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The Center for Sales Strategy Blog

Weekly Roundup: Outdated Sales Techniques, Retain Top Talent + More

Outdated Sales Techniques


"Lightning makes no sound until it strikes.”

- Martin Luther King Jr.


<< If you only read one thing >>

It’s Time to Ditch these Outdated Sales Techniques LinkedIn

If a salesperson from 20 years ago suddenly showed up in a DeLorean and tried to dive right back into the art of selling today as they knew it back then, they wouldn't be likely to have much success.

Not only has the rise of the internet and digital transformation changed the mechanics of buyer/seller interactions, but also the very fundamentals that drive them. Increasing vendor competition and access to information over the past two decades have placed buyers in control, meaning that the same sales tactics of yesteryear for outreach and engagement will fall on deaf ears here in the 2020s.

How to Retain Top Talent and Drive Productivity with Sales Training Selling Power

Sales managers are bombarded with administrative tasks, the day-to-day running of eight to 10 direct reports, and the pressure to meet aggressive revenue goals. Plus, they’re expected to fulfill the sales training and coaching needs of teams composed of last month’s hires, 11-year veterans and everyone in between.  

Then there’s the question of how to manage and sell effectively through digital channels. According to research by Gartner, 80% of sales interactions will occur in digital channels by 2025. While many sales leaders have already embraced this digital-first mindset, the divide between digital-savvy sellers and others is still expanding—and it’s blatantly apparent to prospects.  

How can sales managers engage their fully remote or hybrid sales teams, provide the development that’s demanded by top performers, and drive sustainable results? Nothing pays off quicker than customized and actionable sales training. >>> READ MORE

10 Easy Ways Leaders Can Express Appreciation in the Workplace The Great Game of Business

Individuals in the workplace need to feel appreciated in order to enjoy their job, do their best work, have positive work relationships, and stay with their organization long-term.

The key ingredient in meaningful, significant, and effective appreciation is individualization—expressing appreciation in the recipient’s preferred “language.”

Varying the ways company leadership communicates appreciation will improve chances of hitting the mark, so we've compiled 10 ways leaders can express appreciation in the workplace and foster positive work relationships in order to establish a recognition culture.  >>> READ MORE

Top 6 Strategies to Elevate Employee Engagement and Win the War on Talent Up Your Culture

After many months of shutdowns, hiring freezes, and company downsizing, office doors are flinging open again, and business leaders are rolling out their newly adjusted blueprints for success.

The problem is their employees may have other plans in mind.

While company leaders are nailing down the policies that will define where and when work will happen, employees will also be taking stock of their current situations. Life has changed for many. Things like childcare look different now, and inconveniences like a lengthy commute are no longer considered inevitable. While some people are hungering to return to the office, many are not. A recent Prudential study found that 1 in 3 American workers do not want to work for an employer that requires them to be onsite full time. >>>READ MORE

6 Emails Your Company Should Be Automating LeadG2

Email is still an efficient method of communicating with your prospects and customers.

Its efficiency can be significantly enhanced, however, if it’s automated. Today’s marketing automation software allows you to eliminate time-consuming tasks of writing and sending emails.

Not only will automating emails improve your team’s productivity, but it will also eliminate the chance of sending poorly-written emails composed by individual team members. Wouldn’t it be great to have the confidence that a prospect would never again receive an email message with spelling or grammatical errors or with messaging outside the corporate brand parameters? >>>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.

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Topics: Wrap-up