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The Center for Sales Strategy Blog

Weekly Roundup: Disqualifying Prospects, High Performing Sales Teams + More

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- MOTIVATION -

"THE MOST UNPROFITABLE ITEM EVER MANUFACTURED IS AN EXCUSE"

-JOHN MASON

 

- AROUND THE WEB -

<< If you only read one thing >>

Disqualifying Prospects: 50+ Sales Leaders Share Their Best Methods — Sales Hacker

Deals aren’t qualified just the one time and then locked down as golden opportunities forever more; they need to be constantly tested and retested, with the goal of exiting (either one direction or the other) as soon as possible. 50+ sales leaders at companies like Dell, Workday, Oracle, and Cornerstone were interviewed, and based on what was learned, it’s clear the best sales teams practice proactive disqualification (DQ). >>> READ MORE

How to Build a High-Performing Sales Team: 5 Steps — Hubspot

Selecting sales personnel is one of the biggest, if not the biggest, challenge for any organization. Failure to achieve revenue targets, manage customer relations, and deliver service can be traced directly to hiring salespeople unequipped to carry out their assigned roles.

Recruiting is a commitment; it should consume about a fifth of the sales leader's time, and the process should be as well organized as the company's sales methodology and forecasting systems.  Follow these steps to recruit the best possible team that can bring about the best possible results. 
>>> READ MORE

We Asked 10 Sales Influencers about How Sales Technology is Changing the Buying Process — LinkedIn

LinkedIn’s most recent State of Sales Report, a global survey of thousands of salespeople and decision makers, reinforces the idea that sales technology is transforming the sales process. The U.S. version of the State of Sales Report found that 73 percent of sales professionals are using technology to close more deals. And almost all respondents (97 percent) said that sales tech is either important or very important to closing deals. >>> READ MORE 

Align Your Sales and Marketing Teams in 5 Easy Steps— Sales & Marketing Management

Any marketer worth his or her salt knows you have to understand your audience members before you can engage them. But the most important audience you have isn’t potential partners or customers – it’s the folks on your sales team.

If your sales team doesn’t buy into your marketing, its members will struggle to sell, and business will falter. Because of this, collaboration between the two groups should be a top priority. >>> READ MORE

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Topics: Wrap-up