The Center for Sales Strategy Blog

This Week’s Big Deal: Boosting Buyer Confidence - LINKEDIN

In a boxing ring, the trainer plays many roles. They serve as advisor, mentor, and coach. They scout out weaknesses in the opponent and help their own fighter correct mistakes with form or footwork. But perhaps the most important function a trainer plays on fight night is confidence-booster - “Hang in there. You got this. You’re the champ!”

Sales reps are accustomed to playing the role of advisor, but these days, they’re increasingly relied upon to boost buyer’s confidence — not just in the solution, but in themselves to make the right decision. How can sellers infuse consumers with confidence throughout their purchase journeys? >>> READ MORE

Time Does Not Kill Deals. These things Do. – THE SALES BLOG

Experts will tell you that time kills deals. But time doesn’t kill deals, especially if you’re engaged in a complex sales, where your buyer doesn’t make the decision frequently enough to know how to make a good decision, and where the decision is vital to their future (i.e., strategic). When time passes and deals die, this is what kills them. >>> READ MORE

Making Customers More Successful Is Key to Business Growth [New Research] – HUBSPOT

Most teams measure overall success by based on individuals' success. But when it comes to customer service, customer support, and customer success, businesses shouldn't give in to the ease of only measuring success as the outputs of the team.

Customer success is the next growth engine for businesses. Now that marketing and sales best practices are well-understood and recognized as engines for growth, it's time to tackle the next frontier. Learn how the philosophy of customer success has evolved, the impact it can have on your business, and how to execute it. >>> READ MORE

The Hottest Trends in Inside Sales – Sales & Marketing Management

Inside sales have never been hotter, and the sales field is experiencing considerable change. Much of this is due to the technology that is beginning to drive the sales process much the way it has driven marketing for the past several years. Also, we’re seeing generational changes. Millennials are entering the C-Suite and members of Gen Z, which makes up 10% of the world’s population, are entering the workforce. Given these forces, here’s what to anticipate. >>> READ MORE