"What we dwell on is who we become."
- AROUND THE WEB -
<< If you only read one thing >>
What Buyers Want Right Now–LinkedIn
One of the great difficulties of being a salesperson right now is the uncertainty. Not the general "uncertain times" sense being felt across all industries and professions, but the uncertainty of how any given person is doing; where their head is at.
In a job that revolves around personal interactions, and striking up quick conversations with a purpose, we tread on challenging ground. Quality reps have a knack for getting to know someone and their circumstances ahead of outreach, via professional research, but this is different. From the outside, it's almost impossible to gauge how a business is faring against this crisis, let alone the human beings who run the organization.
There are no secret tricks for navigating each unique situation. Let your empathy, intuition, and genuine desire to help be your guide. But when it comes to getting a handle on the B2B buyer community at large, new research can help.>>> READ MORE
Deal Creation Bounces Back After Early April Lows [COVID-19 Benchmark Data, Updated Weekly]–HubSpot
The economic impact of COVID-19 is undeniable. Businesses all across the globe are learning how to adapt to these new circumstances and we're all learning how to operate in a "new normal" that's constantly changing.
After multiple weeks of decline, last week saw a positive uptick in the number of deals created in HubSpot CRM as all global regions reported a rise. This is an important metric for business owners as deal creation is an indicator of future revenue. While this metric is still down 21% compared to pre-COVID levels, this week was a small victory after seeing negative results over the past several weeks.>>> READ MORE
3 Not-So-Obvious Shifts You MUST Make to Sell in Uncertain Times–Sales Hacker
When asked, “What are the top three recommendations would you give your sales team today?” Todd Caponi's answers may not be exactly what you’ve seen posted throughout the blogosphere.
His three tips for selling in uncertain times are: optimize the message, optimize your buying journey, and keep selling! Here's a deeper dive into these concepts.>>> READ MORE
Five Sales Certifications to Help Advance Your Career–CloserIQ
Whether you’re a first-time job-seeker looking for a career in sales or a seasoned professional, there’s always something more you can learn. You need to always be on the lookout for a program or sales certification that could help you take your knowledge and expertise to a new level.
Here area few certifications every salesperson – no matter how green or experienced – should have in their portfolio.>>> READ MORE
4 Ways to Use Marketing Content Successfully in the Sales Process–LeadG2
The primary purpose of marketing content is to drive traffic to your website and generating leads, but it’s not its only purpose. The content your marketing team creates as a part of the organization’s marketing strategy can and should be repurposed to support the entire sales process. Each resource can be used to reinforce your sales message, provide additional insight, and answer questions your prospects didn’t even know they had.
In short, it helps remove friction as prospects move from the awareness stage, through the consideration stage, and into the decision stage. When marketing resources are appropriately mapped to the various stages of the buyer’s journey, the velocity of the sales process will increase, and sales cycles will shorten.>>> READ MORE
- DON'T MISS -
This Week on The Center For Sales Strategy's Blog:
- Track, Measure, and Improve Cold Email Prospecting
- Email Tone: It Can Be Louder Than Words
- Never Waste a Good Crisis
- The Top 7 Sources to Find Leads