The Center for Sales Strategy Blog

How to Coach Underperforming Sales Reps–CloserIQ

Coaching underperforming sales reps is one of the biggest challenges that managers face. Too often, managers focus on the symptoms of a representative’s underperformance rather than the root causes. For example, a manager might tell a rep: “you need to prospect more,” when the rep’s problem is not knowing how to prospect effectively in the first place.

Is it possible to coach underperforming sales reps to average or even above-average performance? Yes—but that requires intentionality. To help your team succeed, you need to approach your coaching with an intentional strategy.>>> READ MORE

B2B Sales Enablement Market 2020 Demand, Technology, Trend, Growth, Opportunities and Forecast to 2025–News Parent

This report focuses on B2B Sales Enablement market forecasts, future prospects, growth opportunities and key and key contacts. The purpose of this study is to present market developments in the US, Europe and other countries. The research analyze industry trends and marketing channels. By improving the economy, population growth in many areas of the region is a key driver of growth in the market. Increased demand for artificial intelligence in developed countries supports sales in the region. Overall, the popularity of B2B Sales Enablement is increasing with the above factors.>>> READ MORE

Sales Skills Your Team Needs for 2020–CloserIQ

2020 is officially underway. If you want your team to succeed this year, you can’t expect the same old tactics to work.

Prospects are now more informed than ever. They also are more risk-averse. It is challenging to differentiate yourself on factors other than price. The ability to grow existing accounts has even become more difficult. To avoid rejection, you have to keep up with the latest trends and continue to hone your abilities.

Here are the sales skills to prioritize in 2020 to stay ahead of the curve.>>> READ MORE

Straightening Out Your Sales Data–LinkedIn

For sales teams, scarcity of information was once a major pain point. Now we have the opposite problem. We are awash in sales data, pertaining to all elements of our operations. The data comes from a host of different sources, and we store it in a dizzying array of databases.

This presents a challenge, especially for those of us who might not consider ourselves avid number-crunchers. SPARXiQ’s VP of Sales Enablement Mike Kunkle asserted that making evidenced decisions, based on concrete information, should be a key strategic priority. In line with that guidance, here's what folks around the web are saying about sales data and analytics.>>> READ MORE

The Inbound Sales Matrix: What It Is and What It Can Do for You–HubSpot

How do you know how much effort you should put into pursuing a specific prospect? How can you prioritize one contact over another? Those scenarios aren’t always easy to navigate.

Prospecting is a spectrum. There are going to be sales opportunities worth pursuing to different degrees for different reasons. But, how can you tell what those degrees and reasons actually are? The sales matrix is a tool you can use to make sense of different opportunities. Let’s take some time to establish what a sales matrix is and how you can use one to improve your prospecting efforts. >>> READ MORE

Here's Where Sales Leaders Should Focus in 2020, According to Experts– LinkedIn

Being a leader is exciting but exhausting. Teams constantly look to their leaders for direction, motivation, and inspiration. It all comes with the territory, and most wouldn’t have it any other way, but at times, leaders themselves could use a cue to follow.

Luckily, no one is going it alone. As a sales leader, you can tap into the advice and insight of top thinkers in the field, especially your peers who are facing similar challenges, hurdles, and opportunities. Here's the perspective of five B2B sales leaders on a number of focal points, from coaching to productivity to data and beyond. >>> READ MORE

How to Bring a 'Dead Deal' Back to Life for Your Sales Team– HubSpot

When a deal stalls, it's tempting for the salesperson to unknowingly put themselves first. We've all been guilty of it at one time or another. You might repeat the close, not-so-subtly threaten the prospect with an expiring discount, or roll several asks into one conversation.

These tactics are a surefire way to turn stalled deals into cold ones. Before we dive into how to revive a dead sales deal, let's get clear on what dead deals are, and why they happen.>>> READ MORE

The Ultimate Guide to Objection Handling: 40 Common Sales Objections and How to Respond – HubSpot

Every prospect you speak to has sales objections, or reasons they're hesitant to buy your product. Why are sales objections unavoidable?

Because if the buyer didn't have reservations about your solution's price, value, relevance to their situation, or their purchasing ability, they would have already bought it.

To be successful, reps must learn how to both discover and resolve these objections. >>> READ MORE

Creating a Webinar That Increases Your Conversion Rate – SalesPOP

The online world is filled with an endless variety of businesses all trying to sell their products or services on their websites. The way to be successful is to find a way to stand out from the crowd. You can do this by figuring out what other companies are not offering their customers and offering it to yours.

One of the best ways to make a direct connection to your audience is through a webinar. Whether you are demonstrating a new product, giving instructions or sharing new ideas, a webinar is a great way to get one-on-one with your customers. Your goal is to increase your conversion rate, thereby boosting your sales. The way to do that is to create a sales funnel system that brings interest back to your site. You can garner a lot of interest and market share with a purposely designed marketing webinar. >>> READ MORE

8 Things Sales Managers Should Stop Doing – CloserIQ

As a sales manager, your job is to empower your team members to succeed. You are responsible for overseeing your sales process, providing regular coaching, and monitoring the KPIs of your sales reps. Everything you do has one goal: to help your team achieve its maximum potential.

However, many sales managers focus their energy on things that aren’t productive. If you want to be an effective manager, these are the things that you should stop doing. >>> READ MORE