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

The Center for Sales Strategy Appoints Elissa Nauful, Successful Sales Leader and Entrepreneur, as Director of Sales

How Online Courses Help Ease the Transition for New Sales Hires

When you start a new sales job, there’s always a transition that includes many different learning curves. You learn how to embrace a new culture, learn to meet the expectations of new leadership, take on new functions within a sales job, and then there's the social pressure. One of the best ways to ease the pain of transition is to offer new sales...

Is It Important to Formulate a Detailed Plan for Onboarding?

Sapling has found that “Without powerful onboarding, it takes around 8 to 12 months for new employees to reach their full productivity levels.” By taking the time upfront to onboard people in a meaningful way, they’ll be able to begin contributing at higher levels quicker and make a more immediate impact on the organization. Onboarding is a prime...

Weekly Roundup: Good Onboarding Leads To Better Employee Retention, Grow Your Local Brand As A Media Company + More

- MOTIVATION - "Don't watch the clock; do what it does. Keep going." -Sam Levenson - AROUND THE WEB - << If you only read one thing >> Why Good Onboarding Leads To Better Employee Retention – TinyPulse The process of hiring and retaining employees is never easy. Hiring can be a rigorous, time-consuming endeavor that...

Improving Sales Performance | Targeting a Vertical Market

Vertical targeting is one of the most effective ways to capture a focused, intent-driven audience. You can use specific messaging tailored for that segment and curate the content to cater to your target market’s unique needs and interests. In this episode of Improving Sales Performance, John Matthews, President and CEO of Gray Cat Enterprises, Inc.,...

Why Your Salespeople Need a Cold Calling Playlist (Playlist Included)

Scientists say music changes mood, motivation, cognitive processing, and the ability to retain information. Additionally, music just makes work more fun and time fly!   Setting appointments is a common problem — in fact, the 2020 Media Sales Report found that 80% of sales managers find it harder today than just 5 years ago. Listening to music is just...

If You Forget About Lead Gen, You Can Forget About Growth

This article was originally published on Entrepreneur.com. What’s the worst thing that can happen if you buy weak leads from a questionable source? New York City real estate broker Nathan Horne almost found out. Like the thousands of professionals in his industry who collectively spent $10.5 billion on advertising in 2017, his employer, The Corcoran...

Sales Calendar: 3 Reasons You Need One

You mean well. You want to do it better this year. But, somehow every year, it gets away from you.  We all have good intentions each year to do a better job planning, selling, and tracking all of the major sales opportunities for our organization. This is why you really need to start planning using a sales calendar.

Weekly Roundup: Sales Coaching Tips, How Culture Impacts Your Bottom Line + More

- MOTIVATION - "Quality performance starts with a positive attitude." -Jeffery Gitomer - AROUND THE WEB - << If you only read one thing >> 25 Expert Sales Coaching Tips and Techniques to Amplify Close Rates – Close Sales coaching is just one cog in the day-to-day life of a sales manager. But in between setting quota...

Improving Sales Performance | Executive Leadership Tips for Building a Successful Sales Culture

What are some common obstacles that stand in the way of a successful sales culture? And how should sales organizations use social media to help drive revenue? These questions and more were answered in Episode 17 of the Improving Sales Performance series. In case you missed the Live broadcast, here’s a breakdown of Elissa Nauful’s, Digital Media, Marketing...

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