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The Center for Sales Strategy Blog

Weekly Roundup: How To Get Your Employees Performing Better, Sales Opportunities + More

How To Get Your Employees Performing Better, Sales Opportunities


"What you do has far greater impact than what you say."

-Stephen Covey


<< If you only read one thing >>

How To Get Your Employees Engaged, Motivated, and Performing BetterGrowth Institute

When your team is full of engaged and performing employees, everything just works.

The job gets a little more fun. Your meetings become more healthy and productive. Issues on the team are brought up, discussed, and promptly dealt with.

Even more, this level of productive energy spreads throughout the entire organization to drive even more value and impact for everyone with a stake in your vision.

If this is what it’s like to work on your team, then congratulations! Only 15% of the world’s employees are actively engaged employees - and it looks like many of them are on your team.


Sales Leaders Reveal the Most Overlooked Sales Qualification Tactics HubSpot

Qualification, or disqualification, is one of the more difficult things to do as a sales representative. Salespeople are typically coached to make these decisions using the BANT method, i.e, budget, authority, need, and timing.

While this strategy is valuable and provides prospective, it is a rather outdated method. There is still more information you can gather from your leads that these questions don’t give you that ensures you’re selling the right way and to the right people. >>> READ MORE

How to Strengthen Sales Relationships With Prospects in an Online World Vanilla Soft

Can you develop a meaningful relationship with somebody you’ve never met in person?

It’s 2021. Just watch one episode of “Catfish” and you’ll know you don’t even need FaceTime to go from Insta-crush to engagement-ring emoji in record time. 

That’s why it’s “one hundred percent” possible to meet (and cultivate relationships with) buyers online, says Alex Olley, co-founder of Reachdesk, a platform that integrates with your sales engagement software to execute account-based direct mail and gifting. >>> READ MORE

Mergers & Acquisitions: The Best Sales Opportunity You (Probably) Haven't Thought About–Sales Hacker

What if I told you there was a little-known strategy to close huge deals with large companies you never thought you’d have a chance with?

Well, good news — there is.

If you know what to look for, acquisitions, mergers, and divestitures can represent that unique opportunity to make the sale of a lifetime. >>>READ MORE

COVID-19's Impact on TV Viewing HabitsSales Fuel

How did you pass the time during your 2020 lockdown turned socially distanced quarantine?
If you’re like many Americans, you probably took up baking or tried your hand at gardening. You could have also gotten into puzzles or video games. Or, the most popular pastime of all, you probably watched A LOT of TV. TV has always been a popular pastime, pandemic or not.
However, with more newly found free time than ever, America’s TV viewing habits changed a bit last year. >>> READ MORE

Old School vs. New School Selling–LeadG2

It wasn't long ago that sales could be defined using words and phrases like, "revenue first," "always be closing," and "sales scripts."

In today's world, those words and phrases look more like,  "customer first," "always be helping," and "individualized coaching." Today, superstar salespeople take advantage of some amazing technology that allows them to have a significant advantage over their sales counterparts who still practice the traditional tried-and-true sales methods of the 20th century. These modern-day sales warriors use what we call lead intelligence to maximize their selling effort.

This advantage makes an amazing difference in sales performance and it’s worth taking note. >>>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.

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Topics: Wrap-up