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The Center for Sales Strategy Blog

Weekly Roundup: Managing a Quota-Crushing Sales Team, How to Use Inbound Marketing + More

Managing a Quota-Crushing Sales Team, How to Use Inbound Marketing


"“Establishing trust is better than any sales technique."

- Mike Puglia


<< If you only read one thing >>

13 Ways to Manage a Quota-Crushing Field Sales Team Spotio

Looking to build an efficient, high-performing field sales team?

There’s no “right way” to make a sale. Some companies prefer an inside approach, which means their reps make sales from the comfort of a corporate office. Other companies take an outside approach and physically meet with their prospects in the field.

The approach you choose for your organization will likely depend on the kind of products you sell. Brands that sell simple products and/or have short sales cycles usually opt for inside sales, while B2B companies with complex offerings and longer sales cycles tend to have more success with outside sales.

In this guide, you’ll learn about the top field sales management challenges, as well as strategies that can be used to propel your sales team to new heights. >>> READ MORE

How Video Content Can Transform Your Recruiting Efforts Lemonlight

For HR teams and hiring managers, the recruitment process can be extended, drawn-out, and quite frankly, exhausting. From screening to interviewing to evaluating candidates, many steps have to take place before your company can hire the right person for the job.

Thankfully, one way you can speed up the process is by adding more videos to every step of your recruiting process. Video is a powerful medium that can help you screen candidates, tell your story, and share valuable information with applicants. Here’s are just a few ideas for using video content to transform your recruiting efforts. >>> READ MORE

Three Ways Sales Leaders Can Build A Culture Of Continuous Learning Forbes

What do sales training and artisanal ice cream have in common?

Some seasoned reps view both with a certain degree of skepticism — they’ve seen most “flavors of the week” come and go and, like most of us, are resistant to change.

On the other hand, top performers couldn’t be more different. One characteristic that routinely sets them apart is their habit of always staying open to ongoing training, coaching and development. When we surveyed more than 150 senior sales leaders, top performers earned an average score of 7.5 in this category versus 5.9 for the rest of the reps. >>> READ MORE

Communication Mistakes That Hurt Employee Engagement Up Your Culture

In business, as in life, effective communication is possibly the most important component which determines our success or failure. Accordingly, entire sections of libraries and bookstores are devoted to the subject.

No plan of action, inspirational idea, or thoughtful opinion can be fully appreciated unless it's effectively communicated. Unfortunately, we sometimes communicate so poorly that George Bernard Shaw was led to observe that, The single biggest problem in communication is the illusion that it has taken place”.

How we communicate, or fail to, can determine whether our team feels engaged and motivated, or left hanging out there on their own. So, perhaps we need to evaluate whether we're truly communicating effectively in some specific and critical areas when it comes to our team members. >>> READ MORE

How to Use Inbound Marketing to Increase Revenue for Media Companies LeadG2

Your prospects are learning and buying differently today. The path to more revenue for media companies is to understand that very concept. Gone are the days your prospects are going directly to a sales rep for help first. Now, they're doing the research on their own then reaching out with clarifying questions. 

Developing an inbound marketing strategy to adapt to this new way of buying is the key to revenue growth. Below is an outline of critical steps to a successful inbound marketing strategy for media companies. >>>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