The Center for Sales Strategy Blog

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.

Latest articles

Weekly Roundup: COVID-19 Impact on Q2 and How to Move Forward

- MOTIVATION - "A bend in the road is not the end of the road unless you fail to make the turn." -Helen Keller - AROUND THE WEB - << If you only read one thing >> How COVID-19 Impacted Businesses in Q2–HubSpot Since COVID-19 was declared a...

4 Winning Approaches for Writing a Cold Email

You found someone's email address online. Someone you've been looking to get in touch with for a long time. Now, it's up to you to write an email that'll get opened. A cold email can be effective depending on your target audience's communication preferences. Follow these four approaches and you'll increase your chances for success — and your open...

Statistics That Will Help Convert Sales Leads Quickly

How fast does your team move when a lead comes in? A lead response study of 2,241 US companies showed that the average first response time of B2B companies to their leads was 42 hours. A quality lead degrades over time. Every aspect, from the channel you select to the amount of time you take to respond, impacts your prospect’s decision. Whether you...

The Sales Industry Needs a Henry Ford Assembly Line

History is fascinating! You can learn so much from the past. The History channel offers some amazing documentaries that can enlightening for those of us that want to learn from the past to improve our future. One of the most popular series on History is the "The Men Who Built America".  These epic documentaries tell the story of how great men and women...

Trust-Building Questions to Ask in the Workplace

Have you ever participated in a trust building exercise?  They have been the craze for years.  There have been a few fun ones, like Escape Rooms, but there have also been a few you wish to forget, like “trust fall.” Seriously, who enjoys blindly falling backwards hoping someone will catch us?!    Team building exercises are a great way to form relationships...

Weekly Roundup: Go Fourth with Knowledge

- MOTIVATION - "Freedom is nothing else but a chance to be better." -Albert Camus - AROUND THE WEB - << If you only read one thing >> 7 Enduring Trends Defining the Future of Sales–LinkedIn Sales organizations adapted quickly to the new reality brought by COVID-19. LinkedIn research showed that salespeople, suddenly...

Do You Have a People Problem or The Wrong Sales Structure?

How do you know if you have a sales structure problem? Too often, sales organizations are evaluated single-handily by their results. If your company isn’t hitting targets and sale goals aren’t being achieved, the blame falls on not having the right salespeople. But, is the source of lost revenue really a “people” problem? Underperformance is easily...

How Sales Technology Can Strengthen the Human Touch in Selling

From being quarantined in our homes to keeping six feet apart and avoiding handshakes, the way we interact with other humans has drastically changed. In the business environment, the normal behaviors and tactics that salespeople have relied on to drive their success are no longer available. We can no longer drop by to see a client, meet a prospect for...

Finding Sales Talent to Fill Your Talent Bank

With the recent layoffs and furloughs, social distancing, and working from home, there’s more talent available on the market than ever before. “As a result of the pandemic, it’s become an employer’s job market,” states a recent Forbes article. “Candidates will have to get more assertive and creative in finding ways to help them stand out or get lost...

Weekly Roundup: As Work From Home Continues, Here's Some Advice

- MOTIVATION - "Change can be scary, but you know what's scarier? Allowing fear to stop you from growing, evolving, and progressing." -Mandy Hale - AROUND THE WEB - << If you only read one thing >> How to Protect Your Mental Health When Working Remotely–HubSpot 2020 has brought with it unexpected levels of stress, anxiety,...

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