The Center for Sales Strategy Blog

Research shows that companies who share ownership widely with employees survive recessions better than ones that do not. They lay fewer people off, they recover faster, and they often end up able to buy other companies who have not done as well.

So what is their secret, and what are they doing to survive the most extreme crisis any of us has ever faced? >>> READ MORE

Looking to build an efficient, high-performing field sales team?

There’s no “right way” to make a sale. Some companies prefer an inside approach, which means their reps make sales from the comfort of a corporate office. Other companies take an outside approach and physically meet with their prospects in the field.

The approach you choose for your organization will likely depend on the kind of products you sell. Brands that sell simple products and/or have short sales cycles usually opt for inside sales, while B2B companies with complex offerings and longer sales cycles tend to have more success with outside sales.

In this guide, you’ll learn about the top field sales management challenges, as well as strategies that can be used to propel your sales team to new heights. >>> READ MORE

Sales managers, there’s no way to sugar coat this: Most B2B sales leaders (69%) reported that their teams did not have enough pipeline to hit quota.

Don’t get me wrong — I realize that sales managers have the hardest job in our profession: Revenue executives have an insatiable appetite for data; HR demands ongoing coaching and training; and the sales reps themselves need assistance daily with customer issues, moving deals forward and crafting proposals.  

It’s extremely easy to lose sight of fundamentals when you’re swimming in a sea of demands, data, and deteriorating sales productivity.  

What’s the solution? A strategic prospecting strategy that enables you to separate the shoppers from the buyers. >>> READ MORE

3.6 million people resigned in May alone and workers in all job categories, from customer-facing service roles to highly professional positions, are actively or passively hunting at roughly the same rate, according to a Gallup analysis. And, according to the US Labor Department, job openings reached a record 10.1 million in June as unfulfilled jobs continue to outpace unemployed workers actively seeking employment. >>> READ MORE

Suddenly, somehow, we’re two-thirds of the way through 2021. If 2020 was the Year that Time Forgot, 2021 is the Year of How Is It This Late Already? And we’re only going to accelerate, as the end of the year speeds through September and October on a crash course with January 1st, 2022.

All of which to say: For sales folks, it’s always later than we think. It’s time to prepare for a Q4 that will wrap the year up right and set you up for success in 2022.

This week’s Big Deal collects tips from B2B sales experts on how to finish the year out strong. >>> READ MORE

Employee retention and turnover continue to be a struggle for many companies. We often talk about epiphany moments on the blog, and in our opinion, there’s no larger epiphany than living through a global pandemic.

“As pandemic life recedes in the U.S., people are leaving their jobs in search of more money, more flexibility and more happiness. Many are rethinking what work means to them, how they are valued, and how they spend their time,” says Andrea Hsu in an article for NPR. “It's leading to a dramatic increase in resignations—a record 4 million people quit their jobs in April [2021] alone, according to the Labor Department.”

It’s a turning point for many employees—but it can be a turning point for your company, too. >>> READ MORE

One way to achieve this is to swap tired, meaningless phrases like, "I am looking forward to hearing from you," with more actionable requests like, "I appreciate your quick response."

You'll stand out from the competition, increase your chances of eliciting a response, and ensure you move more deals along quickly. >>> READ MORE