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The Center for Sales Strategy Blog

Weekly Roundup: Enough Pipeline to Meet Quota, Importance of Candidate Feedback + More

Enough Pipeline to Meet Quota, Importance of Candidate Feedback


"Don't worry about failure. You only have to be right once."

- Drew Houston


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Does Your Sales Team Have Enough Pipeline to Make Quota? Selling Power

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

5 Signs It's Time to Improve the Quality of Your Sales Data Sales Hacker

Businesses have been worshipping big data for some years already, but unforeseen events in 2020 and 2021 made it clear that revenue rests on sales data.
The pandemic turned markets and sales expectations upside down, leaving only 27% of CEOs feeling confident they’ll see revenue growth in the next 12 months. Business buyers are operating on tight budgets, and 36% of consumers intend to cut their spending this year, compared to 19% who gave the same answer at the beginning of 2020.
Attracting new customers is tough, and even loyal shoppers can’t be taken for granted. McKinsey found that 75% of consumers tried a new brand or shopping behavior in the past year, and another study reported that post-COVID loyalties are more fragile than ever. Fifty percent of new users acquired during 2020 had already churned by the end of Q2 2020, and the average retention rate is 82% lower than expected.  >>> READ MORE

The Importance of Candidate Feedback in Virtual Recruitment: 5 Reasons to Start Doing it Now Recruitee

As an employer, you need to pay attention to the candidate experience in the virtual recruitment process. If a candidate doesn’t like the experience, they will share the news with other candidates. You’ll end up with a bad reputation. The result? You can no longer compete with other companies for the best talent.

That’s why candidate feedback is essential. When you let candidates have a say in your recruitment process, you help ensure your recruitment efforts are on the right track.

Keep reading to learn the reasons you should incorporate candidate feedback in virtual recruitment. >>> READ MORE

18 Steps to the Ultimate Discovery Call + Free Discovery Call ChecklistClose

You’re on a journey. No, you don’t need to leave your newly remodeled home office (we know you love it).

This is a journey of discovery, and it can be done right from the comfort of your overpriced ergonomic office chair.

You’re about to discover whether the new lead that just entered your sales pipeline is a good fit for your product.

Discovery calls can sometimes seem like just one extra step that slows down your time to close. But, what exactly is involved in an effective discovery call? How is it related to qualification? And how do you run a discovery call that works? >>> READ MORE

Slowing Things Down So You Can Speed Them Up | Sell Smarter. Sell Faster. LeadG2

Whether it’s from clients, management, or themselves, salespeople are under a lot of pressure to perform faster in their sales process.

We live and work in a fast-paced, “want it now” culture that can feel overwhelming at times. Sometimes there’s only one solution to closing more deals, and that’s to SLOW DOWN!

In this episode of Sell Smarter. Sell Faster., Tyler Rhodes, Director of Sales, Small Business at HubSpot, discusses how 'slowing things down' in the discovery phase of the sales process to build value and urgency will actually help to close deals faster. >>>READ MORE

...And Don't Miss An Episode of Improving Sales Performance

Don’t miss another episode of the Improving Sales Performance series where Managing Partner Matt Sunshine speaks with thought leaders, experts, and industry gurus, who share their insight, tips, and knowledge on various topics that help companies improve sales performance.

  • Click here to view the playlist from Season 1 where thought leaders, experts, and industry gurus share their insight, tips, and knowledge on various topics that help companies improve sales performance.

  • Click here to view the playlist from Season 2 which is focused on analysis of the annual Media Sales Report; unpacking the data from the surveys to help media sales teams use these insights to drive sales performance in the year ahead.

  • Click here to view the playlist from Season 3 which is focused on helping sales leaders make an IMPACT on their sales performance through insight on 4 key areas: people, process, planning, and performance.

  • Click here to view the playlist from Season 4 which is focused on talking to leaders, CEOs, Executives, and authors about their businesses and how they improve revenue performance. 

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Topics: Wrap-up