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: How To Get Your Employees Performing Better, Sales Opportunities + More

- MOTIVATION - "What you do has far greater impact than what you say." -Stephen Covey - AROUND THE WEB - << If you only read one thing >> How To Get Your Employees Engaged, Motivated, and Performing Better–Growth Institute When your team is full of engaged and performing employees, everything just works. The job gets a...

A Simple Secret to Leadership That No One Talks About

If your actions inspire others to dream more, learn more, do more and become more, you are a leader. John Quincy Adams 1 out of 3 employees say that the boss doesn’t care about the staff. Until recently, leadership has always been about position and power rather than empowerment. A simple secret to leadership that no one ever talks about is...

Exceeding Your 2021 Revenue Goal by Winning the Winnable Games

A heartbreaking ending, but a beautiful journey. If you’re a Cleveland Browns fan, then you’re like me, still brokenhearted after watching them lose yet another winnable big game. Over the years I’ve written a few posts about this hapless team, and I’ll give the team credit for improving during the past season. One thing still alludes the Browns,...

Is It Time For A Talent Checkup? Three Tips For Hiring and Developing Top Sellers

Can you say yes to each of these statements? We hire much better salespeople than our competitors. Our sales management team is a clear strength of our organization. Every member of our team is a solid performer…a keeper. We have a clear succession plan for every person for whom it is appropriate. Currently, all of our salespeople...

6 Creative Recruiting Ideas to Help Keep Your Talent Bank Full

Managers often reach out to us looking for creative ways to recruit top-talent to their companies. Unfortunately, most wait until they're in need, when in reality, consistent searching and recruiting to keep their talent banks full would not only prepare them for the future, but also save them money and time when the time comes to fill a position...

Weekly Roundup: How Sales Pros Are Adapting to Remote Work, Mastering Virtual Communication + More

- MOTIVATION - "The secret to getting ahead is getting started." -Mark Twain - AROUND THE WEB - << If you only read one thing >> How Sales Pros are Adapting to Remote Work–Sales Hacker Nearly a year in and we’re still not ready to call it a new normal just yet. With the shift to work from home, remote selling has become...

Let’s Get Real About How Many Contacts It Takes To Get An Appointment

There's certainly a lot of banter these days about how many contacts a salesperson must make in order to secure an appointment. We all know it takes more than 2 or 3 calls, but how many does it really take, and why?

Improving Sales Performance: Sales Leadership and Performance

The pandemic affected more than just the health and daily lives of people across the world. It affected behaviors and perceptions—including how media is used. With media plans reconfigured and millions of dollars’ worth of ad budgets shifted - to say the rug was swept out from under the advertising industry is an understatement. In case you missed...

Improve Sales Performance via Virtual In-Field Coaching

"I see the value in spending time with my sellers in the field coaching them, but I just don't have the time." We’ve heard this a lot from sales managers over the years, pre-COVID and during COVID. Finding time to watch sellers in the field is a challenge to time-starved managers. The average time to coach a seller on a typical 30-minute, face-to-face...

The Center for Sales Strategy Announces Two Leadership Promotions

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