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The Center for Sales Strategy Blog

Weekly Roundup: Get Salespeople to Use the CRM, Sell Anything to Anybody + More

Get Salespeople to Use the CRM, Sell Anything to Anybody

- MOTIVATION -

"Whether you think you can, or you think you can't, you're right."

-Henry Ford

- AROUND THE WEB -

<< If you only read one thing >>

6 Ways to Get Salespeople to Actually Use the CRM–LinkedIn

What’s in it for me?

If sales could be boiled down to a quintessential question, this might be it. Throughout our careers, we’ve been taught to examine “What’s in it for me?” from the perspective of each sales prospect we work with.

According to Aberdeen Group, effective sales organizations are 81% more likely to consistently use a CRM or system of record. But like a state-of-the-art security system that’s rendered useless when turned “off,” every CRM has a critical shortcoming: To do what it’s supposed to do, it requires real people, especially salespeople, to regularly feed it accurate, up-to-date data.

So if your sales team’s reluctance to use your CRM is severely limiting its power, or you want to make sure your team embraces your next CRM, here are a few ideas that might make it easier for your sales team members to see “What’s in it for me?” >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Employees Want Bosses To Do This, What Prevents Virtual Selling Success + More

Employees Want Bosses To Do This, What Prevents Virtual Selling Success

- MOTIVATION -

"We cannot change what we are not aware of, and once we are are, we cannot help but change."

-Sherly Sandbrg

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<< If you only read one thing >>

7 Things Employees Wish Bosses Would Start Doing Immediately–Inc.

Great organizations are built by great bosses. (That's why identifying and attracting talented people is almost as important as developing talented people.)

How do you become a better boss? You could take a page from the Google book and match your skills to what Google determined are the key behaviors of top managers. Or you could check out the following blog where Contributing Editor, Jeff Haden asked one million-plus LinkedIn followers a simple question: 

"If you could cause every boss in the world to start doing one thing, what would it be?" >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Sales Trends COVID-19 Has Accelerated, Adaptability in a Remote Sales World + More

Sales Trends COVID-19 Has Accelerated

- MOTIVATION -

"Always do your best. What you plant now, you will harvest later."

-Og Mandino

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<< If you only read one thing >>

5 Sales Trends COVID-19 Has Accelerated: And Why they're Here to Stay–Sales Hacker

When COVID-19 first hit the United States in March, many sales organizations thought the adjustments they had to make would be temporary. But as the crisis continues, it’s becoming increasingly clear that many of the changes brought on by the pandemic will be permanent.

Here are five significant sales trends that are here to stay and are only being accelerated in their adoption due to the current environment. >>>READ MORE

Topics: Wrap-up

Weekly Roundup: What Helps Top Companies Grow, Out of Date Sales Tactics + More

What Helps Top Companies Grow, Out of Date Sales Tactics

- MOTIVATION -

"Make a customer; not a sale."

-Katherine Barchetti

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<< If you only read one thing >>

Fueling Sales: What Helps Top Companies Grow–SalesPOP!

For anyone who wants to achieve greatness, looking at how the experts do it is a sure way to achieve success. For example, if you wanted to become a successful investor, you'd want to chat with Warren Buffett.

The same concept applies to companies who want to achieve success. Look at those businesses with high growth trajectories. Take a forward-looking view at the mindset of sales leaders and how they use the resources available to them. When it comes to sales, you should be asking, “How are these companies handling their sales? What are they doing right, and how can we emulate them?” >>>READ MORE

Topics: Wrap-up

Weekly Roundup: Virtual Selling, Inbound Sales, New Zoom Features + More

Virtual Selling, Inbound Sales, New Zoom Features

- MOTIVATION -

"We have a normal. As you move outside your comfort zone, what was once the unknown and frightening becomes your new normal."

-Robin Sharma

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<< If you only read one thing >>

Virtual Selling is Here to Stay–Sales Gravy

Unless you’re floating in a sea of delusion hoping for the winds of change to blow you to safety, you’ve at least started blending virtual selling into your current sales strategies.

Some of you might still be holding on to the idea of things “returning back to normal” as a justification for not converting to virtual selling techniques. >>>READ MORE

Topics: Wrap-up

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

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<< 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

- AROUND THE WEB -

<< 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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<< If you only read one thing >>

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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<< If you only read one thing >>

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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<< If you only read one thing >>

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