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The Center for Sales Strategy Blog

Weekly Roundup: Plugging Leaks in the B2B Sales Funnel + More

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- MOTIVATION -

"EITHER RUN THE DAY OR THE DAY RUNS YOU."

-JIM ROHN

 

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Plugging Leaks in the B2B Sales Funnel — LinkedIn Sales Blog

2019 State of Media Sales SurveyAn empty sales funnel is a relatively straightforward (albeit not necessarily easy) problem to solve: enhance your prospecting efforts to produce more qualified leads.

A leaky sales funnel is another beast entirely. When we’re driving sufficient leads, but too few are reaching the finish line, the causes aren’t always obvious. This can lead to wasted prospecting efforts, seller frustration, and organizational discord.
 
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Topics: Wrap-up

Weekly Roundup: 75 Key Sales Statistics That'll Help You Sell Smarter + More

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- MOTIVATION -

"OUR GREATEST WEAKNESS LIES IN GIVING UP. THE MOST CERTAIN WAY
TO SUCCEED IS TO TRY JUST ONE MORE TIME."

-THOMAS EDISON

 

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75 Key Sales Statistics That'll Help You Sell Smarter in 2019 — Hubspot

2019 State of Media Sales SurveyEvery time we think we've gotten a grip on the weird, wonderful world of sales, we learn something new that forces us to change our perspective and question our beliefs. 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.
 
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Topics: Wrap-up

Weekly Roundup: Disqualifying Prospects, High Performing Sales Teams + More

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- MOTIVATION -

"THE MOST UNPROFITABLE ITEM EVER MANUFACTURED IS AN EXCUSE"

-JOHN MASON

 

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Disqualifying Prospects: 50+ Sales Leaders Share Their Best Methods — Sales Hacker

Deals aren’t qualified just the one time and then locked down as golden opportunities forever more; they need to be constantly tested and retested, with the goal of exiting (either one direction or the other) as soon as possible. 50+ sales leaders at companies like Dell, Workday, Oracle, and Cornerstone were interviewed, and based on what was learned, it’s clear the best sales teams practice proactive disqualification (DQ). >>> READ MORE

Topics: Wrap-up

Weekly Roundup: How a Multi-Channel Approach to Prospecting Influenced 73% of our Sales Pipeline + More

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- MOTIVATION -

"SUCCESS IS WALKING FROM FAILURE TO FAILURE WITH NO LOSS OF ENTHUSIASM"

-WINSTON CHURCHILL

 

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How a Multi-Channel Approach to Prospecting Influenced 73% of our Sales Pipeline — Hubspot

These days, there's a lot of talk about influencing sales through social media or "social selling." However, I firmly believe you must measure what's effective in order to be successful. This post looks at how a podcast I developed has helped our company significantly influence the sales pipeline. It also explores how social media fits into a true multi-channel approach. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: 5 Quota-Killing Mistakes Only Experienced Salespeople Make + More

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- MOTIVATION -

"SUCCESS IS WALKING FROM FAILURE TO FAILURE WITH NO LOSS OF ENTHUSIASM"

-WINSTON CHURCHILL

 

- AROUND THE WEB -

<< If you only read one thing >>

The 5 Quota-Killing Mistakes Only Experienced Salespeople Make — Hubspot

Who's likelier to make a mistake: The rookie sales rep who's never sold a day in their life, or the veteran rep who's been on the front lines for nine years? The reality is, they're both going to screw up. Experienced salespeople simply make different mistakes. This post shares 5 big mistakes seasoned reps make -- along with the steps you can take to avoid them. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Conducting Killer Pipeline Reviews + More

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- MOTIVATION -

"ALL PROGRESS TAKES PLACE OUTSIDE THE COMFORT ZONE"

-MICHAEL JOHN BOBAK

 

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Conducting Killer Pipeline Reviews Your Salespeople Will Thank You For — Sales Hacker

In the movie “Dirty Harry,” Clint Eastwood’s character asks one of his “bad guys” what has become an iconic question… “You’ve got to ask yourself one question: Do I feel lucky? Well, do ya, punk?”

Sadly, many salespeople feel like they’re facing off to Dirty Harry every time they have a Pipeline Review. He’s staring down at them while they squirm and sweat. This approach makes for a successful movie, but it’s important to remember: Your salespeople are not the bad guys, and you are not Dirty Harry.
 
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Topics: Wrap-up

Weekly Roundup: Top Business KPIs You Should Be Tracking for Marketing, Sales, and Service + More

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- MOTIVATION -

"ALL PROGRESS TAKES PLACE OUTSIDE THE COMFORT ZONE"

-MICHAEL JOHN BOBAK

 

- AROUND THE WEB -

<< If you only read one thing >>

The Top Business KPIs You Should Be Tracking for Marketing, Sales, and Service — LeadG2

Did you know that businesses that document their strategies receive a 538% greater chance of succeeding in their efforts? No, that wasn't a typo. When everyone in your organization understands how they should be performing, where their weaknesses and strengths are, and why the business is proceeding the way it is, it becomes easier for everyone to work as a cohesive team and to reach business goals... no matter what department you're in.

There are countless metrics that businesses can track, but over-reporting can create confusion and take away from the value of the statistics. Instead, businesses should pay close attention to the numbers that align best with their appointed goals.
 
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Topics: Wrap-up

Weekly Roundup: The Best Apps for Salespeople + More

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- MOTIVATION -

"THE WAY TO GET STARTED IS TO QUIT TALKING AND BEGIN DOING"

-WALT DISNEEY

 

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The 40+ Best Apps for Salespeople Who Want to Win — Sales Hacker

To win at sales, you need the right tools. And to help, we’ve pulled together more than 40 of the best apps for salespeople.

Whether you’re looking to be more productive, save time, do your job better, or simply look your best, these are the apps you’ll turn to time and time again.
 
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Topics: Wrap-up

Weekly Roundup: Keys to an Engaged Sales Team + More

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- MOTIVATION -

"EITHER RUN THE DAY OR THE DAY RUNS YOU."

-JIM ROHN

 

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Keys to an Engaged Sales Team — LinkedIn

We’re doing better, but we still have work to do. This is the conclusion reached in Gartner’s latest research around employee engagement, which found last year that 34% of U.S. employees are engaged. That’s tied for the highest number Gartner has surfaced in its many years of tracking, but clearly there remains room for improvement.

It’s a critical consideration. Gallup reports that, “Compared with business units in the bottom quartile, those in the top quartile of engagement realize substantially better customer engagement, higher productivity, better retention, fewer accidents, and 21% higher profitability.”

Employee engagement should be top-of-mind for sales managers, especially those running a modern selling program.
 
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Topics: Wrap-up

Weekly Roundup: 5 Ways Automation Can Improve Your Sales Strategy + More

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- MOTIVATION -

"IF FOOTBALL TAUGHT ME ANYTHING ABOUT BUSINESS,
IT IS THAT YOU WIN THE GAME ONE PLAY AT A TIME."

-FRANK TARKENTON

 

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5 Ways Automation Can Improve Your Sales Strategy and Increase Revenue — LeadG2

While the usefulness of automation technology has become relatively well-established for those on the marketing side, many neglect the potential it also holds for sales. Automation and other sales enablement tools can help your sales team find new business, communicate quicker and smarter with prospects, and increase their conversion rates throughout the sales process. This use of automation and technology is a critical part of any sales enablement initiative. Plus, when your marketing automation platform works alongside your CRM and sales enablement tools, or they can all be integrated, the potential increases drastically. >>> READ MORE

Topics: Wrap-up