The Center for Sales Strategy Blog

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. How the Best Reps Answer "Can You Just Tell Me the Price?" — HubSpot

The problem with discussing price is that it puts the buyer and the seller on opposing sides. At least, that is how we are programmed to engage in such discussions. When price is mentioned, sellers automatically go on the defensive, build their trenches, and hunker down, hoping the assault will pass if we evade the questions long enough. And buyers keep sending over pricing grenades. hoping that one will explode and open up a breach in the trench. Here's how to change that dynamic.

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. 7 Reasons Awkward Silences ... Are Actually Powerful Sales Tactics  — HubSpot

In sales, awkward silences are actually good — that is, if you know how to use them to your advantage. Consider the following positive outcomes of awkward silences, and the negative ramifications of breaking them.

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. 23 Follow-Up Sales Email Templates to Send Instead of "Just Checking In" — HubSpot

Salespeople shouldn’t send “just checking in” emails for one very simple reason: They don’t work. Buyers feel like the rep is virtually poking them, making them reluctant to answer. Not only do “checking in” messages rarely garner responses, they can even turn prospects against their senders. But reps still need a way to get in touch with buyers who’ve gone dark. Enter these 23 email templates.

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. 5 Tactics to Earn Links Without Having to Directly Ask — Moz

Typical link outreach is a tired sport, and we've all but alienated most content creators with our constant link requests. This video outlines five smart ways to earn links to your site without having to beg.

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. 9 Post-Pitch Follow Up Mistakes Keeping You From the Close — HubSpot

After a great presentation to a prospect that you feel certain will close, it's frustrating when the prospect just disappears on you. It's tempting to go off the rails at that point, but follow up mistakes can cost you the sale. Here’s a list of nine deadly follow up mistakes to avoid after a pitch.

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. 18 Places to Research a Prospect Before a Sales Call — HubSpot

The more you can personalize your conversation to the prospect and their business, the greater the chance that you’ll capture their interest — and hopefully their business. Here are 18 places to do your research.

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. 7 Apps That Help Salespeople Become Even Better Speakers — HubSpot

A natural affinity for speaking can only take you so far — to become a truly skilled speaker, you’ll need to identify your weaknesses, learn rhetorical strategies, and consistently practice.

You might be wondering how you’re supposed to find time for those things when all of your work hours are spent selling. Good news: These seven apps will improve your speaking skills quickly, effectively, and best of all, in real-time.

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. How to Take a Vacation and Still Hit Your Number — HubSpot

Taking time off to recharge is important, but too many salespeople don't get away because they're worried they'll fall behind. Taking a vacation without missing quota is possible with good planning and collaboration. This article shows you how.

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. 21 Habits to Become a More Effective Salesperson — HubSpot

What behaviors makes for an effective salesperson, and by extension, a team of effective salespeople? This list, gathered from observing the habits of top salespeople, will help you improve your game.

We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

1. 9 Strategies for Using Customer Testimonials in Your Content — Content Marketing Institute

We look for and act on (even if subconsciously) social proof in all areas our life – including how we behave and the purchasing decisions we make online. Testimonials are a type of review and social proof. They serve the same purpose (guiding potential customers and helping overcome objections), but they’re different in one big way: Testimonials are sought and selected by you. This means you have full control over which testimonials are used, as well as where and how they are displayed. Here are nine ways to leverage testmonials in your content.