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The Center for Sales Strategy Blog

Weekly Roundup: Virtual Selling Myths, Call Scripts That Don't Suck + More

Call Scripts That Dont Suck


"What you focus on is what you get."

-Bob Burg


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Debunking Myths About Selling Virtually Selling Power

Historically, change can be difficult, especially after people devised and developed systems that work. That's why many sales professionals were skeptical of selling virtually.

As one of the oldest professions, selling has always been about meeting people, locking eyes, and shaking hands. It’s how buyers and sellers create trust, form relationships, and build partnerships.

No doubt, you’ve heard the naysayers. “You can’t trust over the internet!” they say. “Virtual is impersonal.” Well, as change brings challenge, it also welcomes its troublemaking cousins, rumor and misinformation. Let’s examine and debunk several myths and misconceptions about selling virtually. >>> READ MORE

For Innovative Sales Strategies, Look to Gen Z LinkedIn

Sales has never been an easy role and as the economy continues to recover from the pandemic, modern consumers will expect even more from their salespeople. I’ve heard it time and time again: consumers are savvier, coming to the negotiating table with research already in hand, and they want authentic relationships, not sales pitches.

With more and more Generation Z employees entering the salesforce, (Generation Z includes individuals born between 1997-2012). How do they fit into the equation? What do they do well, and where do they have room to grow in this modern sales landscape? Thinking back to the beginning of my own sales career, there were some skills I already had and others I had to learn along the way to achieve success.

6 Steps To Create Call Scripts That Don't Suck LeadG2

The telephone is still a powerful tool that can be used effectively in the sales process.

Sales and Marketing organizations can leverage technology to generate traffic to their website, capture leads, qualify leads and even nurture long-term opportunities. But in most cases, you still must eventually have some human interaction to build customer relationships and close business.

That human touch typically starts with a telephone conversation and it’s not unusual for an entire sales process be completed over the phone. >>> READ MORE

How to Create Employee EngagementUp Your Culture

If you want to grow your company, you must start with your people. The best managers and business owners recognize that employee engagement and business success go hand-in-hand, and you can’t grow your business if your people aren’t engaged.

When you get the people part right, big things can happen! Increasing the level of employee engagement in a company can lead to a 20% increase in profitability and a 10% increase in customer satisfaction. It can also generate up to 5 times more revenue and make them 3 times more likely to retain their employees! >>>READ MORE

How to Sell to Decision-Makers & Influencers, According to Sales Leaders HubSpot

According to Gartner, a 2020 sales trend was that salespeople had to convince multiple stakeholders and evaluators at a company to buy their product.

These evaluators can be at any level and position within an organization, from team managers to CTOs. People in these different positions have varied interests, goals, and overall desires towards the products and services they use to meet their business needs.

Most critical, though, is that each stakeholder has a different level of power within their organization. Some are influencers that speak to the decision-makers and convince them to go in either direction, while others hold the final say on decisions. >>>READ MORE

How to Spot and Prevent Sales Team Burnout Predictable Revenue

There’s a prevalent tendency in business circles to laud the benefits of work-life balance and self-care as effective ways to maximize company-wide performance. But the defeating fact is that most organizations still encounter a worrying amount of burnout.

According to the World Health Organization, it is “a syndrome conceptualized as resulting from chronic workplace stress that has not been successfully managed.” Its symptoms include exhaustion, disengagement, and low productivity. >>> 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.

Improving Sales Performance: Sales Enablement
Improving Sales Performance: Sales Calendars and Sales Planning
Improving Sales Performance: Create a Winning Company Culture
Improving Sales Performance: Business Performance and Culture
Improving Sales Performance: From Team Engagement to Overall Performance
Improving Sales Performance: Exploring the IMPACT Sales Leadership System
Improving Sales Performance: Consultant Roundtable
Improving Sales Performance: Sales Leadership and Performance

Improving Sales Performance: Executive Leadership Tips for Building a Successful Sales Culture
Improving Sales Performance: Targeting a Vertical Market
Improving Sales Performance: Target Drives That Improve Revenue Performance
Improving Sales Performance: Running Effective Sals Meetings in a Work-From-Home Environment 

Media Sales Report Series

Improving Sales Performance | Media Sales Report | Report Analysis and Industry Outlook

Improving Sales Performance| Media Sales Report | Effects of COVID-19 on the Media Sales Industry

Improving Sales Performance | Media Sales Report | Sales Department Structure: Size and Compensation

Improving Sales Performance | Media Sales Report | Hiring and Talent

Improving Sales Performance | Media Sales Report | Sales Training and Development

Improving Sales Performance | Media Sales Report | Sales Process

Improving Sales Performance | Media Sales Report | Sales Enablement

Improving Sales Performance | Media Sales Report | Company Culture and Employee Engagement

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Topics: Wrap-up