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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.

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Improving Sales Performance - How We Built Our Company Culture

Having a great company culture in today’s economy is not just a luxury, it’s a necessity. The Center for Sales Strategy (CSS) is known both internally and externally for our incredible culture — especially as a fully remote company. How do we do it? How did we build our company culture? This LIVE broadcast is from our annual staff meeting in Dallas,...

Interviewing Techniques and Trends for 2021

Although lowering, unemployment rates are still much higher than we’ve seen in recent years. However, don’t let that fool you; as you can see, it’s still a very competitive job market out there. Why? In part, because smart companies are examining their talent and prioritizing their top performers. When they know it’s time to let someone go, you can...

Micromanagement — The Pros and Cons That Every Manager Should Know

Every manager or business leader has their own style of managing their teams. While some managers believe in empowering their subordinates with autonomy, others like to keep the discretion to themselves. However, the smartest of managers are those who keep modifying their management styles with the latest workplace trends. Speaking of workplace trends,...

Weekly Roundup: Great Visionaries, Signs You're a High Achiever + More

- MOTIVATION - "Someone is sitting in the shade today because someone planted a tree a long time ago.” - Warren Buffet - AROUND THE WEB - << If you only read one thing >> Great Visionaries Use Decade Thinking To Achieve Great Success — And You Can Too – Forbes Decade thinking can be a game-changer for...

Track These 4 Activities to Help Your Salespeople Grow Their Sales Performance

As a sales manager, how often do you struggle with the line between being a supportive and understanding manager, and holding your sales team accountable? After hearing excuse after excuse about why so-and-so wasn't going to buy such-and-such, you throw your hands up and ask yourself, "If all of this feels so out of my control, what is in my control?...

Improving Sales Performance — IMPACT Your Sales Performance: Performance Tracking

How many performance metrics are you currently tracking? How many should you track? We can all agree that measurement improves performance, and it’s essential to success. But you can’t keep changing the rules of the game. Performance improvement comes only when we focus on the same metrics over time. We need to follow the right measurements and stay...

Are You Settling for Less in Your Sales Prospecting?

Many believe prospecting for new clients is the most difficult stage in the sales process. Working at the top of the funnel is certainly filled with more rejection and dead ends than you’ll encounter once you connect and are into the discovery and advise stages. With all the challenges in the early part of the sales process, it’s not surprising...

Leadership Development–Developing Managers Into Leaders

Promoting someone to a manager doesn't make them a leader. While managers have power, they too often lack the skills to use that power effectively. What you want is a strong sales leader, but how do you get there?That question is why we've written this guide to people management and leadership development. We'll review the core difference between...

Weekly Roundup: Outdated Sales Techniques, Retain Top Talent + More

- MOTIVATION - "Lightning makes no sound until it strikes.” - Martin Luther King Jr. - AROUND THE WEB - << If you only read one thing >> It’s Time to Ditch these Outdated Sales Techniques – LinkedIn If a salesperson from 20 years ago suddenly showed up in a DeLorean and tried to dive right back into the...

Improving Sales Performance — IMPACT Your Sales Performance: Pipeline Management

As a sales manager, how much better would your life be if you had access to better forecast accuracy and improved sales performance? In this episode of the Improving Sales Performance series, Trey Morris, VP / Senior Consultant at The Center for Sales Strategy, discussed how sales leaders can make an IMPACT on their sales performance through effective...

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