the end of the road unless you fail to make the turn."

-Helen Keller

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How COVID-19 Impacted Businesses in Q2–HubSpot

Since COVID-19 was declared a global pandemic on March 11, businesses have had to reckon with its economic impact for over a full quarter.

Now that businesses have closed the books on Q2, HubSpot took a step back and assessed where their customers are, four months later. How does the state of business compare today to where it was in March? How have teams changed their behavior to adapt to the new economic climate? What's worked, and what hasn't? And what changes are here to stay?>>>READ MORE

Topics: Wrap-up

Weekly Roundup: Go Fourth with Knowledge

Weekly Roundup Go Fourth with Knowledge

- MOTIVATION -

"Freedom is nothing else but a chance to be better."

-Albert Camus

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7 Enduring Trends Defining the Future of Sales–LinkedIn

Sales organizations adapted quickly to the new reality brought by COVID-19. LinkedIn research showed that salespeople, suddenly working remotely, embraced virtual selling almost immediately:

  • 77% of salespeople said they were holding more video meetings
  • 57% said they were making more phone calls
  • 51% said they were sending more emails

With conferences and other opportunities for face-to-face meetings sidelined in the current environment, LinkedIn’s new State of Sales Report 2020 found that COVID-19 is having more than a short-term impact. Our research indicates that seven long-term sales trends that were already in motion are accelerating in today’s economic conditions. Read on for a closer look at these seven enduring trends.>>>READ MORE

Topics: Wrap-up

Weekly Roundup: As Work From Home Continues, Here's Some Advice

As Work From Home Continues, Heres Some Advice

- MOTIVATION -

"Change can be scary, but you know what's scarier? Allowing fear to stop you from growing, evolving, and progressing."

-Mandy Hale

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How to Protect Your Mental Health When Working Remotely–HubSpot

2020 has brought with it unexpected levels of stress, anxiety, and fear for people across the globe. As we can all probably attest, the boundary between "work" and "home" life is quickly shrinking.Of course, many of our remote life challenges are insignificant compared to the pandemic sweeping the globe — but the risks posed to mental health aren't minor at all.

For instance, 19% of fully-remote employees say loneliness is their biggest struggle when working remotely – and if that doesn't seem like a big deal, consider that loneliness has been proven as dangerous as smoking 15 cigarettes a day. Here's some helpful advice on avoiding burnout from too many virtual meetings, and finding gratitude even in difficult circumstances. >>>READ MORE

Topics: Wrap-up

Weekly Roundup: When Business Is Slow, It's Time to Work on These Things + More

winning-success-great-salesperson-manager

- MOTIVATION -

"Either run the day or the day runs you."

-Jim Rohn

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<< If you only read one thing >>

When Business Is Slow, It's Time to Work on These 13 Things–HubSpot

Perhaps you're not hitting your revenue predictions or you're having difficulty with cash flow. Secretly, you're concerned that business is slowing. However, these things alone may not be enough to indicate that your organization is not humming along as usual.

After all, other factors could be at play, such as increased expenses or inaccurate forecasting, and it's important to make business decisions based on more than just a feeling.
>>>READ MORE

Topics: Wrap-up

Weekly Roundup: Digital Selling, Outbound Tactics, Lead Generation + More

Digital Selling, Outbound Tactics, Lead Generation

- MOTIVATION -

"Prospecting - find the man with the problem."

-Ben Friedman

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How Digital Selling and Digital Marketing Work Together to Win Sales–HubSpot

Whenever I have a conversation about digital selling, the discussion quickly transitions to topics like search engine optimization, Facebook Ads, or some other messaging related category. In other cases, social media marketplaces come up or even the latest progress someone is making in eCommerce. As much as I appreciate these hot topics, they are each connected to digital marketing.

Digital selling is different, and understanding the difference is critical to every organization that wants to maximize their selling efforts.>>>READ MORE

Topics: Wrap-up

Weekly Roundup: The Rise of Sales Enablement, B2B Relationship Building + More

The Rise of Sales Enablement, B2B Relationship Building

- MOTIVATION -

"Engaging people is about meeting their needs, not yours."

-Tony Robbins

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Should You Have a Sales Enablement Department?–LinkedIn

It’s clearer than ever that sales enablement, which we define as “the process of providing the people in your sales organization with information and tools they need to sell more effectively,” is becoming a vital component in any B2B sales strategy. For companies large and small, across all industries, it is essential to implement technologies and collaborative resources that can make teams more efficient and effective.

Adoption of sales enablement solutions has been strikingly swift. The latest CSO Insights Sales Operations Optimization Study found that 59.2% of companies now have a formal sales enablement person, program, or function in place, compared to just 19.2% in 2013. Falling behind on sales enablement means falling behind the pack. There’s no question that it should be an ongoing organizational priority.>>>READ MORE

Topics: Wrap-up