The Center for Sales Strategy Blog

If a salesperson from 20 years ago suddenly showed up in a DeLorean and tried to dive right back into the art of selling today as they knew it back then, they wouldn't be likely to have much success.

Not only has the rise of the internet and digital transformation changed the mechanics of buyer/seller interactions, but also the very fundamentals that drive them. Increasing vendor competition and access to information over the past two decades have placed buyers in control, meaning that the same sales tactics of yesteryear for outreach and engagement will fall on deaf ears here in the 2020s. >>> READ MORE

The War for Talent is now in full swing. As the economy continues to reopen, companies have begun hiring again in earnest—driving the unemployment rate closer to pre-pandemic levels. At the same time, the number of open jobs in the U.S.—an estimated 9.2 million—is now breaking records. It’s one of those rare times in recent history where the number of job openings exceeds the number of unemployed people actually looking for a job.

While handing out one-time checks might drive some short-term results, it’s clear that firms will need to do more to keep their workers satisfied over the long run. After all, we’re also seeing what many are calling the “Great Quit,” where millions of workers who remained employed throughout the pandemic have decided to leave their existing jobs in search of better ones—even if it meant taking less money. >>> READ MORE

There are over 13 million salespeople working in the United States, and they spend weeks or even months training for success in their role.

Given the different responsibilities, industries, and team structures salespeople encounter, it’s hard to recommend a one-size-fits-all approach to sales training. Your reps need to learn and retain all of the company-specific skills and knowledge in order to succeed in their jobs.

That’s why we’ve made a list of the best sales training ideas, activities, and games. Read through the list to determine the best tactics and programs to use when training your sales team. >>> READ MORE

Your prospects are inundated with information.

So, you assume your prospects enter your sales pipeline armed with a clear understanding of their challenges and the available solutions.

Or do they?

According to studies by Gartner, 77% of B2B buyers state that their last purchase was very complex.

Why? First, because the number of people involved in a deal has increased over the last years—63% of purchases have more than 4 people involved, according to research by Forrester from early 2021.

Second, because each person involved in the purchase is armed with their own research and information. >>> READ MORE

To identify the hottest growth categories of the decade, radio and podcast sales teams may want to consider which industry sectors are doing the most hiring. Bureau of Labor Statistics data compiled by American Staffing Association (ASA) identifies the top five sectors for wage and salary jobs through 2029.

Thanks in part to the pandemic, Healthcare and Social Assistance tops the chart with 23.5 million jobs forecast by 2029. >>> READ MORE

As the state of the pandemic is improving and more and more people are getting the vaccine, companies face the decision to remain remote or open up their offices again.

Despite changing circumstances, ensuring high sales performance remains a key goal for most companies. If your company took a hit due to coronavirus, boosting sales might be imperative.

A major part of making sales happen, and happen often, is setting up the right environment for remote sales teams. So, as full-time remote work transitions from the exception to a necessity to possibly an option again, is going forever-remote something that your sales team should consider? >>> READ MORE

10 Sales Video Examples to Crush Quota from Call to Close – Sales Hacker

Take Action to Fix Your Post-Pandemic Sales Turnover Problem – Top Line Leadership

6 Sales Challenges Facing Salespeople in 2021 [Expert Tips + Research] – HubSpot

Why Are Salespeople So Afraid Of Change? – OpenView