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The Center for Sales Strategy Blog

Weekly Roundup: Sales Quotes, Signs Your Sales Demo is Boring Buyers + More

Sales Quotes, Signs Your Sales Demo is Boring Buyers

- MOTIVATION -

"Real listening is a willingness to let the other person change you."

 

- AROUND THE WEB -

<< If you only read one thing >>

22 Sales Quotes to Inspire You to Make 2022 Your Best Year Yet LinkedIn

A new year. The ultimate clean slate, a fresh piece of white paper, awaiting your pen.

The question is – what story will you write on that paper this year? Will 2022 be just another year in your career? Or, will it be one you remember forever, where you learn new skills, build new relationships, and crush every quota thrown your way? >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Beat The Great Quit, Balancing Growth & Stability + More

Beat the Great Quit

- MOTIVATION -

"Follow-up is not a step in the sales cycle. Follow-up is the sales cycle."

 

- AROUND THE WEB -

<< If you only read one thing >>

How To Beat The Great Quit: Detoxify Your Workplace Culture The Great Game of Business

People are quitting jobs at a rate like we’ve never seen before. In what’s become known as “The Great Quit” or “The Great Resignation,” millions of workers are leaving their jobs every month. When you combine that with the flood of retiring Baby Boomers, we’re witnessing a seismic reshuffling of the work force. Even Santa Claus is in short supply.

What’s even more stunning is that this might be just the beginning. Research from Microsoft and Gallup finds that some 41% of the global workforce, and nearly 50% of employees in the U.S., are actively looking for a new job.

As many (if not most) employers now scramble to keep their existing people—let alone recruit new employees—it’s created a new emphasis on answering the question: Why are so many workers quitting? >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Avoid Burnout, Convert More B2B Sales + More

Avoid Burnout, Convert B2B Sales

- MOTIVATION -

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

- Mark Sanborn

- AROUND THE WEB -

<< If you only read one thing >>

10 Tips to Avoid Burnout While Working in Sales Badger Maps

Are you feeling a lack of motivation, negative energy, and exhaustion? Wheels spinning but you’re getting nowhere? 

While sales pros enjoy the roller coaster ride of emotions, it can take a toll on your physical and mental health. So, how do you handle stress in a sales job? 

First, you need to understand what job burnout is, and that it’s common and happens to everyone. Don’t worry, you’re not alone. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Always Be Closing, Struggling with Employee Retention + More

Struggling with Employee Retention

- MOTIVATION -

"Today is always the most productive day of your week."

- Mark Hunter

- AROUND THE WEB -

<< If you only read one thing >>

Always Be Closing? Yes – But Without Slamming the Door | The Evolution of Sales (Past, Present & Future) Allwork

For many years, “Always Be Closing” (ABC) was the go-to sales technique. 

Today, however, most experts believe it’s not effective. The sales world is changing fast, and new strategies are proving to be much more viable in the modern era. 

But what about tomorrow? 

What does the future of sales look like as we move into a post-Covid economy?

Could sales strategies shift once again towards something completely different? >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Hitting Holiday Quotas, Employee Benefits +More

Hitting Holiday Quotas

- MOTIVATION -

"People are influenced to change by people they trust."

- Mike Bosworth

- AROUND THE WEB -

<< If you only read one thing >>

How to Help Your Team Hit Quota During the Holiday Season HubSpot

Break the cycle of pressure to hit quota by playing into the holiday season and spreading the cheer! The holiday season is prime time to hit quota and set your team up to smash their numbers for months to come — but only if you play your cards right.

Here are some key tips and tricks you can leverage to make sure you and your reps thrive this holiday season. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Getting Buy-In From Your Entire Company, First Impressions + More

getting buy in

- MOTIVATION -

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

- Mark Hunter

- AROUND THE WEB -

<< If you only read one thing >>

3 Essential Steps to Get Buy-In from Your Entire Company The Great Game of Business

“If people don’t participate, they don’t buy in. If they don’t buy in, they don’t commit. If they don’t commit, they don’t deliver!”

Businesses, small and large, struggle with employees delivering on their metrics. Maybe it’s not a delivery problem, but a buy-in problem. According to Great Place to Work, Employees who find their job to have “special meaning: this is not ‘just a job’” are

  • 4 times more likely to give extra to the company
  • 11 times more committed to stay
  • 14 times more committed to stay

How can you give special meaning to their job? Get their buy-in on the plan. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Stop Telling People What to Do, Giving and Receiving Feedback + More

Stop Telling People What to Do, Giving and Receiving Feedback

- MOTIVATION -

"Expect the best, prepare for the worst, capitalize on what comes."

- Zig Ziglar

- AROUND THE WEB -

<< If you only read one thing >>

How Do You Get Stuff Done Without Telling People What to Do? Radical Candor

Certainly part of why Steve Jobs “always got it right” was that he was a genius. You can’t operationalize or imitate genius. But genius was only part of the story; there are plenty of geniuses with brilliant ideas who can’t turn them into anything tangible. More important than genius was the way, Steve led people at Apple to execute so flawlessly without telling them what to do.

This leads to important questions: how did everyone in the company decide what to do? How did strategy and goals get set? How did the cultures at these two companies, so strong and so different, develop? >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Tips for Communicating Change, Stats on the Future of Selling + More

Tips for Communicating Change, Stats on the Future of Selling

- MOTIVATION -

"The single biggest way to impact an organization is to focus on leadership development. There is almost no limit to the potential of an organization that recruits good people, raises them up as leaders and continually develops them."."

- John Maxwell

- AROUND THE WEB -

<< If you only read one thing >>

7 Tips for Communicating Change The Great Game of Business

Change is often uncomfortable, and adapting to it can be messy. Whether you’re implementing The Great Game of Business, staging an acquisition, creating a new culture committee, or looking into employee ownership, consider these tips from CEOs that can help business leaders communicate your message in ways that build buy-in and rally your team behind the effort. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: CRMs Can't Fix Underperforming Sales, Bombing Sales Calls+ More

CRMs Cant Fix Underperforming Sales, Bombing Sales Calls

- MOTIVATION -

"Leadership is not about titles, positions, or flow charts. It's about one life influencing another."

- John C. Maxwell

- AROUND THE WEB -

<< If you only read one thing >>

Your CRM Can't Fix Underperforming Sales, But Sales Performance Management Can Selling Power

For sales leaders, getting the tech stack right can be a challenge.

On the one hand, the B2B sales space is flooded with solutions that each solve a different problem, so it’s easy to overcommit to a stack that speaks so many different languages that eventually it’s impossible to get a clear picture of what’s going on in the sales organization.

And this is clearly a top of mind issue for many sales leaders. In a recent Selling Power survey of more than 150 B2B sales leaders, two thirds reported that they’re already using at least two to four systems and are hesitant to add more. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Women in Sales, Beating the Competition + More

Women in Sales

- MOTIVATION -

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

- Tony Robbins

- AROUND THE WEB -

<< If you only read one thing >>

170+ Women in Sales Share Their Career-Defining Aha Moment Sales Hacker

Women in sales often have a polarizing experience. It has little to do with the work itself, and more to do with the societal pressure, norms, and bias that exist in 2021.
 
We’re often encouraged to hide, toughen up, and bury our emotions. The expectation is that we can “do it all.” Anything less is failure. 
 
Let’s flip the script: Your intellect, emotion, instinct, and empathy as a woman are what make you both a valuable human and invaluable company asset. >>> READ MORE
Topics: Wrap-up