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: Sales Software, AI Revolution, Cheat Sheets + More

- MOTIVATION - "The most powerful leadership tool you have is your own personal example." -John Wooden - AROUND THE WEB - << If you only read one thing >> The Software Standing Between You and a Winning Sales Team–HubSpot Do me a favor, complete this sentence: my sales software is so _____. Correct me if I'm wrong,...

5 Tips on How to Close a Sale Faster Than Ever Before

Everyone knows that sales is a numbers game. The more you have out there, the better off you are, which is why we all typically agree that sales is a numbers game,right? What are the numbers everyone is talking about? As sales managers, are you looking at the wrong numbers? How many times have you heard or said, "Don't worry! I've got a lot out...

Why Do Salespeople Hate CRM Systems — And What Can Sales Managers Do About It?

“CRMs are just another tracking tool.” “I’ll spend more time trying to learn how to use it than actually using it.” You’ve heard the complaints from your sales team about using a Customer Relationship Management (CRM) system. And, chances are if you’ve considered implementing a sales enablement tool like a CRM into your strategic plan to drive...

Is the Work From Home Environment Affecting Your Performance?

Sales coaching isn’t a one-size-fits-all process. Each salesperson on your team offers a special blend of talent. As a leader, your responsibility is to coach based on a clear understanding of all their strengths and weaknesses.  You know that coaching your team as individuals is essential to their growth and success. But for a remote sales team,...

3 Ways to Boost Sales Performance with Effective Feedback

Sales leaders that commit to growing and developing their people through effective feedback boost sales performance, attract and retain top talent, and outperform other organizations that fail to make feedback and coaching a priority. Recruiting and Selecting highly talented people for your organization is critical - but you can’t stop there. Innate...

Weekly Roundup: SMART Sales Goal Examples, Annoying Myths About Salespeople + More

- MOTIVATION - "A goal properly set is halfway reached." -Zig Ziglar - AROUND THE WEB - << If you only read one thing >> SMART Sales Goal Examples From 30+ Sales Professionals–Databox “Goals allow you to control the direction of change in your favor.”Brian Tracy, a motivational speaker who often speaks on goals as they...

The Link Between Healthy Habits and Healthy Pipelines

Richard Branson, Mark Zuckerberg, Jack Dorsey, Mark Cuban — all agree that one habit is a key ingredient to success. Practicing good health habits by eating right and exercising each day is what these billionaires, and 21 others, agree helped create the foundation for their businesses and financial success. Your habits and routines determine your...

Develop More New Business in 10 Minutes

From a management perspective, a properly deployed Customer Relationship Management (CRM) allows you to assign and reassign sales goals to your sales team, transfer responsibilities, and enhance the client and sales rep experience. However, many organizations and sales teams are quick to dismiss CRM software’s effectiveness, and many stop using it...

Rediscovering the Benefits of Internal Recruitment

“More than ever, future hires will come from within the company. In an increasingly tight talent market, organizations will rediscover the benefits of internal hiring and work to better understand how their employees want to learn and grow.” — 2020 Talent Magazine Recruitment is all about finding and attracting the right employee to your company....

5 Questions Sales Leaders Ask to Improve Sales Performance

Inquiry is a powerful motivator. We use it to fuel conversations, problem-solve, and, ultimately, improve sales performance. High-value questions are a driving force to much-needed mental shifts — especially in today’s environment. When your mindset changes, so does your behavior. As sales leaders, we can’t control market conditions, but we can influence...

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