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The Center for Sales Strategy Blog

Weekly Roundup: Get Salespeople to Use the CRM, Sell Anything to Anybody + More

Get Salespeople to Use the CRM, Sell Anything to Anybody


"Whether you think you can, or you think you can't, you're right."

-Henry Ford


<< If you only read one thing >>

6 Ways to Get Salespeople to Actually Use the CRM–LinkedIn

What’s in it for me?

If sales could be boiled down to a quintessential question, this might be it. Throughout our careers, we’ve been taught to examine “What’s in it for me?” from the perspective of each sales prospect we work with.

According to Aberdeen Group, effective sales organizations are 81% more likely to consistently use a CRM or system of record. But like a state-of-the-art security system that’s rendered useless when turned “off,” every CRM has a critical shortcoming: To do what it’s supposed to do, it requires real people, especially salespeople, to regularly feed it accurate, up-to-date data.

So if your sales team’s reluctance to use your CRM is severely limiting its power, or you want to make sure your team embraces your next CRM, here are a few ideas that might make it easier for your sales team members to see “What’s in it for me?” >>> READ MORE

How to Sell Anything to Anybody–HubSpot

In Jill Konrath's opinion, the salesperson is the primary differentiator in purchases today. As products and services become increasingly commoditized, buyers are aware they can get a similar offering from another company.

But what they can't get from just any vendor is the same sales experience, which is created by the sales rep.

This means salespeople have almost complete control of their own destinies. Instead of blaming poor numbers on a crummy product line, a bad month, being forced to work completely remotely, or less-than-stellar leads, failing reps might consider analyzing their processes and brainstorming ways to make them more buyer-centric and buyer-friendly.

Regardless of what industry you're in or what type of organizations you sell into, a few sales axioms hold. These rules can help you sell more to just about anybody. >>>READ MORE

How to Create Sales Collateral That Converts Prospects into Customers–Yesware

Gone are the days of using traditional sales collateral that consists of brochures and catalogs. In today’s hyper-competitive landscape, modern sales collateral needs to effectively engage and persuade prospects to maintain momentum and drive sales.

The harsh reality is that 78% of executive buyers claim salespeople do not have relevant materials to share with them. This indicates a gap in what sales teams are producing and what prospects actually want.

If done right, sales collateral demonstrates value and drives context in your sales conversations. Providing this material not only enriches the prospect’s experience with your company but helps to give them that extra push to purchase.

Let’s look at crucial elements of highly-converting sales collateral, the best types, sales collateral examples, best practices, and more. >>>READ MORE

57 Virtual Team Building Activities to Boost Remote Employee Morale in 2020–SnackNation

Virtual team building has the power to make remote teams feel as tight-knit as on-site teams. This is especially true if you leverage purpose, vision, and enthusiasm to plan crowd-pleasing virtual team building activities.

Strategically designed virtual team building activities provide communication while reinforcing a shared team identity. These activities can also mitigate the engagement-draining challenges of a remote or distributed workforce.

This post features icebreakers, tools, and virtual team building activities you can implement or share with leadership to build strong remote teams. >>> READ MORE

4 Ways to Deliver Constructive Criticism Remotely Without Altering Employee Morale–Glassdoor

Managing a team remotely and struggling to communicate constructive criticism? You aren't the only one. Given COVID-19, more employees and teams are working remotely more than ever, causing an increase in digital communication over in-person interactions in the workplace.

Interacting online is causing us to rethink how to work effectively within our teams, including how managers provide feedback to their employees. Although receiving feedback is critical for career growth and progress, along with expansion and upward mobility within the organization, most employees are hyper-sensitive or frightened to accept constructive criticism.

Even though most managers don't like giving feedback, their employees are longing for it. Providing constructive criticism shouldn't be one of the factors that shifts because of COVID-19. See these tips for delivering feedback remotely. >>> READ MORE


This Week on The Center For Sales Strategy's Blog:

Topics: Wrap-up