The Center for Sales Strategy Blog

Weekly Roundup: Selfless Curiosity, Why Sales Training Fails + More

Selfless Curiosity, Why Sales Training Fails

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"Great leaders don't set out to be a leader. They set out to make a difference. It's never about the role - always about the goal."

-Lisa Haisha

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<< If you only read one thing >>

Selfless Curiosity–The Revenue GeneratorGAN

In many situations, our intentions are probably pure—we may believe that what we are selling is good and that our product will help make lives easier and better.

Yet, something is missing. In Daniel Pink’s book To Sell Is Human, he shared a study from the INSEAD business school in France showing that empathizers—those who take the time to truly understand what’s going on with the person they’re talking to— typically strike a deal 76% of the time. Just by authentically caring for the person you’re talking to and understanding what they’re going through, you’ll strike a deal 76% of the time.

So, how do we reorient our sales tactics around the customer? >>> READ MORE

 

Ten Reasons Why Most Sales Training Doesn't Work–Radio+Television Business Report

You’re ready to train your sales team. They need a standardized process, universal language and defined steps to guide their efforts. The sales training firm has been selected and classes are underway.

Six months later you wonder why sales have not improved. This is not uncommon. In order to shed some light on why so many sales training implementations do not succeed, I’ve created a list to assist you in your selection process.

Here are 10 reasons why sales training does not work. >>>READ MORE

'No more lead times': Publishers Rework Their Sales Orgs With an Eye Toward New NormalDIGIDAY

After six months of racing to get ad campaigns and creative work done under tighter deadlines than ever before, publishers are rethinking the structure of their sales organizations.

To make sure they can respond more nimbly to advertiser demands, publishers are going into 2021 more focused on growing the post sales side of their sales organizations, either with full-time staffers or by boosting freelance budgets so that people can be added for contract roles, according to sources at four different media companies. >>>READ MORE

16 Ways Companies Can Bridge The Disconnect Between IT And Sales–Forbes

When a company’s tech department and sales department retreat into silos, it can lead to team and customer frustration—even a loss in revenue. A significant disconnect between the two teams can lead to sales reps promising features and timelines that the company can’t deliver or to tech teams focusing on projects or features that don’t lead to ROI.

The members of Forbes Technology Council have experience breaking down the silos that can develop between sales and IT teams. Follow their tips to keep your team members across departments working together seamlessly to delight customers. >>>READ MORE

Blogging for Businesses: Top 3 Ways to Use Your Marketing Content in the Sales Process–LeadG2

Did you know that companies with blogs produce an average of 67% more leads monthly  than companies that don't blog?

However, simply having a blog is only one part of the answer. Once you’ve got the best practices down and a sound inbound marketing and blogging strategy in place, it’s extremely important that you know how to use this great content you’re creating to see maximum results — not just on the marketing side but also with sales.

In this article, we’re going to cover the top three ways your salespeople should be using your blog content to sell smarter and sell faster. >>>READ MORE

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