The Center for Sales Strategy covers topics important for B2B sales organizations under the categories of Talent, Sales, Sales Management, Inbound Marketing and Digital Sales.
277 followers 4 articles/week
Improving Sales Performance Often Requires Changing Focus

How much more productive would you be if you focussed on your inputs? This means avoiding all distractions and only working on planning, pitching, and following up—all the factors that budge the needle, not those that don't.  A lot of valuable time is wasted focusing on things we cannot control. For example, we have zero control over the economy,...

Tue Feb 20, 2024 18:02
The 20% Dilemma: Managing Underperformance in Sales

New data from the Media Sales Report shows that 46% of managers believe less than 20% of their sales teams are underperforming.  It’s a terrible position to be in. It sucks your energy, time, and takes your focus from where you can be making a positive impact. It’s hard on leaders and underperformers. Underperformers usually fall into two categories:...

Mon Feb 19, 2024 17:54
Quick Take: Highlights From The 5th Annual Media Sales Report

In this Quick Take episode, we’re kicking off our season-long exploration of The Center for Sales Strategy’s 5th Annual Media Sales Report by highlighting some of this year’s most eye-catching findings. In other words, by the end of this short episode, you’ll have a good idea of how salespeople and sales managers are currently feeling about their...

Thu Feb 15, 2024 17:37
Beyond the Inbox: Rethinking Email Strategies in Modern Sales

Did you know that the first email was sent way back in 1971? That first “message” was a throwaway in terms of actual content. Engineer Ray Tomlinson, at the time, was exploring different ways for humans and computers to interact and sent himself a test email to see if his new idea worked. Ray had little idea how powerful and enduring the concept...

Wed Feb 14, 2024 17:26
The Power of Saying No: 12 Lessons on Setting Boundaries

We've all felt the guilt and anxiety that comes from overcommitting or saying yes when we really wanted to say no. Whether due to pressure from others, difficulty setting boundaries, or problems prioritizing self-care, many of us end up overloaded, overwhelmed, and stretched too thin. In her book "The Power of Saying No," organizational psychologist...

Tue Feb 13, 2024 17:12
The Secret Weapon of Persistence: Key Insight from the 2023 Media Sales Report

Let's face it, sales isn't for the faint of heart. It's a battlefield of "no's," rejection emails, and voicemails that mysteriously transform into black holes, swallowing your carefully crafted messages whole. But before you drown your sorrows in a pint of Blue Bell Homemade Vanilla (hey, emotional eating is a valid sales strategy, right?), hear...

Mon Feb 12, 2024 17:58

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