Turning Sales Talent into Sales Performance is our reason for being. As a sales performance consulting company we help business-to-business sales organizations attract, retain, and develop the highest performing sales people.
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Is Cold Calling Dead? 17 New Prospecting Strategies Salespeople Should Use — Hubspot
Is cold calling dead? Let's be honest. That answer is "No." Cold calling used to be one of the best -- and only -- prospecting strategies salespeople could use. But in the past 40 years, a variety of more effective alternatives have emerged.
The following blog post was first published in 2015 by the late Steve Marx, founder of The Center for Sales Strategy, and has been one of the most popular posts in the blog’s history. Even though the text is updated, the message has never been more relevant. To learn more about Steve Marx, click here.
Most of us don’t head to the supermarket without a list in hand, and without knowing exactly what we intend to come home with. I needn’t explain why.
Likewise, most of us wouldn’t start driving to an unfamiliar destination without first finding it on our GPS and clicking for directions. Doing so gets us to our goal with the least hassle and the most efficiency.
About a year ago I conducted a sales talent assessment for an up-and-coming college graduate who had very little sales experience but was loaded with both raw talent and a passion for sales. We’ll call her Ashley. The hiring manager, let’s go with Brenda, was thrilled to be able to get someone with such potential “on the cheap,” so she made her an offer right away, which Ashley quickly accepted.
If you’ve wanted to update your LinkedIn profile, but each time you start, it feels like an overwhelming task, remember that the best profiles on LinkedIn were not written in one session, but layered in over time.
Your LinkedIn profile is one of the first signs of your professional brand that a prospect or potential business partner will find online.
Here are three things that you can do quickly, that will have an impact on the message that you’re sending out on your profile.
As VP/Sr. Consultant at The Center for Sales Strategy, I’ve worked with many customers over the past fourteen years. I would be a wealthier man if I had a dollar for every time I heard this line from sellers:
Even when you are intentional about removing surprises and skilled at talking about price, you may still encounter objections during the sales process. Listening for objections along the way and handling each one as it comes up helps you avoid trying to address all the objections while you are presenting your proposal.
Sales can be fun. Sales can be stressful. Sales can be rewarding. Sales can be life-changing. Here are some gifs to bring a little humor into your week and get you on track to improve your sales performance (we hope you are as pumped as #5) and help your clients crush their goals with your solutions (see #7). And then, we hope you end up like #10.
I was recently working with a group of sales managers on helping their sales teams develop more high-potential accounts. After listening to some of the challenges they feel their salespeople are faced with day-to-day, I added, "They need to get the rats out of their head!" One sales manager looked at me inquisitively and questioned, "The rats out their head?" So let me explain...
In our fast-paced sales environment, it's easy to let distractions get in the way. These distractions can sometimes hurt our sales performance and almost always get in the way of developing high-potential accounts. Then it's a domino effect... so many issues feel as if they need to be addressed immediately and almost always end up taking the place of the productive new business development activities that you know will help you improve performance. It gnaws at you and feels as if you can't get away from it - like rats, invading your space and eating up your time.
I have felt this way myself many times. A single working mom with three kids with an active career built on helping others improve sales performance is a constant juggle, and sometimes, I too let rats get in my head. Here's how I quickly re-group and get back on track: