The Center for Sales Strategy Blog

Weekly Roundup: Strategic Planning, Meaningful Sales Moments + More

Strategic Planning

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"A person always going hir or her best becomes a natural leader, just by example."

 

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How To Create An Exciting Portrait of Hope Through Strategic Planning – The Great Game of Business 

When many business owners and executives hear the words "Strategic Planning," their minds jump to another topic.

Any other subject will do.

In their hearts, they know that planning is important to the organization. But knowing where to start is the issue. They have heard the stories from their peers who created a plan, and it sat on the shelf for a year or forever. As a result, planning happened once and then stopped. It amounted to a waste of time and money. The question then becomes: why bother planning at all? >>> READ MORE

Topics: Wrap-up

Weekly Roundup: 8 Classic Books for Sales, Talent Acquisition in 2022 + More

8 Classic Books for Sales

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"Anyone, anywhere, can make a positive difference."

 

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8 Classic Books (That Secretly Have Great Sales Lessons)– LinkedIn

One of the great things about a career in sales is that you can find inspiration and guidance almost anywhere. The fundamentals of the job – understanding people, building relationships, solving problems – are so universal that sales lessons are all around us. 

Yes, you can learn a lot about the craft by reading sales books. But that’s only scratching the surface. Many classic books that seemingly have nothing to do with selling actually offer a great deal of insight about it, when you take a closer look.

To show you what we mean, here we’re highlighting eight books that taught us tons about sales… whether they meant to or not. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Sales Challenges, Humble Leaders + More

Humble Leader

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"True leaders always practice the 3 R's: Respect for self, Respect for others, Responsibility for all their actions."

 

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8 Sales Challenges and Priorities for 2022– HubSpot

Even as we move toward some semblance of normalcy, sales, as a field, is still fundamentally different than it was just a few years ago. There are a host of new and emerging sales challenges that salespeople have to account for.

In the interest of helping you identify and overcome those issues, we reached out to sales experts and conducted some research. Here are eight of the main concerns facing salespeople in 2022 — as well as perspectives on how to address them. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: 2022's Economic Slowdown + More

2022s Economic Slowdown

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"A person always doing his or her best becomes a natural leader, just by example."

 

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The Top 3 Things to Consider for 2022's Economic Slowdown– The Great Game of Business

In 2021, industrial sectors experienced Accelerating Growth, creating crunches on capacity, exacerbating concerns surrounding the labor market, prompting a willingness to purchase raw materials at higher costs than perhaps would have otherwise been desired.

Folks, we are moving into a period of slowing growth. It is still growth, but not at the pace that you’ve come to know and most likely expect. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Mistakes Managers Make + More

Mistakes Managers Make

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"Great leaders don't tell you what to do. They show you how it's done."

 

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Bring Up Your Competitors When Selling? This Sales Leader Says Yes – LinkedIn

How’s this for a sales technique – proactively bringing up your competition in a prospecting call.

I know, I know; it sounds counter-intuitive, presumably self-defeating. But, according to LinkedIn Vice President of Global Sales Solutions Alyssa Merwin Henderson, it “can be really helpful in differentiating you from every other person your prospect is talking to.”

Why? >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Recruiting with Super Bowl Swag, Workplace Trends + More

Recruiting with Super Bowl Swag

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"Change before you have to."

 

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Lessons from the Underdogs: How to Recruit with Super Bowl Swag – Lever

 With Super Bowl LVI almost here, I think many people would agree it’s not the matchup they expected. 

But isn’t that what we’re all trying to do: win when we need to? Whether it’s finding strong talent, hitting that revenue target that seems out of reach, or hiring our enormous quota as it grows month over month, it’s what talent professionals are tasked with achieving every day.

With winning in mind, here are four recruiting tips to help you channel your own Super Bowl swagger this week (and beyond) and, in turn, elevate your talent acquisition game. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Remove Emotions, Sales Songs + More

Sales Songs

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"Some people want it to happen, some wish it to happen, others make it happen."

 

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Remove the Emotions and Plan With Confidence – The Great Game of Business Blog

One of the most critical values that ITR Economics provides is removing the emotion from your business planning. Every business leader faces ever-daunting questions, such as “is this the right decision?” or “is this the right time?” or “how can I be sure?”

To help with the psychological aspects of managing a business, ITR has created a roadmap based on the Business Cycle. They’ve divided the Business Cycle into four phases and have designated specific business practices for each phase. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Defeating Imposter Syndrome, Visionary Leadership Examples + More

Imposter Syndrome

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"Good business leaders create a vision, articulate the vision, passionately own the vision, and relentlessly drive it to completion."

 

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Is Imposter Syndrome Affecting Your Cold Calling? Here Are 3 Tips to Overcome It – LinkedIn

In a field of work that inherently involves a lot of rejection, and the occasional performance slump, it’s only natural to feel the creeping weight of self-doubt at times.

Imposter syndrome is not a sign of weakness; it’s a common psychological phenomenon. For those experiencing it as a barrier to prospecting success, The Sales Evangelist delivered a practical pep talk centered on three mental exercises. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Workplace Leadership, Old School Selling + More

Workplace Leadership, Old School Selling

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"Many of life's failures are people who did not realize how close they were to success when they gave up."

 

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Lead, Follow or Get Out of the Way The Great Game of Business

Are you a leader?

Before you answer that question, consider … there’s a big difference between management and workplace leadership.

There are dozens – heck, hundreds – of definitions of leadership. I suggest that the following 3 skills deserve a place in any discussion of great leadership:

  1. Create a Vision
  2. Think strategically
  3. Inspire action

 >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Increase Employee Engagement, Walking Away from Prospects + More

Walking Away from Prospects

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"Don't find fault, find a remedy."

 

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Increasing Employee Engagement to Achieve a Successful, Sustainable OrganizationThe Great Game of Business

Markets shift, economies surge and ebb, leadership changes, but the constant in every organization is the intrinsic motivation of staff.

They are propelled by the same basic wants and needs as pre-industrial revolution workers. What are these motivators? Why do they matter? What is the result on the short and long term success of an organization?

The following are some thought provoking ideas and methods to increase employee engagement. >>> READ MORE

Topics: Wrap-up