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The Center for Sales Strategy Blog

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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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

Weekly Roundup: Go Fourth with Knowledge

Weekly Roundup Go Fourth with Knowledge

- MOTIVATION -

"Freedom is nothing else but a chance to be better."

-Albert Camus

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7 Enduring Trends Defining the Future of Sales–LinkedIn

Sales organizations adapted quickly to the new reality brought by COVID-19. LinkedIn research showed that salespeople, suddenly working remotely, embraced virtual selling almost immediately:

  • 77% of salespeople said they were holding more video meetings
  • 57% said they were making more phone calls
  • 51% said they were sending more emails

With conferences and other opportunities for face-to-face meetings sidelined in the current environment, LinkedIn’s new State of Sales Report 2020 found that COVID-19 is having more than a short-term impact. Our research indicates that seven long-term sales trends that were already in motion are accelerating in today’s economic conditions. Read on for a closer look at these seven enduring trends.>>>READ MORE

Topics: Wrap-up

Weekly Roundup: As Work From Home Continues, Here's Some Advice

As Work From Home Continues, Heres Some Advice

- MOTIVATION -

"Change can be scary, but you know what's scarier? Allowing fear to stop you from growing, evolving, and progressing."

-Mandy Hale

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How to Protect Your Mental Health When Working Remotely–HubSpot

2020 has brought with it unexpected levels of stress, anxiety, and fear for people across the globe. As we can all probably attest, the boundary between "work" and "home" life is quickly shrinking.Of course, many of our remote life challenges are insignificant compared to the pandemic sweeping the globe — but the risks posed to mental health aren't minor at all.

For instance, 19% of fully-remote employees say loneliness is their biggest struggle when working remotely – and if that doesn't seem like a big deal, consider that loneliness has been proven as dangerous as smoking 15 cigarettes a day. Here's some helpful advice on avoiding burnout from too many virtual meetings, and finding gratitude even in difficult circumstances. >>>READ MORE

Topics: Wrap-up

Weekly Roundup: When Business Is Slow, It's Time to Work on These Things + More

winning-success-great-salesperson-manager

- MOTIVATION -

"Either run the day or the day runs you."

-Jim Rohn

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When Business Is Slow, It's Time to Work on These 13 Things–HubSpot

Perhaps you're not hitting your revenue predictions or you're having difficulty with cash flow. Secretly, you're concerned that business is slowing. However, these things alone may not be enough to indicate that your organization is not humming along as usual.

After all, other factors could be at play, such as increased expenses or inaccurate forecasting, and it's important to make business decisions based on more than just a feeling.
>>>READ MORE

Topics: Wrap-up

Weekly Roundup: Digital Selling, Outbound Tactics, Lead Generation + More

Digital Selling, Outbound Tactics, Lead Generation

- MOTIVATION -

"Prospecting - find the man with the problem."

-Ben Friedman

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How Digital Selling and Digital Marketing Work Together to Win Sales–HubSpot

Whenever I have a conversation about digital selling, the discussion quickly transitions to topics like search engine optimization, Facebook Ads, or some other messaging related category. In other cases, social media marketplaces come up or even the latest progress someone is making in eCommerce. As much as I appreciate these hot topics, they are each connected to digital marketing.

Digital selling is different, and understanding the difference is critical to every organization that wants to maximize their selling efforts.>>>READ MORE

Topics: Wrap-up

Weekly Roundup: The Rise of Sales Enablement, B2B Relationship Building + More

The Rise of Sales Enablement, B2B Relationship Building

- MOTIVATION -

"Engaging people is about meeting their needs, not yours."

-Tony Robbins

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Should You Have a Sales Enablement Department?–LinkedIn

It’s clearer than ever that sales enablement, which we define as “the process of providing the people in your sales organization with information and tools they need to sell more effectively,” is becoming a vital component in any B2B sales strategy. For companies large and small, across all industries, it is essential to implement technologies and collaborative resources that can make teams more efficient and effective.

Adoption of sales enablement solutions has been strikingly swift. The latest CSO Insights Sales Operations Optimization Study found that 59.2% of companies now have a formal sales enablement person, program, or function in place, compared to just 19.2% in 2013. Falling behind on sales enablement means falling behind the pack. There’s no question that it should be an ongoing organizational priority.>>>READ MORE

Topics: Wrap-up

Weekly Roundup: Objection Responses, Adjusting Expectations + More

Weekly Roundup Objection Responses, Adjusting Expectations

- MOTIVATION -

"It's not about having the right opportunities. It's about handling the opportunities right."

-Mark Hunter

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22 Responses to the Sales Objection "It's Not a Good Time to Buy"–HubSpot

You've been speaking with a prospect for a while and you have a sense of their goals and challenges—it seems like your offering is a great fit for their business. You're ready to set a date for a product walk-through and/ or talk price—but then, your prospect says something that stops you in your tracks.

"Can we talk about this next quarter? It's just not a good time for us to buy right now."

Sometimes there are valid and true obstacles such as resources and budget that are stopping a prospect from buying. But how can you combat this issue? By using timing objection responses, you can get to the heart of the prospect's hesitation.>>> READ MORE

Topics: Wrap-up

Weekly Roundup: State of Sales 2020, Hire Great Sales Talent + More

State of Sales 2020, Hire Great Sales Talent

- MOTIVATION -

"Sales are contingent upon the attitude of the salesman, not the attitude of the prospect."

-Clement Stone

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Introducing the State of Sales 2020–LinkedIn

In their fourth annual LinkedIn State of Sales report, U.S. edition, they've identified some of the sales trends that have emerged in these challenging times. They have also found that many trends that were present before the arrival of coronavirus—such as the embrace of sales technology and the reliance on data —are in fact accelerating in the current environment. 

The State of Sales report examines both the emerging and enduring trends impacting sales. The report also offers insights into how sales organizations can position themselves to leverage these trends in the economic recovery.>>> READ MORE

Topics: Wrap-up

Weekly Roundup: More Productivity Predicted in 2021, Accelerate Virtual Selling + More

More Productivity Predicted in 2021, Accelerate Virtual Selling

- MOTIVATION -

"Obstacles don't have to stop you. If your run into a wall, don't turn around and give up. Figure out how to climb it, go through it, or work around it."

-Michael Jordan

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Workers Will Be Way More Productive in 2021 Than in 2019–Inc.

As The New York Times pointed out, allowing employees to work from home and creating a quieter and more private workplace will result in happier workers, which means they're more likely to remain engaged and even get more oomph (for you and for them) out of every hour that they work.

Regardless of how you feel about social distancing, it will make office workers far more productive than they were before the pandemic. How? By reducing, or even eliminating, three huge productivity sinkholes. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: New B2B Sales Practices To Adopt, How to Network Remotely + More

New B2B Sales Practices To Adopt, How to Network Remotely

- MOTIVATION -

"Start working with your prospects as if they've already hired you."

-Jill Konrath

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New B2B Sales Practices To Adopt In The Midst Of A Global Crisis–Forbes

As unnerving as these times are, there are plenty of ways for startups to hedge against the current situation. In fact, by being agile and making changes to your company’s sales processes, you can even potentially turn current economic challenges into opportunities.

Here are five new practices to adopt in the midst of a crisis like the one we’re currently facing.>>> READ MORE

Topics: Wrap-up