The Center for Sales Strategy Blog

With this in mind, Sujan Patel sat down with Joseph Fung, CEO of sales bootcamp Uvaro. He’s a repeat founder who has been building and selling software for decades, and he shared the three top sales skills reps should be constantly practicing and building on. >>> READ MORE

Sales leaders, be honest — you're curious about what your peers are up to.

This year has been unconventional (to put it lightly) and leaders have been faced with challenges that they likely haven’t seen at other points in their careers. The ability to share information with other leaders, or to ask "how are you managing?" is invaluable.

However, that’s far easier said than done when you’ve got work to do. If you don’t have the time or resources to commission your own data, you’re in luck because we’ve compiled a list of important data points sales leaders need to know. >>> READ MORE

Organizational change has, historically, required meticulous planning across teams. As executives, we like to have all the moving parts in place before a major shift.

Leaders who oversee go-to-market teams understand better than anyone. You have transitioned from working with an in-house team of reps to managing people remotely. The events and in-person meetings your teams relied on for leads or relationship-building were canceled. Instead, your reps have to rely on technology to make those connections. Everyone now belongs to the “inside sales” team. The learning curve for leaders has been steep. >>> READ MORE

Whether we're talking about the pre-internet days or the distant future, one thing is clear: There is a gap between businesses and their customers, and sales reps function to bridge that gap. This has been true since the pre-internet days, and it will remain true as long as that gap exists.

Chatbots, AI, machine learning -- sales, like other industries, is changing rapidly thanks to technology. But, at the end of the day, you still need to nurture prospects, close deals, and hit your quota.

So, what does that look like in 5 years, and where has it already changed the most? We asked a few of the industry’s most innovative minds what they think is in store for sellers. Here are their answers. >>> READ MORE

In many situations, our intentions are probably pure—we may believe that what we are selling is good and that our product will help make lives easier and better.

Yet, something is missing. In Daniel Pink’s book To Sell Is Human, he shared a study from the INSEAD business school in France showing that empathizers—those who take the time to truly understand what’s going on with the person they’re talking to— typically strike a deal 76% of the time. Just by authentically caring for the person you’re talking to and understanding what they’re going through, you’ll strike a deal 76% of the time.

So, how do we reorient our sales tactics around the customer? >>> READ MORE