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The Center for Sales Strategy Blog

Weekly Roundup: Enough Pipeline to Meet Quota, Importance of Candidate Feedback + More

Enough Pipeline to Meet Quota, Importance of Candidate Feedback

- MOTIVATION -

"Don't worry about failure. You only have to be right once."

- Drew Houston

- AROUND THE WEB -

<< If you only read one thing >>

Does Your Sales Team Have Enough Pipeline to Make Quota? Selling Power

Sales managers, there’s no way to sugar coat this: Most B2B sales leaders (69%) reported that their teams did not have enough pipeline to hit quota.

Don’t get me wrong — I realize that sales managers have the hardest job in our profession: Revenue executives have an insatiable appetite for data; HR demands ongoing coaching and training; and the sales reps themselves need assistance daily with customer issues, moving deals forward and crafting proposals.  

It’s extremely easy to lose sight of fundamentals when you’re swimming in a sea of demands, data, and deteriorating sales productivity.  

What’s the solution? A strategic prospecting strategy that enables you to separate the shoppers from the buyers. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: War on Talent, Sales Reps Who Missed Quota + More

War on Talent, Sales Reps Who Missed Quota

- MOTIVATION -

"Don't find fault. Find a Remedy."

- Henry Ford

- AROUND THE WEB -

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War on TalentCarson Tate

3.6 million people resigned in May alone and workers in all job categories, from customer-facing service roles to highly professional positions, are actively or passively hunting at roughly the same rate, according to a Gallup analysis. And, according to the US Labor Department, job openings reached a record 10.1 million in June as unfulfilled jobs continue to outpace unemployed workers actively seeking employment. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Close Out 2021 Strong, Top Growth Categories + More

Close 2021 strong

- MOTIVATION -

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

- Sam Levenson

- AROUND THE WEB -

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Close Out 2021 StrongLinkedIn

Suddenly, somehow, we’re two-thirds of the way through 2021. If 2020 was the Year that Time Forgot, 2021 is the Year of How Is It This Late Already? And we’re only going to accelerate, as the end of the year speeds through September and October on a crash course with January 1st, 2022.

All of which to say: For sales folks, it’s always later than we think. It’s time to prepare for a Q4 that will wrap the year up right and set you up for success in 2022.

This week’s Big Deal collects tips from B2B sales experts on how to finish the year out strong. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Turning 'The Great Resignation' Into 'The Great Recognition', Sales Proposal Examples + More

The Great Resignation, Sales Proposal Examples

- MOTIVATION -

"Always Deliver More Than Expected."

- Larry Page

- AROUND THE WEB -

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Finding Opportunities to Turn 'The Great Resignation' Into 'The Great Recognition'Bonusly

Employee retention and turnover continue to be a struggle for many companies. We often talk about epiphany moments on the blog, and in our opinion, there’s no larger epiphany than living through a global pandemic.

“As pandemic life recedes in the U.S., people are leaving their jobs in search of more money, more flexibility and more happiness. Many are rethinking what work means to them, how they are valued, and how they spend their time,” says Andrea Hsu in an article for NPR. “It's leading to a dramatic increase in resignations—a record 4 million people quit their jobs in April [2021] alone, according to the Labor Department.”

It’s a turning point for many employees—but it can be a turning point for your company, too. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Terrible Advice, A Day In The Life Of A Successful Salesperson + More

Terrible Advice, A Day In The Life Of A Successful Salesperson

- MOTIVATION -

"The function of leadership is to produce more leaders, not more followers."

- Ralph Nader

- AROUND THE WEB -

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'Be Humble,' and 5 Other Pieces of Terrible AdviceOpenView

There’s no shortage of terrific tips and inspirational advice out there for every situation imaginable.
But what about the bad stuff—specifically, bad career advice?
 
We’re talking about those nuggets of “wisdom” that sounded smart at the time but wound up being really dumb. It’s one of our favorite ice-breaker questions since the answer often reveals a lot about the person, with a bonus what not to do. So we asked leaders in the OpenView network to tell us the worst advice they’ve ever gotten, and here’s what they said. >>> READ MORE
Topics: Wrap-up

Weekly Roundup: Rephrasing Messages, Sales Forecasting + More

Rephrasing Messages, Sales Forecasting

- MOTIVATION -

"Focus on being productive instead of busy."

- Tim Ferris

- AROUND THE WEB -

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10 Effective Ways to Say "Looking Forward to Hearing from You" HubSpot

Your sales process is only as strong as your communication skills. Prospects receive so much outreach from salespeople, it's important to keep your messaging fresh and eye-catching.
 

One way to achieve this is to swap tired, meaningless phrases like, "I am looking forward to hearing from you," with more actionable requests like, "I appreciate your quick response."

You'll stand out from the competition, increase your chances of eliciting a response, and ensure you move more deals along quickly. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Great Visionaries, Signs You're a High Achiever + More

Visionary Leaders, Signs youre a high achiever

- MOTIVATION -

"Someone is sitting in the shade today because someone planted a tree a long time ago.”

- Warren Buffet

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Great Visionaries Use Decade Thinking To Achieve Great Success — And You Can Too Forbes

Decade thinking can be a game-changer for your life and your business.

A new decade just began. How much time did you give to pondering the decade ahead? Are we better or worse off for not pausing to ponder the new decade and all its possibilities? I'd say considerably worse off.

Here’s why: The period of time we think most about has an enormous impact on our lives. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Outdated Sales Techniques, Retain Top Talent + More

Outdated Sales Techniques

- MOTIVATION -

"Lightning makes no sound until it strikes.”

- Martin Luther King Jr.

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It’s Time to Ditch these Outdated Sales Techniques LinkedIn

If a salesperson from 20 years ago suddenly showed up in a DeLorean and tried to dive right back into the art of selling today as they knew it back then, they wouldn't be likely to have much success.

Not only has the rise of the internet and digital transformation changed the mechanics of buyer/seller interactions, but also the very fundamentals that drive them. Increasing vendor competition and access to information over the past two decades have placed buyers in control, meaning that the same sales tactics of yesteryear for outreach and engagement will fall on deaf ears here in the 2020s.
>>> READ MORE

Topics: Wrap-up

Weekly Roundup: Win the War for Talent, Onboarding Nontraditional Talent + More

Win the War for Talent, Onboarding Nontraditional Talent

- MOTIVATION -

"Success consists of going from failure to failure without loss of enthusiasm.”

- Winston Churchill

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It’s Going To Take More Than Sign-On Bonuses To Win The War For Talent The Great Game of Business

The War for Talent is now in full swing. As the economy continues to reopen, companies have begun hiring again in earnest—driving the unemployment rate closer to pre-pandemic levels. At the same time, the number of open jobs in the U.S.—an estimated 9.2 million—is now breaking records. It’s one of those rare times in recent history where the number of job openings exceeds the number of unemployed people actually looking for a job.

While handing out one-time checks might drive some short-term results, it’s clear that firms will need to do more to keep their workers satisfied over the long run. After all, we’re also seeing what many are calling the “Great Quit,” where millions of workers who remained employed throughout the pandemic have decided to leave their existing jobs in search of better ones—even if it meant taking less money. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Sales Training Games, Sales Forecasting Methods + More

Sales Training Games, Sales Forecasting Methods

- MOTIVATION -

"Sales is not about selling anymore, but about building trust and educating.”

- Siva Devaki

- AROUND THE WEB -

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27 Sales Training Games, Activities, & Ideas To Ramp Up Your Team – HubSpot

There are over 13 million salespeople working in the United States, and they spend weeks or even months training for success in their role.

Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training. Your reps need to learn and retain all of the company-specific skills and knowledge in order to succeed in their jobs.

That’s why we’ve made a list of the best sales training ideas, activities, and games. Read through the list to determine the best tactics and programs to use when training your sales team. >>> READ MORE

Topics: Wrap-up