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The Center for Sales Strategy Blog

Weekly Roundup: Keys to an Engaged Sales Team + More

thought-leadership-linkedin

- MOTIVATION -

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

-JIM ROHN

 

- AROUND THE WEB -

<< If you only read one thing >>

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.
 
>>> READ MORE

Topics: Wrap-up

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

marketing-automation-lead-generation

- MOTIVATION -

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

-FRANK TARKENTON

 

- AROUND THE WEB -

<< If you only read one thing >>

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

Weekly Roundup: The Sales Resources The Never Takes a Break + More

inbound marketing sales resource

- MOTIVATION -

"THE HARDER THE CONFLICT, THE MORE GLORIOUS THE TRIUMPH."

-THOMAS PAINE

 

- AROUND THE WEB -

<< If you only read one thing >>

Inbound Marketing is the Sales Resource that Never Takes a Break [VIDEO] — LeadG2

Salespeople aren’t always very productive. In fact, according to HubSpot Research, salespeople spend just one-third of their day in sales-related activities. Imagine if you had a sales resource that never went on vacation, or took a break, or got sidetracked by unproductive activity. Inbound marketing is that resource. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Why More Leads Isn't Always the Answer + More

lead generation sales playbook

- MOTIVATION -

"IN THE MIDDLE OF EVERY DIFFICULTY LIES OPPORTUNITY."

-ALBERT EINSTEIN

 

- AROUND THE WEB -

<< If you only read one thing >>

Why More Leads Isn't Always the Answer — LeadG2

"It's easy to assume that more leads is the answer to many of your sales problems, and as a lead generation company, you’d think we’d agree. However, what we’ve found working with many different businesses, in many different industries, is that not enough leads isn’t always the root of the problem." >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Your Sales Tech Is Destroying Your Relationships With Prospects + More

sales-idea-edited

- MOTIVATION -

"ALWAYS DO YOUR BEST. WHAT YOU PLANT NOW, YOU WILL HARVEST LATER."

-OG MANDINO

 

- AROUND THE WEB -

<< If you only read one thing >>

A Neglected Marketing Infrastructure Will Lead to Crumbing Revenue Growth — LeadG2

Governments repair and build roads. Utility companies run new transmission lines and fiber optics. And at home, we attach rain gutters to our houses and add-on new rooms. These are all examples of enhancing infrastructure. Even at work, we get new computers, new phones, and new desk chairs. Those too are infrastructure upgrades. Sales and marketing organizations have infrastructures as well. Websites, sales collateral, CRM, marketing automation, and email are all examples of marketing infrastructure basics. How often does your firm evaluate the status of your marketing infrastructure? Do you have everything you need? What are you missing? Is everything working as it should? Like any infrastructure (roads, bridges, roofs, plumbing, etc.), a marketing infrastructure can become less effective if it’s neglected. And a neglected marketing infrastructure will eventually lead to ineffective marketing plans and missed revenue targets. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Effectively Employing Sales Enablement + More

effectively employing sales enablement

- MOTIVATION -

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

-WALT DISNEY

 

- AROUND THE WEB -

<< If you only read one thing >>

The 4 Components of Effectively Employing Sales Enablement — LeadG2

Sales enablement is quite the buzzword these days, but for good reason. When done effectively, it can have last impacts on a sales organization. It can shorten the sales cycle and strengthen the entire sales process. Sales enablement has the ability to increase conversion rates and drive new revenue while simultaneously saving your salespeople precious time. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Avoiding Unforced Errors, Designing a Sales Process + More

Sales Process

- MOTIVATION -

"MOST PEOPLE THINK 'SELLING' IS THE SAME AS 'TALKING.' BUT THE MOST EFFECTIVE SALESPEOPLE KNOW THAT LISTENING IS THE MOST IMPORTANT PART OF THEIR JOB"

-ROY BARTELL

 

- AROUND THE WEB -

<< If you only read one thing >>

22 Questions to Ask Yourself if You Aren't Seeing Inbound Marketing Results — LeadG2

No one does marketing for marketing’s sake. We want to establish our brand, build an audience, convert leads, grow a pipeline, accelerate deals through the funnel, and ultimately grow revenue. Unfortunately, that doesn’t always happen. Success or failure needs to be based on more than just a gut feel. Data doesn’t lie. What do the numbers tell you? Here are several questions that can jump-start a discussion and help you determine your best next steps toward getting your desired results and increasing your revenue from your inbound marketing efforts. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Mastering Buyer Enablement in B2B Sales + More

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- MOTIVATION -

"NEVER PUT OFF TILL TOMORROW WHAT YOU CAN DO TODAY"

-THOMAS JEFFERSON

 

- AROUND THE WEB -

<< If you only read one thing >>

Mastering Buyer Enablement in B2B Sales — LinkedIn

When buyers win, you win. That’s the fundamental mindset behind buyer enablement and it’s one that will separate the best B2B sellers going forward. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Lessons in Sales Leadership from John C. Maxwell + More

sales leadership

- MOTIVATION -

"SETTING THE GOALS IS THE FIRST STEP IN TURNING THE INVISIBLE INTO THE VISIBLE"

-TONY ROBBINS

 

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<< If you only read one thing >>

Lessons in Sales Leadership from John C. Maxwell — LinkedIn

We all know that strong sales leadership is important, and that it can dramatically improve a team’s results. But what makes a great sales leader? Which attributes can we hone to improve our positive impact? How do we go about prioritizing these efforts? A new book from John C. Maxwell may offer helpful guidance. This book, Leadershift: The 11 Essential Changes Every Leader Must Embrace, calls out three chapters (and corresponding “shifts”) that are especially pertinent for today’s sales leaders and managers. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Three New Selling Skills You Need to Win with Buyers + More

building-relationships-sales-manager-salesperson-040679-edited

- MOTIVATION -

"THE MOST UNPROFITABLE ITEM EVER MANUFACTURED IS AN EXCUSE"

-JOHN MASON

 

- AROUND THE WEB -

<< If you only read one thing >>

Three New Selling Skills You Need to Win with Buyers  Selling Power

Effective sales professionals are recognizing that the skills needed today look different from conventional selling capabilities. Uptiering, asserting, and aligning are all part of the new playbook. >>> READ MORE

Topics: Wrap-up